🦾Eric Nowoslawski

Growth Engine X

Founder

Clay

Certified Expert

Smartlead

Instantly.ai

REITIUM

Advisor

Gated

Advisor to an exciting Startup called Gated. Gated challenges unknown senders to donate to charity in order to reach you - so everything in your inbox is worth your attention.

It's like a postage stamp for email. 

As a huge email sender, I'm most excited for the ability of our messages to cut through the noise, prove to our prospects that we are being intentional and we want to solve their problems, instead of relying on fancy copywriting and sending 10s of thousands of emails.

Gateway Regional Chamber of Commerce

Vice President

Help Chamber Members grow their business
Facilitated Connecting Members through observed Synergies
Public Policy Research and Advocacy
Negotiate discounts on behalf of the Chamber
Engaged with Local Municipalities in Economic Development and Business Policy

The Gateway Regional Chamber of Commerce is the largest business association in the New York Metropolitan Area with about 1,200 members. We hold approximately 150 events per year from large 600-person dinners to small 10-person breakfasts, and everything in between, with a great emphasis on networking and business promotion.

The Gateway Chamber has a long history dating back to 1911 when it was founded as the Elizabeth Chamber of Commerce by John D. Rockefeller and other New Jersey industrialists.

Today, the Gateway Chamber serves as an umbrella organization for a number of regional and local chambers and networking groups including: the Union County Chamber of Commerce; the Central Jersey Chamber of Commerce; the Route 22 Chamber of Commerce; the Kenilworth Chamber of Commerce; the Roselle Park Chamber of Commerce; the Clark Chamber of Commerce; the Linden Chamber of Commerce, the Somerset Hills Business Network; the Black Business Alliance; the Gateway Warehouse Association; the Gateway Hospitality Alliance; and The Irish Business Association. When you join the Gateway Chamber you automatically become a member of ALL these groups at no additional cost.

The Gateway Chamber is a strong advocate for its members. It works at the federal, state and local levels on both legislative and regulatory issues.

We consider it to be core to our mission to help our members grow their businesses, and as a result our retention rate has averaged 95% over the last five years. 

Members of the Gateway Chamber run the gamut from large corporations like Merck, Comcast, Verizon and Continental Airlines, to small and medium-sized business, to a very active home-based business group.

Director of Special Projects

CCFGiving

Operations Associate

Eastern National Academy

Instructed, refined, and improved skills for gymnasts of all levels
• Earned a 100% retention rate for all Recreational classes 3 months after starting
• Created Ninja Warrior Program that retained 180% of students over 9 months
• Manage employees and planning for Birthday parties and special events

Men's Gymnastics Coach

I am a direct response outbound lead generation expert. And by that jumble of words, I mean that I leverage cold email to build predictable revenue pipelines for my clients. 

I leverage over 20 databases to merge Firmographic, Technographic, and Persona data to build highly targeted playbooks with my clients. 

I believe we need to arm sales teams with the knowledge of their total Target Addressable Market and teach them how to score that Market for which companies have the most pain and need their solution. 

The best way to do this is to look at public indicators such as open jobs data, employee growth/attrition, social media growth, web traffic, new product launches, employee sentiment, individual employee tech investment, company tech stacks, etc.

With this data, not only are you only messaging with people that you know have a problem that you can solve, you also are armed  with powerful messaging that cuts through the noise. 

I teach sales teams to embrace technology and multiply what is possible per employee.

Instantly.ai just released something I've even gone as far to build for myself. But it's way more powerful because of their scale.

They just released their upgraded email verification enrichment for catch all/risky email addresses. 

This is huge for a company like them to be doing because they are using their scale to be able to verify the email addresses with real sending instead of an SMTP check or other methods of catch all verification. 

Now users will be able to check if anyone else on the platform has sent an email to the email address you uploaded and see if it went through successfully in the past. 

Allowing you to contact people that usually don't get as many emails because platforms have a tough time with catch all verification. 

We tried to build this based on our own sending data too but it just didn't have the scale necessary to be useful. With the amount of emails Instantly sends on a daily basis, it's incredibly valuable data for those serious about keeping their bounce rates down. 

I don't think this was publicly announced either but I've noticed that if you upload a lead list, they are automatically taking out leads that have a history of bouncing 100% of the time and I haven't even been charged for that. 

