Nivati

Account Executive

Pavilion

-Q1 2022: 141% to quota + SDR of the Quarter 
-Q3 2022: 131% to quota + SDR of the Quarter + Growth Team MVP
-Q4 2022: 111% to quota

Pavilion (formerly Revenue Collective) was founded in 2016 as a support network for revenue leaders. Since opening our first chapter in New York City, we’ve grown into an international center providing peer-to-peer connection, training and development, and career resources for all high-growth professionals. We’re always imagining new ways to help current and future leaders unlock and achieve their professional potential. For more information about Pavilion or to become a member of one of our worldwide chapters, visit joinpavilion.com.

Sales Development Representative

Harvey Cedars Beach Patrol

Acted as a Lifeguard, Lifeguard in Training instructor, Training Officer, and Lieutenant during the time spent with Harvey Cedars Beach Patrol.

Lieutenant

PepsiCo

District Sales Leader / Sales Management Associate

Penn State Admissions

Intern

Penn State College of Education

Student

Youth Marketing Connection

Paid partnership with Tinder University through Youth Marketing Connection.

Independent Contractor

VaynerMedia

Partnership with Victoria’s Secret PINK through VaynerMedia, LLC.

Independent Creator

🦋 Emily Guido

I built OutboundLeads to be the fractional GTM partner that B2B companies actually need - focused on systems, strategy, and scalable results.

After a decade in sales and learning from some of the industry's best, I built a GTM Agency that combines cutting-edge tech with proven strategies to create outbound campaigns that actually convert.

We don't just build campaigns - we architect complete GTM systems that have generated tens of millions in pipeline for our clients. 

What drives me? Building systems that work and seeing our clients win. As a Christian business owner, I run OutboundLeads with unwavering integrity. Your success isn't just a metric - it's our mission.

What we do:

→ GTM Strategy & Execution
→ Outbound System Design
→ Lead Generation at Scale
→ Technical Integration
→ Revenue Pipeline Development

Whether you're looking to scale your outbound efforts or curious about what's possible with modern GTM strategies, I'm always open to connecting with growth-minded professionals.

Let's talk about scaling your business through strategic outbound.

I am a Christian business owner and I put my faith in Jesus Christ.

Jacob Bowman

I found this letter from an old boss today.

I was making $30k/year at the time.

And they made me sign this.

Read it. 
Really read it.

"Don't wear hats or caps."
"Don't put your feet on company furniture."
"Don't make excuses like your car broke down."
"Turn your cellphone off during work hours."
"Do not cluster around an associate's work area chatting."

This isn't how you build culture.

This is how you build a dictatorship.

The moment this letter went out, the entire team stopped buying into leadership.

Not because the rules were unreasonable in isolation. 

But because forcing people to sign a document like this sends one clear message: "We don't trust you."

If you want people to show up professionally, influence them to do it.

Lead by example. 
Set the tone. 
Be a good leader.

Don't force employees to sign their way into a set of rules and boundaries that are unnecessary and insulting.

This approach doesn't work.

I am very anti-this at my company and I always will be.

Every single person who works at OutboundLeads is one of the hardest working people I've ever been around.

Why?

Because of the culture we've built.

I didn't make anyone sign anything. I never will.

That's the most ridiculous thing ever.

You don't get high performance by controlling people.

You get high performance by trusting them, enabling them, and treating them like adults.

The companies that still operate like this are the same ones wondering why they can't retain talent.

Would you rather work for someone who trusts you to be professional, or someone who makes you sign a memo about not wearing hats?

Founder & CEO @ OutboundLeads.com | 1,000+ Leads Every Month Across Our Agency 📈

In SF this week visiting clients & other GTM leaders.

It’s wild to me how much tech driven this city is.

Every billboard I see, every bus I see, every bus station I see, it’s all tech companies.

You see, in Florida, you’ll only find law firms and food establishments on these same signs 😂

It does make me wonder though…

Which decision makers at a company would be walking on this very street that would say to themselves:

“We have this problem and need to check them out…”

Companies like OpenAI, Juicebox, Gemini, and many others are advertising to people walking and driving by.

It’s pretty genius.

Every time I ponder on a business thought, I always go on a walk.

p.s. who’s in SF that wants to meet up? 😎

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January 2026 results across all client campaigns:

6.7% reply rate 
40.9% positive reply rate (excluding OOO) 
1.88% bounce rate

Most agencies would celebrate these numbers and move on.

We treat them as the baseline.

Here's how we operate at this level consistently:

1. Weekly Coaching

I coach my team every single week.

Every person on the team knows the standard we hold for client service. That doesn't happen by accident.

It requires constant coaching, endless feedback loops, and relentless communication of the vision.

High performance isn't a one-time training. It's a weekly reinforcement.

