Bill Stathopoulos

Founder

👋 I'm Bill, and here's my story:

1. Building SalesCaptain, an Outbound & AI GTM agency for B2B SaaS to $3M+ ARR, while being a digital nomad for 4 years.
2. Authored a book - "Cold Email Secrets"
3. Scaled a Growth Marketing Agency to $1M ARR at the age of 28. Grew the team from 7 to 25+ employees in 3 years. Closed clients like Nestle, Revolut, GE, and the Singapore Airport.
4. Helped multiple startups go from zero to $5M+ revenue in 18 months since 2015
5. Trained 2,500+ Growth Marketers in the last 5 years
6. Built the speakers lineup for Ad World, with 50k+ attendees and 100+ speakers, making it the largest advertising conference in the world
7. Interviewed Seth Godin, Scott Galloway, Arianna Huffington, Rory Sutherland, the CMO of Samsung, the CMO of Hubspot, and 30+ world-class Marketing executives.
8. Published the book “Cold Email Secrets”, the bible of modern Outbound & GTM. 
9. Named “Top Lead Generation Voice” on LinkedIn in 2024
10. Became the Clay Club Host in London, leading a team of 15+ GTM Engineers

What you'll get working with me:
🧲 Your Go-To-Market (aka GTM) Strategy
🏀 Optimize your Marketing channels; make the most of your budget
🏆 Build systems for User Acquisition, Activation, Retention, and Revenue

Peace, love & growth ✌️

Bill

Co-Founder

We build and scale Outbound Sales systems that include multi-channel prospecting, lead response, and our cutting-edge processes to help you build your business.

Most people who call themselves GTM engineers won’t last the next 12 months!

That’s exactly why we built the SalesCaptain AI GTM Coaching Program.
For the next cohort, we’re opening one scholarship seat.
One person gets full access for free.
 
The market is already separating surface-level skill from real capability.

Knowing one or two tools does not carry a team anymore.
Budgets tighten, channels and tools change fast and last year’s plays are expired.
 
Running GTM now requires command of the full motion.
From data to message to campaign to pipeline. And from first signal to booked meeting.
 
The program runs for 8 weeks and I teach it myself.

We work through:
* Outbound structure
* Clay list building
* Campaign setup and copy
* GTM systems and infrastructure
* Operating as a GTM engineer inside a real team
 
We have weekly live sessions, a private Slack channel and all recordings included.
The scholarship gives full access to all of this.
 
To apply 👇 
Comment GTM and repost this post.

 
We’ll announce the selected participant at the beginning of December.
 
We’re training the next top 5% of GTM engineers.
This scholarship makes space for one more.

The program's link is in the 1st comment.
#aigtm #scholarship #gtmengineer #clay

CEO, SalesCaptain | Clay London Club Lead 👑 | Top lemlist Partner 📬 | Investor | GTM Advisor for $10M+ B2B SaaS

We walked into a time machine and saw what GTM looks like in 2028.
That’s what Clay Club Paris felt like.

After talking with Varun Anand (Clay), Charles Tenot (lemlist), Frank Sondors 🥓 (Salesforge.ai 🔥) and other operators in the room, the pattern were obvious.

The strongest teams aren’t arguing about tactics or tools anymore.
They’re redesigning their GTM in 2026 around these 5 values:

1️⃣ SYSTEM DESIGN
The strongest teams build GTM as one connected system. CRM, enrichment, outbound and reporting move as one. If people are still moving data manually between tools, no matter what you do, this setup won’t scale.

2️⃣ ACCOUNT STRATEGY
The best teams spend more time deciding who not to target than rewriting copy. Insisting on volume is nothing but a way of hiding weak targeting.

3️⃣ DATA
Pipeline quality depends on your data quality. 
Find unique data sources that will set you apart. Make sure your Outbound decisions are not relying on opinions, they must rely on signals.

4️⃣ PEOPLE & PARTNERS
- Great hires think in workflows, not tasks, they design how leads, data, and decisions flow across the team.
- The strongest partners run their own product in production (example: Clay). If they don’t trust it for their own GTM, they won’t make yours better.

5️⃣ COMMUNITY
A few hours in the right room replaces months of trial and error (that's why events like Clay Club matter). 
Make sure you invest in attending/organizing the right events and talking to real operators. If people travel to be there, you know that room matters.

If you want to build GTM the way the strongest teams do, tomorrow I’m sitting down with Davide Grieco, Clay’s Head of Growth.

We’ll walk you through how Clay (a $3B+ company) runs its own GTM internally. 
Prepare your questions, we're revealing everything.
Here's the link: https://lnkd.in/egmdt3uy

P.S. A Paris trip isn’t complete without a stop at lemlist. That team is exemplary of these GTM values.
Later, Julia Guenier told me the visit landed with them, and the energy after it was 🔥. That meant a lot :))

A $30M SaaS CEO confirmed something to me that most GTM teams don’t want to hear:
AI isn’t making sales faster.

Last week in Bucharest, I spent an hour with Charles Tenot, CEO of lemlist.
Talking about the uncomfortable parts of building a real SaaS company.

What became obvious fast to both of us was this 👇 

Growth almost never stalls because of the market.
It stalls because companies stop building for customers.

Lemlist didn’t hit a wall because demand disappeared.
 They hit it because too much energy went into fixing systems,
and not enough into shipping things users cared about.

Charles walked me through a few decisions most teams won’t touch, but for Lemlist they changed everything:

- They killed SEO even though it worked.
- They stopped writing content they wouldn’t read themselves.
- They rebuilt the team around product velocity, not headcount.
- They treated brand like an asset, not a channel.
- They accepted the truth about AI: it looks better in RevOps than in real sales workflows.

In his words:
“AI looks great in operations. Sales barely uses it.”

And that gap explains most “AI transformation” failures.
We’re building software for teams that design workflows…
Not for the people who actually run them.
Until AI lives inside the rep’s day, not just inside the dashboards,
productivity will stay flat.