Very interesting development for them to keep pushing features for the cold email community.

Founder Growth Engine X | Clay Enterprise Partner

I've been completely wrong about AI prompting, and it's cost me thousands of dollars and it might be costing you money too. 

For months, I've been telling my team (and all of you) to structure prompts like this:

1. Tell the AI what you want it to do
2. Give it the data to analyze and reference
3. Provide examples of good outputs

I didn't realize that this approach wastes tokens. Especially when you're running outbound campaigns at scale.

I know this may seem obvious to technical people out there but I didn't even consider making a change. 

I had a call with my enterprise rep from OpenAI last week and they asked me why I wasn't using cached inputs based on my use case. 

I didn't even consider it because we use the Clay OpenAI integration.

Cached inputs save 50% on input tokens for GPT-4o mini, and 90% on GPT-4 when the input stays the same.

For those of us using AI for outbound messaging, this is exactly what we're doing. Running the same prompt structure over and over with different prospect data.

But the prompt needs to stay the same for as long as possible for the inputs to cache.

My old approach was mixing up the prompt by putting variable data (company descriptions, prospect info) in the middle.

The correct way:

Put everything that changes at the very bottom of your prompt.

Keep the instructions, examples, and framework identical at the top.

Only vary the prospect-specific data at the end.

I met with Jeff Barg on the Clay team directly about this and you shouldn't have to change all your integrations. The prompt will cache automatically with how they have the integration set up. 

This might seem obvious to technical people, but this is the ignorance debt you pay when you're not technical.

I'm sorry I made the wrong suggestion for so long.

If you're running AI-powered outbound campaigns and not using cached inputs correctly, you're burning money.

Here's everything I built with Cursor over Thanksgiving weekend. Some things were done in one prompt, some things took me a whole day. 

1. Automated our entire company/contact workflow
One form → Companies to Supabase → Contacts on-demand → Campaign auto-refill at 2am

2. Overhauled analytics

We already had pretty good analytics, but everything would run at midnight, and I wouldn't get snapshots during the day. So, I built this. 

- Snapshots of sending at 12pm, 3pm, 6pm EST
- Warnings if anything looks wrong
- Faster action on issues

3. Built our own email lookup API

One endpoint: first name + last name + domain
Checks our database cache first
Then LeadMagic → Prospeo.io → Icypeas → MillionVerifier guess → No duplicate paying for emails

4. Souped up our Google Maps scraper
- Now finds contacts mid-scrape
- Maps + contact data in one run

5. Automated campaign setup
- Settings done automatically
- Reads copywriting
- Suggests how to structure the Clay table

6. Batch API + cached inputs for scoring
- 50% off a request so we can make the prompts longer with more detail.
- 90% off GPT-5 token costs when you use a cached input on top of the batch API discount. 
- Company scoring at scale

7.  AI Lead Categorization 

- Uses the Smartlead API to pull all unassigned category leads. 
- We use the same prompt with GPT-5 Nano, GPT-40 Mini, and GPT-4.1 Nano. As long as they all agree on what category it automatically uploads the category. 

And now we only have to manually categorize what it doesn't agree on. This was a way harder issue than I thought, which is why I kind of hammered it with the three APIs, and we only have to filter 30-50 replies a day manually.

8. Bulk Contact Enrichment Flow for our biggest senders. 

We have 6 customers sending 50k+ emails per day (1 sending 120k emails per day) that just need a ton of data. 

I'm right this second processing 14M leads to be enriched, qualified, and distributed to the right campaigns. 

Can't wait to see what I can get done this week in Cursor.

Made this video explaining how you can use Cursor to scrape Google Maps and stop messing with custom coding it yourself. Here's the overall guideline to get this done below. 

Why Scrape Google Maps?

LinkedIn isn’t enough: Some businesses, especially local ones, lack a LinkedIn presence.

Google Maps is universal: Almost every legitimate business is listed here.

This method is ideal for local businesses or industries with limited LinkedIn activity.

Tools You'll Need:
Cursor: An AI-powered coding assistant and development environment.

Google Maps Extractor API:
RapidAPI version: Affordable and reliable.
Serper.dev, Outscraper, or similar APIs are also compatible.

