In today's episode, I chat with Rishabh Gupta, Product Lead at Partao and freelance GTM engineer, about building foundational outbound systems for early-stage startups.

We dive deep into his approach to GTM engineering, exploring how he discovered that email-only campaigns don't work and why multi-channel outreach (email, calls, SMS, WhatsApp) is critical for Fortune 500 targets. Rishabh shares his journey from growth marketer to GTM engineer, explaining how his technical background (biomedical engineer turned software developer) helped him master Clay workflows and API integrations. We discuss the challenges of narrowing target customer personas, the importance of lead scoring with multiple data sources, and why GTM engineering is really just a subset of growth marketing. Rishabh also shares his vision for the future, predicting that GTM will become fully agentic with multiple small agents managed by a master orchestrator.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:21) What Rishabh Does and Client Types
(00:57) The 30-60-90 Day GTM Process
(01:45) Case Study: Multi-Channel Approach for B2B SaaS
(02:59) Why Email-Only Strategies Fail
(03:48) GCC Setup Service Case Study
(04:26) Rishabh's Journey into GTM Engineering
(06:19) Technical Background and Getting Started
(07:20) GTM Engineering vs Growth Marketing
(07:51) Future of GTM: Agentic Systems
(09:00) Closing and Contact Information

🔗 CONNECT WITH RISHABH

👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - saurabh@salesrobot.co

🙏 LEAVE A REVIEW
If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)

👋🏼 GET IN TOUCH
You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

In today's episode, I talk to Louis Deslus from Era B2B about building full-service outbound systems that achieve exceptional results through natural, human-centered prospection.

We dive deep into his agency's multi-channel approach and explore how they achieved 180 meetings per month with a 7% conversion rate for a client. Louis shares his unique philosophy on creating genuine conversations rather than "selling," explaining why traditional sales principles still outperform AI-generated content. We discuss his journey from black hat SEO and early LinkedIn automation to founding a full-service agency, and explore tactics like industrializing referrals (achieving 90% meeting rates) and leveraging influencer networks. Louis also shares his perspective on the future of prospection, emphasizing that targeting and strategy will become increasingly critical as more companies adopt automation.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:21) What Era B2B Does and Client Types
(01:51) Approaching New Clients: Product-Market Fit Assessment
(03:46) Creating Discussions vs. Selling
(04:17) Traction Case Study: 180 Meetings per Month
(05:42) Natural Communication vs. AI-Generated Content
(07:24) Industrializing Referrals and Champion Networks
(09:59) Influencer Outbound Strategy
(10:31) Louis's Journey: From Black Hat SEO to Outbound
(13:06) The Importance of Manual Excellence Before Automation
(15:28) Future of Prospection: Targeting and Infrastructure Challenges

🔗 CONNECT WITH LOUIS

👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - saurabh@salesrobot.co

🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)

👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

In today's episode, I chat with Nayab Osaf, a GTM engineer at StackOptimise, about her journey from HR recruiter to outbound expert and how her team achieves remarkable results through high-volume testing and AI-powered personalization.

We dive deep into StackOptimise's aggressive testing methodology, where Nayab launched 13 different campaigns in one day to rapidly discover message-market fit. She shares her philosophy on combining email, LinkedIn, and cold calling into an effective multi-channel strategy, and explains why adaptability is the key skill for succeeding in the rapidly evolving outbound space. Nayab also discusses the future of the industry, including Clay's new AI-powered lead generation feature and what it means for GTM engineers and agencies.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:21) What StackOptimise Does and Target Clients
(01:27) Most Creative Campaign Story
(04:04) The 13-Campaign Testing Strategy
(07:31) Message-Market Fit Discovery Process
(08:36) Email vs LinkedIn vs Cold Calling
(11:26) Nayab's Journey into GTM Engineering
(14:21) Creative vs Technical Skills in GTM
(15:00) Future of Outbound and Clay's New Features
(17:22) Where to Find Nayab

🔗 CONNECT WITH NAYAB

👥 LinkedIn

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - saurabh@salesrobot.co

🙏 LEAVE A REVIEW

If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)

👋🏼 GET IN TOUCH

You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

In today's episode, we talk to Leslie from Sales Led GTM Agency about building effective outbound strategies through micro-segmentation and buyer-centric thinking.