We also went deep on:
– Why traffic lies
– Why attribution rarely tells the truth
– Why dashboards don’t create leverage
– Why outbound is shifting from volume to precision
– And why CEOs shouldn’t fix problems, they should clarify them

This was a founder conversation about what breaks, and what actually fixes it. And I really appreciate his openness and honesty.

If you’re building SaaS, leading GTM, or trying to grow without getting lost… believe me, you’ll see yourself in this!

Full interview is live: https://lnkd.in/eznRgyTr

#lemlist #aiinsales

Last night we brought together 20+ GTM leaders for a private dinner in Bucharest 🇷🇴  on the sidelines of Tekpon AI Summit.

Lately, I’ve started making these small, private dinners a regular thing.
It’s my way of being focused on real conversations with the people running GTM every day, and staying close to the actual operators, about what’s working and what’s breaking and what they're doing next.

Here are some key points from the conversations we had:

- AI is forcing org design changes. GTM teams are getting leaner, more cross-functional, and structured to ship faster (not just operate faster).

- Outbound in commoditized markets needs more than volume, strong positioning and localization are becoming (the) real differentiators.

- Scaling product-market-fit isn’t one playbook. Early-stage teams need speed and a sharp narrative. Later-stage teams are solving for specialization, structure, and focus.

I love these insights because they come from unscripted conversations between people actually building.

Next dinner is in London on Dec 2.

Thanks to everyone who joined the table 💚 
Frank Sondors 🥓, Mike Korba, Ciprian Vlad, Cristian Dina, Robert Jackson Batiste Pasquet, Ignacio Villanueva Martin, Catalin Gealapu, Robert Strobl, Marijana Gligoric, Osman Koc, Hai Ta, Abdul Mukati, Alina Mitrica, Alina Ionciu, Dan Tabaran, Elizaveta Chugunova, Mihai Vinatoru, Fulvio Covone, Tommaso Fè and of course Theo Kanellopoulos.

Apologies if I missed anyone, let me know in the comments.

#gtm #dinner

95% of go-to-market teams are drowning in data,
and 0% know what to do with it!
 
That’s the brutal gap we uncovered yesterday in our live session with Davide Grieco (Head of Growth at Clay).

I will get straight to it.

Here are 6 things the most advanced teams are doing (and you should be copying in 2026):
 
1️⃣ Leads → pipeline, only when routed intelligently.

Webinar signups, demo requests, product usage...all of it lands in Slack or your CRM. But without prioritization, reps don’t know where to focus, and leads go cold. 
Top teams auto-score and route leads based on fit, behavior, and deal potential, so sales only acts when it matters.

2️⃣ Intent doesn't always trigger action.

A single website visit doesn’t trigger a sequence. Clay’s team proved that orchestration only works when fit + behavior + value are layered before making a move.
 
3️⃣ The 3-dimensional scoring system.

Leading teams score every account across these 3 core dimensions👇 

1. Account Fit Score: Tech stack, GTM motion, sales team size.
2. Engagement Score: Product usage, events, LinkedIn activity.
3. Contract Potential: Will this account be worth $5K or $500K?
 
4️⃣ Every account gets routed into one of these 4 tiers:

- Low fit, low engagement → Ignore or self-serve.
- High fit, low engagement → Educate & warm up.
- Low fit, high engagement → Monitor with product nudges.
- High fit, high engagement → Full GTM firepower: sales + ads + content.
 
5️⃣ Go-to-market teams are in sync

Sales, Marketing, and RevOps work off the same live dashboards (powered by Clay) where scores, tiers, and signals update in real time.
 
6️⃣ Everything maps back to revenue.

Every live stream, post, and paid ad is tracked, not just by clicks, but by which ICP accounts engaged. Engagement score goes up → campaign triggers fire → pipeline grows.
 
Is this just another GTM framework? ❌ 
No, This is what Clay, a $100M ARR company (with a $3.1B+ value) is doing internally, and it’s working.

I'm sharing the full slides from the session, because I believe every GTM team should have this playbook!

Comment SLIDES and I’ll DM you the full deck.
+ Link to the full webinar video in the first comment.

LFG🔥

We built a predictive outbound engine for a $35M SaaS that finds buyers before they raise their hand. 
This changed their pipeline forever.

Before, this is how Outbound worked 👇 

You would scrape lists, launch cold emails, and hope someone was “in market.” 
Most replies--> Not interested/Wrong timing/ Or worse-no reply at all.

Now, our process changed that model.

Here’s how we do it:

1️⃣ Step 1: Start with intent

We use Propensity, Bombora and Warmly, to track which companies are researching relevant topics.
No more industry limits, we open the filters wide to spot interest across every sector.

💡 Optional: Add a growth filter if you want to get even tighter, but the main thing is finding those “hidden” buyers.

Output: A live list of companies already searching for solutions you offer. These are not cold leads, they are future buyers you catch before the market does.

2️⃣ Step 2: Enrich and qualify, fast.

Now we drop those accounts into Clay or BetterContact

We pull:

→ Company size, revenue, funding, HQ
→ Who they’re hiring (remote, distributed roles)
→ Decision-makers in HR, Ops, IT, Finance (or whatever is relevant)
→ Fresh news: funding, layoffs, partnerships, expansions...etc

Every bit of context shapes your outreach (No more “saw you have a dog” lines. Each message hits real pain points, in real time.

The result?

A pipeline full of warm accounts, primed for outbound. 
Each one shows real signals.

The best part: These leads convert. 
We see up to 4-5% positive reply rates, and half of those turn into booked calls.

Outbound is about building systems that spot real buying intent, enrich every record, and make every touch count.

Want to see how this works for your team? DM me or drop a comment below and I’ll show you our workflow.

#outbound #saas #b2b #workflow #clay

Most outbound problems start in the same place: 
You’re talking to the wrong people.