CSV of ZIP codes or locations: Optional, but useful for targeted searching.

Clay or CRM: For storing and using your scraped data in email workflows.

Step-by-Step Instructions
1. Get Your API Access Set Up
Visit RapidAPI.com's Google Maps Extractor page (or your preferred API provider).

Subscribe to a suitable plan (e.g., $100/mo for 500,000 requests).

Copy your API key from the provider.

Note: One API request = 1 Google Maps page of results.

2. Open Cursor and Start a Project

Launch Cursor and create a new workspace.
Use natural language prompts like:
"Help me set up a workflow to search Google Maps for businesses in a CSV of ZIP codes. Use the RapidAPI Google Maps Extractor endpoint."
Cursor will write the necessary code for you (this might be Python, JavaScript, etc.).

3. Teach Cursor the API Endpoint
In Cursor, paste in the API documentation from RapidAPI (e.g., the search or locate endpoint).

Show it the input parameters and expected response format.

This improves Cursor’s ability to generate valid code.

4. Build Your Scraping Workflow
Provide prompts like:
"Loop through this list of ZIP codes, perform a Google Maps search for 'restaurants', and save the business name, address, category, and phone number to a CSV."

Modify as needed: e.g., "Go 3–5 pages deep" or "also fetch review data".

Let Cursor adjust the code and test locally within the tool.

5. Once you’ve scraped your data:

Export it into a clean CSV.
Import it into Clay to find owner email and contact information.

Here's how we custom coded a process to make sure all of our cold email campaigns are full of leads and get warnings when they aren't.

For years, it was the same manual process: download CSVs, upload into Clay, repeat.

So we built a system using Cursor, Supabase, Clay, and Railway.

Here are the inputs:

- Campaign ID
- Link to TAM list
- Webhook to Clay

Supabase stores:
- Campaign record
- Job record
- Scraped contacts

Cursor handles the scraping:
- Scrapes all contacts from the provided link
- Stores them in Supabase

The nightly worker (runs on Railway at 2AM ET):

Checks all campaigns + jobs.

Decides how many leads to send to Clay webhook.

Batch size options: 500 / 5,000 / 50,000 per day. really anything that you want

Tracks whether each contact was processed or used before.

Clay staging → processing:

Staging in Clay ensures the contact has never been used for that client.

Approved contacts move to the processing table (cleaning + enrichment).

Auto-delete on the Clay table keeps the system running autonomously.

Smartlead:

Leads flow into active campaigns automatically.

The alerts:

Supabase sends a Slack message when all contacts are processed: "All contacts processed" warning.

This tells us it's time to add more leads or the campaign will run dry.

Optionally for you, we use ClickUp analytics to verify leads are being added.

The outcome: we never have to manually upload CSVs again, and we get proactive warnings before campaigns run out of leads.

How are you currently managing lead intake for your cold email campaigns?

Jed Mahrle

Practical Prospecting

Practical Prospecting has helped 50+ B2B tech companies create custom outbound systems that consistently book meetings.

Visit our website to learn more: practicalprospecting.io

Not ready?

Join 30,000+ readers of The Practical Prospecting Newsletter: https://content.practicalprospecting.io/

Founder & CEO

Sell Better 

Partner

Here's what I do at Sell Better:

- Write the weekly Sell Better newsletter
- Write The Daily Show Emails
- Host The Daily Show 1x/week
- Create Lead Magnets, Courses & LinkedIn content
- Recruit new guests for The Daily Show

Content Creator

HeyReach.io

Expert

ZoomInfo

Brand Ambassador

Evabot

AI Advisor

Outbound Squad

Coach

Aligned

Strategic Advisor

Common Room

GTM Partner

Practical Prospecting has helped 50+ B2B tech companies create custom outbound systems that consistently book meetings.

Visit our website to learn more: practicalprospecting.io

Not ready?

Join 30,000+ readers of The Practical Prospecting Newsletter: jed.substack.com

Practical Prospecting is a done-for-you lead generation agency. We've helped dozens of B2B startups book meetings by creating repeatable outbound systems.