We dive deep into Leslie's approach to territory management and ICP refinement, exploring why most companies' ICPs are too broad and how to apply at least five layers of segmentation to create highly targeted micro-campaigns. Leslie shares her most successful campaign, a sales-led event sequence that won her a Sales Innovator of the Year award, and explains how to blend demand gen and lead gen activities effectively. We also discuss the evolution of sales as a profession, the current state of AI in outbound (what works and what doesn't), and why strategy must always come before tools.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:43) What Sales Led GTM Agency Does
(02:08) Leslie's Process: Territory Strategy First
(04:36) Micro-Segmentation and Five Layers Deep
(07:23) Time as a Variable in ICP Definition
(09:11) Most Creative Campaign: Sales-Led Event Sequence
(12:11) What's Old is New Again in GTM
(13:46) Leslie's Journey into Sales
(16:40) Where GTM is Heading with AI
(19:12) Closing and Contact Information

🔗 CONNECT WITH LESLIE

👥 LinkedIn
🐦 TikTok: @salestipstalk
🎥 YouTube
📚 Book: Profit Generating Pipeline

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel
🐦 X (Twitter)
📸 Instagram
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co

🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)

👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

In today's episode, we talk to Malo Brinquin from Palladio GTM about building complete GTM engines for companies using Clay and modern automation tools.

We explore how Palladio approaches client work differently based on company size, from helping smaller startups automate outbound and save time for salespeople, to breaking down silos between marketing and sales teams in larger organizations. Malo shares a fascinating case study where they built deeply segmented campaigns using Clay to research prospects across multiple data points including age, education history, and career tenure. We discuss why hyper-segmentation beats generic messaging, how Clay extends far beyond outbound into inbound qualification and CRM hygiene, and why speed-to-lead can be cut in half with the right automation. Malo also addresses the common misconception that GTM engineers are just doing outbound, explaining the broader value of understanding how to connect systems and build proper GTM infrastructure.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:21) What Palladio GTM Does and Their Approach
(00:57) Client Fit and Company Size Differences
(02:32) Business School Case Study: Deep Research and Segmentation
(03:58) Six Campaigns from 1K People
(05:42) Why Hyper-Segmentation Wins
(07:06) Clay Beyond Outbound: Inbound and CRM Use Cases
(08:28) Speed-to-Lead and Lead Scoring
(10:11) The GTM Engineer Misconception
(10:58) Breaking Down Marketing and Sales Silos
(11:11) Future of Clay and Creative Use Cases
(14:00) Closing and Contact Information

🔗 CONNECT WITH MALO

👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - saurabh@salesrobot.co

🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)

👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

In today's episode, I talk to Georgios from Relevance about building outbound systems for early-stage startups and why focusing on accelerator-backed companies became their winning niche.

We explore how Relevance evolved from list building to full-service outbound strategy, and why they specifically target "builder" founders who excel at product development but struggle with sales. Georgios shares their approach to signal-based prospecting, explaining how they use Clay to identify high-intent prospects rather than relying on generic demographics. We discuss their philosophy on strategic positioning in segmented markets, the importance of understanding founder personas, and why the tight-knit accelerator network creates powerful referral channels. Georgios also reveals their testing methodology for messaging and their vision for scaling through partnerships with top startup accelerators.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:21) What Relevance Does and Business Model
(00:57) Evolution from List Building to Full Strategy
(02:32) Why Focus on Early-Stage Startups
(03:58) Identifying "Builder" vs "Seller" Founders
(05:42) Signal-Based Prospecting with Clay
(07:06) Strategic Market Positioning
(08:28) Understanding Founder Personas
(10:11) The Accelerator Network Effect
(10:58) Testing and Messaging Methodology
(11:11) Scaling Through Partnerships
(14:00) Closing and Contact Information

🔗 CONNECT WITH GEORGIOS

👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - saurabh@salesrobot.co

🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)

👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

In today's episode, we sit and talk to Alex from Launchyfi about the emerging role of go-to-market engineers and how they're reshaping B2B sales for startups.