I see teams rewriting copy 10 times, testing 4 versions of the offer, arguing about subject lines…
and the reply rate is still stuck at 1–2%.

This is not because the email is bad.
It's because the list is.

Here’s the simple way I look at outbound:
→ Targeting: who you’re reaching
→ Messaging: what you’re saying
→ Offer: what you’re proposing
(+ Deliverability and Infra: whether your email even lands)

If the audience is off, nothing else matters.

You can’t “out-copywrite” a bad list.
The only soft KPI I obsess over is positive replies.
(Not replies, POSITIVE replies).

If those aren’t moving, you’re hitting the wrong segment, full stop.

We learned this building campaigns for both early-stage teams and big brands.
- More volume won’t fix it.
- Personalization won’t fix it.
- A clever opener won’t fix it.

Here’s what actually works:
→ Pull real data from your CRM before you guess anything
→ Build a list around pain, not job titles
→ Use Clay to enrich and filter, don’t just scrape everything that moves
→ Test in small batches (50–100) before scaling
→ Watch for buying signals, not vanity signals
→ Protect your domains

When you get the audience right, everything downstream gets easier.
Your message lands.
Your offer makes sense.
Deliverability improves because people actually respond.

Curious: what’s the targeting mistake you see most often?

#targeting #leadgen #deliverability #gtm #outbound

Just because you can see a signal doesn’t mean you should use it in your outreach.

In the webinar we had with Frank Sondors 🥓 from Salesforge 🔥, we talked about one of the easiest ways teams break intent-based campaigns:
 
They take the signal…
and put it straight into the first line of the email.
 
“Hey, I saw you joined this webinar.”
“Hey, I noticed you liked that post.”
 
Good signal + bad experience = dead reply rate.
 
I shared what I call the Underwear Rule:

You can have deep visibility on a prospect, but you don’t have to mention everything you know.

Here’s how to use signals properly (and actually increase replies):

1. Use the signal to pick the right audience

Signals tell you who’s worth contacting, not what to write.
Examples: webinar topic, pricing page visit, post engagement, job change.

2. Write the message around the problem, not the signal

Don’t say “I saw you…”
Instead, talk about the challenge the signal points to.
That’s where relevance comes from.

3. Keep the opener clean

Lead with an idea, question, or observation, not creepy surveillance.
Your first line sets the tone.

4. Use the signal to choose the CTA

Hot signal: ask about timing.
Warm signal: ask about priority.
Cold-ish signal: ask about relevance.

5. Let the signal guide your segmentation, not your copy

Signals = filters.
Your copy = insight.
That’s the whole game.

I would love to know which signal would win "The most useful" award in your outbound this year?

#intent #intentsignals

A $3.1 Billion company is not built only on features.
The secret sauce is in how teams move.

Clay didn’t become the giant it now is only by shipping better software.
They did by rewriting how a GTM company is designed.

I saw it up close.

I remember in March 2024 we were running webinars teaching teams how to use Clay.
Back then, most had heard of it.
But very few knew how to build systems with it.

Since then, as SalesCaptain we’ve touched Clay from every angle:
• Webinars, events and Clay Clubs
• Running Clay workflows inside 60+ real teams
• Building and sharing Clay tables that went viral on LinkedIn
• Being recognized as a Clay Solutions Partner
• Watching our team build tables from mid-air paraglides and under the Great Pyramid of Giza as part of the Clay World Record
...etc

And here’s what I want to highlight 👇 

The most impressive thing about Clay was never just the product.
It was the operating system behind it.

Clay doesn’t run like your typical SaaS company.
It runs like a studio.
Builders, operators, community, partners…
All working in public.
All sharing what actually works.
All treating GTM as a craft, or an art.

Examples from inside Clay:
👉 Marketing, Growth and Sales don’t “align”, they operate as one system.
👉Accounts don’t move by MQL stages, they move by behavior.
👉Teams aren’t built around channels, but around buyer movement.

Notice anything?

GTM in Clay is not a department.
It is company design.

On December 9, Davide Grieco (Head of Growth at Clay) and I are going live and revealing EVERYTHING.

We’ll walk through:
• How Clay designs teams around the buyer journey
• How growth connects sales and marketing in practice
• How decisions run on signals
• How execution scales without adding layers
• How the same operating model runs inside SalesCaptain and across every team we work with.

If you’re still trying to “optimize” your GTM,
Time to wake up!
Your competitors are redesigning their companies around it.

Tuesday, December 9: https://lnkd.in/egmdt3uy

(Picture from the latest Clay Club in Paris with Varun Anand Co-Founder of Clay, Charles Tenot CEO of lemlist, and Frank Sondors 🥓 CEO Salesforge.ai 🔥)

The 30+ Clay workflows we rely on going into 2026.

Yesterday we had an amazing webinar with Frank Sondors 🥓 from Salesforge 🔥, where we walked through the top Clay and GTM workflows going into 2026.

Here's a quick recap since many asked for a breakdown 👇 

- The old B2B GTM game of add reps, push more emails, hope for pipeline is breaking down. AI is everywhere and channels are flooded. 
Getting the right attention is hard and costs keep climbing. 

Here’s how we are facing this:

→ Clay became our GTM data warehouse. We plugged in 150+ sources: intent, CRM, hiring, events, social, you name it. 

→ We split outreach into 3 layers: 
1️⃣ AI Outbound for hyper-personalized reach at scale (50+ signals, real data enrichment, real prospect pain points). 

2️⃣ Intent-Based Audiences for targeting people who show the right buying signals (hiring, visiting our site, mentioning us, attending events). 

3️⃣ Inbound-Led Outbound for those already aware and engaged with our brand (catching the warm leads before they go cold). 

→ Every workflow runs off real-time triggers. New CMO hire/Product launch/ Company raises a round...etc, they get a message they’ll actually want to open. 

