Impact 11

Helping B2B startups accelerate their GTM efforts - specializing in engineering, automations, and AI-assisted GTM acceleration for Series A-B companies, as well as hyper-targeted zero-to-one market and sales channel establishment for Seed and Pre-Seed startups.

Founder

Reply

Certified Expert

ApolloShield Counter-Drone Systems

Founded and led ApolloShield from idea to a profitable world-class drone detection and mitigation company.

Sold critical perimeter security systems to top-tier stadiums, prisons, militaries, critical infrastructure, law enforcement and government agencies worldwide.

Raised $3m from Y Combinator and prominent Silicon Valley funds.

Co-Founder & CEO (YC S16, Profitable)

Viggo Hotel TV

Led development and deployment of a hardware and software smart TV content system in thousands of hotel rooms worldwide.

Chief Architect

iOnRoad

Directed UX, branding, marketing, business development, and media activities for driving > 3m YouTube views and ~1m downloads one year after product launch.

iOnRoad won the CES 2011 Innovation honors award and was acquired by Harman Automotive and later integrated into Samsung

Head of Product Management (acq. by SAMSUNG)

Unit 8200 - Israeli Intelligence Corps

Led a critical part of an Israel Defense Prize winning system; Managed engineering teams and led innovative inter-organizational projects with dozens of participants across four associate units

Researcher, Team Leader, Project Manager

StartupGTM.com | I help b2b founders hack traction | Profitable founder (YC)

Transforming a startup from early to repeatable sales is HARD.

If you’re a B2B founder with early sales, then you've done many things right to win your first customers.

BUT - to raise a round A, your startup will need to have a product that's ready to scale because it can be 𝙨𝙤𝙡𝙙 𝙧𝙚𝙥𝙚𝙖𝙩𝙚𝙙𝙡𝙮 𝙖𝙣𝙙 𝙧𝙚𝙡𝙞𝙖𝙗𝙡𝙮.

To get repeatable sales - there are four blockers. 
 
You'll need to change each one from "not working" to "working": 
 
1️⃣ Consistently creating a 𝙨𝙩𝙧𝙚𝙖𝙢 of conversations with customers 
 
2️⃣ Converting these conversations into a 𝙨𝙩𝙧𝙚𝙖𝙢 of first meetings 
 
3️⃣ Converting these meetings into a 𝙨𝙩𝙧𝙚𝙖𝙢 of trials 
 
4️⃣ Converting trials into a 𝙨𝙩𝙧𝙚𝙖𝙢 of deals. 
 
These blockers need to be removed 𝙨𝙚𝙦𝙪𝙚𝙣𝙩𝙞𝙖𝙡𝙡𝙮 - i.e. one by one. 
 
💡 𝗙𝗼𝗰𝘂𝘀 𝗼𝗻 𝗖𝗥𝗔𝗖𝗞𝗜𝗡𝗚 𝘁𝗵𝗲 𝘀𝘁𝗮𝗴𝗲 𝘆𝗼𝘂'𝗿𝗲 𝗮𝘁 𝗥𝗜𝗚𝗛𝗧 𝗡𝗢𝗪. 𝗗𝗼𝗻'𝘁 𝗼𝘃𝗲𝗿𝘁𝗵𝗶𝗻𝗸 𝘁𝗵𝗲 𝗼𝘁𝗵𝗲𝗿𝘀.

—

I'm a former co-founder and CEO at ApolloShield - a profitable YC startup.

I work hands-on with B2B founders on turning their early sales into repeatable sales through a combination of disciplines:

1️⃣ 𝗠𝗮𝗿𝗸𝗲𝘁 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 𝗮𝗻𝗱 𝗔𝗻𝗮𝗹𝘆𝘀𝗶𝘀: Understanding the market, identifying target customers, and analyzing competitors.

2️⃣ 𝗣𝗿𝗼𝗱𝘂𝗰𝘁 𝗣𝗼𝘀𝗶𝘁𝗶𝗼𝗻𝗶𝗻𝗴 𝗮𝗻𝗱 𝗠𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴: Defining how the product fits into the market and crafting compelling messages to appeal to the target audience.

3️⃣ 𝗦𝗮𝗹𝗲𝘀 𝗮𝗻𝗱 𝗗𝗶𝘀𝘁𝗿𝗶𝗯𝘂𝘁𝗶𝗼𝗻 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝗶𝗲𝘀: Developing strategies for selling the product, including choosing sales channels and partnerships.

4️⃣ 𝗖𝗼𝗹𝗱 𝗢𝘂𝘁𝗿𝗲𝗮𝗰𝗵, 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗮𝗻𝗱 𝗖𝗮𝗺𝗽𝗮𝗶𝗴𝗻 𝗘𝘅𝗲𝗰𝘂𝘁𝗶𝗼𝗻: Creating and executing campaigns to build brand awareness and generate leads.

5️⃣ 𝗣𝗿𝗼𝘀𝗽𝗲𝗰𝘁𝗶𝗻𝗴 𝗮𝗻𝗱 𝘀𝗮𝗹𝗲𝘀: Managing discovery and commercial discussions with clients and partners to get their business.

