CEO / Co-Founder @ RevGen Labs | AI + Sales + Growth Hacking

I'm Christian, Co-Founder at RevGen Labs, a B2B lead generation agency. 

We're solving a critical problem in B2B sales: how to scale cold email outreach with purpose (not spam).

Here's the reality most revenue teams face: 

You know cold email works, but scaling it properly is nearly impossible. 

You're stuck between sending mass blasts that destroy your reputation or spending hours crafting individual emails that don't scale.

The result? Either your outreach feels robotic and gets ignored, or your team burns out trying to personalize everything manually. 

At RevGen Labs, we're building proprietary AI tools that solve the "scale vs. purpose" dilemma. Our technology helps B2B teams send cold emails that feel personal and relevant at any volume - without the spam tactics that ruin deliverability and brand reputation.

We can help you if:

• You're sending cold emails but struggling to make them feel personal at scale

• Your team is burning out trying to research and customize every single outreach

• You want higher response rates without resorting to spammy tactics

• You need to increase email volume while maintaining (or improving) quality and relevance

We've helped 50+ revenue teams transform their cold email approach from "spray and pray" to strategic, purposeful outreach that actually converts. 

If you're ready to scale your cold email efforts the right way - with purpose, not spam - let's connect.

Send me a DM or reach out directly at christian[at]revgenlabs.com

Want to see how we're revolutionizing cold email? 

Check out revgenlabs.com

Christian Oland

STEAL MY 35,000+ Recruiting & Staffing Agency Lead List - FREE
 
I've been sitting on this for a while. Figured it's time to just put it out there.
 
If you are thinking, "Why are local leads different?" here's why:
 
These aren't procurement committees and 6-month sales cycles. These are owner-operated agencies. One decision maker. They trust someone who actually knows their market - not another vendor cold blasting from a spreadsheet.
 
Less competition. Faster close. And almost NOBODY is targeting them right now.
 
Here's exactly what's in it:
 
👉 Owner name + their LinkedIn profile link
👉 Whether they're spending on ads RIGHT NOW
👉 Reviews, ratings, review keywords
👉 Competitors mapped out
👉 Address, hours, whether they're temporarily closed
👉 Whether the listing can even be claimed
 
Why free? Because I can, and if it helps you close one deal - worth it.
 
1. Like this post
2. Comment "Staffing"
3. Send me a connection request
 
I'll send it over personally in the next 24 hrs.

Founder of RevGen Labs | Helping businesses unlock 10x growth through growth hacking and AI

I've been MIA from LinkedIn for the last 2 months.
 
And it was the best thing I did for the business.
 
Got the time I needed. Read 2 books.
 
And actually good ones - which almost never happens.
 
1. Traction
 
Got the rec from Jeremy Chatelaine 🔥 at a Tuesday Triggers session. I don't usually take sales books seriously. Most are just someone explaining how great they are for 250 pages. Painful to read.
 
But this one was different. The book talks about EOS (Entrepreneurial Operating System). It isn't new. Tens of thousands of companies run on it.
 
And I liked it because it's basically a system for stopping yourself from being everything to everyone.
 
Which is exactly what I was doing.
 
2. Built to Sell
 
Written by John Warrillow.
 
The narrative is built around a guy who owns a marketing agency. Makes a couple million a year. Clients own him. Team's a mess. No real exit path.
 
The fix?
 
- Build a Standard Service Offering.
- One thing you do better than anyone.
- Document the process. Hire specialists.
- And stop taking everything that walks in the door.
 
That's it.
 
Between the two, I realized at RevGen Labs we've been building mountains to climb over instead of just... not building them.
 
Already started implementing EOS. Early. Messy. But moving.
 
Got some exciting stuff lined up this year. Stick around... :)

Vishesh Jain 🐼 is booking 20 meetings/day by sending 200 emails/inbox.
 
And as he dropped that message in the Tuesday Triggers group, questions were flying left, right, and centre.
 
(If you are a cold email or lead gen agency owner and want to join Tuesday Triggers, Comment "TT" and I'll add you to the group)
 
Later Vishesh ended up writing a whole post about it. I'll link it below. But first - here's why it works.
 
Most agencies will tell you your campaign is underperforming because of deliverability. Or your copy. Or your targeting.
 
But almost nobody looks at the offer, which is the actual problem.
 
At RevGen Labs, before we send a single email for a client, we do this:
 
We audit everything. Current offers, past attempts, what's been tried before, who they're actually selling to. If we don't have this figured out, we will not make the campaign live.
 
