☀️19/30 | Market Development @ RollPros

I’ve built my career in sales and business development by doing the work most people avoid: prospecting, building relationships from scratch, and staying consistent long after the first “no.”

Over the past decade, I’ve worked across manufacturing, healthcare, motorsports, and other B2B environments where trust, follow-through, and real conversations matter more than slick decks. I’ve built pipeline, grown accounts, supported dealer and partner networks, and learned how to navigate complex buying groups without losing momentum.

I believe a “no” is rarely the end of a conversation. More often, it’s an opportunity to add value, understand timing, and leave the door open for the right moment. That mindset has helped me stay disciplined with outreach, resilient in the field, and focused on long-term relationships rather than quick wins.

I’m at my best in roles where I can own my territory or accounts, show up face to face, and be accountable for results. I enjoy working with business owners and operators, asking good questions, and connecting solutions to outcomes that actually move the needle.

Right now, I’m open to sales, business development, account management, and field-based roles with teams that value integrity, effort, and relationship-driven growth.

If you’re building something meaningful and believe sales is still a people business, I’m always open to a conversation.

🌀 Kyle vanArtsen

Great memories watching Ralph Sheheen  call SX races back in the day

Kyle vanArtsen 

Business Development & Sales Leader | New Logo Growth | Corporate Branding

Motorsport/Fighting Reporter of Sports Business Journal

FOX Sports is bringing back the old SPEED brand with a new racing-focused video podcast that will appear on the FS1 TV channel with Kevin Harvick and Will Buxton.

Hard work all week.

--

So when it’s time to play, we play hard.

Big thanks to Kenny and that absolute beauty of a #Suzuki for adding some throttle therapy to the feed.

--

Hammer Down.

📸 : Vital MX

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 🚀

best decision in 2025: stopped trying to sound like everyone else.

"Cold emails are all the same."... I lost count of the times I heard someone say this.

not because outbound is broken. 😄

but because everyone is writing from the same invisible rulebook:

- sound professional
- follow the template
- don't say too much
- don't say too little either

I did that too.

signal-based hooks. the 3W frameworks. "best practice" sequences.

results:

- decent reply rates
- sometimes w low energy conversations
- leads that never really felt aligned to how we work/what we're selling

the shift happened when I stopped optimizing for perfect and started writing in my actual voice:

👉 my story, how I'm different + radical transparency

suddenly, copywriting felt SOO much easier.

I got way more responses (I actually had to pause the sequence during our GT offsite in ✨ Bali ✨ because the team couldn't keep up with replies)

because I played a little bit differently. in my own way. ✨

turns out, a lot of “outbound hate” is just fear.

(because telling other people how to do it is always easier than doing it 😉)

Fear of standing out.
Fear of sounding different.
Fear of being rejected as yourself.

Cold email copy doesn’t need more tricks.

It needs more honesty. and YOU.

What helped me:

1️⃣ I write to my favorite prospect: I picture one person who could be my ideal client, writing email copy in the same words and tone of voice as I'd talk to them.

2️⃣ I say what I actually believe about what we can and can't do: we're not good for everybody. We also cannot help everybody, & I try to be super transparent about what is realistic or not.

if it resonates and expectations are set right, engaging people who share the same mindset is totally worth it.

(plus I don't need to deal with unrealistic "10X my sales overnight" situations, which anyone who ever achieved anything in sales or marketing would know is BS)

3️⃣ I use AI to amplify my thinking: what to say, how to reach out, when to follow up (although, thanks to HubSpot, lemlist, and our fancy Make automations, I couldn't realistically forget anyway…)

so I'll never be "cold email guru number 3847".

⬇️ ⬇️ ⬇️ my team at Growth Today also tries to be as authentic with our customers' copies as we can be.

We're big fans of using ChatGPT to translate product bullshit into something tangible, short and sweet, while keeping the best practices from the space that we believe in. ✨

but sometimes, you just gotta play the game a bit differently…

would love to hear how you describe your cold email copy/different methods you use right now. ;)

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

5 THINGS WE WISH WE KNEW

There is a better way ❣️ “call → email → call → email”…

👉 LinkedIn + social > email > calls > everything else.

Because it’s easier to say yes to someone you recognise.

So the smarter play looks like this:

→ build familiarity on social
→ support it with email 
→ use calls when timing makes sense 
→ add SMS + video to double down on familiarity ✌️

Your lead sourcing workflow is probably more complicated than it needs to be….

You've got two bad options:

Apollo and Zoominfo are easy to use, but the data is old. People change jobs. The emails bounce.

LinkedIn has current data, but you can't export it without using scrapers that might get your account banned.

So your team is probably doing this:

1: scrape a database/import something 
2: export
3: upload to an enrichment tool 
4: verify, export again, push to CRM.

Four tools.

Three exports.

Hours gone.

There's a better way.

BetterContact’s waterfall lead finders that solve for coverage AND quality at the same time.