5️⃣ 𝗢𝗻𝗴𝗼𝗶𝗻𝗴 𝗜𝗻𝗻𝗼𝘃𝗮𝘁𝗶𝗼𝗻 𝗮𝗻𝗱 𝗔𝗱𝗮𝗽𝘁𝗮𝘁𝗶𝗼𝗻 𝘁𝗼 𝗙𝗲𝗲𝗱𝗯𝗮𝗰𝗸: Gathering customer feedback and continuously adapting the product and strategies accordingly.

6️⃣ 𝗜𝗧 𝗮𝗻𝗱 𝗢𝗽𝗲𝗿𝗮𝘁𝗶𝗼𝗻𝘀: Building support systems to holistically orchestrate and manage your GTM efforts.

7️⃣ 𝗥𝗮𝗽𝗶𝗱 𝗜𝘁𝗲𝗿𝗮𝘁𝗶𝗼𝗻: Developing a method to move forward quickly, iterate and get market feedback - doubling what works and tossing what doesn’t.

🚀 Let's connect and accelerate your startup together!

Nimo Shkedy

Excited to announce the second (N)YC GTM+AI Masterclass! 🎉

📍 Same venue: Clay's NYC HQ
🕰️ Same time: Wednesday at 5:30 pm
📆 Date: November 19, in 2 weeks
👥 Same guests: YC founders, alumni, and friends
🎓 More mentors and speakers
💪 More learning & building!

👉 Sign up here: https://lnkd.in/dKXuhw7K

This event will comprise of 2 parts:
1. TED talks + Expert panel
2. Hands-on masterclasses with mentors

Agenda:
• ​5:30-6:00 pm - Snacks, Drinks, Networking
  Music by Yotam Koren 
  
• 6:00-6:45 pm - Expert panel
  Topic: Value vs Fluff in the GTM+AI space
  David Ronen (Anomalo)
  Gal Fontyn (WalkMe)
  Ajinkya Nene (Trellus (YC W22))
  John DiLoreto (Knock2.ai)
  Avishai Sam Bitton (DemandBox)

• ​6:45-7:15 pm - TED talks
  Asaf Raz (Agora):
  AI-Powered GTM: From Hype to Action
  Maya Mandelbaum (Drata):
  Building global, multi-product GTM with AI

• ​7:15-9:00 pm - Hands-on masterclasses:
  ​AI hyper-targeted lists and signals,
  ​AI revenue operations, automations, and agents,
  ​AI outreach & sequences,
  ​AI content & SEO,
  Context aware GTM engines,
  ​+ Vibe-coded apps with the amazing Shira Luk-Zilberman 

Special thanks to previous mentors + speakers, as well as friends who helped & inspired this event: Omer Shkedy Boaz Descalo Nir Sandbank Keren Milman Adir Ben-Yehuda Keenan D. Williams David Pawlan Brittany Levy Aakash Shah Boardy Gil Birnboim 🐰 Shahar Sorek Nir Goldstein Arnon Sobol Augusto Ferreira🌴 David Goecke 

CCd + Mentors and speakers I wish would join our next events: Amos Bar-Joseph Matan Zamft Osnat Lidor Omer Maman Nima Gardideh Matthew Silberman Andreas Wernicke  Tom Granot Karthiga Ratnam Jared Robin  Ofer Hermoni, Ph.D.

B2B GTM | 2x Founder | YC | MBA | Former hacker (yes, for real)

Awesome masterclass this Wednesday at Clay's HQ! 😍

📆 𝗦𝗲𝗲 𝘆𝗼𝘂 𝗮𝘁 𝘁𝗵𝗲 𝘁𝗵𝗲 𝗻𝗲𝘅𝘁 (𝗡)𝗬𝗖 𝗚𝗧𝗠+𝗔𝗜 𝗠𝗮𝘀𝘁𝗲𝗿𝗰𝗹𝗮𝘀𝘀:
https://lnkd.in/dPTNjbHD (Wednesday, Jan 21, 5:30pm)

(I'll announce speakers & mentors soon. Let me know if you have experts to nominate!)

👑 𝗖𝗿𝗲𝗱𝗶𝘁 𝘁𝗼 𝘁𝗵𝗲 𝗯𝗿𝗶𝗹𝗹𝗶𝗮𝗻𝘁 𝘀𝗽𝗲𝗮𝗸𝗲𝗿𝘀 & 𝗺𝗲𝗻𝘁𝗼𝗿𝘀: 
• Asaf Raz ​Building and executing an organizational GTM engineering plan
• Maya Mandelbaum ​AI for enabling partnerships + A Hands-On Growth Workshop From Insight to Income
• Avishai Sam Bitton ​AEO mastery
• Shira Luk-Zilberman ​Vibe Coding Apps with Base 44
• Ajinkya Nene ​Building products with AI to compete with giants
• Gal Fontyn ​Org-wide AI project strategies for executives
• John DiLoreto ​Evaluating AI in GTM: Separating Real Revenue Economics Value from Fluff
• David Ronen ​Building context-aware GTM automations
• Randall Bennett ​Expert prompt-writing for agents and chats