Then we brainstorm 20 to 30 lead magnet ideas. We had a custom GPT trained on every high-performing lead magnet we've seen work. Now we do it via Claude Code. We plug the client's business in and just generate.
 
The prompt: Use /lead-magnet-skill - generate 30 lead magnet ideas for [url]. Filter for offers that trade time, not assets. No PDFs. No courses. No audits.
 
Then we pick the best 3 to 5 and test them.
 
A few things to mention:
 
Nobody really cares about a PDF. Nobody really cares about a course. And definitely, nobody wants a free audit. People don't want their taxes audited. Or SEO strategy. Or Meta ads.
 
The only thing that still converts is your time.
 
→ A call where you actually build something for them
→ A strategy session where they walk away with a real deliverable
 
Whatever the first step of your service is - GIVE. THAT. AWAY. FREEEEE.
 
No-brainer. People know that's worth money. That's why it works.
 
Vishesh figured this out. His offer is ripping his TAM.
 
Link to his post in the comments - worth reading if you're straight-up serious about this. 👇

Your GTM guy books a call for a client. Confirms it. But prospect ghosts. So who's actually responsible - the person who set the call or the person who didn't show up?
 
The EASY answer is to blame the prospect. We don't.
 
Because in almost every no-show we looked at across a bunch of clients, the targeting was fine. The prospect was real. The interest was there.
 
What killed it every time was what happened between the booking and the call. That window is the most neglected part of the entire sales process and it's bleeding show rates dry.
 
Here's what we do at RevGen Labs:
 
[1] Confirmation page - the second they book, they land on a page with a short video of me introducing the company. Case studies. Testimonials. Stats. Just enough to remind them what they said yes to.
 
[2] 24 hours before - we send a helpful doc on deliverability fixes. Something actually worth reading. With Real value.
 
[3] 2 hours before - another short touchpoint. A bit more social proof, a few testimonials. Keeps the call top of mind without being annoying about it.
 
Taylor Haren just did a video on this - he uses Cal.com for the booking workflow, which is worth looking at if you're rebuilding this from scratch.
 
One thing I'll say: don't over-sequence this. There's a version where you're hammering people with 6 emails before a 30-minute call and they show up annoyed. The goal is for them to feel like their time won't be wasted - not like they accidentally signed up for a nurture sequence.
 
If you're doing outbound and booked meetings keep ghosting you, grab some time here: ﻿https://lnkd.in/gkAANh7a

One of the most DANGEROUS beliefs in outbound is believing a trigger will save bad copy.
 
The trigger hype cycle is exactly like NFTs.
 
Lots of noise. But ONLY a few winners.
 
How do I know that?
 
I've watched teams spend weeks on scrapers, Clay workflows, Apify setups. HELL EVEN we did it. All while chasing the perfect trigger.
 
One of the triggers was "website visitor identification." It was supposed to be the MASSIVE unlock. So massive that everyone lost their mind over it.
 
But it worked only if you were pulling serious US traffic.
 
The reality is that triggers are an addition to a working system.
 
And not a replacement for one.
 
We've seen sequences sit at 0.1% reply rate. Same list. Same setup. Change up the verbiage slightly. Suddenly 2-3% reply rate.
 
Just better copy.
 
Find what converts. Then make it smarter.
 
What trigger did you spend the most time building that ended up being a flop?
 
Also, massive shoutout to Smartlead, they've been our partners since the inception of RevGen Labs. I was invited to Smartlead office hours a few months ago, forgot to share the video. You can watch it here ﻿https://lnkd.in/gN8_vGFE

18 months ago if you told me cold calling was still a viable channel I would've said no way.

Now we have a whole team of cold/warm callers.

Took us a while to commit to it honestly. But we did. 

And we figured out pretty quickly that it all comes down to how you clean and enrich your data. We used to string together like a whole bunch of tools, which helped a ton with connect rates. Plus we've figured out some of our own secret sauce along the way.

But the ops side of it was a nightmare. 

Dialer in one tab. Enrichment tool in another. CRM open on the side. Rep finishes a call, has to log it manually, check the email history separately, schedule the follow-up somewhere else. 

By the time they're done with admin - they've lost the momentum from the call.

We were running 5 different tools just to make it work.

But dialing straight out of Smartlead's SmartDialer has made things a. ma. zing.  Deal rate went up by 23%. 

Everything's in one place - call history, email history, notes, follow-ups. As soon as the rep hangs up and it's already handled.

Been using Smartlead since the early days. Vaibhav always delivers. This one's no different.