→ A small team of 5-6 reps built enough pipeline to keep pace with teams of 50. (Yes, really, ask Frank Sondors 🥓) 

→ We ran event workflows for speaking gigs, sent local cues in cold outreach, and mapped out who in our ICP was moving jobs.

→ Before, we relied on “more hands.” Now, it’s “more brains”. This means automation, data, signals, and speed, all working together through workflows that talk to each other. 

The truth is, traditional outbound is not coming back (you need to let go).

GTM needs to evolve, and the systems behind it are now the biggest advantage. 

The full slide deck from the webinar is ready for anyone who wants a closer look. Drop “CLAY” below if you want it. 

#clayworkflows #gtm #webinar

On 9 Dec, you’ll see exactly how Clay uses Clay to run its own GTM motion.
(And how that’s shaping everything we build for 2026.)

Yes, we are unveiling the system we operate on daily.

Because if I opened your CRM right now, could you show me the 20 accounts you’d bet your quarter on?

And i'm not talking about the logos, or leads that “feel hot.”
But the ones that actually matter right now, who fit, who are in market, have money and will move.

That’s the standard Clay runs on internally.

Every account is scored by what we call at SalesCaptain, "The GTM Rule of 3"
1. Fit: Who actually matters
2. Behavior: Who’s active, showing intent
3. PCV: Where the deal value sits

High Fit, High Behavior, High PCV --> Sales moves.
Low Fit, Low Behavior --> CRM automation takes over.
This ensures marketing and sales don’t argue about stages, instead, they move accounts.

This is the model we’re using internally at SalesCaptain.
And it’s the same framework we implement across companies building high-efficiency GTM engines.

On Dec 9, Davide Grieco and I will walk you through:

• How GTM is shifting from channel-first to signal-first
• The matrix Clay uses to map every account to TOFU, MOFU, BOFU
• What real account prioritization looks like using data + AI
• The workflows teams should build going into 2026
• Case studies from Clay and SalesCaptain teams in the field

You’ll leave with a working model for how to run GTM in 2026.

You don't want to miss this.
More details and link in comments.

🔥 The lead scoring blueprint you wish you had 3 quarters ago.
Built on Clay’s internal prioritization model,
and it’s the same system we apply internally at SalesCaptain and with our clients.

At SalesCaptain, we work with go-to-market teams across industries. 
And this prioritization matrix consistently drives impact.

Why? Because it aligns sales, marketing, and growth around the ONLY two questions that matter:
1. Is this account the right fit?
2. Are they showing meaningful engagement right now?

We walked through this in our recent webinar with Clay, where we shared a practical 2x2 matrix that drives everything from outbound plays to PLG routing to paid campaigns.

👉 If you only update one thing in your GTM motion for 2026, make it this.

Here is how the "2026 GTM Prioritization Matrix" works

✅ Account Fit Score
We look at indicators like:
- B2B vs B2C
- GTM motion (PLG + SLG)
- Stack: Salesforce, HubSpot, Snowflake, Clay...etc.
- ICP signals: size, vertical, hiring patterns
- Similarity to past closed-won accounts
➡️ This tells us if this account worth pursuing at all?

✅ Engagement Score
We track behaviors like:
- Pricing page visits
- LinkedIn engagement
- Webinar attendance
- Product activation
- Positive replies to outbound
➡️ This tells us: are they leaning in, right now?

Then we tier every account accordingly:

🟥 Tier 4: De-prioritize
→ Low fit, low engagement
→ No sales effort. Light nurture via PLG motion

🟦 Tier 3: Opportunistic Sales
→ High engagement, low fit
→ Route to PLG. Sales steps in only when signals are strong

🟨 Tier 2: Marketing Nurture
→ High fit, low engagement
→ Warm up with content, events, and thought leadership

🟩 Tier 1: Target Accounts
→ High fit, high engagement
→ AE multi-threading, dinners, BOFU ads, the full pipeline play

This matrix now powers every core GTM workflow we run:
* Clay-based scoring + tiering
* CRM enrichment
* Real-time Slack alerts
* Tier-specific outbound messaging
* Dynamic paid campaigns
* Internal dashboards
* Client workflows

No matter if you’re running outbound, PLG, ABM (or all of the above) this system adapts and scales.

We’ve deployed versions of it for category leaders, high-velocity startups, and bootstrapped teams.
It works, it scales, and it gets your entire GTM speaking the same language.

These strategies separate good GTM from elite GTM.
Save this post and share it with your team.

90% of teams using AI personalization are fooling themselves.

Why?

Because a like is not demand.
And a comment is not intent.

We both know most prospects give you NOTHING to personalize.
No posts, opinions or any real signal.
Just a job title and a logo.
(Scroll LinkedIn  and you’ll see it.)

So what happens?
You scrape a name.
Grab a company.
Dump it into a prompt.
AI spits out something that looks personal.

But where’s the connection?
Nowhere.

Then comes the big mistake:
Someone liked a post.
So you assume interest.

❌ Wrong.

That person might be bored.
Half-asleep on a train.
Doomscrolling before a meeting.
Nothing about that means they want to buy.

Activity is not intent.

AI can’t create demand out of thin air.
So you end up sending “custom” messages that are all the same
except for the first name, and calling it personalization.

Here’s how we actually run it at SalesCaptain (and how you should too):

1. AI filters by company, role, and pattern
2. Write by segment, not fantasy personas
3. Use variables for real context
4. Keep the voice human

If your personalization starts and ends with a prompt, it’s not personalization.
It’s a fancy automation with better grammar.

P.S. The photo below is from a special interview with a CEO of a $30M ARR SaaS. It drops soon. Stay tuned. 😉

#aipresonalization #gtm

Your job title is killing your outbound.

One of the strangest patterns we are seeing in Outbound:
Teams do everything right. They have:
→ strong offer
→ clean data
→ good workflows
→ optimized profiles
…but their acceptance rate still tanks.