💡 𝗔𝘄𝗲𝘀𝗼𝗺𝗲 𝗽𝗲𝗼𝗽𝗹𝗲 𝘄𝗵𝗼 𝗶𝗻𝘀𝗽𝗶𝗿𝗲𝗱 𝗮𝗻𝗱 𝗺𝗮𝗱𝗲 𝘁𝗵𝗶𝘀 𝗽𝗼𝘀𝘀𝗶𝗯𝗹𝗲:
Gil Birnboim Lior Meitar Boaz Descalo Andreas Wernicke Matthew Silberman Omer Maman Nima Gardideh Aakash Shah Adam Alpert Tom Granot Gil Dabah Tom Mes TJ (Tsion) Gonen Amit Yampolsky 🎏 Shoham Eckhaus Gadi Evron 

🤝 𝗝𝗼𝗶𝗻 𝘁𝗵𝗲 (𝗡)𝗬𝗖 𝗚𝗧𝗠 𝗪𝗵𝗮𝘁𝘀𝗔𝗽𝗽 𝗰𝗼𝗺𝗺𝘂𝗻𝗶𝘁𝘆:
https://lnkd.in/d2Drua36

It took me 7 years to hit $2M a year

Today I understand: I was learning too slowly

Homeland security sales cycles drag on for 12–24 months and many end up closed lost

It was part miracle, part design that we survived long enough to get traction

So now, I pivoted to B2B software and services - what a relief 😎

But even in B2B, here’s how to move faster:

𝟭. 𝗧𝗮𝗹𝗸 𝘁𝗼 𝘆𝗼𝘂𝗿 >𝗺𝗮𝗿𝗸𝗲𝘁<, 𝗻𝗼𝘁 𝘆𝗼𝘂𝗿 𝗱𝗮𝘁𝗮.
↳ Volume is too low to wait for A/B tests that yield 5% improvement
↳ Five real conversations beat 5000 clicks with 0.1% conversion
↳ You’ll learn more in a week of calls than a month of dashboards & guesswork

𝟮. 𝗧𝗿𝗮𝗰𝗸 𝗽𝗿𝗼𝘅𝘆 𝗺𝗲𝘁𝗿𝗶𝗰𝘀.
↳ If deals take months to close, find leading indicators.
↳ Second meetings. Proofs of value.
↳ Those tell you 𝘯𝘰𝘸 if you’re building something people want.

𝟯. 𝗧𝗿𝗮𝗰𝗸 𝗽𝗮𝗰𝗲, 𝗽𝗹𝗮𝗰𝗲 𝗯𝗶𝗴 𝗯𝗲𝘁𝘀.
↳ Write down every hypothesis. Record every experiment.
↳ The faster you learn & adapt, the faster you move.
↳ Place bets that can have dramatic outcomes, not single digit improvements.

You don’t grow by doing more of the same.
You grow by learning & adapting faster.

Speed & magnitude of iteration is everything.

Inspired by Eytan Levit & David Katz's podcast episode (from 10 years ago!) about placing big bets + tips from YC, Ron Binder, Gil Dabah, Adir Ben-Yehuda, Erez Moscovich, Tobia De Angelis, Rob Snyder and Logan Gott 

--

P.S: I have space for 2 startups this month, to remove guesswork from their lead gen efforts

Using "PMF sprints" - a method I perfected while working with 30+ seed/A B2B startups

Want to learn the method? Book a meeting from my profile (it's free)

Want to see the best GTM+AI practitioners in NYC show their best work? 👇

Today's amazing mentors:

Asaf Raz on ​​building and executing an organizational GTM engineering plan

Maya Mandelbaum on the path from insight to income: A hands-on growth workshop

Avishai Sam Bitton on ​AEO mastery

Shira Luk-Zilberman on vibe coding apps with Base 44 (CC: Lior Meitar + Ofer Hermoni, Ph.D. @)

Ajinkya Nene on building products with AI to compete with giants (CC: Kaushik Tiwari + Beeri Amiel)

Gal Fontyn ​on org-wide AI project strategies for executives

David Ronen on building context-aware GTM automations

John DiLoreto ​on evaluating AI in GTM: Separating real revenue economic value from fluff

Randall Bennett on expert prompt-writing for agents and chats

---

In case you missed this event -

👉  𝗦𝗶𝗴𝗻 𝘂𝗽 𝘁𝗼 𝘁𝗵𝗲 𝗻𝗲𝘅𝘁 𝗚𝗧𝗠+𝗔𝗜 𝗺𝗮𝘀𝘁𝗲𝗿𝗰𝗹𝗮𝘀𝘀: https://lnkd.in/dPTNjbHD

and join us on Wednesday, Jan 21, at Clay's office

Speakers & mentors on my wishlist: Jared Robin Amit Yampolsky 🎏 Nima Gardideh Andreas Wernicke Amos Bar-Joseph Matan Zamft Ron Binder Omer Maman Matthew Silberman Karthiga Ratnam 

💡 𝗪𝗵𝗼 𝗲𝗹𝘀𝗲 𝘀𝗵𝗼𝘂𝗹𝗱 𝘀𝗽𝗲𝗮𝗸 𝗮𝘁 𝗼𝘂𝗿 𝗻𝗲𝘅𝘁 𝗺𝗮𝘀𝘁𝗲𝗿𝗰𝗹𝗮𝘀𝘀𝗲𝘀? Let me & them know in the comments :)

Last month, I ran a campaign I was 𝘴𝘶𝘳𝘦 would crush it.