If you're a Smartlead user already, Smartdialer one's gonna make your life way easier. Thank you thank you thank you.

Check it out here https://lnkd.in/gMbsizd7

Using Claude Code right now is like getting your hands on TikTok back in 2018.
 
Not many people know about it. And even fewer are actually using it.
 
I'd guess maybe 1% of people in GTM have touched it. The rest have heard the name, seen a few posts, but haven't actually opened it.
 
This post is for that group.
 
Here's how to actually get started:
 
There are 4 ways to run Claude Code:
 
[1] The desktop app. Download it from claude.ai. Sign in. If you've used ChatGPT, you already know how this works.
 
[2] The terminal. Follow instructions on code[dot]claude[dot]com
 
[3] Inside an IDE. I use Antigravity.
 
[4] Get the Claude Code extension. If you can't get the Google it - there are a bunch of walkthroughs that'll get you set up in 10 minutes.
 
Pick whichever matches how you already work.
 
Once you're in, the first thing to do is create a CLAUDE.md file.
 
This is your system prompt for the project. It tells Claude what you're building, what tools you're using, what your data looks like, what your ICP is. Without it, Claude is generic. With it, Claude becomes specific to your stack.
 
Think of it like onboarding a new ops person. You wouldn't just say "go build campaigns." You'd explain your tools, your signals, your enrichment flow, your copy frameworks. The CLAUDE.md file is that onboarding doc.
 
Next, use Plan Mode before you build anything. Plan Mode makes Claude think harder, ask better questions, and catch gaps you missed. Start every complex task there.
 
Third, develop your own Claude skills. These are reusable knowledge packs. If you do enrichment a certain way, or build n8n workflows, or have a copy framework that works - save it as a skill. Claude loads only what's relevant per task.
 
One thing most people miss:
 
At the end of every session, tell Claude to update the CLAUDE.md file.
 
The CLAUDE.md file is the brain. Every time you close a session, that context disappears. But if you tell Claude to update the file before you close, it saves what it learned. Next session, it starts from that stored knowledge instead of starting from scratch.
 
Once you learn it, you can build plays like:
 
→ Score and filter against your ICP
→ Find decision-makers via Sales Nav search
→ Enrich contacts across multiple providers
→ Generate personalised copy at scale
→ Push leads to your fav seqeuncer automatically
 
All of this runs from Claude Code.
 
Start with one workflow. Improve it. Deploy it. Then build the next one.

I receive ~ 100 personalized DMs and emails every week.
 
And I don't reply to a single one.
 
They all follow the same pattern. Open with something real - a win, a case study, something off my LinkedIn. Then pitch me something I'd never buy in a million years.
 
Simple rule I live by: I don't reply to messages I wouldn't send to myself.
 
That personalization - the 'saw your post about X' opener followed by an unrelated pitch - people see right through it now. Random triggers don't work anymore.
 
The only thing that matters is the offer. And whether the thing you scraped is a real reason this person would want it right now.
 
Here's how to fix this problem:
 
Before any trigger goes into a campaign, ask yourself:
 
"Why does this signal make this person a good fit for this specific offer?"
 
If you can't answer that in one sentence, the trigger doesn't go in.
 
Because a trigger that's true but disconnected actively signals that the outreach is automated. Prospects clock it instantly even if they can't name it.
 
And almost nobody sending those emails knows that's the reason they're not getting replies.
 
Want to be in a room where top GTM experts talk cold email in depth - with a few jokes thrown in?
 
Comment "TT" and I'll add you to Tuesday Triggers.
 
Cold email and lead gen agency owners only. 👇

Running an agency is not always clean.
 
Fellow agency owners will relate to this one
 
I have been in tough situations where I had to cut costs heavily.
 
I am dead sure some of you have been in situations where the revenue numbers look fine on paper but your gut tells you something is off.
 
- Payroll decisions.
- Tools we thought we needed.
- A hire that made sense six months ago but not anymore.
 
Darn it. It is not a fun process.
 
But going through it taught me some of the most important financial lessons I know.
 
1. Your P&L is a liar.
 
You can have a great month on paper and be one payroll away from trouble.
 
Cash in the bank is the only number.
 
2. Build a document you update every single Monday.
 
- Starting cash >> what is actually in the bank.
- Cash in >> real payments that have cleared.
- Cash out >> everything leaving. Payroll. Contractors. Tools. Etc.
 
3. Collections will bleed you slowly.
 
In a service business the gap between cash and what your books say is almost always a collections problem.
 