Here's how we use it in a 🥜

1️⃣ we originate lists inside the platform

2️⃣ then we push the clean data to Clay or HubSpot/Salesforce to activate & use the data

& just like their email/mobile phone enrichment waterfall, BetterContact also sources the data from multiple sources:

- B2B Databases (whitelabelled for now, incl. most popular ones)
- Web Crawling using AI Graph Expansions

To solve for quality/accuracy, their AI Agents to crawl the web in order to verify that the person actually works at that company/has that job title/lives in that country.

& if you're wondering:

- no, you don’t pay for unused credits → you only get charged when it finds a verified contact

- whether this replaces your entire stack → it doesn't replace everything, but it does change where list building starts. We've moved our own sourcing upstream into the waterfall, then push clean data downstream to Clay or HubSpot for activation

- you can find 5-10% more valid prospects to reach out to on average.

We've been using them because it just makes more sense than the old scrape-verify-export-repeat cycle.

if you think somebody would benefit this, repost it 🔄

if your Ops team is looking for other tools that can complement/replace, share this post w them

I've tested many sales extensions over the years

Some were OK (but nothing special) Some did a pretty good job (personal fav: Instant Data Scraper - huge ✌️for the team. You can scrape a lot of things for free)

Here are 10 I actually use:

- Clearbit Connect
- Clay Chrome Extension
- Hunter.io
- Wiza
- Instantly.ai  Chrome Extension
- Snov.io Email Finder
- Magical
- Loom Chrome Extension
- Grammarly
- Vidyard Extension

+ ZenRows, Apify, which is my team’s favorite

Are there any very, very good which is super useful and not on this list? 👀 LMK

10 SALES EXTENTIONS EVERY GTM PERSON SHOULD KNOW

I was thinking about this over coffee this morning ☕

Most GTM teams don’t struggle with ideas anymore.

The playbooks exist.

Targeting logic is solid.

Sequencing frameworks are mapped out nicely.

The weak point is the execution and/or strategy layer.

Most stacks today are deeply connected: CRM, enrichment, ads, content systems, sales tools.

Everything talks to everything. But connected doesn’t mean autonomous.

Someone still has to write an email
Someone still has to decide when a workflow should run.
Someone still has to follow up and follow through.

That’s where things get fragile.

I’ve been testing FlashLabs SuperAgent recently because I wanted to see what happens when that decision layer is automated.

What works here isn’t that it writes emails. (Plenty of tools do that.)

It monitors public and social signals, understands curiosity vs. buying intent, and then triggers predefined GTM playbooks 👀

Which means:

– detecting early evaluation signals
– launching the right outreach sequence
– generating landing pages or ad variants
– updating CRM fields
– preparing follow-ups using meeting intelligence

End-to-end. Without someone babysitting the workflow. (or the team)

& it won’t be 100% pixel perfect

But it does get the job 80% of the time

which is AWESOME

Because if you do 80% best version out of yourself/system

You can buy back SOO much time

With consistency, which will give you a * huge * compounding result over time

This is like the early versions of an autonomous GTM layer.

Still experimenting with it. ✌️

But if you’re a GTM leader thinking about how execution scales

…not just how strategy looks on slides, FlashLabs SuperAgent is worth checking

Link pinned in the comment 👇

You just opened HubSpot / Salesforce

Stared at it for 30 seconds.

Then asked: "Are we... okay?"

No. No, we were not. 😅

Look, we all start with the Fantasy CRM in our heads.

Clean data, perfect lead scoring, and sales handoffs smoother than butter

Then reality hits, and we see …

- Duplicate contacts
- Missing titles
- Wrong industries
- Bounced contacts

Your CRM becomes whatever you make it.

No ownership? No standards? No cleanup?

You get a beautiful, chaotic spiderweb of broken automations and vibes-based forecasting 🤷

So we had two choices:

→ Keep pretending it's fine, or actually fix it

We chose option 2.

So we do monthly audits, define clear rules of engagement, automate de-dupe-s, and align on recurring data governance

Revolutionary? Nope

Necessary? Absolutely

Your CRM will never be perfect.

But it can be functional….

And functional beats fantasy every time 🙌

… aaaand 🥁🥁🥁 ….. You just need to get started

fixing each of those steps one by one, you can see in the image.

We can help with ALL of those. 😉

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 👀

Every year, LinkedIn feels a bit harder than it used to be New year = new algorithm = new tactics to learn, right?

RIGHT?
But…

Links don’t magically kill reach
Posting daily doesn’t exponentially increase your reach

Viral posts feel great, but don't fill the pipeline (800 views from the right people > 100K random eyeballs)
& video isn’t king by default 👑

What actually works is often pretty boring:

Fewer posts
Very clear ICP (stopped trying to talk to everyone)
Content people spend 90+ seconds on
Valuable frameworks > shortcuts

Same rule as outbound:

Foundation first, then build every other lever ✌️
& foundation = clean, actionable, relevant data
& then how to use it for GTM

Don’t let the noise distract you from keeping at posting/emailing the right thing

It's mostly the same fundamentals wrapped in a new language

Keep posting to build trust, credibility
Keep cold emailing to consistently show up

2026 LinkedIn Reality Check

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 if we run out of target accounts? What if we burn them?" (I hear this at least once a week.)

And honestly? That’s the wrong fear. Your TAM doesn't run out.

