Full Pipeline without 3+ BDRs or a Lead Gen Agency ✨ Top 5 Clay Creator | Founder @ Enablement.ch

You're doing cold outreach already. So your sales pipeline should be full. 

But where are the leads & deals? 

Creating a full sales pipeline is easy. 

You just have to:
→ Create an apollo account and build a list
→ Use an email template from a "LinkedIn Influencer"
→ Send emails & LinkedIn DMs with Lemlist

and on top of that - share content on LinkedIn every day 

You probably tried this already. 
Or hired a Lead Gen Agency to do it for you. 

Why does it not work? 
Here's the truth

#1 - Time
You don't have the time to manually build lists 
AND personalise every message. 

So either reach out to just a few people
or you just spray and pray

#2 - Trust
Everyone can send 1000 emails. 

Just look at your inbox:

→ You are spending 5-10 minutes every DAY to delete emails
→ You look like another Joe Shmoe wanting to ""jump on a call?""

= You & your message don't stand out. 

BUT 

You also know that this can work. 

You see people raving about tools like Clay, RB2B and AI generated messages. 

And you heard about that through people on LinkedIn. 

Ergo personal branding & outreach DO work. 
they can generate qualified meetings,
a full pipeline
and $$$

ONLY 

If you do it right
and create an actual engine
where everything is connected & automated

This system is not just cold outbound
and not just praying that your LinkedIn content creates inbound
This is ALLBOUND

And how do I know this? Two reasons:

#1 - I've done it twice already
 
I generated over $2.4m in revenue in my last role as sales leader at a HubSpot Agency
↳hyper personalised messages at scale in 2022 - BEFORE ai was even possible. 

And now at enablement we generated $200k pipeline in 20 days from a single campaign. 

We practice what we preach. 
Here's how we make our money: 
→ 49.4% Outbound
→ 29.3% LinkedIn
→21.3% Referrals

#2 - We worked with over 70 B2B Tech Companies in the last 18 months

Bound (fintech) 
→ 2x Pipeline in Q1 24
→ 70% Revenue from Cold Outreach

Scrypt (fintech) 
- 10 meetings with C-level per month

Skribble (B2B SaaS)
→ Reduced BDR Team by 80%
→ Still hit revenue targets

XPLN (B2B SaaS)
→ 20+ meetings with CEOs per month

Fruitcore Robotics (Robotics) 
→ Consistently book 85+ meetings per month
→ $543k in Pipeline

If you're thinking now:

"That makes sense, I want know how you REALLY use AI & Automation to create a full pipeline - without a Lead-Gen-Agency or a big BDR team" 

here's the next step. 

DM me and we have a chat. 

PS: This only makes sense if you ACTUALLY want to make a fundamental change in your business and not just looking for a quick fix

Lanny M. Heiz

I started 2025 with $75.9K in monthly revenue, 10,377 followers on LinkedIn, and just 2 people (Gilbert Kralinger and me).

But we had no upsell motion, no renewal system. 

Just a high-margin consulting business. Held together by stress and hustle. 

The goal was clear: hit $100K+ per month and bring on a third person to help with fulfilment or sales.

By Q1, we crossed that $100K mark.

But it didn’t feel like growth. It felt like burnout in disguise, and we were overwhelmed.

Gilbert was pulling 14-hour days to keep delivery afloat.

I stopped doing the thing I was supposed to do (sales, marketing, top of funnel) and got dragged into fulfilment.

We had to pause new client onboardings.
And the momentum stopped.

It was one of the first times I thought, “Maybe we built the wrong thing.”

I kept telling myself we just needed help. And that’s when we hired Pablo Ferrer, total A-player.

But even then, I couldn’t get the energy back.

Deals I was sure we’d win slipped through.
Engagement tanked.

I didn’t want to post. 
I didn’t want to sell.
I didn’t want to scale a system that felt like a treadmill.

Emotionally, I was at rock bottom. 

but then I saw it clearly.

In consulting, if you do your job well, you make yourself unnecessary.

Every project ends. Every month starts from zero.

No compound motion. 
No retention. 
No leverage.

The business was profitable, but fragile.

So we made the call. 

Gave up 90% profit margins, and we went all-in on Fractional GTM Engineering.

We now build, manage and optimise GTM agents for our clients. 

Deliver value every month, get paid every month.

Predictable.
Recurring.
Scalable.

6 months later, I’m entering 2026 with:

$142K MRR,
A 5-person team (still hiring),
18,711 LinkedIn followers.

Most of the revenue now comes from renewals + expansions.

And clients staying 12+ months instead of 3.

A model that actually gets easier, not harder, as we grow.

2025 looked good on paper.
But it felt like survival.

