Founder | B2B GTM | Scale without headcount by mapping your playbooks into an AI revenue engine

Be honest - how many Linkedin posts have you seen this year saying that XYZ tech/playbook/widget is absolutely essential to your GTM this year?

Probably a lot

We now have thousands of sales and marketing technologies on the market

And all of them are pitching their solution as best in class

With playbooks, agencies, influencers to sell them

And yes, we have preferred tech vendors

Here's the difference

We don't throw you in canned playbook, we actually look at your Go to Market model before making recommendations

Let me tell you a funny story

I talked with an SDR team that was booking 80 meetings a month with parallel dialers and 10k emails per SDR per month

But 60% of their meetings got disqualified

Why?

They didn't qualify target accounts before doing outreach

Tech and playbooks don't save you deploy the wrong one at the wrong time

So what do we do different?

When you work with us, we start with an assessment

We look at your funnel metrics, your best customers, your messaging/copy, and get input from your team on detailed attributes that make up a great customer

That you CAN'T find in an off the shelf tool

After that we use our knowledge of best practices and tooling to identify the biggest opportunities to unlock more revenue per headcount in your team

This could look like

> Customer analysis
> Serviceable Addressable Market Mapping (because TAM is where you lose deals not win them)
> Target Account Lists
> Automated Contact Prospecting & Enrichment
> Pipeline Validation (we build out a script, test it to book meetings for you, help you take the meetings through completed discovery with next steps, then give you a completed call framework, email sequence, and discovery framework)
> Outbound Sales Team Coaching (Phone first)
> Sales Process Optimization
> Managed Cold Emails & Cold Calling
> Inbound Lead Flow Optimization
> AI Business Case Building (which we used to open a $300k+ opp at UPS)
> Implementation of Nooks, Clay, Evergrowth, and other sales tooling

Yes, we do that under one roof

Yes, it was very hard to find a team good enough to do all of this in one place

If you want to learn more, book a time here: https://calendly.com/b2bcatalyst/your-gtm-system-audit-linkedin
> Cold Email Infrastructure

Scott Martinis

I analyze your outbound data before telling you what’s broken | CEO, B2B Catalyst

I've spent 8 years building outbound systems for B2B companies. Teams of just the founder to 50 SDRs.

Over the years I realized success isn't nearly as random as it looks. 

There's a specific hierarchy of constraints, and if you don't solve them in the right order, your outbound fails.

The problem is that methodology usually takes months of manual consulting work.

Recently I compressed it with AI.

I fed 21 sales call transcripts, 585 cold call records, every script, deck, and playbook a company had into the system.

It found a two-layer messaging problem nobody had diagnosed.

Wrong product frame combined with wrong awareness level. 

That alone explained why cold calls weren't converting.

They had 6 script iterations that accumulated over months of gut-feel revision. None of them were working. 

The system identified which proof points were actually landing on calls, and zeroed in on a new approach built from their own data.

It took an evening.

I'm publishing the full methodology next week, prompt templates, benchmarks included. Free.

But first, I want to run it for 3 more companies. For free.

What I need: your last 30 days of email sends and replies, cold call recordings, and discovery calls. That's it. 15-20 minutes of exports.

Signal enrichments on your companies and contacts are nice to have, but not needed.

What you get back: a constraint map, messaging diagnostic, rep coaching briefs, and talk tracks revision suggestions. In days.

DM me "sprint" if you want in. I'm taking 3.

Evan Dunn

Lean Growth. Agile GTM. Test-and-Learn. Revenue-centric Marketing & Growth Leader with success leading demand, paid, web, PLG, content, & sales dev, through rapid & robust experimentation. Led AI product strategy & dev.

Avid Experimenter. GTM Scientist. Conversation-First Marketer.

Head of Marketing

I’m hiring for a Marketing Development Rep.

You haven’t seen this role before.

Yes, MDR is a role sometimes used for inbound-handlers. Or just “inbound SDR.”

But the TitanX MDR is so much more than that.

First, an argument that MDR is necessary from the practicalities:
- Inbound seems potentially qualified but it’s hard to tell. They should be called quickly. AEs don’t have time. SDRs can't always make the shift in real time to follow-up quickly.
- Signals are coming from everywhere - social, web, content, dealrooms, email, etc etc etc. Why NOT call? I get tired of the idea that the best thing I can do is automate emails - sure we'll do that too. But if I can generate a 2-3 minute conversation with someone instead, that's worth 10x an email reply, plus it'll give intel to improve velocity/conversion downstream.
- A good example: When the ServiceBell team would engage with opp contacts (known or unknown) who visited dealrooms, and offer to live video chat, it massively accelerated deals. 30K deals in under (AVERAGE) 17 days. 

