Certified Clay Expert & Agency owner | I'll help you build a scalable outbound engine that gets meetings booked on autopilot in the next 180 days | Visit Youtube: @growth-today to see how

Growth shouldn’t feel random.

Most of the B2B companies hit the same walls:
Inbound leads that don’t convert

Outbound that burns reps out without results

Partnerships that look good on paper but never drive pipeline

A CRM full of noise instead of reliable data


I’ve seen it across founders, sales leaders, and marketing teams. The problem isn’t effort, it’s the lack of a repeatable, scalable GTM system.
That’s what we build at Growth Today.

Instead of disconnected tools or random campaigns, we design and implement repeatable GTM engines across sales, marketing, and partnerships that…

✅ Enrich and qualify data
✅ Activate inbound leads into real opportunities
✅ Automate outbound prospecting
✅ Keep CRMs clean and reliable
✅ Orchestrate multi-channel campaigns
✅ Make BDR teams more effective or fully replace them
✅ Align marketing + partnerships with sales for compounding growth

Recent wins:

 → Built a clean, automated CRM that doubled conversion rates
 → Launched a content-driven demand gen engine that 3x’d inbound lead quality
 → Systematized partner outreach → pipeline from alliances grew 40% in 6 months

Growth doesn’t come from more outreach or more tools.
It comes from building the right system once and scaling it.
If you’re a B2B founder or revenue leader serious about building predictable pipeline, let’s connect.

Book your call: https://calendly.com/growth-today/intro-meeting

Brigitta Ruha

Efficiency is part of building any company. I get it.

But the problem starts when GTM spend goes down… and revenue expectations go up.

Being disciplined about CAC makes sense. But reducing spend removes the crucial part of building, scaling GTM - all the reach, experimentation, and ultimately - staying visible on the market ✌️

all of which eventually influence the CAC, the efficiency….

Predictable pipeline usually sits on top of a lot of unglamorous work:

- Ongoing testing
- Consistent market presence
- Regular feedback from the team, customers, and prospects

When those inputs shrink because we cut down on costs on revneue team, the impact doesn’t always show up immediately. It shows up a quarter later (fewer deals, thinner pipelines, longer sales cycles, etc)

Revenue rarely grows when the effort behind it shrinks. Reducing costs can absolutely work

but only if the system itself is improved, not just scaled back

P.S. How do you balance cost discipline with maintaining momentum?

Co-Founder@Growth Today | We Build Repeatable GTM Engines Across Sales, Marketing & Partnerships 🚀

Before you spin up another outbound campaign this quarter, please:

Do not start by writing new copy.

You’ll end up polishing something that was never the real issue. I promise you.

It’s completely normal to see outbound look like this:

• Emails going out every day
• Activity numbers looking healthy
• A few replies trickling in
• But pipeline still questionable

Some weeks look promising. Others not.

If you’re about to reset outbound (or you’ve been tweaking campaigns but nothing really moved the needle), here’s a simple 7-day reset we use:

Day 1 – Fix the list
Day 2 – Fix deliverability
Day 3 – Fix the offer
Day 4 – Fix the CTA
Day 5 – Fix personalization
Day 6 – Fix sequencing
Day 7 – Fix measurement

(my design team put together this image)

Track these automatically:

Inbox rate (did your email land in the inbox?)
Reply rate + positive reply rate (was your message relevant to them?
Meetings per 1,000 sends (was your follow up timely enough to book them?)

Yes, you want more meetings. But consistency usually comes from fine-tuning the fundamentals

& outbound has a LOT of those levers so first, take a look all these levers.

if i were you: I’d update the offer first!

How can I be SO irresistibly helpful to my prospect?

→provide that value in the email : ) & that can be anything from an audit to checklist to a designer bad

hit the 🔔 on my profile if you want more actionable, no fluff, BS tips like this

We've ALL made every GTM mistake in the book

I’m sure you noticed it is never about the tech itself 

it's getting people actually to use them 

And we learned this the hard way… 

→ change management matters more than the system itself 
→ not everything needs to be automated 
→ bad data is way more expensive than you think 
→ outbound without relevance is just noise 
→ partnerships need as much system as the sales team (this team is often swept under the rug)

.. a few tips that can go a long way 👐

DM me if your team needs some expert guidance, hands-on execution

Co-Founder @Growth Today | We Build Repeatable GTM Engines Across Sales, Marketing & Partnerships 🚀

5 THINGS WE WISH WE KNEW

Woah, this is happening right now.