Our process has 3 steps:

(1) Email Infrastructure
(2) Precision Targeting 
(3) Practical Messaging 

To learn more, visit our website & book a free strategy call: practicalprospecting.io

After our call, you'll receive 1 unique outbound campaign idea for your B2B company (including relevant triggers, offer ideas & sample messaging)

Not ready to work with us? 

Join 22,000+ readers of The Practical Prospecting Newsletter for actionable tips and strategies: Jed.substack.com

The only two types of emails you need for an outbound sequence:

#1 Value Emails
#2 Context Emails

In this video, I explain what they are and the 6 questions you need to ask yourself before creating them.

This is the exact process I use with clients when creating messaging. It makes it stupidly simple to create an effective email sequence. 

#sales

CEO of Practical Prospecting | 30k+ newsletter readers | Helping B2B teams scale outbound

Have a great opp for an experienced SDR who's not afraid to hit the phones. 

OTE in the 90k-110k range, depending on experience. 

This would most likely evolve into a management role depending on how fast you can prove out the playbook. 

Must be US-based. The job is remote. They have been a client for ~2 years, great people, great product. 

Please email me or DM me if you want details!

#hiring #SDR #sales

This is the #1 reason good cold emails still get ignored.

And the fix is pretty simple.

Have you ever had a situation where you KNOW your deliverability is good and you KNOW you're reaching out to the right people... yet, you still aren't booking meetings???

Usually, it's because there’s a “hidden objection”

The hidden objection is what your buyer thinks when they open your email, read it, and process what you said, yet still decide not to respond.

So how do you find the hidden objection(s)?

I use this ChatGPT prompt every time. 

And it works like GOLD. 

Here it is...

I work for {{company}}. We do {{insert very specific explanation of what you do}}. I'm writing a cold email campaign to {{persona}} and need your help. 

I know my emails are landing in their inboxes, and they're reading them. Yet, they're still not responding. So I need you to act as if you're in the mind of a {{persona}} receiving this email: {{insert email}}.

If you were truly a {{persona}}, and you received this cold email, what are all the reasons you wouldn't respond? 

Tell me what makes you skeptical, what makes you confused, and what factors are at play that I'm not seeing that would make you not want to take action and book a meeting with me. 

This feedback will help me know what I need to do to improve my cold emails and get more replies.

_____

Once you've identified the hidden objection(s), simply address them upfront in your emails.

You may have to A/B test different ways of how you address it but keep testing until you find something that works. 

#sales #outbound #ai #coldemail

Here's one of my favorite cold email follow-up strategies.

Too often, we try to say too much in the first email.

Instead, use the first email to create a natural reason to follow up.

For example, if you wanted to share a video, research insight, or extra value prop, you could follow up with:

“[First Name] – Forgot to mention this yesterday, but here’s a quick video showing how it works.”

“[First Name] – Forgot to mention this yesterday, but I came across [research] and thought the timing might be right.”

“[First Name] – Forgot to mention this yesterday, but we also [insert additional value prop].”

I set this up as an automated sequence to go out the day after my first email. 

Say what you want about me "not actually forgetting" but it works and it's not hurting anyone 🤷‍♂️ 

LMK your creative follow-up strategies in the comments

hashtag

#sales

There are 421 LinkedIn industry categories.

If you're building a TAM list, your ICP probably lives across multiple categories. 

And it’s not always obvious which ones.

Whenever I start a new ICP, I drop the full industry list into ChatGPT with some context, and ask it to tell me which industries actually map to that ICP. 

It cuts the guesswork.

Pro tip: Don’t rely on industry fields alone.

Layer in company description keywords, and even better, use a Claygent prompt to visit each website and validate they’re truly in your ICP (and not a false positive).

Here's the Google Doc with all 421 industries: https://lnkd.in/gC57VcJ2

#sales

Here's how to (quickly) set up custom outbound signal workflows.

In this video, I shared how to monitor accounts in your ICP for M&A events automatically. 

When this signal is identified, ZoomInfo finds the right contacts and then sends a Slack message to notify the rep to reach out.

There's endless signal-based automations like this that you can create in minutes. No technical experience required. 

Check it out!

#sales #zoominfopartner

Most teams build their TAM by guessing.

We do it backwards.

One of the most reliable ways to scale outbound is to start with who already buys from you.

Look at the customer list, isolate the patterns, then reverse-engineer the entire market from there.