Tight copy. Perfect audience. BUT: No results.

I was baffled. What am I going to do now?

That’s when I realized something many founders miss:
𝗗𝗮𝘁𝗮 𝘁𝗲𝗹𝗹𝘀 𝘂𝘀 𝘄𝗵𝗮𝘁 𝗵𝗮𝗽𝗽𝗲𝗻𝗲𝗱. 𝗜𝘁 𝗻𝗲𝘃𝗲𝗿 𝘁𝗲𝗹𝗹𝘀 𝘂𝘀 𝘄𝗵𝘆.

And that’s the trap I see so many founders fall into:

We stare at dashboards, trying to decode why one version wins and another flops.

But those numbers seldom tell us what we should do next.

So if you’re stuck in that loop, stop running “yes/no” experiments.
✅ Click / ❌ No Click
✅ Reply / ❌ No Reply

Instead, talk to 5 customers.
Say the same message out loud.
Watch how they react.

You’ll learn more in an hour of conversation than in a month of A/B testing.

This week, an investor in 500+ startups told me 95% of B2B founders fail at GTM.
 
Here's what he sees in the 5% who succeed:
 
𝟭) 𝗧𝗵𝗲𝘆 𝗵𝗮𝘃𝗲 𝗮 𝗹𝗮𝘀𝗲𝗿-𝘀𝗵𝗮𝗿𝗽 𝗜𝗖𝗣
 
Not "CFOs at enterprise companies."
 
CFOs using Stack X, tried Solutions Y and Z (heard about them from Channel Q), failed because of Problems A, B, C.
 
If you can't describe your ICP in one breath with this level of detail, you're guessing.
 
𝟮) 𝗧𝗵𝗲𝘆 𝗱𝗼𝗻'𝘁 𝗳𝗶𝗴𝗵𝘁 𝘁𝗵𝗲𝗶𝗿 𝗳𝗶𝗿𝘀𝘁 𝗸𝗻𝗶𝗳𝗲 𝗳𝗶𝗴𝗵𝘁 𝗮𝗹𝗼𝗻𝗲
 
Some founders are naturally good at GTM. Others are really well connected.

With B2B buyers already confused by the competition and still having sky-high expectations, GTM is a knife fight. Founders play in hard mode from day one.

Good founders who aren't experienced with knife fights get coaches or expert fighters, or both.

(Note: For proper founder-led sales, founders still need to lead. They keep ownership and accountability, and manage their coaches / experts while getting their own hands dirty too)
  
𝟯) 𝗧𝗵𝗲𝘆'𝗿𝗲 𝗵𝗮𝗰𝗸𝗲𝗿𝘀 𝗮𝗻𝗱 𝗵𝘂𝘀𝘁𝗹𝗲𝗿𝘀 - 𝘄𝗵𝗼 𝗹𝗶𝘀𝘁𝗲𝗻
 
They find tricks to get to the right people. They read between the lines in every conversation.
 
They don't pitch. They don't get "happy ears." They don't fall in love with their solution.
 
They're IN the conversation - curious, wanting to help, but staying ready to adapt and open to learn what they got wrong.
 
---

P.S: I learned GTM solo. I made it work. But there was a shorter, better way.

Now, I get help to achieve my goals.

Expensive? Yes. Always works? No. Worth it? Absolutely.

If you're a funded B2B founder and want to talk GTM - book a quick meeting from my profile.

Baseloop

Baseloop sits on top of your HubSpot, unifying signals, enrichment, and CRM data. AI agents qualify prospects, find the right people in real-time, and activate your pipeline.

Growth & Co-Founder

Better Growth

The community for ambitious leaders in B2B sales.

Member

With Better Growth, we’re on a mission to help founders to take their go-to-market into their own hands to build a successful sales organization.

We do this by guiding them with the right mindset, skills, accountability, and community.

Head of Growth

With Better Growth, we’re on a mission to help founders to take their go-to-market into their own hands to build a successful sales organization.

Go-To-Market Expert

Bagaar

Growth Marketer

Goncear Ventures

Freelance Growth Marketer

Double Agency 

Summary: Responsible for setting up and maintaining marketing infrastructure. Areas of focus:

✓Integration of Shopify with Hubspot
✓Implementing and maintaining the Google Tag Manager
✓Integrating Google Analytics with Shopify
✓Building Rapports in Hubspot
✓Optimization of the Webshop Theme
✓Building Facebook Ad Funnels to Increase Webshop Sales

Growth Marketing Consultant

C4Fame

Summary: Person responsible for sales, business development, and account management. Areas of focus:

✓Managing paid media campaigns (Google Ads, and Facebook Ads)
✓Created the process of outbound lead generation
✓Cold calling, cold emailing
✓Helping customers with marketing and sales advies

With C4Fame we worked with other companies to quickly and easily explain their products and services through video animations.

Co-Founder - Sales and Marketing

Entrepreneur, Start-ups lover, Growth Thinker

Obsessed with hard / valuable / fun problems

Robert Goncear

32% positive reply rate from cold outreach.

This is our highest converting sequence.

We built a workflow that turns cold prospects into booked meetings.

On autopilot.

Here’s the breakdown:

STEP 1: SALES NAV SEARCH

We search for contacts on Sales Navigator.