Clay is officially here in London 🎡 !

I remember 2023 when I first spoke to Varun Anand.

I felt !! FINALLY !! a tool built for growth.

for Growth teams.

for high-growth companies

Who are all SOO keen to use the data, but what if more business ppl could use it instead of just relying on techy guys from sales engineering backgrounds?

Suuuupperr excited to be here at Clay’s EU/London office and Europe.

& grab some ☕ with Jani Vrancsik Tyler Swanson, Ziqi Deng, Juan Ravagli, and Michael Vitak

We’ve been experimenting with AI in our GTM systems recently 👀

There are 3 different scenarios when you want to build autonomous systems:

chat w ChatGPT or Claude (e.g.: threads)
autonomous workflow (i.e Hubspot or agentic workflow)
ai agent that executes something very specific end-to-end

Let’s say you want to schedule a quarterly check-in with a client.

The first version looks something like this:

1. Assistive setup

So you open the CRM. Check your calendar. Ask ChatGPT to draft the email. Edit a line or two. Send it. AI helped you write it.

2. Automation-based

Now the system does most of it. After 90 days, the workflow runs. It checks the calendar. Writes the draft. Sends the email. Simple. Less work for the team. But it still follows a script. If something unusual happens, it doesn’t adapt. Your ops team needs to debug and fix it.

3. Autonomous Agents

Instead of telling the system, “Send the email.” You just provide the overall goal: “Alert if a customer stopped leveraging the product.”

It watches how the client is using the product using the data from your Snowflake/AWS database. Notices when something looks off. Sends a follow-up to prevent churn. Flags the account for potential churn if the Account is customer Success managed. Provides a summary for the CSM to prepare the conversation. Now the system isn’t just completing a task. It’s working toward an outcome.

& that’s a very different thing!

im gonna share our agentic agents as well, we build internally across sales and marketing ✌️
Where are you experimenting right now? 👇

random question ☕️

When was the last time you actually trusted EVERY (or any?) field in your CRM? 😅

Not in theory.

But like… truly trusted it.

When you go to the CRM, you start to notice these small things piling upppp 👀

- Titles slightly outdated.
- Mobile numbers missing.
- Company names that don't even exist anymore (rebranded, acquired)

& that’s enough friction to slow things down. 

So instead of planning another BIG CRM sprint, we connected prospeo.io to auto-enrich all companies and contacts directly inside the CRM.

Now, when a new contact comes in:

- Default fields get filled out
- Email address is verified through multiple providers
- Details are refreshed when the person gets promoted, moves to a new employer

(Automatically.)

we still review things occasionally

we still care about governance (LeanData is great for auto-de-duping companies/contact btw!)

but we’re not exporting CSVs back and forth anymore. 🙃

It’s just… CLEANER + EASIER + MORE MANAGEABLE by default.

& saves a lot of time w/o second-guessing the data all the time.

CC’ing Matthew Putnam you can reach out to him in DM directly if you need more 👀

I ran my first outbound campaign 6 years ago. Drove 75 demos/mo for 2 E-Commerce SaaS as their growth leader, and then my cold email agency from 0 to $2M+ ARR. Here are 7 things I wish I knew before starting:

(1) Truly nail down your lead list

Sending your outreach messages to the right person matters more than anything else:

→ Precisely figure out what problem you're solving.
→ Find companies struggling with this problem.
→ Identify relevant individuals in these orgs.

(2) Give as much value as you can

You’re stepping into someone’s inbox uninvited.
& the fastest way to earn attention is to be USEFUL.

Give give give > ask

A simple approach:

→ Identify their problem
→ Share one practical solution for free
→ Do this as many times as you can on all channels where you are.

(Think through: why are you reading this LinkedIn post, right? EXACTLY!)

(3) Pick only one prospect and write for him/her

Many people try to write for 500k+ people.
Start with one instead.

