Outbound has changed. What worked two years ago does not work today, and what works today is not going to work two years from now. On this episode of Scrappy ABM, Mason Cosby sits down with Drew Johnson, Senior Director of Business Development at Everflow, to walk through how his team actually picks targets, runs LinkedIn-led outreach, and knows when to pivot off a vertical that has stopped paying out.

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Drew runs outbound for a bootstrapped affiliate-tracking platform going up against bigger logos. He calls it David versus Goliath. To compete, his SDRs and AEs lean on LinkedIn over InMail, treat the connection request and the pitch as two separate problems, and build target lists off of verticals where one client win has already started to pop. The conversation gets tactical fast: when to abandon a list of 70 accounts, why the five-minute response window after a connection accept matters, and what to do when the decision-maker keeps ignoring you.

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👤 Guest Bio

Drew Johnson is Senior Director of Business Development at Everflow, a bootstrapped affiliate and partner-marketing platform headquartered in Mountain View. He joined Everflow in 2018 and has run sales and BD there ever since, scaling the team that brings new brands onto a platform now tracking 1,200+ clients across affiliate, influencer, lead-gen, telehealth, and mobile. Before Everflow, Drew held BD and AE roles at Digital Remedy, Leadnomics, and Digital Roadmap.

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📌 What We Cover

• How Everflow picks new verticals by pouncing on the lookalikes of one client win
• The signal Drew watches for when a vertical is starting to dry up
• Why LinkedIn does the heavy lifting and email and calls run as multi-threading support
• The two-part LinkedIn play: getting the connection accepted, then pitching
• The five-minute SLA after a connection accept and why speed compounds
• The "sweetest person in marketing" detour for accounts that won't reply to senior titles
• Why one silver-bullet playbook only works if you are the number one logo in the space
• What Drew tells his team about seniority: you keep proving you can print the money

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🔗 Resources Mentioned

• Everflow: Affiliate and partner-marketing tracking platform
• LinkedIn Sales Navigator
• HubSpot
• Gemini (Google) for building lookalike audiences
• Drew's email: drew@everflow.io
• Brands Drew references in Everflow's telehealth and GLP-1 vertical: Rugiet, Ro, BlueChew, BodyHealth, ReflexMD, GobyMeds

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Resources:

Scrappy ABM: Visit for more ABM tips and strategies.

Connect with Mason on LinkedIn for a conversation about ABM.

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