R&D lab for publishers experimenting with generative AI

Authentic and enthusiastic product leader with a proven track record of taking products from idea stage to millions in sales.

Currently in discovery mode, looking for my next adventure in ML/AI. Feeling blessed to be an Entrepreneur-in-Residence at my hometown university, where I can give back to the local startup community.

Previously co-founded a B2B SaaS company, where I envisioned and built a marketing technology product from mock-up to its first million in revenue in less than 12 months. I grew that startup until it was acquired by a strategic buyer, where I led product development for its ABM division.

My success stems from these principles:
* Persistently focus on ambitious goals. 
* Be a doer and inspire others into action by leading from the front. 
* Deplore and trim inefficiency in all things. 
* Communicate persuasively. 
* Prepare for interactions, never "wing it."
* Be calm in turbulent environments.

Rodrigo Fuentes

Imagine if there was an easy way to see all of the exact customer information you needed in one place. That's what Immersa does.

Sales leader with a strong foundation in mathematics and a passion for driving results through strategic outbound sales initiatives. With a proven track record in pipeline generation, coaching, and multichannel outreach, I've successfully built and mentored high-performing sales teams across various SaaS companies. My experience includes implementing AI-based automation, developing effective sales processes, and delivering training that has generated significant pipeline growth. 

Before entering sales, I was a mathematics teacher, where I honed my skills in problem-solving and critical thinking. Notably, my team tied with Harvard in a prestigious math contest sponsored by the NSA. 

Visit my website www.thejoyce.net to schedule some time and discuss sales coaching and subscribe to my newsletter at thejoyce.substack.com

Patrick William Joyce

Contract signed Friday. Onboarding Monday. First meeting booked Tuesday.
We’re hitting our stride.

Signed 3 clients in 3 days last week. Now comes the real work: getting all three campaigns live at the same time.

One onboarding call today reminded me why most outbound campaigns fail.

The client originally wanted to build a lookalike list based on a big customer they had just landed.

On paper it made sense.

When we pulled the companies, the logos looked right. Same size. Same industry. Similar profiles.

But once we looked closer, a lot of them were not actually good buyers for the use case.

If we had just run the campaign as planned, it probably would have struggled.

So we pivoted and rebuilt the company list based on slightly different criteria.

This is the make or break moment in outbound.

I’ve been in sales development for 10 years and the same rule keeps showing up:

The quality of the list determines the outcome.

People think campaigns fail because of messaging or cold calls. Most of the time the real problem is simpler. You are calling the wrong companies.

There are a few things working in our favor on this campaign.

First, we have the perfect rep for this audience.

Jessy Rupra is running the calls and the guy is an absolute killer on the phone.

Second, we match reps to the audience.

We signed another client last week selling into wastewater utilities. The rep we assigned literally has years of experience selling to that exact audience. 

This is not a fluke. Did we get a little bit lucky? Yeah, but I have spent the last 10 years building a network that allows me to get that lucky. I have access to 30+ contract reps categorized by industry experience.

Most scaled agencies do the opposite.

They build a machine.
A mid level account manager reads the intake form.
A list gets pulled from a database.
And the campaign gets assigned to whichever SDR is available.

We run it differently.

1) We diagnose the problem first.
2) Build the right list.
3) Then match the right rep to the audience.

That combination makes a huge difference.

Outsourced Cold Calling for B2B That Actually Works | CEO @ Outboundless

Hot take: AI SDRs aren’t the future. They’re the final stage of a broken model. Let’s be honest about what we’re doing in B2B sales.

We take the most junior person in the company

Give them a loose understanding of the product

Hand them a script they didn’t write

And tell them to go “create pipeline” with VP and C-level buyers

People who have been in the industry for 10–20 years.

That’s already insane.

Now the next move is…

“Let’s replace that person with AI.”

So instead of an undertrained human with no context

We get a bot with no context, no experience, and no accountability

And somehow this is supposed to work better?

It’s what happens when you keep optimizing the wrong layer.

Outbound never worked because of volume

It worked in spite of it

The only thing that has ever worked is a real understanding of the problem

pattern recognition from hundreds of conversations

the ability to think on your feet

That doesn’t come from a prompt.

And it definitely doesn’t come from someone who started 3 weeks ago. So what happens now?

We scale it. More noise, more automation.

Then everyone wonders why reply rates are dropping and connects feel dead.

AI SDRs are exposing how little thought was put into it in the first place.

If your go-to-market depends on someone who doesn’t understand the problem…

Replacing them with something that can’t understand it isn’t a breakthrough.

B2B SaaS Founders: We’ll help you book qualified demos with your EXACT ICP every week using the Outboundless Lead Engine™. First meeting in 14 days or you can walk.

Proof:
 • $200M qualified pipeline in 90 days (Global IT services client)
 • $6M pipeline increase in 6 weeks (Payments SaaS)
 • Founder asked us to slow down due to meeting volume
 • Demo booked with a national pet retailer for Ekom.ai in their first week

Most founders try:

Hiring an SDR → 90-day ramp + $100K gamble
Offshore agencies → low quality, no visibility
Email-only → saturated, ignored
Doing it themselves → unsustainable

Outbound doesn’t fail because cold calling is broken.

It fails because it’s slow to launch, talent is inconsistent, and there’s no transparency.

Here’s what changes:

You get a seasoned US based sales rep making 200+ calls a day for you.

We're EXTREMELY transparent in the sales process -- I will not tell you something I know we can't do.

You get actual interested prospects in your exact ICP

That’s the difference between hiring experiments and hiring execution.