2. We Use Our Techniques, Not the Market's Techniques

I see people in agency group chats still struggling with deliverability. 

People on LinkedIn posting outdated information that simply doesn't work anymore.

Our GTM Engineers have said it directly: "We do things very differently here from my previous agency. The results we get here are much better."

That's because we're obsessed with results, not best practices.

We test. 
We iterate. 
We document what works. 
We ignore what everyone else is doing if it doesn't produce.

3. We Use the Best Tools on the Market

We spend over $15K/month on our tech stack.

We don't spray-and-pray with cheap tools. We don't only use what companies try to give us for free.

We invest in inboxes, domains, data, enrichments, infrastructure.

The result?

Inboxes lasting over a year (we have 3 clients with inboxes over a year old). 
Bounce rates consistently under 2%. 
Consistent lead flows. 
Minimal downtime.

You get what you pay for in this game.

4. We Bring Actual GTM Experience

We're not just loading up inboxes on an Azure server, pulling a list from Apollo, and sending templated messages.

We build real GTM motions using multiple tactics and variations.

We've documented what works and what doesn't over years of execution.

We talk to clients. We listen. We understand their language.

We build outbound strategies that get people talking with our clients and actually convert into real paying customers for them.

Most agencies operate like assembly lines.

We operate like strategic partners.

That's the difference between 1% reply rates and 6.7%. Between 15% positive responses and 40.9%.

p.s. we couldn't do this without our amazing team Matt Araujo & Evamarija Batkoska

Your slow response time is killing conversions.

A prospect replies positively at 2pm.

You see it at 5pm. Respond the next morning.

By then, they've moved on.


Here's the system we built that tripled our reply-to-meeting rate:

Step 1: Categorization

n8n classifies every reply within seconds.

Positive, neutral, negative, out-of-office.

No manual sorting. No delay. Automated the second it hits the inbox.


Step 2: Enrichment

BetterContact + Clay pulls all contact data immediately.

Business phone. Mobile phone. LinkedIn. Company info.

Everything our team needs to follow up effectively.


Step 3: Alert

Slack notification fires with full context.

Who replied. What they said. Their contact info. Company background.

Our BDR sees everything they need in one message.


Step 4: Action

Our team responds by email AND phone within minutes.

Not hours. 
Not tomorrow. 
Minutes.

While the prospect is still warm and engaged.

The result? 3x reply-to-meeting rate.


We built a system that strikes while the iron is hot.

Speed isn't a nice-to-have in outbound. 

It's the entire conversion game.

The difference between calling in 10 minutes vs 24 hours is the difference between a booked meeting and a lost opportunity.

Are you responding within minutes of positive replies, or losing deals to competitors who move faster?

This client came to us in July 2025.

After wasting 3 months and thousands of dollars on an AI SDR that delivered zero results.

They were locked into a 12-month contract. 

Burning money. 
Getting nothing.

When they finally came to us, we knew their total addressable market was around 12,000 companies.

That's it. 12k total prospects.

Most people hear that and immediately say: "But won't you exhaust your TAM? Won't you burn your list?"

Here's what actually happened over 7 months of hitting that same TAM:

239 qualified leads generated.

Their target was 15-20 leads per month. 

We've averaged 34 per month. 

Double what they needed.

Reply rates between 1.85% and 5.42% across campaigns. 

Positive response rates between 6.51% and 31.98%. 

Bounce rates consistently under 2%.

Same 12k TAM. 

Continuously targeted for 7 months. 

Still generating strong results.

Here's the truth most people don't understand: You only burn your prospects if you send bad messaging with bad offers.

If your emails are generic, your targeting is off, and your offer is weak, then yes, you'll exhaust your list in one pass.

But if your messaging is sharp, your targeting is precise, and your offer is compelling, you can hit the same TAM multiple times and keep generating pipeline.

The AI SDR couldn't do that. 

It sent templated garbage that burned through their list in weeks.

We capitalized on the opportunity they thought was dead and turned it into consistent, predictable lead flow.

The lesson isn't "don't worry about TAM size."

The lesson is "TAM size doesn't matter if your execution is strong enough to keep prospects engaged."

I kept the wrong people too long.

Not because I didn't see it.

Because I didn't want conflict.

I told myself:

Maybe they'll improve.
Maybe it's just a bad week.
Maybe I'm overreacting.

I wasn't.

Every time I decide internally that something needs to go, I'm right.

When I delay it, three things happen:

→ Standards drop
→ A-players notice
→ Momentum slows

Keeping someone in the wrong seat isn't kindness.

It lowers the bar.
It confuses expectations.
It traps them in the wrong role.

That's avoidance.

So I learned to fire fast and hire slow.

And to do it ethically. 

Rules I follow:

→ Fire on Monday, not Friday
(I picked this up from Chris Voss)

Monday keeps them in work mode. Friday creates emotionall fallout.