- Industry
- Team size
- Tech stack
- Job titles
- Business model
- Signals
- Buyer language

Your best prospects look a lot like your best customers. You just need a repeatable way to identify them.

In this clip, I break down exactly how we do that for clients and why it consistently leads to higher reply rates, clearer messaging, and campaigns that scale.

For more, check out the full video with Joey Williams and Matthew Roberts on "Top Shelf: The Outbound Leadership Podcast" 

Check it out here: https://lnkd.in/dutVHf8J

#sales

Have to shout out this campaign Luke Ruffing created 2 weeks ago. 

In 2 weeks, it's generated 133 positive replies, dozens of meetings, and 2 won deals already. 

How it was created is simple:

We write all of our positive replies back to a Clay table. From there, we run a monthly enrichment to find trends across these replies. 

What job titles are they?
What niche are they in?
What specifically made them reply?
What else is unique about the company?
What tech stack are they using?

etc. 

This allows us to spot trends, and when we find them, we build new campaigns targeting those lookalikes. 

#sales

Here's a stupid-simple way to know when a prospect signed with your competitor.

That way, you can time your outreach right before their renewal.

If you're in a market where prospects only take calls around contract renewals (think sticky products like CRM, HRIS, or marketing automation), this is a game-changer.

In ZoomInfo, go to: Technologies > Advanced Search > Technology Added Date

This lets you see when your ICP adopted a competitor’s tool—so you can anticipate when they’ll be evaluating new options.

Example: If you sell CRM, find companies that onboarded HubSpot in 2023. They’re likely renewing (or switching) in 2025.

Check out the video for more context.

Anyone else using a different method to track this? LMK!

#sales #coldemail #ai #zoominfopartner

The best cold email campaigns we’ve ever run all had one thing in common:

They spoke directly to the one thing the ICP wants most, and paired it with a no-brainer offer.

Everything starts with one question: “What would this ICP say yes to every time?”

Every ICP has a core desire and a blocker keeping them from getting it.

Your job is to uncover both, then build a message around that. 

Here's the 3-part cold email structure we use to do this:

1. The Reason for Reaching Out

A simple opener that feels like an email a real person would actually send.

 Not “Saw you’re hiring” or “Congrats on the funding.”
 
Instead:
- “Found you on {{directory}}”
- “We work with another {{niche}} near you so wanted to connect”
- “Saw the work you did with {{customer}}”

2. The Problem / Value Prop

 State the #1 thing they want and the key friction stopping them.

Do this well (and in their language), and the prospect instantly knows you understand their world.

3. The Offer

 A low-friction, high-value next step.

 Not a demo request.

A real, helpful give that aligns with what they already want.

It takes a while to get these 3 parts right (especially #3). 

But once you do, outbound gets a whole lot easier. 

#sales #outbound #coldemail

Most people A/B test the wrong things in cold email. 

They start with subject lines, tiny word swaps, emoji placement, all the surface-level stuff that doesn’t create much of a lift.  

Here’s the simple testing strategy we use:

Step 1 — Test Template Styles First (up to 4 versions)

Different frameworks reveal which direction the market responds to fastest.

Run the test for a week and pick the top performer.

Step 2 — Once you have a winning style, ONLY test:

The value prop
The specific pain point
The offer

Nothing else. These are the highest leverage things to test.

Skip these early:
 ❌ Subject lines (open rates are fake)
 ❌ Opening lines (you only have 1–2 real ones anyway)
 ❌ Email 2 and 3 (irrelevant until Email 1 is working)

Then repeat each week on at least 500+ emails at a time, swaping out the value prop, pain point, and offer (one at a time) until you get it right. 

#sales

Making an email feel like it was written for only one person is one of the hardest things to do at scale. 

Here are a few subtle personalization snippets that work for us and flow naturally into almost any email.

1️⃣ Mention a colleague

One of our highest-converting CTAs is: “Would you be open to learning more? Or would this make more sense for [their colleague’s name]?”

It instantly feels more human, and reply rates literally double in some of our campaigns. 

2️⃣ Mention a customer

 Example: “Saw the work you did with [customer name]…”

Then you can naturally tie your value prop to how they serve customers like that.