Not on specific titles.

We go broad to capture entire buying committees - so we can reference other contacts when someone doesn’t reply.

Multi-threading from day one.

STEP 2: CAPTURE TO BASELOOP

We push all captured contacts into Baseloop.

The system runs on schedule, monitoring for new contacts that match our criteria.

STEP 3: LEAD SCORING & DEDUP Via OpenAI + Claude

We score each lead on ICP fit.

Company fit, contact relevance, organizational hierarchy.

It’s also the right time to remove duplicates & existing customers.

STEP 4: BUYING SIGNALS

Baseloop enriches with real-time signals:

• Sales team expansions
• New RevOps hires
• Website visits
• LinkedIn engagement

Any signal that indicates buying intent.

STEP 5: DATA ENRICHMENT

BetterContact finds verified work emails & phone numbers.

Multiple data sources validated for accuracy.

STEP 6: GENERATE PERSONALIZED MESSAGES

Claude generates fully personalized messages based on all researched data.

Not just first lines - entire emails.

Each message feels individually written.

STEP 7: MULTICHANNEL OUTREACH

We send via Smartlead, Salesfinity & HeyReach.io.

Email, LinkedIn, calls - all channels working together.

This maximizes the odds of prospects seeing our message.

STEP 8: MEETINGS BOOKED

Right person.
Right timing.
Right message.

This is one of our highest performing outbound plays.

It’s also a play Workwize implemented to scale their outbound.
That drove them 600% meetings.

If you’d like to implement this sequence,

Leave a comment below.

(I’ll send you the templates + video walkthrough)

Building the Clay-alternative. Connect your CRM with LinkedIn

The fastest way to improve outbound?

Borrow playbooks from the people who already cracked it.

I spent a week mapping 24 experts who are openly sharing what's working in outbound right now.

Outbound is complex because it requires four disciplines:

1. Finding the right leads with accurate data
2. Writing cold outreach that gets replies
3. Building processes that scale
4. Getting emails to the inbox

These 24 people are constantly sharing their playbooks:

1. Targeting

How to build better lists and find the right prospects.

Tim Yakubson 🚀, Max Mitcham, Brigitta Ruha, Stephen Hakami, Benjamin Douablin, Roman Hipp

2. Messaging

How to write copy that actually converts.

Kellen Casebeer, Dariia Gerasymova, Monika Grycz 💌, Yurii Veremchuk, Nadja Komnenic, Jordan Crawford

3. Systems

How to build repeatable outbound engines.

Jérémy Grandillon, Brendan Short, Jed Mahrle, Michel Lieben 🧠, Erwan Gauthier, 🦾Eric Nowoslawski

4. Deliverability

How to make sure messages actually land.

Vaibhav Namburi, Jesse Ouellette, 🦬 Felipe Aranguiz, Christian Plascencia, Nick Abraham, Taylor Haren

Every post.
Every workflow.
Every template.

It's all there for the taking.

My advice?

Follow broadly.
Steal shamelessly.
Test everything.
Make it work for your stack.

Because outbound isn't about reinventing the wheel.

It's about taking what works and making it yours.

Your pipeline is only as strong as the ideas you feed it.

Who else would you add to this list?
Drop their name below.

♻️ Repost this so more people see this map on their feed.

Connect your CRM with LinkedIn | Growth @ Baseloop

Our client's weekly outbound meetings increased by 600%.

How?

By merging Marketing + BDR into one Demand Gen team.

Most GTM teams still operate separately.

• Marketing captures signals but does not activate them
• BDRs chase static lists
• No enrichment. No prioritization. No routing logic
• Warm intent vanishes while cold outreach burns time

This is the definition of pipeline loss.

Workwize already had 100k+ companies showing intent across channels:

→ Website engagement via HubSpot
→ LinkedIn ad signals via Fibbler
→ Social interactions from multiple team profiles

High-intent data was everywhere.
It just wasn’t managed.

So we built a unified workflow inside Baseloop.

Here it is:

1. Unified signal enrichment
   
→ Website + ad + social intent combined
→ Company fit scoring + stakeholder mapping
→ ICP match and buying stage identified

So only qualified accounts move forward.
   
2. Automated speed to lead
 
→ Personalized context messaging 
→ Smartlead and HeyReach.io sequences within 24h
→ Salesfinity used for call coordination

Zero manual research.
Zero delays.
   
3. Tiered engagement routing

Tier 1 → BDR edits and sends
Tier 2 → Hybrid automation
Tier 3 → Fully automated traction using AI

We matched the effort to the value of the account.

Simple as that.

Warm leads moved fast.
BDRs focused where it mattered.
Outbound became an extension of inbound - not a separate effort.

You don’t need more leads or more tools.

You need one system that turns the signals you already have into meetings.

Happy to share the playbook we used with Workwize.

DM me and I’ll walk you through it.

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Talks about #abm, #ops, #growth, #outbound, and #automation

Workwize

HubSpot

Fibbler

Smartlead

HeyReach.io

Salesfinity

Clay costs you more than your SDR's salary.

And you're paying for 10+ tools just to get LinkedIn leads into your CRM.

Not every team needs a DIY enrichment stack.