Why?
Because the outreach is coming from someone with “Sales” in their title.

People don’t want to talk to:
❌ BDRs
❌ SDRs
❌ Account Executives

They want to talk to the person behind the thinking.
In LinkedIn lingo: a thought leader.

Here’s what actually works 👇 

1️⃣ Run outreach from leadership profiles
CMO, CEO, COO...etc anyone whose title naturally signals expertise and decision-making.
Even if they’re not the ones pressing “send,” their profile creates trust and gets conversations started.

2️⃣ Keep your sales titles out of the front line
You can still route replies to your reps.
Just don’t let a “BDR” title be the first thing a prospect sees.

3️⃣ Treat LinkedIn profiles like landing pages
Your headline and top section shape acceptance rates more than the copy inside your message. Read that again.

4️⃣ Apply this to both email AND LinkedIn
Email inboxes filter by sender name.
LinkedIn surfaces your title immediately.
In both cases, the wrong title can lower your engagement rate.

If you’re not getting responses, don’t jump to rewrite your sequence.
First check whose name is sending it.
Let me know if you faced a similar issue, or if you have any questions drop them below.

#outbound #bdr #sdr #linkedin

What can your SDR actually produce in 5 minutes?
I ask every team the same question.

For most reps, the answer is:
Almost nothing… because the workflow is full of friction.

Those 5 minutes usually disappear into admin work:
CRM checks, fixing fields, searching for contacts, bouncing between tools, rewriting the same intro line.

And there's nothing I love more than removing friction!
Then, 5 minutes becomes a surprisingly productive unit.

Here’s what a “5-Minute SDR Workflow” looks like in the systems we build at SalesCaptain:

Minute 1:
Open LinkedIn → Identify a new contact → Add + enrich instantly
(When it comes to EU, we use Surfe here to pull enriched data + correct fields)

Minute 2:
Auto-sync to CRM → fields mapped, company matched, no duplicates

Minute 3:
Check job-change alerts → Does this person recently move roles?
If yes → add to a “new role” micro-segment (high intent)

Minute 4:
Add contact to correct sequence based on tier:
Tier 1 → personalized multichannel
Tier 2 → semi-automated
Tier 3 → automated

Minute 5:
Add one line of personalization using ICP pain points → send first touch

One rep.
Five minutes.
One fully activated contact, correctly enriched, correctly segmented, correctly sequenced.
If that’s not real output, I don't know what is!
 
For Outbound to work best, automate/compress everything that slows reps down.
Once you remove the admin, every 5 minutes becomes meaningful.


I'm adding a link here if you want to try Surfe for free: https://bit.ly/4rygOiB

The 5 Min SDR Workflow

You can delegate campaigns, but never delegate knowing what works.

In the early days as a founder, you are the sales team
You are the product manager
You are marketing
There is no other way. You need to see every reply, feel every objection, and spot every pattern in the feedback.

You learn fast when you run outreach, write copy, and jump on calls yourself. 
You see what channels drive real conversations. 
You hear what features make people say yes. 
You know what gets ignored.

That is not busywork. That is the job! 
You build your playbook from the inside out.

But as the company grows, your time gets pulled in new directions. 
Team building, hiring, culture, leadership...etc.
Suddenly, running every campaign yourself is not the highest ROI. 
You have to let go of the day-to-day.

Here’s what you need to remember: stepping back does not mean stepping away.

You can hand over the outbound engine, you can hire a marketing lead. But you cannot lose the pulse. 
The moment you stop knowing what messaging lands, which channels convert, or what customers want, your edge is gone.

Your business only stays alive if you keep the connection, which means:

→ Staying close to your team’s feedback
→ Reviewing campaign results together
→ Jumping into customer calls when needed
→ Tweaking strategy based on what is working now

You move from solo operator to team captain, but the market never stops moving, so you cannot stop listening.

I have lived this at every stage-agency, SaaS, conference, outbound, you name it. The founders who win are the ones who keep learning, even when they delegate.

When do you think is the right moment to let go? I would love to know how you did it.
#founder #gtm #saas #startup #outbound

I’m giving away a full outbound system-built for you, free.
In partnership with ZenABM and HeyReach.io

Signal-led outbound, (according to Kyle Poyar), is the #2 bet for marketers in 2026.

Yet many teams fail to apply it!
And it's not because they lack tools,
but because they lack the GTM engineering power to connect them.

You can spend thousands on “deals” this Black Friday.
But without a connected, intent-driven process, you’ll still have no pipeline.

That's why we decided to give away something better than any discount code.

A fully done-for-you Intent-Led Outbound Operation.

Built for you
End-to-end
Free.

Here’s how we will do it 👇 

→ ZenABM (free): capture high-intent accounts from your LinkedIn ads
→ Clay (done-for-you): auto-prospect the right ICPs inside those hot accounts
→ SalesCaptain (done-for-you): write and build winning LinkedIn + email sequences
→ Outbound setup (free): launch Smartlead + HeyReach.io campaigns
👇
You start booking meetings in weeks.

If it works (and it will), you keep the tools at a 20% discount.
If not? No commitment.

I honestly think this is a deal of a lifetime 🔥 

Slots are limited and open until December 5th.

First come, first served.
If you want in, the link is below in the comments.  

#outbound #signalled #free

Founders are searching for a stamp that doesn’t exist.

My cousin is an orthodontist.
She went to uni, did her master’s, got her accreditation, and now has a paper that literally says:
“You’re good enough.”

From that moment on, 90% of what she’ll face in her career, she’s trained for.

Founders don’t get that.

There’s no school, no license, and no moment where someone hands you a certificate saying:
“Congrats, you now know how to hire, fire, sell, market, lead, forecast, do finance, and not lose your mind.”

You just wake up everyday and try not to break the company.