2026 feels like a business.
Built on a foundation. 

LFG

Lanny M. Heiz ✨

GTM Agents that build inbound + outbound pipeline | Clay Enterprise Partner | Founder @Enablement.ch

We just hired a former prospect, who went from cold lead → $500K/month pipeline at Warmly → our GTM teammate in 2 years.
 
I met Ivan Nieuwoudt in 2023.
 
He was part of a sales process for ORCA (yep, they later became a client).
 
We trained him from scratch as a GTME.
 
3 months later, he was booking 30+ meetings a month.
Asking smart questions no one else was asking.
Building stuff most SDRs wouldn’t even think of.
 
But then…
 
He gets a wild offer from Warmly, -one of the most THE GTM tools out there.
 
He called me. “Should I take it?”
 
I told him the truth:
“It’s a killer opportunity. Go learn. But one day, I want to hire you.”
 
He said: “One day, I want to work for you too.”
 
So we stayed in touch.
 
He’d send me updates from Warmly.
I’d send him unsolicited life advice 😅
 
Fast forward to November.
We got to run a small project together.
 
He crushed it. Again.
 
And this time…
 
We had the right window.
The right budget.
The right timing.
 
We matched his salary.
We gave him autonomy.
We gave him the opportunity to learn & work with the best
 
He said yes.
 
And just like that, the loop closed.
 
🧨 From a cold lead in 2023…
 → to half a million dollars/month in pipeline at Warmly…
 → to now building with us, from the inside.
 
If that’s not a full-circle LinkedIn moment, I don’t know what is.
 
PS: Ivan didn’t just accept an offer. He made a bet on the non-VC path.
The profitable, build-slow, build-elite path.
The one that prioritizes craft over hype.
 
I respect the hell out of that.
 
🔥 Let’s f-go, Ivan

The CEO of HubSpot just declared signal-based prospecting as the new standard. Love that. (but let’s not pretend like this is a 2026 invention.)
 
The best GTM teams have been living on signals for years.
What’s new is that the big enterprises are finally catching up.
 
While this is all nice, Yamini Rangan did not answer the real question
 
What does “signal-based prospecting” mean in practice?
 
And no, it’s not just “they liked our post, let’s call them.”
 
The whole go-to-market architecture shifts.
 
Because when signals matter, 3 things change:
 
01) Marketing becomes a signal engine, not a content machine.
 
It’s not just “create awareness” anymore.
It’s “create intent signals” that sales can act on.
 
This means tracking micro-signals → not just form fills.
Time-on-page, repeat visits, linkedin engagement, ad views (but no conversion)
 
02) Sales doesn’t prospect cold. It prioritises hot.
 
The best reps don’t start with 10,000 leads.
They start with 50 intent-qualified accounts this week. (Powered by tools like Trigify, Teamfluence, syft, Fibbler) 
 
No “maybe they’ll reply.” Just timing + context.
 
03) AI handles the 95% that’s not human-worthy.
 
The signal tracking, the enrichment, the qualification, the copywriting, the routing. All automated.
 
Because if your rep is still googling company news, you’re not doing signal-based. You’re doing spreadsheet-based.
 
So yes.
 
Signal-based prospecting isn’t just a tactic.
It’s a system-level unlock.
 
One that requires:
 
 → GTM alignment
 → Signal tracking → scoring → routing
 → Tooling + GTM motion + messaging connection
 → And way fewer SDRs building lists
 
The new GTM isn’t “outbound vs inbound.”
It’s signal-in, value-out.
 
GTM is Allbound

Last year, I did 2,150,517 impressions on LinkedIn. That’s a 178.4% over 2024 (wild).

Spent 4 hours this weekend trying to figure out why.
And tbh I was wrong about what works.

Here’s the breakdown:

Listicles & Rankings: 673,397 impressions (31%)
AI GTM workflows: 485,545 impressions (23%)
Memes about AI: 425,607 impressions (20%)
Lead magnets: 266,329 impressions (12%)
Industry news: 165,549 impressions (8%)

You know those “comment X to get Y” posts?

Everyone tells you to do them.
You see 1,000+ comments and think: "I should try this too."

I did. A lot.

They got comments.
They got reach.
They barely got me pipeline.

Only 12% of total reach.
And even less in actual sales.

So what worked for me?

(1) Rankings + Lists.

Everyone asks me “what tools should I use?”

I’ve spent $100K+ testing them.
I just post what’s working right now. Not 6 months ago.

Why it works:

 → People save it
 → People trust takes
 → People love to argue (engagement = reach)

Templates you can steal:

"7 best questions to ask in your discovery call"
"The best and worst GTM tools of 2025"
"The 5 WORST cold calling openers"

(2) GTM Workflows.