If you're running Clay today, you probably have:

→ Apify or PhantomBuster for LinkedIn scraping
→ Apollo for database coverage
→ Multiple providers to find contact info
→ And Clay to orchestrate it all

That's 10+ tools to connect, maintain, and pay for.

It works. But it's built for GTM Engineers who want full control over every step.

Most teams don't need that.

They need:
→ Leads from LinkedIn
→ Qualified and enriched
→ In their CRM
→ Fast

That's what Baseloop does.

The process:

1. Sync LinkedIn with Baseloop
2. Import your leads
3. AI enriches what LinkedIn misses
4. Find emails & phone numbers
5. Generate personalized lines
6. Push to CRM

No scraping tools.
No extra databases for coverage.
No workflows to maintain.

LinkedIn is the source.
Baseloop does the rest.

If your team has a GTM Engineer who loves building, Clay is great.

If your team needs speed and cost efficiency, there's a simpler path.

Curious how you're handling this today.

Second movers don't just compete on features.

They win by finding what the market leader ignores.

The playbook:

→ Identify where the traditional leader is weak
→ Serve the segments they overlook
→ Price fairly while they nickel and dime
→ Ship fast while they're buried in legacy debt
→ Win on customer experience while they optimize for margin

Here are next-gen disruptors taking share from established players:

Attio → Salesforce
Baseloop → Clay
Cal.com, Inc. → Calendly
lemlist → Outreach
Pylon → Zendesk
Delve → Vanta

VCs love to ask "are you creating a category?"

That's the wrong question.

Most winning companies didn't invent their market.

They just executed better than whoever was there first.

Second movers have structural advantages:

→ They can focus on UX instead of just shipping features
→ They see what frustrated users about the market leader
→ They don't carry years of technical debt
→ They find their positioning faster because the category already exists

First movers spend years educating the market.

Second movers get to skip that and go straight to solving the actual problems.

Coming in second means you get to build with clarity.

You know what works, what doesn't, and where the gaps are.

The traditional leader has to defend.

You get to attack.

What's your favorite example of a second mover winning?

The Next-Gen Disrupters

You spend $1,000+/mo in Clay credits.

Just to get LinkedIn companies into HubSpot.

If you're using Clay to pull Sales Nav lists into HubSpot,

You know the waterfall burns fast.

The problem isn't Clay's quality.

It's that you're using a research lab to solve a sync problem.

Here's what happens:

1. Sales Nav search finds target companies

2. Export to Clay

3. Clay runs waterfall enrichment:
→ Check provider 1 for company data
→ If no result, check provider 2
→ Repeat for employee count
→ Repeat for contact info
→ Repeat for tech stack

4. Push to HubSpot

5. Repeat next month

Every single step burns credits.

For 200+ companies per month, the cost adds up fast.

So you're stuck:

→ Option 1: Keep using Clay, burn credits on volume
→ Option 2: Export CSVs and manually import (which breaks after a week)
→ Option 3: Let it drift and hope reps find their own targets

Here's Option 4:

Baseloop syncs LinkedIn to HubSpot without burning credits on basic data.

Company info, employee count, industry, key contacts - included in the sync. 

Credits are only used for deep research like ICP scoring and personalized messaging.

Keep Clay for complex research workflows.

Run LinkedIn → HubSpot through Baseloop where the cost structure matches the job.

Clay is built for programmable research where you need full control.

LinkedIn → HubSpot sync needs to just work without burning credits on basic transfers.

Different job.

Different tool.

Baseloop

The best sales tools don't try to do everything.

They try to solve 1 problem cleanly.

Every sales tech category follows the same arc:

1. Pioneers invent the category
2. Products add features until they lose focus
3. A specialist wins by solving one problem well

Here's what that looks like:

Prospecting
→ ZoomInfo built intent signals
→ Clay made enrichment programmable but requires workflow engineering
→ Baseloop syncs LinkedIn to HubSpot without building workflows

CRM
→ Salesforce created the category
→ HubSpot made it accessible but stayed horizontal
→ Attio rebuilt it for revenue teams with specific workflows

Email Sequencing
→ Yesware started sales email tracking
→ Salesloft built full engagement platforms
→ Instantly.ai stripped it back to sending at scale

The pattern is the same.

Teams don't need platforms that do everything.

They need tools that solve one operational problem completely.

Your outbound stack should reflect that.

If your HubSpot isn't synced with LinkedIn, your reps are rebuilding lists instead of working leads.

And that's not a workflow problem.

That's a data problem.

Baseloop fixes the data problem so your team can focus on outreach.

What's your take here?

Should we double down on stack simplicity?

9 things I wish a friend had told me about being a startup founder:


1. Your first product idea will probably be wrong

Most founders don't nail product-market fit on the first attempt.
You'll iterate, pivot, and rebuild multiple times before you find what works.
That's normal.
Plan for it.

2. Revenue solves most problems

Fundraising gets the press. Revenue pays the bills.
A profitable $2M company beats a burning $10M company every time.
Focus on getting customers to pay you, not investors.

3. Hire slower than you think

You'll want to scale the team fast once things start working.
Don't.
A bad hire costs you 6+ months and kills team morale.
Hire when the pain of not hiring is worse than the risk of hiring wrong.

4. Your competitors don't matter as much as you think

You'll obsess over what they're building.
Your customers don't care.
They care if your product solves their problem better than the alternative.
Focus on that.