Pick one prospect you’d genuinely want to work with.
& write as if they’re the only person receiving that email.

Then do the opposite:

→ Find 20 similar personas
→ Find similarities in their challenges, org size/org challenges
→ Then automate all these at a bigger scale

(4) Take care of the deliverability

Good deliverability doesn't guarantee your campaigns will succeed. But...

Bad deliverability guarantees your campaigns will fail.

Make sure to...

→ Send a few emails per mailbox (< 20 per day)
→ Set up MX, DMARK, SPF, DKIM records.
→ Disable open tracking.
→ Warm up mailboxes (bare minimum 14 days)
→ Weekly run inbox placement tests
→ Daily run domain blacklists checks

(5) Take the extra mile!! 

Any GTM channel is somewhat hard to crack. The same goes for cold email.

Make sure to go above and beyond when reaching out to your prospects:

→ Look at triggers, signals, current events, org. charts.

→ Reference insights from the job descriptions.

→ Don't stop at 1-2 email variations. At Growth Today, we frontload 8 variations

(6) Complement cold email with other GTM channels

Cold email is my favorite channel because it's cheaper to get started, and you can find what works a lot faster than with any other channel.

But it works even better with other channels.

→ Run ads to the same people you're cold emailing. warm them up! ♨️

→ Make great, authentic, and genuinely useful content and use email and LinkedIn to distribute it

→ Use cold emails to distribute valuable lead magnets.

(7) Don’t just use technology, leverage it to SYSTEMIZE

→ Have a look at growthtoday.co/sales-tools (or my fav one: our blog posts that include copy-pastable email templates)

→ Do a few tests manually to see what is the most interesting angle on the market to pitch your prospects.

→ Before hiring more people, ask: “Could I achieve the same with technology?”

→ Before doing more, ask: “Could I build a repeatable, scalable SOP or system instead of me doing this again and again?”

7 TIPS TO GENERATE MEETINGS WITH COLD EMAIL

“I think we’re losing more deals to bad data than bad messaging.”

If that is true,

I can feel you!

The usual process of getting good and accurate data somewhat requires this:

- One tool to find them.
- Another to verify.
- Another tool to find more because the previous ones didn’t find enough
- Export. Upload. Repeat.

It works, but unnecessary very tedious.

& never really knew which source actually found the valid email.

This is what I like most about BetterContact:

Instead of: “Let’s try provider A first…”

1- its email waterfall runs automatically
2-  through 20+ providers 
3- at scale, through the API (through Clay, or your CRM, AWS/DB) so you don’t need to import/exports

If one doesn’t return a valid email → it moves to the next. If it fails verification → it keeps going. Until it finds something actually usable. & you’re only charged IF the email address is actually found and valid.

If you’d like to save time on using 5+ different tools with 3 CSVs whenever you need an email, def try out BetterContact. ✌️

It’ll save you SO MUCH time.

p.s. how are you running enrichment right now?

4 things I did because I trusted my gut (not the people around me)

1-Started building programmatic prospecting in 2020 (way before Clay was cool)

No one understood why I'd struggle with no-code tools and Python when you could "just hire BDRs

After doing it full-time at a company and through consulting, when Clay popped up on my feed, I felt like I could create something different to help more people succeed with outbound.

Way easier than before, BUT leveraging all the experience I gained over the years.

2- Posted frequently on LinkedIn when everyone said it takes forever to see results

By the end of year 1, I was consistently building a pipeline from inbound, which eventually led to building Growth Today (and still keeps us going when the market gets tough).

Now I have CSM, GTM engineers, a team who assist me with content, and with sales, and freelancers helping me build what we believe in every day.

3- Let custom RevOps projects go

The team closed a few deals with enterprise customers.

On paper, it's awesome: no churn, high expansion, upfront payment…

But in the end, it didn't fit our ICP or the service we wanted to build at the time.

Letting go of some customers is hard, but necessary in the long run, depending on what route you choose to build your company.

4- Hired people who didn't have the skills yet, but had the potential

I always get DMs, and sometimes I make exceptions.

There was one person I almost fired in her 2nd week. I told her upfront: if we're both not getting value, it's hard to bring positive outcomes, and none of us will enjoy this work relationship.