No one wants another AI tool.
They want to know how to actually use it.

We’ve built systems that generated $50M+ pipeline.
I just break them down.

 → One workflow
 → One problem
 → One outcome (with numbers)

That’s it.

(3) Memes.

One of the memes generated us $20K MRR in December.

Memes don’t just get likes.

They surface pain.
They make buyers say: “f*ck, that’s us.”

Just don’t make it cringe.

The takeaway?

Stop farming comments.
And start solving real problems.

Because if it doesn’t help your buyer make a better decision, it’s noise.

Now go build something worth reposting.

Had a call with a team sending ~150,000 emails a month. 3 years ago, they were getting ~6,000 replies per quarter. Last quarter? 80% drop. Here's what happened (and how we fix it) 
 
Reply rates did not slowly decline. They jumped out of the window. From 6k down to 1,000 replies per quarter. 
 
Same effort.
Same volume.
Way less oxygen.
 
And the funniest part is that everyone’s first instinct is always the same: 
 
"AI personalisation"
"We need Clay"
“Let's test different copy"
"We should signal-based outreach"
 
Is that the solution? 
Nope.
 
This was way more painful + boring than that.
 
It was the unsexy stuff that quietly ruins everything while your team keeps “testing the messaging” and "buying new tools"
 
Here’s what was actually happening:
 
they tried to trick spam-filters with a DIY SMTP Server
 
which sounds smart until you realize it’s like “I’ll fix my car by building an engine myself”
 
Reputation got messy
 
Sending patterns got weird
 
and inbox providers basically went “respectfully, no”
 
Then:
 
They pulled leads straight out of ZoomInfo
 
bounced ~35% (yeah… thirty five)
 
and every bounce was basically them telling Gmail/Outlook:
“hey we spam. Please treat us accordingly.”
 
And then the cherry on top:
 
Their emails weren’t personalised
 
like not even “okay-ish” personalised
 
just… same message, 150k times a month
 
which in 2026 is basically speedrunning the spam folder
 
So yeah, reply rate didn’t “decline.”
It got cooked.

3 years of this. ~$120M in revenue they never saw.
 
Not because buyers changed. Because infrastructure quietly rotted while they kept "optimizing copy."
 
What we’re doing to fix it (simple map):
 
Step 1: rebuild the email foundation
 
Zapmail.ai + Maildoso 
 
proper inbox setup, warming, constant monitoring/replacing and a sending logic that doesn’t look like a bot having a panic attack (this alone should pull them back toward the old baseline)
 
Step 2: stop mailing ghosts
 
Clay + waterfall validation
 
Leadmagic enrichment/verification so bad addresses don’t even touch the domain.
 
Step 3: add actual relevance
 
not "Hey {{first_name}} BS."
 
real context, real triggers, real reasons to reply
and this is where reply rate doesn’t just recover, it jumps.
 
Most outbound teams aren’t losing because “buyers changed.”
They’re losing because their infra + data quietly decayed, and they kept scaling the decay.
 
Garbage in - garbage out
 
Go compare your reply rate to 6,12, and 18months ago? 
 
Did it go down/fall off a cliff? 
 
Might be your infra setup

This morning, I read a post stating "Google just killed cold email with the AI inbox" - From someone who hasn't sent a cold email in the last 12 months.

Cold email has been pronounced dead so many times that I start to think it has biblical resurrection capabilities. Basically the Jesus of GTM channels.  

But what ACTUALLY  happened? 

Google just announced the AI Inbox. It summarises your emails and picks the most important ones. 

That's it. 

Nothing crazy new. 

The old inbox still exists; now you just have an additional tab "AI Inbox"

So nothing changes? 

Not really. 

Fundamentals are the same: 

→ Send from a solid infrastructure (low volume, warm domains)
→ Short and clear value proposition
→ Strong offer (you can't refuse)

It just highlights that SDRs are WAY too expensive to try to break past AI filters. 

So make 2026 the year you invest in an AI-led GTM motion.

Last year, my posts generated 2,150,517 total impressions - 178.4% more than 2024. I spent 4 hours analyzing what changed. Big surprise: Lead magnets stopped working (down 35%). Here's what works now.
 
The results surprised me - it's not what everybody tells you to do. 

𝗧𝗛𝗘 𝗗𝗔𝗧𝗔
 
→ Listicles & Rankings: 673,397 impressions (31%) 
→ AI GTM workflows: 485,545 impressions (23%)
→ Memes about AI: 425,607 impressions (20%) 
→ Lead magnets: 266,329 impressions (12%) 
→ Industry news: 165,549 impressions (8%)
 
Lead magnet posts get all the hype. You see these posts everywhere
 
"Comment X to get Y" 
 
You see the 1,431 comments and think "I should do this too"
 
Truth is they are FAR less important than you think 
 
They only account for 12% of my reach - and even less of my sales pipeline. 
 