5. Outbound works if you make it systematic

Waiting for inbound leads to show up is a slow way to grow.
Outbound gives you control.
But only if you treat it like a system: clean data, consistent process, and real personalization.

6. You can't outsource the hard decisions

Advisors, investors, and mentors will give you opinions.
But at the end of the day, you're the one who has to make the call.
Get comfortable with that weight early.

7. Build distribution before you build features

A great product with no distribution dies.
A decent product with strong distribution wins.
Start thinking about how you'll reach customers before you finish building.

8. Burn rate anxiety is real

Even if you're profitable or well-funded, you'll feel it.
It's the constant background hum of "are we spending too much?"
The only cure is revenue growth or ruthless cost discipline.

9. Product-market fit feels obvious when you have it

You'll know.
Customers will tell their friends. Demos will convert without heavy selling. Retention will be high.
If you're not sure whether you have it, you don't.

What would you add?

Got a reply to my cold email in 20 minutes last week.

He wrote: "Really well-timed email. Email outreach is hard, but this was just timing."

I didn't have perfect copy.

I didn't use some AI personalization hack.

I didn't send a video or a gift.

The email worked because his pain was active right now.

Here's what happened:

HubSpot switched from Insights to Breeze for enrichment.

Breeze stopped working for him reliably.

- His inbound leads were getting misrouted.
- ICP companies marked as no-go.
- No-go companies pushed to sales.

Sales team was Googling company data manually to fix what the AI couldn't find.

"It's almost like it's guessing" he said.

My email opened with:

“How do you handle data enrichment now that Hubspot Insights is gone?”

Then mentioned what he probably lost: company data that used to populate automatically.

That's it.

No clever hook.
No multi-touch sequence.

Just asking a relevant question at the exact moment he was living it.

This wasn't an email based on intent or signals.
It worked because they had a problem NOW.

The main point: sometimes you can know, monitor, catch everything.

But other times, the best outreach is just naming the obvious pain at the right time.

His sales team was manually enriching 50-60 leads per month.

Every lead that came through wrong,

Without the full picture, leads went to the wrong teams.

The pain was fresh.
Constant.
Unfixed.

Most cold emails fail because the timing is wrong, not the message.

The best outreach doesn't create urgency.

It arrives when urgency already exists.

You’re paying $1,000s for outdated leads.

Just saying.

You’ve seen it happen too many times.

You search for a VP of Sales at X company.
Apollo gives you a Sales Manager.

Or someone who left 6 months ago.
Or someone that doesn't even work there.

It’s not your workflow.
It’s not your query.
It’s the data.

Most people search tools rely on cached, outdated, or incomplete datasets and then try to enrich on top of bad foundations.

So your reps end up chasing ghosts. Thinking the tool kind of works.

We wanted to fix this at the root.

So Kevin (the man behind the machine) spent the last 3 months rebuilding how people search works inside Baseloop from scratch.

The result:

A real time people search engine with a direct connection to LinkedIn.

And it works completely differently from traditional enrichment tools:

1. It doesn’t rely on stale databases. It pulls live, real time data.
2. It doesn’t require a LinkedIn company URL; a company name or domain is enough.
3. It verifies twice the title and current company before returning the contact.
4. And it’s success based, meaning if the contact isn’t found, it costs you ZERO credits.

All you need to provide:

- Company name or domain
- Job title (Boolean supported)
- Optional location

And Baseloop returns fresh, AI-verified contacts who actually work at the company right now.

This solves the biggest problem in outbound:

You can’t scale outreach if your contact data is outdated.

We put together a Notion guide with templates you can use immediately.

If you’d like to try it,

Leave a comment below.

(I’ll send you the templates + video walkthrough)

Every like on your LinkedIn post is a buying signal.

However you just let it sit in your notification bar.

Every like and comment is a signal.

Someone raised their hand.

But manually checking who's behind those interactions is a waste of time.

Here's how we automate it with Baseloop:

1. Copy any LinkedIn post URL (yours, a competitor's, or a thought leader's)

2. Import likes and comments into Baseloop

3. AI qualifies every lead automatically

→ Is this person in your ICP?
→ Does their company match your targeting rules?
→ Are they a decision maker?

Set rules so only qualified leads move forward

No wasted credits.
No noise.

Sync to HubSpot with full research

Each lead gets a report: what the company does, who's behind it, recent changes, and buying triggers.

Now you have a clean list of qualified leads showing buying intent, already researched and ready for outreach.

With Clay, you'd need:

→ Apify or PhantomBuster to scrape LinkedIn
→ Multiple enrichment providers
→ Workflows to orchestrate it all

With Baseloop, it's one tool.

No scraping setup.
No workflow maintenance.

LinkedIn engagement isn't vanity.
It's pipeline.

If you're not tracking who engages with posts in your space, you're leaving revenue on the table.

P.S. Thanks to Ilyas El Yaaqoubi for recording this video!

Only you can see this post. It’s been removed because it goes against our Professional Community Policies.

A prospect told me yesterday:

"We're going phone-first with our new sales team."

Most would think that's backwards in 2025.

She's actually ahead of the curve.

Her company is moving upmarket.

From 2-20 person companies → 50-500 employee targets.