Lately, I’ve been obsessed with two things to stay sane and keep scaling:

1️⃣ Systems for alignment
I’m reading "Measure What Matters" (thanks Theo Kanellopoulos for the recommendation) because as SalesCaptain grows, I can’t be in every room.
So we need to rely more on OKRs not as “productivity hacks”, but as a system to answer:
“How do I make sure people know what matters without me intervening?”

2️⃣ Beliefs for sanity
I’m rereading "The Greatest Salesman in the World", not for new tactics, but actually for reminders:
* You’re a unique creature, stop trying to fit in.
* Approach people with love if you want them to open up.
* Success might be one more bend in the road away. Keep going.

Of course, tools matter and tactics help.

But every founder needs two invisible frameworks:
1. A system to align the team.
2. A belief system to keep the fire burning.

Scott Ward (HabitStack) unpacked this beautifully in our chat.
You can watch the full interview here: https://lnkd.in/eAgHjSrH

Still no stamp. But maybe that’s the point. 😉 

Let’s keep building.🔥

Here’s the exact 5-layer AI outbound system behind our $3M ARR.
It only requires 3 tools! 
And you can use it today.

This is how we built SalesCaptain’s AI-Led Outbound system into a repeatable machine:

1️⃣ Identify your ICP & sub-niches

Start with a broad market, then slice it into micro-segments.
Instead of “manufacturing companies,” I go for “food packaging manufacturers in the UK.”

2️⃣ Identify problems for each sub-niche

Map the pain points for every group.
Compliance headaches, logistics issues, tight margins...etc.
Now, your outreach moves from “let's just send to anyone (the infamous spray and pray)” to “pain-driven.”

3️⃣ Create templated emails for each niche

NO generic templates. No ‘Hi {first_name}, I hope this finds you well.’ nonsense.
I build mini playbooks per niche, pairing pain with value (let me know if you want an example in the comments).
Each email has a job: speak to the problems that matter.

4️⃣ Personalization with AI

AI comes in to scale what works.
Pull company news, intent data, and triggers into every message using Clay.
You move from manual 1:1 writing to AI-assisted relevance at scale-without losing the human touch. For this, and the previous step, tools like Twain or Octave can help a lot.

5️⃣ Send emails

This is the execution part, where tools like Instantly.ai and lemlist connect the dots.
The system loops, learns, and improves with every send.

The creativity: who to target, what pain to solve, how to structure... 
still comes from YOU.
AI takes over the repetitive parts.

That's the basis of AI-led outbound, scaling without compromising on quality!

If you want more workflows like this, let me know in the comments below.

#ailedoutbound #aiinsales #workflows

Will Leatherman

Marketing Director

Build a Self Generating Content Funnel That Drives Revenue | Web3 & AI Growth & GTM Marketer | Fractional CMO

Catalyst is a content engine that empowers global marketing teams to drive thought leadership and revenue growth. We create expert-driven, AI-assisted content across multiple channels, including web, social media, and newsletters. 

Our services encompass strategy development, content creation, distribution, and performance tracking. We leverage your team's expertise to produce high-quality content that resonates with your target audience, while our suite of conversion optimization tools helps turn readers into qualified leads. With Catalyst, you can significantly increase your content output, save time, and achieve a higher return on your content investment, all while maintaining the flexibility to scale your content efforts as your business needs change.

Before launching VooDoo, I was the CMO and head of creative at Parcl, a blockchain-based real estate platform that allows users to invest in a digital square foot of physical estate in the most lucrative neighborhoods around the U.S. There, I led the brand strategy, content strategy, digital marketing, partner agency management, and media partnerships, resulting in a 300% increase in user acquisition and retention. I also have a background in working with various brands across different sectors, such as Primark, Campari Group, Kate Spade, Dirty Lemon, NARS, Armani Exchange, Pandora, Lab Series, WeWork, PepsiCo, and BMW. 

My mission is to help businesses grow their online presence and reach their target audiences through innovative and effective marketing solutions.

Chief Marketing Officer, Head of Creative

I'm VERY BULLISH on in-person events in 2026

Not only do you get to meet dope people but they also operate as high leverage content engines. 

Last night Catalyst Content validated this specific model.

We brought fintech and Web3 founders, VCs, and operators together to hang and share stories of building, growth, discomfort... 

oh and egg nog.

content inputs raw material for essays, POV clips, and founder spotlights that fuel our outbound motion. This represents the future of executive led content.

If you want to turn your perspective into this kind of asset, reach out to join the next gathering... so much more to come w/ Ascendancy


Zach Hughes Sheikha Al-Otaibi Noah Walker Kamron Palizban John Christian Kuehnert 👋. Nick Hibbler Imogen Cain Brent Greenberg

Founder led content is the best way to warm up your buyers

We're hiring a GTM Content Lead to own the entire client revenue engine

You understand that content is the most effective outbound channel. and can prove it

You are:

- An A+ b2b content strategist with deep experience in saas/ai/web3.

- Obsessed with meeting deadlines. No excuses.

- Able to prove how content drives pipeline. 

- You’re in the 35% of marketers who can actually tie work back to revenue.

If you believe content's job is to drive revenue, apply below. 👇 
Know an operator who fits? Tag them.

This is my hitlist for 2026. ( yes its a little unhinged)

It's insane how much more you can get done when you build together.

So these are my targets for next year. i just want to build cool shit with cool people. Some are existing partners, some are the ones I want to connect with.

But I promise you one thing - in 2026 | will connect with all of them even if it literally means flying to their HQ with pizza in hand.