I was candid, she was too. She mentioned she should leave herself if she won't hit my expectations.

She did it.

A-players are important, but sometimes your gut tells you to take exceptions.

Eventually, some people float to the top, and some just can't get you to the destination.

What about you?

What are the things you did because you knew better?

what we changed to fix their outbound

One thing I love about outbound is how quickly the truth shows itself.

If the system is off, the results will drag. If the system is right, everything clicks.... even if nothing else changes.

Last week we worked with a services company whose outbound “felt flat.”

But once we dug in, the problem wasn’t just list or the copy
…it was that their system was fighting against them.

Here’s exactly what we changed:

1️⃣ We stopped selling the service at scale only a few people respond to

They have 3 services.

All great.
But one is a terrible conversation starter.

Cold prospects don’t wake up thinking:

“Wow I really hope someone offers me a 40-page report today.”

Their prospects literally respond ~2× better to the other 2 services, but outbound wasn’t aligned to that.

So we repositioned around their two strongest conversation starters

2️⃣ We fixed the invisible killer → deliverability

Their audience = mid-market + enterprise.

Enterprise = Microsoft.

Microsoft = “I will evaluate your entire family tree before letting your email through.” 😅

So yep… we’re have a different mix Google + Microsoft inboxes and all these inboxes are purchased to multiple resellers, so we can continously monitor which ones are performing the best and use the data from our inbox placement tests to make adjustments to keep hitting the inbox.

3️⃣ We replaced the “quick chat?” CTA with value

Their CTA used to be a meeting request. (in a soft way which is GOOD).

But (especially in the agency space), you’re likely selling something that is “easy” to execute, so the barrier to entry is low.

So we introduced CTAs that give something instead of ask for something:

- campaign ideas
- roundtable theme maps
- insight drops
- quick audits

Concrete example if you’re running an ad agency:

→ “I have analyzed your ads published in the last 90 days. Can I send over a quick audit to decrease the CPL?”

→ “Would you be open to exploring how we can help you decrease the CPL on your Meta ads?”

GIVE → GIVE → GIVE → before you ASK.

4️⃣ We added intent + timing signals instead of guessing

Before: outbound went out in usual prospecting campaigns
Now: outreach triggers when something meaningful happens.

Signals we added:

→ new senior hires
→ hiring for marketing roles
→ aggressive ad spends
→ thought leadership indicators
→ content activity

5️⃣ We refreshed the messaging (just enough)

Not a rewrite — a refresh.

We updated angles based on:

the market’s current priorities
2026 plans
current challenges in their space
This avoids message fatigue

The fun part?

We didn’t change:

❌ the ICP
❌ the TAM
❌ the channel
❌ the core offer
❌ the send volume

Takeaway:

When outbound stops performing, people jump to copy first.

But the real leverage is almost always in:

→ targeting
→ timing
→ positioning
→ offer
→ infrastructure

Once the system is right, the copy suddenly becomes “amazing.”
Even if it’s the same copy you thought was the problem. 😅

Whenever sales slow down, the first instinct is usually:

Automation won’t fix a broken GTM system:

- Wrong ICP.
- Weak market signals.
- No clear value.

Before we automate anything at Growth Today, we run one test. We call it the Manual 30.

(like Forbes U30 but Manual U30 ✌️)

Open a simple sheet. Add 30 accounts you genuinely want to work with. Not random prospects. Not scraped lists. Companies you’d be proud to call clients.

Then go deep.

Layer 1: Buyer signals. Promotions. New mandates. Ad infos, 10-K report, and their initiatives. What they’re consistently talking about. What’s top of mind for them?

Layer 2: Company signals. Hiring insights. Expanding into new markets. Fresh funding. Sales leadership changes.

Layer 3: Thought leadership context Search their name + “podcast.” Search their name + “interview.”

Long-form conversations reveal operational tension people never post about.

Layer 4: Their GTM stack. CRM. Routing. Scheduling flow. Form logic.

Just by looking at their tech stack, you’ll know so much about how they operate and what GTM context their potential challenges are.