4. Before every major financial decision run three scenarios.
 
- Revenue drops 10 percent.
- Revenue stays flat.
- Revenue grows 10 percent.
 
If the bad scenario kills you do not do it.
 
This one framework alone will save you from some very emotional and very expensive decisions.
 
5. Agency owners scale fast and hand out cards with no limits and no policy.
 
- Set spending limits by role instead.
- Do weekly reviews not monthly ones.
- Seven days to catch a mistake means you fix it Monday.
 
No one is born good at running a business.
 
Most of us figure this out after an expensive mistake.

Thanks for having me over Smartlead team. 

Had a blast at the session 🔥 

If anyone is grinding on cold email, outbound, or GTM... you already know what to do. DMs are open.

Stop blowing up your infra with bad data. 

Watch Christian Oland and our panel of outbound experts break down the exact data enrichment systems you need https://lnkd.in/gyUJnzfU

Alan Ruchtein

CEOs: Broken pipeline & poor performer sales reps? I fix both for you in <60 days. You’ll hate how fast it works. | Modern Seller Program Founder

Your ability to book meetings, negotiate, and close deals with potential clients will determine how far you’ll thrive as a sales rep and leader.

This will allow you to:

📈 Build a career
📈 Hit your quotas
📈 Get recognition
📈 Get a promotion
📈 Get better offers
📈 Land sponsorships

However, booking meetings and closing deals it’s harder than ever:

❌ Prospects don’t return your calls
❌ Prospects don’t stop ghosting you
❌ Prospects don’t answer your emails
❌ Prospects don’t trust you as a seller
❌ Prospects don’t believe in your offer 
❌ Prospects don’t accept your LinkedIn Invite

All of these makes you feel miserable

You feel your manager’s pressure on your shoulder

And you start thinking that sales might not be for you.

Do you relate with this? Because I do - I’ve been there

This happens because the “old way” of doing sales doesn’t work anymore.

Sending 1000s of generic emails and praying they get back to you will kill your sales career.

Now, imagine having a proven system that allows you to systematically:

✅ Book more meetings
✅ Handle all the objections
✅ Move deals through the pipe
✅ Close higher tickets in less time
✅ Run discovery and demo calls like a pro

And, hitting your sales quota.

Wouldn't this be the scenario you would like to be in?

The good news - I can help you get there with:

➝ My weekly Newsletter with actionable sales tactics
➝ My daily sales practical examples in my Content
➝ My sales personalized program
➝ My 1-on-1 Coaching Sessions
➝ My team Coaching Sessions

Now, how serious are you about building your Sales Career?

Let's make it happen.

👉🏼 Shoot me a DM, or head over to my Featured section.

I'll see you at the top!

Founder

Get smarter with Startup, Sales & SaaS news straight to your inbox.
A weekly email focused on the evolution of Startups, Sales, and SaaS. A fun and human voice. Everything you need to know in less than 5 minutes. No BS.

The 7-Email Sequence that books +51% more meetings
(3 Initial Emails + 4 Strategic Bumps)

“Finally… this feels intentional.” That’s what a VP of Sales said after we rebuilt their outbound sequence.

Before that, it looked like this:

● Random first emails
● “Just bumping this” follow-ups
● No logic behind the touches

Here’s what actually works:

1) Trigger-Based Email
↳ This is the first email you send when you can anchor your outreach to a real trigger, hiring, funding, a tech change, a product launch, expansion, etc.

↳ The structure is simple: Trigger → Pain → Proof → Soft CTA.

↳ It works because it gives the buyer a reason to care now, not later.

2) Competitor Email
↳ This is when you know they’re using a competitor.

↳ You acknowledge what the tool is good at, then highlight the gap that usually forces teams to look elsewhere, and invite a conversation around that.

↳ It reframes without sounding like an attack.

3) Bold Observation Email
↳ This one is short and direct.

↳ You make a sharp observation about what they’re doing, point out the common pattern, and end with a curiosity-based close.

↳ No pitch. Just a call to conversation that gets them to self-diagnose.

Then the bumps:

4) External Resource Bump

↳ Instead of “checking in,” you share a relevant third-party resource tied to their context.

↳ This borrows authority and makes your follow-up feel useful, not needy.

5) Data & Stats Bump

↳ Lead with a number that makes the problem measurable.

↳ Stats make pain tangible, and tangible pain gets replies.

6) Thoughtful Context Bump

↳ This is where you re-anchor urgency without pressure.

↳ You remind them why it’s relevant based on their situation, without sounding like you’re chasing.