We dive deep into Alex's journey from failed first startup to Chief Revenue Officer at age 20, and how those experiences led him to build Launchyfi, first as a fractional GTM engineering agency, now evolving into an AI-powered platform. Alex explains why the sales tech stack exploded from 100 tools in 2020 to 16,000 today, creating the need for GTM engineers who can select and orchestrate the right tools for each company's unique situation. He shares a compelling case study of taking a client from 1-2 demos per month per SDR to one demo per day by completely rebuilding their stack three times. We discuss why AI SDRs aren't enough, the vision for AI GTM engineers that could democratize access to $180K+ expertise, and Alex's controversial take on why existing sales tools adding AI features is like putting a better engine in a horse carriage.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:24) What Launchyfi Does and Business Model
(01:42) The Rise of Go-To-Market Engineering
(03:17) Why Traditional Agencies Don't Scale
(04:33) The Future: AI GTM Engineers vs AI SDRs
(05:10) Target Customer Segments and ICP
(06:21) Client Success Story: From 1-2 to 30+ Demos Monthly
(08:10) Systems Thinking: Building Self-Running Engines
(09:54) Alex's Entrepreneurial Journey
(10:19) First Startup: Nightclub Management Platform
(11:25) Lessons from Co-Founder Misalignment
(11:56) Joining Serenity GPT as SDR to CRO
(13:19) Birth of Launchyfi Agency
(14:21) Why Proven Experience Beats Age
(15:01) The Future Roadmap and Clay Killer Ambitions
(16:39) Where to Find Alex and Launchyfi

🔗 CONNECT WITH ALEX

👥 LinkedIn
💻 Website

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - saurabh@salesrobot.co

🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)

👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

In this episode of the Outbound Wizards podcast, I sit down with Niklas Huetzen, founder of Automindz Solutions, an AI and automation agency specialized in the recruitment space.

Nik shares his journey from running a failed e-commerce business during COVID to building recruitment systems for a Dubai-based agency that grew from 14 to 100 people. We explore his unique approach to recruitment outbound, where he monitors companies around the clock, aggregating hiring signals like multiple job postings, employee movements, and skill gaps into a centralized Airtable database. This data infrastructure enables highly contextualized AI messaging that goes far beyond basic personalization. Nik explains why recruitment is different from typical B2B sales, you're filling two pipelines (candidates and clients), and your product can say no. We discuss his multi-channel strategy combining email, LinkedIn connection requests, cold calling, and InMail, along with his lead scoring system that prioritizes which prospects get which channel based on hiring signal strength. Nik also shares candid lessons about focus and niche selection, explaining why his agency initially struggled by targeting too many industries before committing fully to recruitment. Looking ahead, he reveals his vision for agentic AI, building personal AI assistants for every recruiter that can autonomously build daily prospect lists and take actions based on structured data.

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:36) What Automindz Does: AI & Automation for Recruitment
(02:16) Why Recruitment? The Client & Candidate Pipeline Challenge
(04:15) The Airtable System: Aggregating Hiring Signals
(06:20) Beyond Job Scraping: Context-Driven Personalization
(08:15) Multi-Channel Strategy: Email, LinkedIn, Cold Calling, InMail
(10:20) Lead Scoring: Prioritizing High-Signal Prospects
(11:35) InMail Strategy: Building Candidate Networks Over Time
(13:24) Industry Evolution: From Transactional CV Sending to Value Advisory
(15:51) Nik's Journey: Failed E-Commerce to Recruitment to Clay
(17:05) The Niche Selection Mistake: Why They Initially Avoided Recruitment
(18:13) The Biggest Learning: Stick to One Thing, Compound Your Knowledge
(19:54) Future Vision: Agentic AI Assistants for Every Recruiter
(22:44) Where to Find Nik and Automindz Solutions

🔗 CONNECT WITH NIK

👥 LinkedIn
💻 Website
🎥 YouTube

🔗 CONNECT WITH SAURAV

🎥 YouTube Channel

🐦 X (Twitter)

📸 Instagram

💻 Website

👥 LinkedIn
📧 Email - saurabh@salesrobot.co

🙏 LEAVE A REVIEW
If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)

👋🏼 GET IN TOUCH
You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.