Layer 5: Process gaps. Job descriptions. Reviews. Case studies. Tells you what they’re focused on and what they’d like to actively solve

Layer 6: Job posts. Look at the language they use:

If this doesn’t generate real conversations, doing this at scale (by leveraging automation) will just help you fail faster.

& ONE MORE thing most teams underestimate: Speed-to-lead.

The longer they need to wait for your response, the lower your chances of turning that lead into a real conversation — and a booked meeting.

Strike while the iron is hot 🔥

Every GTM system we’ve successfully scaled started with manual validation first.

Not because it’s cute.

Because it works.

How do you validate targeting before turning automation on?

AUTOMATION WON'T FIX A BROKEN GTM SYSTEM 

If your database charges you PER CONTACT 👀 Your ABM motion turns into credit math 🧞 like this:

Want the CEO? pay. 💸

Need RevOps + Marketing too? pay again 💸💸

Want the buying committee? Now you’re doing FINANCE 🪄, not outbound.

You want to use these tools to maximize the coverage on your target accounts & the whole buying committee

So why pay for each individual When you get ALL of THEM?

With saasyDB: 1 credit = you get the whole buying committee 👀👀👀

The whole org, so you can actually multi-thread all relevant exec, functional leaders, operators …whoever influences the deal.

Stuart from saasyDB realized we shouldn’t be multi-threading to require a CFO’s approval to have access to the prospects at the target accounts we want to talk to ✌️

if you’re targeting SaaS = use SassyDB alone or on top of your existing tech stack

p.s. Does your enrichment provider force you to optimize for CONTACTS… or ACCOUNTS? or you can get both? 👀

I just * literally * watched AI build my workout plan in real-time!!

Prompt 1: "I want isolated exercises to form all parts of my glutes." AI responds with: → Exercise selection (cable kickbacks, bridges, abductions) → Sets, reps, rest periods → Why each movement targets specific glute regions

Prompt 2: "Generate this in the app."
(so that I don’t need to add each exercise to my workout plan. sorry im lazy! 😄)

Done.
Workout is live and ready to use.
This is the best AI implementation I've seen in a fitness app.

I’m just SO fascinated by how easy to use AI in every part of our lives
& honestly I can’t wait to see

-AI cold callers to do the phone calls
-AI to prospects target accounts

I’m already using AI to amplify my prospecting processes, content creation, and ideation

& I can’t wait to see what else it can do
The future is SOO exciting!

Some tools with AI (agents) you can test:

FlashLabs’s super agent for list building, prospecting, and follow-ups
Roman Hipp’s crawler AI agent to give you valid data
Carmen from Scripe to write content on LinkedIn
& to make the most out of these tools

Roxana Irimia Lemlist course on how to build a personal brand
Lara Acosta’s course on how to think about content creation on social
Nathan Lippi 🥾 Lippi or 🌪️ Marcos Stu’s Clay bootcamps and courses on GTM engineering/sales prospecting

Clay’s own university
P.S. NOEX Training if you're curious ✌️

A company came to us with a problem: they couldn't fill their sponsorship slots.

They run newsletters for crypto, gaming, and startup audiences.
But their sponsor pipeline was empty.

The issue? Their ideal sponsors (crypto companies, indie game studios, funded startups) didn't exist in Apollo, ZoomInfo, or any database they could buy.

So they asked us: Can you help us find and market us to them?

Here's what we did:

1️⃣ Email Infrastructure:

We bought domains, configured inboxes, and inbox placement tests to adjust sending based on inbox/spam ratio to maintain their health to prospect programmatically at scale.
If emails don't land, nothing else matters.

2️⃣ Custom data for list building

For crypto companies, we identified crypto monitoring directory sites. Built a custom Python script to scrape all of them. Enriched the companies. Found the right contacts.

For game developers, we scraped the Google Play Store's trending games. Used Claygent to reverse-engineer which studios built them. Then pulled decision-makers from those studios.

For startups, we sourced from different directories and databases and ran look-alike modeling to expand the list.

3️⃣ Messaging

Looked at scalable & cost-effective public data points that would either add value, or prove we did our research instead of just saying "hey, nice game."

4️⃣ Execution, Testing, Maintenance

Launched 6 campaigns.