7) Clarification Email
↳If they didn’t reply because they were confused, this fixes it.

↳You restate what you do in one line, clarify why it matters to them, and ask a clean alignment question.

That’s the system.

No begging.
No random nudges.
No volume increase required.

If your cold email strategy sounds like begging, DM me “REPLY” and we’ll fix the sequence properly (let’s see if we’re a fit, and let’s work on your next campaign together)

PS: For daily free cold outbound strategies, join +6848 heroes here: https://alanruchtein.com

2026 Cold Email Playbook (UPDATED VERSION FOR FREE)

After spending 16+ years in sales, I can guarantee that sales teams fail because they skipped the basics and jumped straight to:

→ Subject line hacks
→ AI rewrite prompts
→ Sequence templates

And then say “maybe outbound is not for us…”

That’s exactly why nothing works. 

Don’t blame outbound.

Blame how you EXECUTE it.

I put together the playbook I wish someone had handed me when I started in sales:

Here’s what you’ll find inside →

• ICP + micro-cohort clarity (with disqualifiers)
• Deliverability foundation (SPF / DKIM / DMARC)
• 30–50 real “why now” triggers
• Fit / Pain / Timing scoring
• Offer + 4-line reply structure
• 6-touch sequence map
• AI workflows (no fake proof)
• 7-day launch system

If you want to get the full high-resolution cheatsheet in PDF format:

- LIKE the post, 
- Comment “PLAYBOOK”
 - I’ll send it over directly to you
_____________________________

If you’re looking to train your team to perform like elite sellers and consistently hit quota, DM me “2026” and let’s talk to see if we’re a fit to work together (2 last spots to work with me until the end of April).

Two SDRs start their day at 9:00 AM.
By 12 PM, here are their results:

SDR #1 (The Old Way)

9:00 → Opens Salesforce
9:10 → Exports a list of accounts
9:20 → Cleans the spreadsheet
9:40 → Searches LinkedIn for contacts
10:10 → Tries to figure out who might care
10:30 → Writes a “personalized” email
11:30 → Sends 120 copy-paste emails.

Result:
- 2 Replies.
- 1 Take me out of your list.
- 0 Meetings.

SDR #2 (2026 playbook)

9:00 → Logs in. Enginy already surfaced accounts showing real buying signals.

• A company just raised funding
• Another is hiring 5 SDRs
• A VP Sales changed last week
• A target account just added new sales tech

No digging.
No spreadsheets.
No guessing.

Enginy already built the list, enriched it, and ranked the accounts by heat.

9:15 → Picks the top 30 accounts.
9:20 → Starts calling.
10:30 → Send 37 trigger-led cold emails
11:25 → Send high-converting LinkedIn DMs

Before lunch:
- 7 real conversations.
- 2 meetings booked.

The difference isn’t effort.

Both SDRs worked.
The difference is timing and intelligence.

Most reps are still spending half their day figuring out who to contact.

The best reps?

They start the day already knowing who matters right now.

That’s the shift Enginy is building for modern outbound.

Less list building.
Less guessing.
More conversations.

Because the future SDR doesn’t win with volume.

They win with intent + deep research + right data + timing.

Are you the 2019 or 2026 version?

Brand partnership • CEOs: Broken pipeline & poor performer sales reps? I fix both for you in <60 days. You’ll hate how fast it works. | Modern Seller Program Founder

The REVEAL Day! The companies behind Confessions of a Seller are:

🥁 🥁 🥁 

When Kevin and I decided to launch this, we decided that we'd only work with companies that:

- We actually use.
- We actually love.
- We actually need.
- We actually know.

Companies sellers genuinely desire.

That's why we said NO to 11 brands, and a BIG YES to 3 of them.

First — our main sponsor: Jason AI (Reply)

If you work in outbound, you know Reply.

They’ve built one of the strongest multichannel outbound platforms in the market: From research to meeting booked → All in 1 solution.

And now with Jason AI SDR, you can research prospects, enrich them, generate outreach, and move through accounts much faster.

Less time writing emails.
More time speaking with buyers.

I use Jason AI (Reply) every single day.
And I love having them as the main partner!

Second — Alta | AI Revenue Workforce

Alta is a special one for us.

We’ve been working together for almost a year now, long before the podcast even existed.

They're building one of the most exciting AI GTM platforms in the market — giving revenue teams a full system of action across inbound, outbound, and growth. 

Think of it as AI that runs your entire GTM motion, not just one piece of it.

Disrupting the market and changing the whole GTM game.