Here's why the "we'll burn through our list" excuse is bullshit:

1️⃣ Your market is gonna change

New people join companies every quarter. Roles shift. Restructuring happens. Decision-makers rotate.

The VP you pitched 6 months ago? They might be gone. The Director who ignored you? They just got promoted and now own a budget.

And sometimes… You even change who you market to.

Your TAM isn't static; it's constantly refreshing. Don’t think in snapshots; it’s a motion. ✌️

2️⃣ Your service/product evolves

You launch new services. You add new angles. You test different messaging.

The more different teams I work with, the more I come to realize that most of them truly underestimate how much their GTM actually changes over time.

You're not the same company you were 6 months ago, so why are you still pitching like you are?

So if you're still worried about "burning through your TAM," here's a quick audit:

→ Have you tested 3+ messaging angles this quarter?
→ Have you revisited accounts from 6+ months ago with a new offer? 
→ Have you scrapped your "perfect" pitch and tried something weird?

No?

Then you haven't run out of TAM. You've run out of experiments. 😂 (& if you need help running those experiments, you know where to find me 📲)

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 🍮

I used to think a “bad outbound month” meant we needed better copy.

But this week reminded me (again) that copy is usually the least of the problems.

One of our clients in the services space came in thinking the same thing:

“Our messaging just isn’t strong enough.”

Except… that wasn’t purely the issue at all:

1️⃣ significant part of their target market is the enterprise

Enterprise prospects = Microsoft.

And Microsoft is picky.

If your infrastructure isn’t tuned for it, you can write the best email in the world, and nobody will see it.

I know many agencies in our space don’t do Microsoft (we do), but it’s SO true that Microsoft is just 5× harder.

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

2️⃣ they were leading with the wrong service

They have 3 services.

All great.

But one is a terrible conversation starter.

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

A tiny repositioning → big impact.

3️⃣ the CTA lacked compelling reasons to meet

In the agency space, you’re likely selling something that is “easy” to execute, so the barrier to entry is low.

What prospects see: “Everyone claims they do outbound, so I assume you’re all the same.”

This is commoditization.

The market is flooded and undifferentiated.

Because of this, you must be SO clear on how you’re different and give them a compelling reason to meet with you.

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?”

#1 gives them something valuable for free.

GIVE → GIVE → GIVE → before you ASK.

4️⃣ They weren’t using any intent signals

General prospecting campaigns are good.

But if you’re only doing that, you don’t have any “always-on” campaigns that work 24/7 and indicate a buying window.

So we layered in:

→ new hires
→ accounts scaling ads
→ recent leadership hires
→ thought leaders actively posting/speaking at conferences

You can use Clay, Apollo (and many more) to test and capture these windows.

Same TAM.
Same volume.
Same (good) copy.

I’m confident there’ll be a completely different performance.

Because outbound doesn’t always have just a messaging problem.

It usually has a thought process problem.

Lesson I’m taking forward:

If outbound feels slow, don’t rush to rewrite the emails.

Check the infrastructure.
Check the timing.
Check the offer.
Check the CTA.
Check what buyers actually respond to in the first place.

Fix the system → the copy suddenly “works.”

Funny how that happens. 😅

4 LESSONS YOU CAN STEAL TO IMPROVE YOUR OUTBOUND

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? 👀

You know that moment when something feels weirdly specific?

Like:

“Wait… this is exactly what I was thinking about.”

Relax.

The universe isn’t sending signs 😅

Someone just did their targeting properly. 😉 💋

Good segmentation looks like magic from the outside.

But behind it, it’s usually just:

– a clearly defined ICP
– context that is * actually * relevant
– timing that makes sense
– and a message written for one type of person, not everyone

Most outreach feels pushy because it’s generic. 😞

When it’s precise, it doesn’t feel like marketing.

It feels obvious.

The same logic applies to outbound, ads, and LinkedIn.

Nothing mystical.

No secret hacks.

Just be relevant, helpful, short + sweet

… and a system that knows when to stop guessing 👀

i wanted to share this for the weekend. positive vibes only!

& im sure you can do it

because i can do it too!!

Everyone wants replies Very few people earn them

Before someone opens, clicks, or replies, they’ve already made a few quiet decisions:

Do I recognize this name? Do I know what this is about? Does this feel like effort?

Most outreach skips these and goes straight to the ask…

But trust doesn’t work that way…. 

It’s built through relevance. 

Through consistency…. 

By showing up with something useful before you expect anything back (!)

Build the habit first. 

The replies usually come after ❣️❣️

Some examples below:

#1: How to lead with value

[Name] - thought you'd find this useful: [Article Title]. [Thought leader] from [Company] gives you a few ideas on how to build a kick-ass company culture.

My personal favourite is tip #1 on how to retain 80% of the hires

#2: Good vs bad offer comparison (Let’s pretend you’re an ad agency!)

⛔  BAD: Do you have time this week to chat about this?

🆗  OK: Opposed to seeing a better way of how you can reduce the back and forth on reviewing the copy?

👌 GOOD: Can I build one week of content for you for free?

taplio

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Brigitta Ruha

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taplio

The Battle

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Brigitta Ruha

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