Ran our frameworks to figure out what worked for each vertical in 90 90-day timeframe. Monitored, adjusted, scaled winners, killed losers.

The results over 90 days:

→ 104 interested responses
→ 2.4-5% reply rates depending on vertical/offer
→ 30% of positive response rate
→ $270K+ in qualified pipeline ($3k ACV on average)

The best part? They now have a repeatable system to fill their sponsorship inventory without waiting for inbound.

With proprietary data that their competitors can't access. 👑

If your ICP doesn't exist in standard databases, you're not stuck.
You just have to get creative about where to find them. 💡

We can write Python scripts to scrape niche sites. Or use tools to reverse-engineer company data. Or build enrichment workflows that run on autopilot.✌️

Proof in the pudding below 🍮

Let’s just send more emails.

The CRM that hasn’t been cleaned since 2022:

Ok, jokes aside.

How to GUARANTEE an unpredictable pipeline:

- Send more emails every time numbers dip
- Ignore deliverability because “we’ll fix it later.”
- Hire more SDRs to drive the car before fixing the engine
- Blame messaging before mapping out your service market
- treat your CRM like a storage unit

& how to help build a PREDICTABLE pipeline:

- Validate ICP before scaling volume
- Test messages manually before automating
- Fix routing before adding fuel
- Treat your CRM as a revenue architecture,
- Reference job descriptions, funding, and K-10 reports in your cold emails
- Treat tools as an access to systemize, not just tools

We can’t fix the pipeline if we don’t fix the fundamentals:

- Better reply rates with more conversations held
- Reduced response time
- Scaled outreach without hiring more reps
- turned “meh” campaigns into repeatable systems
- finally trusted their CRM data

& yes, every “let’s just send more emails” moment usually came right before someone opened the CRM and went… y tho.

So next time when sales slow, and the instinct is:

“Let’s just send more emails.”

Remember to take a look at the car engine first,

not just the car itself 🚗

BrewBird

Account Manager

Bellwether Coffee

Everything sales.
If you sell coffee, you should roast coffee.
Helping centralize coffee roasting.

Account Executive

Productiv

Drove robust, consistent lead generation to support all ENT Account Executives.
Cold outreach to Directors, VPs, and C-suite executives across enterprise accounts.
Partnered with BDRs to improve data hygiene and targeting accuracy.
Led quarterly business reviews (for BDR's) to assess performance and optimize outreach strategies.

Sales tech stack: Salesforce, Outreach, ZoomInfo, Sales Navigator, Drift, Slack, Gong, Loom, Zoom, Orum, Google Suite, and others.

Sandler Training 2022

Enterprise Business Development Representative

Hopin

Managed inbound and outbound lead generation to drive pipeline growth.
Maintained strategic partnerships with 5 Account Executives.
Hosted weekly live product demos, engaging 100+ prospects and partners during each event.

Prospecting for Impact Certification: Winning By Design, 2022

Sales Development Representative

Mission Foods

Managed 11 independent contractors across the San Francisco market.
Scaled territory to $150K in weekly sales.
Restructured delivery routes to improve service and retain key national accounts.

District Sales Manager

TradeRev

Opened and grew the NorCal market, building relationships with franchise and used car dealers.
Managed vehicle imaging, inspections, pricing, and sales for TradeRev online auctions across all ADESA locations.
Inspected and sold over 2,000 vehicles during tenure.

Market Sales Coordinator

The Coca-Cola Company

Grew 10+ territories that reported to the San Jose, San Leandro, and Benicia markets.
Trained 20+ MDM's including Key Account Managers at Stanford.

Market Development Manager

Uline

Manage and expand customer accounts across the San Francisco Bay Area.
Support the Director of Sales on key regional client visits and strategic account growth.

Account Representative

Denny's

Restaurant Manager

Host (2006-08)
Server (2008-10)
FOH Manager (2010-12)

FOH Manager

If you sell coffee, you should roast coffee

Dedicated to learning about your business and understanding the opportunities you have to scale.

taplio

The Battle

Brigitta Ruha

Victor Hugo Mantilla

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The Battle

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Victor Hugo Mantilla

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