Third — Remuner

If you’ve ever worked in sales, you know the "payout commission" pain in the a**:

- Confusing payouts.
- Manual calculations.
- Commission spreadsheets.

Remuner fixes that by automating sales compensation and incentive management, giving teams clarity on how performance connects to earnings.

And in sales, incentives (and money) drive behavior.

On top of that, Sergio, Remuner's CEO, joined us in 1 full episode where we talked all about sales, commissions, revenue, and more! (you can't miss it)

The best part?

These companies believed in the vision before the podcast launched.

- Before the likes.
- Before the audience.
- Before the momentum.

That kind of trust means a lot.
The confessions are about to begin.

Follow them now.

And join us directly here before the first episode drops: https://lnkd.in/dczECUqB

83% of SDR activity creates zero pipeline.
These are the 5 differences between average and top SDRs:

Average SDR (still stuck in 2019):

– Builds lists manually
– Prioritizes by “who hasn’t been touched”
– Sends 150 emails a day
– Tracks activity, not outcomes

Calendar = luck.

Best-in-Class SDR (2026):

– Prioritizes real buying signals
– Uses AI to surface hiring, funding, exec moves, tech shifts
– Automates enrichment
– Focuses on the 20% most likely to convert
– Spends 70% of the day in live conversations

I apply the 5–25–70 Signal Framework with my clients using Enginy

5% of your TAM is in active buying motion.
25% show early signals.
70% of your time should be spent selling.

Teams that operate this way are seeing:

→ +46% higher meeting rates
→ +32% faster sales cycles
→ Cleaner forecasts
→ Lower SDR burnout

Because AI isn’t replacing reps.

It’s replacing guessing.

That’s why platforms like Enginy matter.

Not another sequence tool.

An intelligence layer that tells you:

- “This account is heating up.”
- “This one just triggered.”
- “Call this one first.”

The future SDR isn’t the hardest worker.

It’s the smartest prioritizer.

Are you a 2019 or 2026 model? (Be honest 😶)

I've trained +128 sales reps in 2025. Here's why 95% of discovery calls still fail (8 mistakes to avoid):

Most reps think discovery is asking questions. It's not. It's diagnosis + control.

Avoid these 8 mistakes and your discovery calls will be better than 95% of sellers.

#1 - Not preparing before the call.

It takes <10 minutes. Review company news, CRM notes, SDR notes, and tools they’re using.

Example: Checked their Series B announcement and saw they’re hiring SDRs. Noted in the CRM, they struggle with low reply rates and use Outreach + Apollo.

#2 - Not having a Point of View

Stop asking what your top challenges are. That puts all the work on the buyer.

Instead, give options: "I speak with [role] in your situation every day. Usually, they're dealing with [Challenge 1] and [Challenge 2]. Is that what you're experiencing, or is something else more important right now?"

They agree → instant credibility.

They disagree → they tell you what's really going on.

#3 - Missing priorities and challenges

If you're spending the first call asking "How many people do you have?" and "What's your budget?", you're killing your discovery. Those are qualification questions that only benefit you.

Example: Focus on their #1 priority and key challenges. Save qualification for the end: "Would it be ok if I asked a couple of questions to set our demo up for success?"

#4 - Losing control of the conversation

When a buyer keeps asking questions, don’t just answer, keep guiding the conversation.

Instead: Answer → immediately ask about their priorities.
Example: "Great question. [Short answer]. Now that you mentioned X and you’re looking to achieve Y, can you share how you're tackling that?"

#5 - Trying to ask every single question

Discovery isn't a 30-minute interrogation.

Example: “Ask how they currently do something → learn challenges → show how it works on your platform.”

#6 - Not digging deeper

When a buyer says "ramp-up is important," that's surface-level. Don’t say "great" and move on.

Dig deeper: "When [role] focuses on ramp-up, it usually means [challenge 1] and [challenge 2]. Is that the case?"

Phrases: "Tell me more…" / "What's a specific example of…" / "You mentioned X — walk me through that?"

#7 - Not multithreading

Stop asking, "Should we involve another colleague?"

Instead: "Are you the only one responsible for X, or does someone else have a part?"

Or: "Since we'll cover X, should we invite [colleague]? Noticed he's your [role]."

#8 - Not defining next steps

Never end with "let me know if you have questions."

1. Tell a story showing the business case.
2. Ask to recommend next steps.
3. Communicate what they are.
4. Explain why they matter.
5. Define a clear Mutual Action Plan.

Reserve 5–7 minutes at the end.

Write your talk tracks ahead of time.