𝗧𝗵𝗲 𝟯 𝗯𝗲𝘀𝘁 𝗽𝗼𝘀𝘁 𝘁𝘆𝗽𝗲𝘀

1/ Listicles & rankings

They crush it because I just answer the # 1 question I get asked every week: 

"What tools should I use?"

I've spent $100k+ testing tools - so I share what works in the real world. 

Why rankings work: 

People save them because they are practical
People trust you because you're a stance
People LOVE to tell you how wrong your list is. 

To create one, just ask yourself: "What FAQ can I turn into a ranking?"

Templates you can steal 
- "7 best questions to ask in your discovery call"
- "The best and worst GTM tools of 2025"
- "the 5 WORST cold calling openers"

2/ GTM Workflows 

People start to realise that buying a clay, n8n and instantly won't fix the problem.

You also need to have the right workflows to connect them. 

In the last 2 years, we generated over $50M+ in pipeline for our clients. 

I just show the exact workflows that made it happen. 

→ One workflow
→ One specific problem/use case
→ One measurable outcome (before/after)

Important: if your post does not include a measurable outcome, it's just theory - people can't tell if it actually works. 

Templates you can steal 

"Customer X reduced churn from 20% → 1%. Here are the 2 changes they made in their onboarding"

"We spent $300k on BDRs and closed 1 customer. We changed 1 tool and won 2 new logos in the first 4 weeks. Here's how:"

3/ Memes

Memes are risky. You either sound like a cringe boomer - or you go viral and close deals. 

In December for example,  1 meme closed 2 deals worth $20k MRR

The key? Use the meme to illustrate the problem you solve.


𝗧𝗔𝗞𝗘𝗔𝗪𝗔𝗬
Stop chasing viral lead magnet posts.

Start answering the questions your prospects actually ask.

Your content should solve real problems — not just collect comments.

These 5 post types created 2,100,000 impressions (2)

Claude analysed 1 million chats and 1 trillion API calls and put the findings into a report. I read the whole 54 pages, so you don't have to. Here are the 12 most interesting stats 

𝗨𝘀𝗮𝗴𝗲 𝗖𝗼𝗻𝗰𝗲𝗻𝘁𝗿𝗮𝘁𝗶𝗼𝗻
1.) The top 10 tasks account for 24% of all Claude conversations

2.) 6% of ALL Claude usage is concentrated on ONE single task: Modifying software to correct errors.

3.) Computer and mathematical tasks represent 34% of Claude.ai conversations and nearly half (46%) of API traffic. Coding isn't just popular—it's the dominant use case by a wide margin.

4.) Claude usage breaks down as: 46% work-related, 35% personal use, and 19% coursework. Work dominates, but personal use is surprisingly substantial.

𝗔𝘂𝘁𝗼𝗺𝗮𝘁𝗶𝗼𝗻 𝘃𝘀. 𝗔𝘂𝗴𝗺𝗲𝗻𝘁𝗮𝘁𝗶𝗼𝗻
5.) 52% of claude conversations are focused on “augmentation” (users iterate/chat with claude to get the job done). 

6.) API usage is totally different. 75% of interactions are for automation (task execution) and only 14% are augmentation. 

7.) There's a near-perfect correlation (0.92) between how sophisticated your prompt is and how sophisticated Claude's answer is. In other words, you get what you put in (Claude mirrors you)

𝗚𝗲𝗼 𝗱𝗶𝘀𝘁𝗿𝗶𝗯𝘂𝘁𝗶𝗼𝗻
8.) The top 5 US states account for 50% of Claude usage - despite representing only 38% of the population. 

9.) Claude usage will equalise across the US in the next 2-5 years. That’s 10x faster than previous groundbreaking technologies (like the internet), which usually take 50 years. 

10.) 1% increase in GDP per capita correlates with 0.7% increase in Claude usage per capita. Wealth is THE predicator for AI adoption globally. 

𝗪𝗼𝗿𝗸 𝗶𝗺𝗽𝗮𝗰𝘁
11.) 49% of jobs now have AI usage for at least a quarter of their tasks—up from 36% in earlier reports. 
AI is penetrating the workforce faster than many expected.

12.) AI adoption could increase US labor productivity growth by 1.8 percentage points annually over the next decade. That’s productivity gains last seen in the late 90s/early 00s


Which fact surprised you the most?