I've seen this one floating around on LinkedIn for a while. Can't remember where I saw it, but it works. And I see it in my inbox all the time. 

3️⃣ Mention a competitor

Every decision maker cares about one thing: what their competitors are doing differently. 

One of the best cold emails I’ve ever received opened with:

“Out of curiosity, how often are you in competitive deals against [competitor]?”

Hard to ignore when it hits the exact thing they’re already thinking about.

If you want any of the prompts I use to automate these personalization snippets in Clay, comment below or just DM me. 

#sales

Most people think TAM building is just “pull a list.”

But if you want accuracy and full coverage, the process takes a lot more work. 

Here’s how we built a complete market from scratch for a recent client:

1. Start with the customer base

Before touching any filters, I pulled every current customer they have and reverse-engineered the patterns.

I wanted to find out how their ICP actually shows up on LinkedIn (and other data platforms). 

So we looked at:
- Their LinkedIn industries
- Typical employee-size ranges
- Common keywords in their company descriptions

That gave us a baseline ICP profile rooted in data... not assumptions.

2. Use Clay’s “Find Companies” to search the entire LinkedIn universe

Once we knew what the ICP looks like, we used Clay to find every company on LinkedIn that matched those attributes.

3. Run a qualification prompt (and refine it… a lot)

We built a prompt that looks at each company’s website and decides if it’s truly ICP-fit.

 It wasn’t perfect at first (it rarely is).

We ran it on the first 100, spot-checked for edge cases, tweaked, re-ran…

Then repeated that cycle 5+ times until the output is bulletproof.

4. Filter out fake “US-based” companies

Everyone in outbound knows how many companies list themselves as US-based but are actually 90% overseas.

So we ran a second prompt that calculates what % of employees are actually in the US.

Threshold: 75%+ US-based. DM me if you want that prompt.

5. Validate TAM coverage by mapping back to customers

Once the list was built, we checked how many of the client’s real customers appear in it.

If a customer didn’t show up, we dug in:
- Was it an industry mismatch?
- Missing keyword?
- Or something in the prompt logic?

We kept adjusting until every customer appeared, unless they weren’t on LinkedIn at all (more on that later)

6. Segment the accounts for messaging

With the TAM locked in, we ran a final research prompt to segment each account into the buckets we’d use for outbound:

- Niche
- Size
- Technology
- Operating model
- And any other traits that would change messaging angles

7. Fill in the gaps when customers aren’t on LinkedIn

Not every market lives entirely on LinkedIn.

So if a client’s customer base extends beyond what LinkedIn captures, we pull supplemental data from places like ZoomInfo or run custom scrapers to round out the full TAM.

#sales #outbound #coldemail

Here are 5 methods you can use to find prospects using and/or engaging with your customers:

Method #1: Review Sites

Using Apify, you can scrape reviews from your competitors on sites like G2, Trust Radius, and Capterra. 

From there, run a prompt in Clay to match the review to a person. 

The hit rate is low (lots of times the reviewer is anonymous), but for the ones you do find, you have great info for reaching out.  

Method #2: Social Engagement

Using tools like Trigify, you can monitor any prospect who engages with or mentions your competitors across LinkedIn, Reddit, YouTube, and X. 

Additionally, in LinkedIn's UI, you can search "Followers of" your competitors Founders.

Method #3: 1st Party Tech Stack Data Providers

Lots of data tools have their own tech stack data (Apollo, ZoomInfo, 6sense, etc.) - I would always start here. 

ZoomInfo is by far the best. In my experience, they have the most expansive 1st-party tech stack data. 

You can even see roughly when they implemented the tech to guess their renewal date. 

Method #4: Web Scraping

Use BuiltWith to identify companies running your competitors’ scripts on their site, including when the tech was first detected.

This is different from 1st-party tech stack data because it only captures what’s publicly visible in the browser.

But there's usually tons of good data here. 

Method #5: Job Postings

Use job search tools and filter for roles that mention your competitor in the job description.

If they’re hiring for someone who “must know {{competitor}},” they’re almost always an active user.

***

P.S. I'm dropping a newsletter soon with in-depth guides and videos on how to execute each one of these methods (link to subscribe on my profile)

#sales

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🦾Eric Nowoslawski

Jed Mahrle

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