Outreach tools
> Raul Kaevand (Instantly.ai)
> Zayd Syed Ali (Valley)
> Bojana & Bojana (HeyReach.io)
> Annika Bautista (lemlist)

LLM Infra
> Austin Lau (Anthropic)
> Bethany Boehm (Anthropic)

Workflow builders
> Akash Sharma (Vellum)
> Jacob Bank (Relay.app)
> Joel Swain (Zapier)

Productivity
> Daniel McCallum (Wispr Flow)
> Fryderyk Wiatrowski (Jace AI)

Modern Money
> Tony Molina, CPA (Range )
> Berhan Kongel (Keyrails)
> Natalya T. (Knova)

People I just f'ing respect
> Adrian Alfieri (Verbatim )
> Jake Hurwitz (Thursday Labs )
> Drew Rogers (Stabledash)
> Adam Lawrence (RWA.xyz)

If you want to be an accomplice and are willing to make an intro - I will pay you $$$ or buy you a beer 

anyone else i should add to this hitlist?

LinkedIn isn’t dying heading into 2026.

It’s just punishing lazy, AI-slop harder than ever.

It doesn’t matter:

> How many posts you crank out before coffee
> How many viral templates you rip from big creators
> How many “10 tips for founders” threads you recycle

You won’t build a real pipeline from this platform if your content has no depth behind it.

Which is why we’ve fully changed how we run content at Catalyst.

> Generic “how-to” posts are gone
> Boring AI written thinkpieces get deleted, not edited

Here’s what we’re doing instead with founder-led engines that are actually driving $9M+ in pipeline:

1. Evergreen assets that map directly to ICP problems (not trends).
2. Systematic reposting of only top performers with updated hooks and angles.
3. Hooks that call out specific buyers by role, pain, and market.
4. Stories and sharp POV from sales calls > step-by-step tutorials with no teeth.
5. Paid boosts only on posts that already prove they convert (not brand fluff).
6. Zero AI-generated comments, auto-DMs, or engagement bait.
7. Niche-focused narratives that make you “the obvious choice” in 1–2 categories.

My content may not hit 100K impressions every time.

I’d rather have 5–10K views from founders, GTM leads, and operators who can actually buy.

That’s what builds a $1.5M+ bootstrapped agency.
That’s what turns content into a GTM engine instead of a vanity metric machine.

We've generated 25 Million+ impressions and booked 500+ demos from LinkedIn
today, im giving our exact workflow away... for free

Here’s a high level look at how it works:

1// It scrapes and analyzes the best performing content in your niche
2// Ingests your past writing and unique brand context
3// It generates new posts that sound exactly like you (no slop)

What you'll receive:

>  the complete self learning workflow on AirOps

>  my private database of proven hooks (1000+ hooks)

>. a full implementation guide to get it running this week

Stop using generic AI that makes you sound like a robot. This is a self learning system that gets smarter over time.

This is specifically for SaaS founders who need to turn their LinkedIn from a dead profile into a machine that books qualified calls.

Comment “SYSTEM” below and I will send it to you!

I’ll be sending it out over the next 48 hours (repost for early access)

It is 100% free and immediately usable

Founder @ Catalyst // B2B Creator Economy // Bootstrapped to $1.5M+ in Sales • Sharing Content & Sales Systems That Make Money (Over 150+ execs)

BlackRock ’s $1B BUIDL fund, Franklin Templeton's on chain fund, and JPMorgan’s Onyx mean one thing....
blockchain has become financial plumbing.

the speculation is over. the infrastructure phase has actually begun

The signals are undeniable. Look at the facts:

> regulatory clarity: Europe's MiCA framework is live, providing a clear rulebook for institutional engagement.

> Incumbent adoption: BlackRock, JPMorgan, Franklin Templeton, Visa, and Fidelity are running live programs. 

> economic superiority: You can achieve settlement compression from T+1 wire transfers costing $15 to $50 down to seconds for less than $1 using stablecoins.

The core value is simple.

You’re removing the reconciliation layer entirely. Think of it as plumbing. A shared ledger eliminates the painful and costly process of ensuring two different sets of books match. The asset and the record of the asset are one and the same.

Your treasury, strategy, and technology teams should be running pilots on this NOW

The choice is between clinging to outdated T+2 operations or adopting mature infrastructure that delivers immediate cost and speed advantages.

Send this to your CFO and COO. Ask them how you are preparing for this shift.

Every founder I meet says the same thing: "I know I should post more on LinkedIn, but I just don't know what to say"

The solution is to stop creating and start capturing

You spend hours every week on sales calls explaining your product, handling objections, and telling client stories. These are content mining sessions. Your best posts are already written; you just need to capture them.

Here is the simple content capture system:

1// record your sales and discovery calls (always with permission).

2// run the weekly transcripts through an AI tool like Claude or ChatGPT.

3// use this prompt: "Extract 5 LinkedIn post ideas from this conversation, focusing on repeated stories, analogies that land, objections handled, and questions the prospect asked."

4// Look for the patterns. If you find yourself repeating a story or analogy on calls, your wider audience needs to hear it too.

This system shifts you from 'content creation' (which creates pressure and blank page anxiety) to 'content capture' (which is simple documentation)

It preserves your authentic voice, increases consistency, and pre-qualifies prospects by answering their questions in public. 

A founder i spoke with last week implemented this and had his best week on LinkedIn immediately.

Reply with the most common question you get on sales calls. I'll show you how to turn it into a content series.

The next five years will lock in the global standards for AI. 
You have a choice: write the rules or have them written for you.

This is the defining geopolitical battle of our generation, a new cold war for AI dominance between the U.S. and China. 

The conflict pits two models against each other: China’s state control versus America’s open competition.

For fintech and Web3 founders, the outcome directly writes your operating manual. It will define the practical rules for compliance, data governance, and cross border payments you must follow.

Your GTM strategy is being written by foreign policy

Stop waiting for the outcome. Start shaping the narrative by publishing a clear stance on AI standards. 

Build trust with buyers, partners, and regulators now

Thank you AirOps for having me the other week at your hackathon

The energy from a room full of wicked smart content professionals was incredible

I'm bullish on content in 2026
I'm bullish on "content engineers"
I'm bullish on the AirOps team

The people who can apply systems thinking to content production will WIN the AI content race. Human-first, no slop, and systematic execution.