Economic-Index_v4_2026.01.14_g

In 2026, the average B2B scaleup spends over $535,000 a year on GTM tools (Outreach, Zoominfo, Clay, etc.) - but nobody shows how you connect them into a true GTM system. 
 
The Old Predictable Revenue Model:

→ SDR gets Zoominfo seat, builds list manually
→ Prospects each lead 1:1 (or spray and pray)
→ Load it into Apollo / Outreach
→ Hope someone replies
 
This model stopped working 2,3 years ago. Now AI totally killed it.

Why?
 
Because everyone can create a list and send AI personalised emails in seconds.
 
But few build an actual system. Here's the flow we see working in 2026 (based on 100+ clients)  
 
IDENTIFY → ENRICH → ENGAGE → CAPTURE → LOOP
 
This is not a sequence.
 
It’s a cycle, and every part feeds the next.
 
01. IDENTIFY (track signals)
Buyers leave clues long before they submit a form or reply.
 
If you're reaching out without intent signals, you're guessing - and guessing kills reply rates.
 
WHAT TO TRACK
(1) Who visits your website
(2) Social signals (LinkedIn, Reddit, podcasts)
(3) People who viewed your ads
(4) Changes in leadership 
 
🛠️ Tools: Syft Data,Fibbler,Trigify.io, @teamfluence
 
02. ENRICH (Orchestration / Data)
 
When signals fire → triggers activate automations.
 
Not every signal is intent. Sometimes it’s just noise. Enrichments create context -right person, right time, right message
 
WHAT TO DO 
(1) Enrich the account (size, tech stack, persona)
(2) Use AI to score leads based on ICP fit 
(3) Get contact data (email, phone)
(4) Find relevant pain points 
(5) Add leads to CRM 
 
🛠️ Tools: Clay, OpenAI, Anthropic , Gemini

03 ENGAGE (with relevance)
  
If enrichment doesn't shape your message, you've wasted the step. 
 
WHAT TO DO 
(1) AI writes a personal message (based on enrichments)
(2) Create a personalised offer (lovable) 
(3) Add to multi-channel sequence
(4) Sync all activity to your CRM
 
🛠️Tools: Lovable, lemlist, Smartlead , n8n
 
04. CAPTURE (the demand)  
 
A reply isn't the finish line. It's the start of the human in the loop. Call straight away - If it takes more than 5minutes to call a lead, your connect rates drop to <5% (instead of 20-25%) 
 
WHAT TO DO 
 
(1) AI to classify replies (negative, neutral, positive)  
(2) n8n workflow to get the phone number 
(3) Slack notification to SDR to call lead  
(4) Send personalised Loom video     
(5) Book discovery call
 
🛠️ Tools: OpenAI, n8n, BetterContact , Slack , Loom, HubSpot 

05. LOOP (integrate learnings) 
 
Most teams stop here - but this separates a workflow from a system that compounds.

Every outcome feeds the system.

Feedback flows into:
 
Channel: What combo closed the fastest? 
Timing: Time from signal to outreach? 
Content: What triggered replies?
Persona: Who's converting? 

Your GTM starts to learn.
 
Every signal sharpens targeting. 
Every reply sharpens messaging. 
Every close sharpens the whole loop.
 
Stop buying more disconnected tools
Start building a system that compounds
 
This is GTM in 2026.

Boss to Alex (SDR): You can either prospect all your accounts manually in Zoominfo and keep Salesforce up to date...or free-solo climb a 500m tall skyscraper (and potentially di* while livestreaming)

Alex:

Chili Piper hit $30M+ pipeline with just 2 marketers in 2025 — while cutting costs by 50%. Now they leaked their 2026 budget (it's the opposite of what most tech companies do)

Back in November 2023, Founder Alina Vandenberghe 🌶️ was staring at spreadsheets with bloodshot eyes.
 
Every tab told a different story.
 
Sales leads in one silo. Marketing campaigns in another.
 
Deals were stalling. The quiet blame game had started.
 
The obvious fix? Hire more SDRs.
 
She did the opposite.

After looking at the data, she found one pattern:

- Deals from Marketing close in 243 days
- Deals from SDRs close in 300 days
- Combined they close in 192 days

That's 36% faster. 

And they were also bigger. 50% higher ACV

The problem was not headcount or marketing spend. 

The problem was the mindset

There is no inbound. No outbound

Only Allbound.

That's when she decided to shift the budget

Most B2B companies spend 6-10% of ARR on GTM. The budget looks like this: 

- 40-50% on programs (demand gen, content etc) 
- 10% on tools & tech
- 40% on people

Companies overspend on people because they still follow the "predictable revenue model" - and this requires a lot of people to run. 

That does not scale in an AI world. 