→ Start with the truth
"I have bad news." Rip the band-aid off in the first 30 seconds.


→ Explain without blame
"This does not work here." Clear & Direct


Why this protects the business:

→ The standard is enforced
→ The tone is set
→ Performance is not negotiable

Why this protects the individual:

→ Clarity
→ Dignity
→ A faster path to a better fit

I've been fired the wrong way.
I won't repeat it.

Leadership is not avoiding hard conversations.
It is executing them correctly.

Have you ever regretted waiting too long to let someone go?

Most companies are stuck at Level 1.

They launch outbound. Count replies. Call it a day.

Meanwhile, elite operators are playing a completely different game.

Here's the full progression from outbound efforts to revenue domination:


Level 1: Outbound Efforts

This is where everyone starts.

Launch campaigns. 
Track basic metrics. 
Get replies.

Most teams never leave this level. 

They think reply rates are the end goal.

They're wrong.



Level 2: Revenue Recovery System

You just got 100 replies. 
30 were positive. 
Only 10 booked meetings.

What happens to the other 20?

Most companies write them off as losses.

We built a system to recover them. 
Re-engagement sequences. 
Systematic nurturing. 
Timing-based follow-ups.

This alone recovers 20-30% of "lost" revenue.



Level 3: Deal Value & Pipeline

Now you're tracking what actually matters.

Meeting booking rates. 
Show-up percentages. 
Sales velocity. 
Close rates.

You're no longer measuring activity. You're measuring outcomes.



Level 4: Revenue Recovery System (Advanced)

You've mastered re-engagement for prospects who didn't book.

Now optimize the ones who did book but didn't close.

Pipeline velocity tracking. 
Bottleneck identification. 
Meeting-to-close optimization.



Level 5: Lifetime Value Optimization

Stop thinking in campaigns. 

Start thinking in customer lifetime value.

Every prospect interaction is the beginning of a longer revenue cycle, not a one-time shot.

Optimize for total value extracted from each relationship, not just immediate conversions.



Level 6: Re-engagement Sequences

21-day sequences for cold prospects.
90-day nurture tracks for warm leads.

Retargeting based on engagement signals. 
Systematic follow-up when timing improves.

You're no longer "done" with a prospect after one sequence.



Level 7: Bottleneck Analysis

Identify exactly where revenue is leaking.

Is it reply quality? 
Meeting show rates? 
Close rates? 
Re-engagement conversion?

Fix the bottleneck. Move to the next one.



Level 8: Complete Funnel Tracking

Full visibility from first touch to closed deal.

Every stage measured. 
Every conversion point optimized. 
Every drop-off analyzed.

You know exactly what's working and what's not at every level.



Level 9: Revenue Domination

You've mastered the entire system.

Outbound isn't just a lead gen channel anymore. 
It's a predictable revenue machine.

You're not guessing. 
You're not hoping. 

You're executing a proven system that compounds value at every stage.

Most teams are playing checkers at Level 1.

Elite operators are playing chess through all 9 levels.



Are you still counting reply rates and calling it success, or are you building a complete system that dominates revenue at every stage?

Your offer is killing your reply rates.

I've analyzed 1,000+ campaigns. 

The difference between 5% and 1% reply rates always comes down to the same pattern.

It's not your copy. It's not your list. It's not your deliverability.

It's your offer.

Here's what separates high-performers from failures:

High-performing campaigns (5%+ reply rates) have:

1. Offers that speak with authority
2. Clear value exchange for saying "yes"
3. Marketing assets that prove the claim (case studies, frameworks, walkthroughs)
4. Unique positioning that doesn't sound like everyone else
5. Creative angles that make prospects stop scrolling

Low-performing campaigns (under 1%) have:

Weak offers that sound like everyone else in the inbox.

No proof. No assets. No differentiation.

Just another pitch from another vendor asking for time.

Here's the commonality I see across every high-performer:

They built trust before asking for anything.

They gave value upfront. They proved they understood the problem. They made the "yes" obvious.

And here's what clients consistently resist implementing, even when I tell them it matters most:

Creating marketing assets to support the offer.

They want to run the same boring offer without building anything new.

No case study. No framework. No walkthrough. No lead magnet.

Just "let's hop on a call and I'll explain it."

That doesn't work when no one knows who you are.

You can't push a weak offer through cold email and expect results.

You need to make saying "yes" feel like receiving value, not taking a risk.

The campaigns that work aren't just well-written. They're well-designed from the offer down.

Should you keep sending the same offer everyone else is pitching, or build something that actually makes prospects want to engage?

graphical user interface, text, application, chat or text message

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The Battle

🦋 Emily Guido

Jacob Bowman

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The Battle

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Jacob Bowman

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