Conversations move deals forward.

One of the major objections to this thinking is: "well how do you make sure the right person gets credit?" <<< This is one of the most limiting aspects of how pipe gen is managed today. "Who gets credit" should not override "making conversations happen as often as possible with qualified/potentially qualified accounts." What a good problem it is to have, when revenue is good and you need to figure out who gets credit.

(for the ops nerds: multi touch attribution inherited from tasks/activities/fields is our friend here)

The other major objection is "how can you trust a junior employee to talk to a CFO of an open opp account, or the POC at a customer, or an ICP a linkedin post comment?" This can all be coached as long as this person has exceptional soft skills.

Second, an argument that MDR is necessary from the first principles:
- We already know that conversations are the "atomic unit of B2B growth." Above a certain ACV, certainly - there is only so much PLG can do. Even when you PLG, it's wise to develop larger accounts via conversations (AKA Product Led Sales). We do not PLG, but that's not the point: conversations are the point. 
- We evidence this in the way we cold call, and that we have opps and customers engage in regular conversations with our teams. But there are many small touchpoints that COULD be a conversation, except no one funds them that way. How many?

In my first pass over the lifecycle, I identified 23.
- 7 Prospect touchpoints currently unowned where MDR can engage.
- 8 Opp touchpoints
- 8 Customer touchpoints

Yes I could probably build an automated system to email people at each of these touchpoints, and to some extent, we'll get there.

But see first principles point above: conversations yield more - more insight, more affinity, more memorability.

It's also highly consistent with our core mission: 

To enable revenue-generating conversations at scale.

Head of Marketing @TitanX. Create Conversations. Always Be Experimenting. AI + human expert on ABM, inbound, demand gen, pipeline creation, cold calling, SEO, paid media.

Marketing Development Representative (MDR)

So much is moving behind the scenes. 

1. Landed a great MDR hire with Patrick Piechura. Incredible conversationalist, and a driven, humble person. He's booked 4 meetings in 2 days so far. Already learning how to qualify and route and angle for TitanX. Most teams do not follow up with all real interest - signals, events, web, dealrooms, etc. Most of this money is left on the table, or gets an automated touchpoint. Conversations are better. Patrick will make sure we have them.

2. We're narrowing our revops search and there are great candidates in the mix. This is a crucial hire for TitanX. I'm all for AI in GTM but none of it matters without great foundations. You still need a source of truth for GTM data, activity, and outcomes - and that is still the CRM and a couple adjacent systems. You still need great foundations - targeting, messaging, discipline - or as Justin and Joey like to put it: List, Message, Rep, Follow-up. These things do not happen well in most orgs. Especially follow-up.

3. We secured our head of content and I couldn't be more excited for them to start soon.

4. I recently got to join RevGenius' famous founder Jared Robin for a fun exploration of some AI research we did that validated assumptions and helped hone our outbound. Jared is great at digging into why this matters. Head on over to revenuecreate(dot)com to read the full breakdown.

5. Just wait till next week.

The dialer market is a strange beast.

As a multi-org buyer of dialers, I have always hated shopping for them.

I'm not alone.

The market is odd because probably fewer than half of b2b revenue leaders feel they NEED a separate dialer product.

They think dialing from sequencing platforms and CRM provided dialers will suffice. Do they believe the phone is crucial to their pipe gen efforts? Likely not - and that's a miss.

But there are those who understand the need for a separate dialer to enable reps to move quickly and accurately through various phone-centric lists of contacts.

Those revenue leaders generally fall into one of two buckets:
1. A modicum of understanding of phone "deliverability".
2. A belief that dialer = parallel dialer, or essentially "if VCs believe in parallel dialers, and everyone talks about them, and they have good marketing, they must be right... right?"

The first category of dialer-oriented sales leaders will shop for the best infrastructure. Many of them land with FrontSpin and a couple other players in the space. THIS IS THE EXCEPTION.

The vast majority end up buying parallel dialers - slick UX, a bunch of nice workflow features, but ultimately, most often, a Twilio API wrapper providing phone numbers already well on their way to being marked as spam by the time your reps pick them up and blow past best practices.

There needs to be a better solution in the market.

One that prioritizes infrastructure along with strong, simple workflow, and a focus on calling where calling yields results.

That's exactly where we're headed.

Welcome to TitanX, FrontSpin. 

The Precision Era of cold calling is here.

taplio

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