Chili Piper flipped it:
 
→ 60% on programs (demand gen & content)
→ 25% on tools (AI agents + orchestration)
→ 15% on people (GTME not SDRs)

Before: 10 inbound SDRs manually qualifying leads. 
Now: 1 GTM operator running AI agents.

Same pipeline output. Fraction of the cost.

Here's what the AI Agents do: 
 
→ Inbound qualification and routing
→ Meeting prep summaries 
→ Filter our spam leads
→ No-show follow-ups 

The result: 

→ Costs down 50% 
→ 30,000,000 in pipeline
→ 100% increase in ACV
→ Deals close 36% faster
 
The takeaway
 
2026 isn't about buying more AI tools or hiring more reps.
 
It's about two shifts:
 
1. Move budget from people to programs + tech
2. No inbound. No outbound - just Allbound
 
The teams that win won't have the biggest budgets.
 
They'll have the tightest alignment.

PS: Alina'sfull article in the comments

Manuel Hartmann

Founder & CEO@SalesPlaybook | Build & scale B2B sales without trial & error

Transforming B2B SaaS Sales in the DACH Region

With over 5 years of experience, I built SalesPlaybook from CHF0 to 30k MRR in under 18 months and scaled it to a 7-figure annual revenue with fewer than 6 FTEs. I’ve supported 300+ B2B SaaS and Professional Service Entrepreneurs to:
- Achieve EUR 0-10 Mio. ARR in under 3 years profitably
- Accelerate ARR growth by over 5x from 0-1 Mio. in less than 18 months
- Close 10-50x larger deals through Message-Market-Fit & Value Selling
- Implement & optimize HubSpot Sales Hub & Outbound Sales from scratch

Career Highlights:
- 2009: Launched sales career with 3-figure NPO donations
- 2012: Reached 6-figure sales with sportscars@Tesla
- 2014-2016: Led 7-figure CRM transformations@Accenture
- 2017-2019: Managed 5-figure AI SaaS@Onedot
- Present: Driving 5-figure deals@SalesPlaybook

What I Offer:
- Pipeline Generation: Developing and executing strategies to build robust sales pipelines.
- Sales Enablement: Equipping sales teams with the tools and training needed for success.
- HubSpot Services: Comprehensive implementation and optimization of HubSpot CRM

Personal Interests: 
- I’m an avid UFC fan, active (kick)boxer, snowboarder, and musician (piano + e-guitar). 
- I enjoy taking on challenges like writing a book in under 30 days or completing 1,000 push-ups

Education: Master’s Degree in Business Innovation from HSG with MBA Exchange in Canada

Let’s connect if: 
- You're a B2B entrepreneur looking to scale sales quickly, efficiently & without 6-figure mistakes
- You identify as a Top 1% talent on hunger & drive, urgent curiosity, intelligence & integrity

Founder & CEO

Join 220+ customers to build & scale sales with the #1 B2B SaaS Startup Sales Journey Partner in DACH.

All the expert sales help you need to fast forward your B2B SaaS Startup.

👉 Book a 1:1 Sales Assessment Call: https://thesalesplaybook.com/bookacall
👉 Get proven hands-on sales resources: https://thesalesplaybook.com/resources
------
Track Record:
❖ 0-2M booked ARR in <15 months by finding message-market-fit in <9 months (boostbar)
❖ 0-7 figure ARR in <12 months by hitting message-market fit, setting up outbound sales engine & more (Kyan Health)
❖ 0-7 figure ARR in <18 months by hitting message-market-fit, building outbound sales & training first sales hires (Archlet)
❖ >10 projects to 50+ subscriptions to exit after building outbound sales from 0 (Airica)
❖ 0-2M+ ARR in <18 months by building a sales team from scratch (rready)
❖ 5x MRR by building scalable sales & hiring first sales rep (Turbit)
❖ Ramp 5 SDRs to quota in less than 3 months (Beekeeper)
❖ 4x annual revenue after closing 700k deal with Fortune 500 company by leveraging value-selling (novoMOF)
❖ 2x MRR in 6 months by niching down on Ideal Customer Profile (Houston & Ko)
❖ 370k+ deal closed through hands-on support, approaching 7-figure revenue (56k.Cloud)
❖ 2x ARR in 9 months by 10x'ing ACV by 10x, winning 100K+ deals & hitting 90% reply rates (Classtime)
❖ 2x MRR in 3 months, from 5-10k deals to EUR 150k contract, hitting 30% booking rates (wowflow)
❖ 2x MRR in 6 months from group coaching sessions & more (Houston & Ko)
❖ 250k ARR deal closed by changing their positioning & negotiation approach (Linimex)
❖ <5% to 80% opening and 30%+ reply rates on scalable outbound sales (TRESIO)
❖ 2x MRR in 6 months by niching down on Ideal Customer Profile (Houston & Ko)

What happened when the Founder CEO of a 7-figure agency (me) has been on paternity leave for 10 weeks straight...