If you’re wondering whether this works in your niche or if the rep will actually be strong on the phone, let’s map it out.

Book a 30 minute strategy call -- leave a comment or send me a DM.

We’ll break down your ICP, show you the 7 day launch plan, and match you with the right rep.

First meeting in 14 days. Easy exit if it’s not working.

Build outbound the right way.

Salespeople probably shouldn’t be worried (yet), but people who’s entire job can be automated should. I’m it convinced the AI hype means anything in sales, other than the whole SaaS industry contracting onto itself. I saw one guy build his own internal slack for their team. Spending is down, it seems the wellspring of profiting on subscription based software may be sputtering a bit.

Obviously software isn’t going anywhere, but the 10000 versions of 100 different apps thing can’t continue when you have non programmers spinning up bespoke bootleg versions of the same stuff. 

Bootleg will never be mainstream, but it will take a chunk out of the existing paradigm and eventually the Netflix effect will happen to us, too. 

Hard to see into the future. I don’t think it involves prompt engineering an outbound sales motion with voice agents. I do think a bunch of paper and pen businesses will go the way of the whaling industry when electric lights came out though.

No alternative text description for this image

DiscoLike just bailed me out again - in addition to lookalike lists, now you can search ICP with natural language/keywords.

So for example if you want specifically SaaS companies, they have an actual industry tag associated with each company.

Historically difficult with every database, zoominfo and even sales nav etc. the industry tags are always all over the place.

Crunchbase has the best ones, but they charge so much money and only allow 2k exports on the base plan. 

With discolike, I got my 2k exports in about 3 seconds, export to CSV and the I can slice it from there.

Kellen Casebeer Christian Oland Enzo Carasso 🧲 🦾Eric Nowoslawski you guys should check this out, last update they pushed is 🔥

Happy Friday thought. A weird pattern I’ve noticed over the years in sales development.
A lot of the best SDRs I’ve worked with come from combat sports.
Boxing, wrestling, jiu jitsu, muay thai 

Cold calling is basically a combat sport.

Most rounds don’t go your way.

Sometimes you get punched in the face in the first 10 seconds.

If you can’t handle that emotionally, the job eats you alive.

People who train combat sports are already wired for this.

You don’t win every exchange.

You just stay in the fight long enough to find the opening.

Same thing on the phone.

Most dials go nowhere.

Most conversations end fast.

But every once in a while you catch something.

The people who improve the fastest are the ones who treat it like practice.

Watch tape.

Drill the basics.

Anyway.

If you run a sales team and you see someone with a boxing background, a wrestling background, or a jiu jitsu background…

You might have just found your next killer SDR.

Happy Friday.

Every product is suddenly an “AI product.”

AI note taker.
AI CRM.
AI outbound platform.
AI SDR.

Especially the AI SDR. This is the one that confuses me the most. 

Because the whole point of an SDR is judgment.

Who is actually worth pursuing?
When to push and when to back off?
What to say?
What not to say?

These decisions come from context, experience, and understanding how businesses actually operate.

What I’m seeing instead is a lot of automation wrapped in an AI label.

Messages that look personalized, but aren’t.
Sequences that technically run, but don’t create real conversations.
Activity that exists, but doesn’t produce pipeline.

It reminds me of every bubble. The label gets ahead of the outcome.

Capital floods in.
Everyone rushes to attach themselves to the trend.
Buyers adopt hoping for leverage.

Then eventually, reality sorts it out.

The tools that actually help people do their jobs survive. The rest quietly disappear.

Replacing the core human function of creating trust and starting real conversations is a much harder problem than it’s being sold as right now.

Curious how others are seeing this play out.

Disclaimer: I don’t actually do this. I just send them one by one

A lot of enrichment workflows do not fail because the logic is bad. They fail because one data source screws up the whole thing.

You can have a clean Clay table.

Good filters.

Strong account list.

Clear signals.

But if one provider keeps returning stale contacts, weak coverage, or mobiles that go nowhere, the whole waterfall starts to feel shaky.

That was the bottleneck I kept running into.

The fix was not rebuilding the system from scratch.

It was tightening up the data layer.

Lately, one workflow I’ve liked looks something like this:

→Clay for orchestration.
→Sales Navigator for account targeting.
→Tech stack and hiring / intent signals to narrow the list.
→Prospeo handling a big part of the contact and mobile enrichment with a triple verification layer. 

Then routing clean data downstream for outbound.

That matters more than people think.

Because once the enrichment layer is doing its job, everything after that gets easier:

More usable contacts per week.
Less time wasted checking bad records.
Better mobile coverage for calling workflows.
Less drag in the table.
Fewer manual fixes.

What I care about is simple:

Can I take a defined segment, run it through the workflow, and come out the other side with enough real people to actually work the campaign?

That’s the whole game.

What I’ve liked about Ρrοѕреο is that it fits naturally into the stack. 

Pulling from a 280M+ contact database:

API access is there.
Clay integration is straightforward.
The data feels fresh.
Every record is re-checked and refreshed on a 7-day cycle, instead of sitting in a static list for months.

And when you’re trying to move fast, that part matters a lot more than flashy positioning.

A good workflow should feel boring in the best way.

You load the accounts.

Run the enrichments.

Get enough coverage.

Start working the list.

That’s it.

If your current waterfall has a weak link, worth taking a look at Ρrοѕреο dot io.

Quality of your list (aka accuracy of targeting) + PMF (ie do you have a buyer) are roughly 9 billion times more important than the opener of your cold call

taplio

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Rodrigo Fuentes

Patrick William Joyce

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The Battle

Rodrigo Fuentes

Patrick William Joyce

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