Don't wing it.

We have added all the details of [BONUS] in the comment section 👇

It used to take me 40 minutes to build fully enriched outbound lists. Now it takes me 7 with this 5-step process:

A month ago, I changed how I build outbound lists.

Here’s the 5-step process I ended up with (copy it):

Here’s what it looked like before:

- Find companies in one tool.
- Find employees in another.
- Export the list.
- Run enrichment somewhere else.
- Verify emails in another tab.
- Then clean the data.

By the time the list was ready:

• 30–40 minutes gone
• missing stakeholders
• stale contacts
• half the data unusable

So when FullEnrich launched Search last month, I decided to rebuild my outbound workflow around it.

After a few weeks using it, here’s the process I ended up with:

1/ Define the exact account universe

I start with companies.

Example filters I use:
• Fintech SaaS
• 50–500 employees
• US / UK HQ
• B2B companies

Within seconds, I get a clean list of companies that actually match my ICP.

2/ Map the buying committee

Now I filter the people inside those companies.

Typical filters I run:
• VP Sales
• Head of RevOps
• CRO
• Tenure > 6 months

Instead of guessing one contact, I instantly see multiple stakeholders per account.

Which makes multithreading way easier.

3/ Reverse search when I already have accounts

Sometimes I already have a target account list.

In that case, I upload the companies via CSV and run Reverse Search.

Then I filter the exact decision-makers inside those companies.

This alone replaced a process that used to take me multiple tools and exports.

4/ Enrich the entire list

Once the list is ready, I run enrichment.

This is where FullEnrich is different.

It runs a waterfall across 20+ data providers until it finds a verified contact.

Meaning if one source doesn’t have the email, another one might.

The result is way higher match rates than what I used before.

5/ Build a repeatable outbound engine

The feature that ended up being the most useful: Saved searches.

I save my ICP searches and rerun them regularly.

So whenever new companies or employees match the filters, I can pull fresh contacts instantly.

Which means my outbound list is always updating without rebuilding it from scratch.

Results?

- Before: Building a solid outbound list = 30–45 minutes
- Now: Less than 7 minutes

More importantly:

• more stakeholders per account
• higher reply rates in outbound
• higher verified contact rates
• almost 0% bounce rates
• 0 time fighting bad data

Which means I spend less time building lists and more time doing what actually matters… selling.

Out of curiosity: What part of outbound list building slows you down the most today?

Try it out now, thank me later. 
Link in the first comment!

Why lying to a prospect about previous results will blow up on you, and how to avoid it in 3 actionable steps:

1/ The “impressive case study” trap

Sellers love to say:

– “We helped a similar company with 5x revenue.”
– “We’ve done this dozens of times.”
– “This will be easy.”

Sounds smooth.

Until your colleague jumps in with:

- “Well… technically it was 2.3x.”
- “And it took 14 months.”
- “And they already had traction.”

That’s when the room shifts.

Because…

2/ Overpromising kills deals faster than underdelivering.

You can’t build long-term revenue on short-term exaggeration.

Buyers are sharper in 2026.

They:

– Google and GPT you.
– Check your past clients.
– Cross-question your numbers.
– Read between the lines

One inconsistency = trust gone.

And once trust drops, the deal is already dead.

But,

3/ Transparency is better than hype

Real positioning sounds like this:

“We helped X achieve Y by doing Z action in [specific timeframe].

- Here’s what it actually took.
- Here’s what didn’t work.
- Here’s what we’d do differently for you.”

Because serious buyers don’t want fairy tales.

They want clarity.

Sell the truth.
Own the nuance.
Explain the constraints.

That’s how you win trust in the first 5 minutes.

What’s your take: Are you selling outcomes and stories, or BS lies?

Join +6801 top sellers getting daily high tactical frameworks and strategies for FREE: https://alanruchtein.com

Your SDRs don’t have a prospecting problem.
They have a timing problem.
Here’s the 7-step fix:

Every quarter, sales leaders I work with blame their reps for poor execution.

But most pipeline inconsistency doesn’t come from lazy reps.

It comes from reps working accounts with zero reason to buy right now.

In those case, I always implement Enginy following these steps:

Step 1 — Stop building static lists.

A static list is just a frozen guess of who might buy.

→ Example: instead of working the same 500-account list for 90 days, your team refreshes targets daily based on what/who changed this week, automatically.

Step 2 — Track real buying signals.

Signals tell you when timing shifts from “someday” to “now.”