First, finishing Q4 >10% ABOVE ambitious booking targets.
With me gone for all of November + December 2025.
Yes, I wrote a 10 page Sales Enablement GDoc.
No, it was not what helped most to succeed.
What really helped was qualified pipeline.
And indeed a rockstar team of "Drivers".

Second, "Drivers Only" is 1 of our 3 Core Values.
It includes to take charge, to lead, to take action.
Every single team member did that, proactively, WITHOUT ME.
Or my huge ego aside, probably a lot more than with me working.

Third, it proved that SalesPlaybook is resilient and operating well.
"If the company needs you all the time, it is not worth much".
(Most agencies work only if the founder works.)
Wise words from our board a while ago.
Glad we're directionally correct here.

Fourth, it seems it gave both the team and me perspective.
That "Manu & Manual processes" do not matter THAT much."
That the team is allowed, able & willing to take decisions alone.
That I contribute positive impact, but it is not critical for survival.

Thank you Florian Lussi Miltos S. Erik Steffen Eric Mattner Erik Plischke Luke Schneider Diego Sosa Fabian Geissler Matteo Treichl Christoph Karger Alen Cerovina Constantin-Alexandre Papadopoulos Jan Fischer for making the above happen + also Jeremias Meier Patrick Trümpi Lars Mangelsdorf Julius Göllner Timo Mueller for your support.

Now truly looking forward to scale sales quickly again here.
I've never been more confident in SalesPlaybook success.
Still Day 1.

Helping DACH B2B software firms to scale sales quickly, efficiently & without 6-figure mistakes with done-for-you pipeline generation, fractional sales & HubSpot services.

After 3 years on Salesforce, this B2B software firm completely moved to HubSpot for Marketing, Sales & Customer Success in <3 months.

Like most companies, they were hesitant at first.

Because CRM migrations are notorious for:
- Misaligned processes with low adoption
- Broken data and data quality issues
- Low adoption and frustrated teams

Here’s what the client appreciated with SalesPlaybook
- A structured, hands-on migration approach from start to finish
- Clear mapping and adaptation of Salesforce processes into HubSpot
- Deep HubSpot, Software & GTM expertise, not generic CRM consulting

CRM migrations do not work with "good morning, go-live & goodbye."
They require onboarding, training, and continuous optimization.
So revenue teams do not get a new CRM.
They get to buy back their time.
And scale sales quickly.

One line from the client that stuck with me from this 5-Star Review:

“We switched to HubSpot and are not looking back.”

I have never seen a CxO say "I miss Salesforce...".

👉 “Considering a Salesforce → HubSpot switch this year?”

No alternative text description for this image

How to grow impressions by +8‘000% & members reached by +15‘000%:


Post 0 for 10 weeks while on paternity leave. 

Then post reasonably valuable content. 

Sounds feasible for most CxOs here. 

Just not happening a lot.

Due to capacity or fear. 

👉 Share below?

Vertrauen im Vertrieb ist die neue Währung. Nicht Technologie. Nicht Budget.
Wer in B2B "kaufen lassen" will in 2026, muss eines verstehen:
Ohne Vertrauen kein Meeting. Ohne Meeting kein Umsatz.
Das gilt in DACH noch 10x mehr als in den USA.
Hier ein paar unbequeme Wahrheiten:

1. Kunden, die Dich nicht kennen, kaufen nicht.
- Vertrauen ist die Eintrittskarte in den Entscheidungsprozess.
- >70% der B2B Software-Deals scheitern nicht an der API-Doku.
- Sondern am als zu hoch empfundenen Risiko des Buying Centers.

„𝘞𝘦𝘯𝘯 𝘪𝘤𝘩 𝘥𝘢𝘴 𝘬𝘢𝘶𝘧𝘦 𝘶𝘯𝘥 𝘦𝘴 𝘨𝘦𝘩𝘵 𝘴𝘤𝘩𝘪𝘦𝘧  𝘩𝘢𝘣𝘦 𝘪𝘤𝘩 𝘬𝘦𝘪𝘯𝘦𝘯 𝘑𝘰𝘣 𝘮𝘦𝘩𝘳.“ 
Das ist die stille Angst auf der anderen Seite.
Nicht, ob Du jetzt CHF 30 oder 50k willst.

2. Vertrauen ≠ Reichweite.
- Niemand kauft, weil Du "laut, VC-backed & 10x" bist.
- Kunden kaufen, weil Du ihr Problem besser löst als sie selbst.
- Dafür brauchst Du Relevanz und Tiefe, nicht Likes & Clickbait.