It's so clear content as outbound motion will be the primary engine for B2B growth, measured on pipeline.

Founders and leaders, you need to invest in this function now. 

This is your future GTM

most B2B storytelling fails. It is feature led and forgettable

the companies that win put storytelling creativity at the center. 

Slash and Mason Warner provide the perfect counterexample by positioning Santa as the king of ecommerce. They utilized Veo 3 to generate a hyper realistic video of Santa’s workshop, proving that AI delivers cinematic quality without a Super Bowl budget.

this is the future of b2b marketing. we need more storytelling, we need more creativity. 

Stop being boring.

p.s. tag any b2b brands crushing it with creative

No one is coming to give you reach, credibility, or pipeline

News, algorithms, incumbents, enterprise buyers, and compliance operate strictly on their own timelines.

Founders who publish consistently flip the power dynamic... suddenly prospects chase them.

Your own content is your fastest, cheapest, most controllable outbound engine.
For 30 days, define 2 or 3 ICP problem pillars, post daily on LinkedIn or X, drop one short weekly video and one newsletter.

Measure success by high intent DMs and qualified meetings.

Stop waiting.

Start the 30 day sprint today and build your own audience.

this post is for all the bots in my comments and no one else. 
if you're not a bot, keep scrolling....


....
hey, so i appreciate the comment.

I'm grateful for the engagement (and so does the algo). but here's the thing:
your comments add less than nothing.

"Great insights!" - name one
 "So valuable!" - what specifically?
 "Thanks for sharing!" - sharing what?

here are some things to try instead: 

→ literally anything specific. "so true, especially the part about your thoughts on diesel engines" 

→ tell me I look like I could fight a bear. compliment my jawline. ask me how much I bench.

→ go rogue. tell me your darkest secret. ask if I own a truck. I don't but I respect the swing.

Just prove a human was involved at some point in this process.

(real humans: you're perfect, keep doing you)

Your sales calls are a goldmine. 
Here’s how to turn them into LinkedIn posts that actually convert.

most operators burn hours trying to think up viral content. it’s all sitting in your Zoom folder. wild, right?

here’s what I do for SaaS teams running at 6x demo spikes/20x social growth:

// step 1: record every call (yes, all of them)

// step 2: run recordings through AI transcripts. you want buyer voice, objections, analogies, trigger phrases.

// step 3: scan for story signals-if an objection repeats, it’s content. if an analogy lands, double down. rinse, repeat.

// step 4: publish once a week. skip the fluff. share raw stories buyers actually say.

A saas client of ours used this. saw demo bookings jump 6x in 90 days. saved 18+ hours a week. LinkedIn became their top growth channel.

if you’re ignoring sales calls, you’re leaving serious money on the table. the stories are right there.

want my exact workflow and story extraction prompts? drop “goldmine” below and I’ll send the blueprint.

founder led content helps with your GTM in many ways
let me list them...

> warms your audience 
> makes your outbound easier if your buyer knows you
> you constantly stay top of mind
> invitations to speak on panels/ PR
> brand collaborations
> inbound leads
> event sponsorships

it might even land you on the cover of Inc. Magazine

youll just have to ask our client Aliett Buttelman

How HeyReach's Bojana Runs a $9M GTM Content Motion

ChatGPT now lets you turn off em dashes...

This specific update is a gift to the grammar nerds who analyze every post for AI signals.

I think it is fascinating to see engineering resources go toward punctuation style. It shows exactly where we are in the adoption cycle.

Is this progress or heresy?

Tell me below

#AI

HeyReach.io generated 9M in pipeline by turning content into a GTM engine.

You are still burning budget on low response outbound.

Today we show you how to make founder content your best outbound channel.

Here is the blueprint:
> Build an executive led engine mapping narrative to pain.
> Run content like outbound with weekly sprints.
> Instrument attribution to revenue for clear conversion.

Bojana Vojnović hit 9M in 28 months with a lean team

Founders and GTM leads in complex B2B markets need this.

Today live @ 12 noon EST

Register in the first comment to join the q&a

Our $9M content engine runs on one 30‑minute founder interview.  
Here’s how we turn it into 10+ assets every week.  

I need founders in build mode, not stuck in Google Docs.  
We built a workflow at Catalyst that pulls everything from one focused call.  

Step 1 / Prep prompts  

We write 5–7 prompts that start with problems, not topics:  

→ “Tell me about the last deal that stalled.”  
→ “Where do buyers get confused in demos?”  
→ “What wrong belief hurts your ICP the most?”  

Each prompt maps to one clear pain.  

Step 2 / Record the call  

One 30‑minute interview on Zoom.  
No script.  
I push for stories, numbers, exact phrases buyers use.  

Step 3 / Transcribe with AI  

We push the recording into our stack.  
Instant transcript.  
From there we highlight:  

→ sharp one‑liners  
→ step‑by‑step explanations  
→ live objections from real buyers  

Step 4 / Tag by ICP problem  

Every strong line gets tags:  
“pricing fear”, “migration risk”, “status quo”, “tool fatigue”, etc.  

Now we can pull content by problem, not by date.  

Step 5 / Map into assets  

From one call we ship:  

→ 5–7 LinkedIn posts  
→ 2–3 emails for nurture  
→ 1 long‑form blog or playbook  
→ 2–4 sales enablement assets  
  (objection slayer, one‑pager, talk track)  

Step 6 / QA so output does not turn into AI slop  

We run everything through:  

→ voice check vs past posts  
→ proof pass for numbers, claims, product details  
→ “would you say this out loud?” test with the founder  

Result: founder‑led content at scale, without founder calendar death.  

Want my internal checklist for this workflow?  
Comment “ENGINE” below and I will share it.

taplio

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Bill Stathopoulos

Will Leatherman

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The Battle

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Will Leatherman

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