→ Example: a company raises funding, opens 2 AE roles, hires a VP Sales in the same month, and opens a new office in a new market.

Step 3 — Prioritize by urgency, not account size.

The goal is not the biggest logo; it’s the account most likely to move now.

→ Example: a 300-person company hiring 3 reps and checking your website jumps ahead of a 3,000-person “dream account” doing nothing.

Step 4 — Let the system tell reps where to start.

Reps shouldn’t waste prime selling hours figuring out who matters.

→ Example: Enginy flags “new sales hiring + leadership change + tech adoption,” so the rep starts there first.

Step 5 — Apply the 80-20 rule

The more time reps spend digging, the less time they spend selling. 80% of the time, they must be doing direct sales revenue activities.

→ Example: instead of 90 minutes in LinkedIn and spreadsheets, the SDR starts calling triggered accounts at 9:05.

Step 6 — Write outbound around the trigger, not the product.

Cold emails convert when the message connects directly to the signal that made you reach out.

→ Example: “Saw you’re hiring 3 SDRs, usually means pipeline targets just jumped. Curious how you’re planning to ramp outbound this quarter?”

Step 7 — Use a repeatable outbound framework.

Great teams don’t improvise emails; they follow a structure that scales.

→ Example framework: Trigger → Pain → Proof → Interest-based CTA.

“Noticed you raised Series B → scaling sales teams usually slows ramp time → we helped X cut ramp by 40% → worth exploring?”

That’s why solutions like Enginy matter.

Not because they automate more noise.

Because they give outbound teams a real reason to reach out.

And when timing + message align, pipeline stops looking like luck.

If you’re a sales leader, stop blaming your SDRs and start blaming your process.

If you want some help implementing a flow like this, ping me on the DM’s, and I can show you how it’s done.

Every closed-won deal used the same 3 levers: urgency, tension, and scarcity (examples below).

Forget “just checking in” follow-ups. Here’s what actually unsticks stalled deals 👇

1️⃣ URGENCY: Time-Based Impact

Urgency isn’t “end of quarter pressure.”

It’s forcing clarity around the cost of waiting.

- Example: “If nothing changes in the next 90 days, what’s the impact?”

 Turn “later” into a number. Make delay measurable.

- Use when: the deal makes logical sense, but keeps drifting.

2️⃣ TENSION: Consequence

Tension is emotional.

Make inaction personally expensive.

- Example: “If this initiative stalls, how does that reflect on you internally?”

That’s where deals move. Because now delay has personal weight.

 No tension → comfortable delay.

- Use when: there’s no visible consequence to doing nothing.

3️⃣ SCARCITY: Structural Limitation

Scarcity isn’t pretending your calendar is full.

Scarcity must be structural — not fake.

- Example: “We’re allocating two implementation slots this quarter. After that, the next window is June. Do you want to secure one?”

That’s a real constraint.
Not pressure reality.

- Use when: timing keeps slipping.

Closing isn’t about pushing harder. It’s about activating the right lever at the right time.

Master urgency, tension, and structural scarcity, and stalled deals start making decisions.

Join 6800+ sales ninjas inside The Modern Seller Newsletter and learn more than you ever thought possible for FREE: https://alanruchtein.com

Most sales advice is bullshit.
On Monday, we start exposing it.

Confessions of a Seller goes live with the kind of conversations most people in sales are too afraid to have publicly.

The first 3 episodes will give you a taste:

- Sales psychology nobody taught you.
- Why AI will replace sellers who refuse to adapt.
- How sales changed more in 3 years than in the last 30.

That’s just the beginning. +14 hours of content dropping in the upcoming days.

Because this series is about everything the sales world keeps hiding behind.

The fake best practices.
The dead playbooks.
The outdated tactics.

The lies people keep repeating because they sound smart on LinkedIn.

The hard truths about outbound, inbound, pipeline, trust, incentives, execution, and what it actually takes to stay relevant now.

Things nobody wants to say out loud.

With Kevin, we will.

- No safe takes.
- No recycled content.
- No corporate fluff.

Raw conversations, strong opinions, and the truths this industry should have admitted a long time ago. 

I have goosebumps just by writing this down.

Proud to launch this with partners we respect:
- Jason AI (Reply)
- Remuner
- Alta | AI GTM System of Actions

Monday, it starts. Be early.

Because once this goes live, you’ll either be ahead of the shift… or one of the people it exposes.

Join us on:
- YT https://lnkd.in/dczECUqB
- IG https://lnkd.in/dJ_wvM7Y

Want to join us in this insane adventure? DM me and let's chat!

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