3. Vertrauen muss skalierbar werden.
- Heute: LinkedIn Content, Case Studies, E-Books.
- Früher: Persönliche Beziehungen, Netzwerke, Messen.
- Auch Heute: Software + AI, um früher zeitlich möglich zu machen

Wenn Du Aufbau & Skalierung von Vertrauen heute nicht systematisiert?

Kannst Du morgen im 2026 Sales nicht skalieren ("ohne sauteure Leute").

Most "AI GTM B2B SaaS" in 2026 is too much, too confusing.
Ocean.io is one of the few that consistently just f***ing works.

I've been 10+ years in the GTM Tooling space (Salesforce in 2012...).
But I struggle to understand what "the market leaders" do.
Salesforce, Apollo, Gong, ZoomInfo, 6Sense etc?
Those stopped working for <500 FTE firms.

Here’s why I love "niche" solutions like Ocean.io :

It does ONE job really, really well:

“Show me companies that look like my best customer.”

That’s it. Not 14 features, 9 use cases and 3 clouds.

If let's say Personio is your #1 customer. 
Just type in Personio. Get 14,000 lookalikes.
Filter for DACH + 50–200 FTEs. Get 60 real prospects.

That’s who you should call in January 2026.
Not some inflated number from an SDR scraping LinkedIn.

We do not need more "GTM Tech."

We need a few tools that help us execute.

Daniel Ryan 🐨 is also one of the friendliest humans I know.
So just chat him up if it seems useful?

("Disclaimer": Yes, we use ocean.io with almost all our clients.)

Switzerland "Scaled paternity leave 5x" in 2021.
From 2 to 10 days for dads welcoming a new family member... 😐️ 
Don't know how this is supposed to welcome a new family member. 

For context, I took 10 weeks off from late October 2025 to early January 2026.
(That is still <50% of what my wife has been taking off for both our sons!)

As a Founder CEO of a 7-figure agency, I "get" some of the concerns.

1/ "But the company needs me to run the firm."
SalesPlaybook is still at <20 FTEs, so yes, a challenge for small firm.
But even more motivation to "raise" your team to function without you?
And for the 2025-minded ones - is this not the same for women as well?

2/ "The dad can anyways contribute 0 to the family in the first months."
I completely disagree here - even if it is "unpleasant & inconvenient".
Yes, I don't give milk (Matteo argues my boobs are too small.)
Yes, I can even give milk via a bottle, and carry Alessio.
But most of all, I can help my spouse to recover well.

3/ "Clients want to see the Founder CEO all the time".
Honestly, not at all in my experience - with a great team.
"How can I get less Manu & more Luke", one client asked me.
"Just sign this 6-figure quote here & you're great to go."
The client DID sign the 6-figure deal on the spot.
Still want to have lunch with him.
Because I want, not need to.

4/ "But it has always been that way - women nurture, men work".
Now you lost me, like completely. Common, it is 2026 now. 
Even if Switzerland only approved women to vote in 1971.
Besides losing out on 50% of the potential workforce.
Every human deserves to fulfill their work potential.
If the person wants & commits to it indeed.

Now if you are an (aspiring) young dad reading this:
- I do not judge you if you work 7 days a week, 8am-10pm
- I do not judge you if you do not work at all and stay home
- Just please don't claim "I'd love to, but.......<excuses 1-4>?

Zylon had 39k+ GitHub stars in <2 years with PrivateGPT.
Backed by top-tier VCs, but without a revenue engine.
Here's step-by-step how they fixed it to 5x revenue.

1. Built their first enterprise sales motion
- ICP: NOT (anymore) "everybody that cannot use ChatGPT"
- 3-5 Specific niches: Credit unions, local banks, academia
- Clear buyer journey stages, fast follow-ups, playbooks
- Hands-on sales call reviews & coachings from experts

2. Converted traction into pipeline
- Increased sales velocity with improving message-market-fit
- From “GitHub stars” to "great enterprise contracts"
- Matured early inbound into recurring customers

3. Professionalized LinkedIn Brand Building
- Go from posting 2x/month to 2x/week
- Founder-first Point of Views from real experience
- Viral hits with > 1 Mio. impressions & 1'000+ engagements

4. Prepared & hired their first GTM professional
- Invested a lot into "Right Person, Right Seat, Right Enablement"
- Found & hired a top sales rep that "did it before" in their field
- Helped founders be ready to delegate without losing control

Look, there is no "Silver Bullet" to scale sales quickly in 2026.
But there is a right sequence of doing the right things right.
But here from Iván himself sharing his thoughts?
https://lnkd.in/ep6k9r3b

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