They're onboarding 2 SDRs and 2 AEs next week.

And instead of building 7-touch email sequences, they're prioritizing direct calls.

Here's the logic:

Email scales.

But it doesn't teach you anything about your market.

When you're launching outbound from scratch,

Speed to learning, beats speed to volume.

You need to know fast:

- Which value props actually resonate with CFOs
- What real objections sound like
- How your ICP talks about their problems
- Whether your pricing makes them pause or lean in

Open rates won't tell you that.

10 calls will teach your team more than 100 automated emails.

The technical setup is straightforward:

1. Build targeted lists in Sales Nav (CFOs, 50-500 employees, France)
2. Enrich for verified mobile numbers
3. Push qualified contacts into HubSpot
4. Sync to power dialer
5. Start conversations day one

We built that system using Baseloop to automate the enrichment and HubSpot push.

Her new reps will have 500+ qualified contacts with phone numbers ready before their first day.

No waiting on sequence performance.
No A/B testing subject lines for two weeks.

Just real conversations with decision makers who can actually buy.

They'll layer in email and LinkedIn once they know what converts.

But starting with voice means pipeline in week one, not week six.

You're posting on LinkedIn consistently.

But engagement sits in notifications instead of your CRM.

Here's how we do it with just 2 tools:

1. Baseloop tracks and qualifies engagement automatically

Every like and comment on your posts gets captured and checked against your HubSpot.

→ If they're not in your CRM, Baseloop enriches their company and contact data
→ Scores them against your ICP based on the targeting rules you set
→ Only qualified leads make it into HubSpot

2. HeyReach.io triggers outreach to qualified leads

Once a lead is qualified in HubSpot, HeyReach handles the follow-up.

→ Starts with a profile view so they see your notification
→ Sends a connection request if you're not connected yet
→ Follows up with a message once they accept

Delays are built in so it doesn't feel like instant automated spam.

The goal is simple: stop letting LinkedIn engagement sit in notifications and turn it into a workable lead list in HubSpot.

Posting on LinkedIn works.

But only if you have a way to act on the people who engage.

If you're posting regularly and not tracking engagement in your CRM,

You're leaving pipeline on the table.

Your LinkedIn message history is killing your follow-up strategy.

Email's lack of memory is saving it.

I cold emailed the same prospect monthly for a year.

Same company.
Same decision maker.
Same message angle each time.

Month 12: they responded.

Booked a meeting.
Became a customer.

Zero mention of the previous 11 emails.

Here's the thing:

They didn't remember my previous outreach.

Compare that to LinkedIn:

Send one message: ignored.

Send a second two months later: they scroll up.

They see your first message.
And your second.
And now your third attempt.

The desperation is pretty visible.

Email's weakness became its strength:

Email gets ignored → buried → forgotten → memory resets

LinkedIn gets ignored → stays in thread → scrollable history → permanent record

You always have a 2nd, 3rd chance - just don't mess up.

Keep emailing the same prospects as long as you stay polite and relevant.

This won't work if you:

- Mention "I emailed you before" (reminds them they ignored you)
- Use the same exact copy every time (looks automated)
- Get angry or pushy (now they remember you negatively)

This WILL work if:

- Each email stands alone as a new conversation
- You change the angle every time
- Stay relevant and researched

Most reps give up after 3 emails.

But the prospect might have been ready on email 5.

Email's advantage isn't only deliverability or open rates.

It's that prospects forget you exist between attempts.

LinkedIn remembers everything.

Email resets the conversation.

How many times are you emailing the same prospect before moving on?

"I'm terrified to touch it."

That was the prospect's answer after he showed me -

His inbound workflow yesterday and I asked him if we could optimize it.

His HubSpot workflow handles all inbound lead routing.

Thousands of leads per month flow through it.

It checks ICP criteria, enriches data, assigns to sales teams, pushes to cadences.

The workflow has 47 steps.

Branches into multiple sub-workflows.

Routes based on employee count, region, form type, previous engagement.

It works.

But here's the problem:

- He didn't build it.
- The person who did is long gone.
- And inbound is their biggest revenue source.

He said: "If I break inbound, I'm in some big trouble."

So when their enrichment tool started failing basic checks, he couldn't just rip it out and rebuild.

Too many dependencies.
Too much risk.

Here's what we did instead:

We built the enrichment in Baseloop to work around his workflow, not through it.

The setup:

1. HubSpot triggers when form is filled
2. Lead flows to Baseloop in minutes
3. Enriches contact + account data in 5-10 seconds
4. Updates properties back in HubSpot
5. Existing workflow continues based on updated data

No rebuilding 47 steps.
No touching his revenue engine.

Just a 2-minute delay added to the workflow while enrichment happens.

The best integrations don't force you to rebuild what's already working.

They plug into what exists and make it better.

taplio

The Battle

Nimo Shkedy

Robert Goncear

Followers

Posts

Engagements

Likes

Performance ScoreNimo Shkedy's LinkedIn Performance

Performance ScoreRobert Goncear's LinkedIn Performance

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taplio

The Battle

Nimo Shkedy

Robert Goncear

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Nimo Shkedy's LinkedIn Performance

Performance ScoreRobert Goncear's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreNimo Shkedy's LinkedIn Performance