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.

I build B2B GTM (Go-To-Market) Systems on Clay

#1 GTM Engineering Advisor in the world with 900+ students, consulting the fastest growing B2B companies and the highest number of testimonials in the entire GTME ecosystem:

1) Clay Consultant Program: Land a Client in 60 Days Guaranteed
2) Fractional GTM Engineering (mid-market companies)
3) The 80/20 GTME Course (99$)

Author of 'The GTM Engineer', Available on Amazon: https://www.amazon.com/dp/B0FGLVG5HL

I am working with companies like: Appcue, Teramind, Vidyard, Procore, HeyReach, Isendu (Exited, now Sendcloud), Single Grain 

What people think about my Clay Consultant Program:

'Through the GTME Training program, we now deliver advanced workflows and measurable results for mid-market and enterprise clients, even securing retainers up to $12,000 per month'.

(Daniel Monteverde Founder @ LeadField)

“A client of mine, a major tech company, was blown away by the results and even asked how I managed to deliver such exceptional outcomes. Not even the most renowned agencies had ever achieved anything close during their years of collaboration.”

(Alessandro Martinengo, Managing Partner @ Chattwin, Early Stage Startup Investor)

“Michael’s Clay Consultant Program helped me land four consulting clients in just 60 days. I started from zero and his process gave me clear structure, systems and lead generation strategies that actually work. No guesswork, no noise, just practical steps and real execution. If you want to get clients fast and know exactly what to focus on Michael is the coach you need.

"(Asher Chua, Founder @ Revenue Journey)

“Since joining, we build campaigns ten times faster and manage 12 clients with a small team. Before, I wasted time and money on tools that didn’t deliver. Now I know that just three or four well-integrated tools are enough to get strong results in most niches.”

(Pablo Beitman, Founder &amp; CEO @ Blumo.io)

You can read all testimonials at clayoperator.com

Michael Saruggia

AI GTM ideas you have been lied to about

1) Claude

Every 6 months something new and hot explodes. The LinkedIn feed gets saturated with kids saying how they replaced Clay and their team with X. I am a Claude Code power user. I love it and use it every day for OPS stuff.

The value of Clay is that with 1 compliant sub you can build endless use cases for big companies too. It doesn't exist a company with that scale where you can jump in and vibe code pieces of the GTM processes. Furthermore is very inefficient to run end-to-end lead gen campaigns.

2) Intent signals

Yes, it's B.S. most of the time but it sells. It's shiny. So smart vendors include it in their product and laugh at you when you buy their solution because it's different, it has 'intent'. Real intent is not a button from a vendor.

3) AI SDRs

I still have to find (after 1 year+) one single person that is happy about their AI SDR / had success with it. And it's almost impossible to find a good solution for outbound at scale in every channel (email, LinkedIn, Phone)

4) 'I started hiring AI agents instead of people'. I've never seen a real business owner saying this. The problem with agents is that you need standardized processes to execute on. The problem is processes, not AI.

5) Automation

Automate your SDR. Automate your AE. Automate the design team. Automate the marketing team. I've never seen an AI automating a job function. Data-activated sales team > Automation. You have to empower your team with AI, not substitute it.

My 2 cents, hype-free

GTM Engineering | Clay Consultant Program: Land a Client in 60 Days Guaranteed | Get My Free GTME Guide👇

Another Clay Agency acquired!
Massive congrats to Abbas Somji👋🏽 and team!

GTM Engineering is the #1 marketing and sales trend in the world

I had the privilege of having Abbas in my paid community some months ago
Wish you the best, brother, with your new journey as a CRO

Best of luck!

Most people use Clay for outbound at scale

When the future is probably MICRO CAMPAIGNS

For years we used the same playbook:

> Get a large list
> Get a good offer
> Test lead magnets and value props
> Get 1 interested over < 250, scale the campaign to the moon

This is still the #1 way to generate results with outbound at scale.

But the world is moving into an LLM-first interface.

Open words guide the UI.

Call it Claude, Curos or Sculptor. It's always the same.

And if you are asking: NO, Claude Code isn't a game changer. You can do eveything inside of Clay and10x more efficient. So you can invest the same time is osmrhting more productive and stop chasing the next shiny object.

While it's still inefficient to launch campaigns, it opens the door to a new way to launch hyper-targeted outbound campaigns.

Ex. generate a list of companies raising seed money, if > $5M in funding, send a Champagne bottle with Maildoso

Ex. generate a list of people engaging with content Y, send them this personalised landing page created with Lovable.

The barrier to launch micro-campaigns is getting lower since you can type or, better yet, use Wispr Flow to launch campaigns just by speaking.

I see a near future where a GTM lead launches creative campaigns with their voice. Just ideas at scale. And the SDR team picks up the open conversations and nurtures them.

And still has time to hit the driving range ⛳

Isn't remote work the real luxury in 2026?

I mean:

> You can legally pay 0% taxes
> You can live wherever you want
> You can visit your family when you want
> Buy international assets and get residencies
> Live in a cheap place you like, so you can take more entrepreneurial risks and maximize the probability of hitting 20M liquid (while living A+++)

Isn't this the only real freedom left?

Unfortunately, the only path is to work on your own.

I see almost no companies left (maybe a few small agencies) that still allow this.

Burn the boats. Bet on yourself.

I did this 3 years ago and it was the best decision of my life.

- 

200 years ago, luxury was not working (ex. Aristocracy)

In 2026, luxury is working on something you love with full freedom.

Agree?

This guy re-invented himself at 40+ y.o.

And landed a 6-figures GTM Engineer job

Keith Gill didn't get lucky

He's been working 1-1 with me to:

> Hone his GTM Engineering skills
> Create a better and more appealing positioning

We live in a world full of negativity:

'AI replaced 456 programmers'
'Amazon fired 3848 employees'
'Banding Spoon fired ⅓ of Vimeo in one night'

Well, I prefer to tell you the nice news.

I prefer to tell the stories of the people I had the pleasure to mentor 1-1 that at any age (youngest is 18, oldest is 60+) decided to change and put in the work.

Thanks Clay.

Thanks to everybody who decided to reinvent themselves and crush it

You can get there in 60 days..

clayoperator.com/program

This is probably one of the best Clay features

Yet few people talk about it

'Re-run column on a schedule'

Yeah, it's more shiny to talk about that CRAZY N8N or CLAUDE CODE flow

But inside Clay you already have one of the most powerful signals engines.

Basically, you can build whatever signals you want, and you re-run those Clay columns daily/weekly/monthly to capture signals when they happen.

Since NOBODY paid for that sophisticated CLAUDE FLOW, here are real projects where mid-market+ companies paid for:

1. Job Changes

For example, when there's a new CRO opening, the description often reveals a lot: launching a new vertical, product launch, positioning change. LinkedIn Open Job is great for this, plus Claygent on the company website.

2. News and PR

When there's a new product launch, M&A, market expansion, CXO hiring, partnerships, new retail store openings, or a contract with a large vendor, it's in the news. Google News + Clay is powerful, or use Google Search with '&tbs=qdr:w' to get results from the past 7 days only.

3. Company Website Analysis

It seems obvious, but important news often appears on the website first. A new product launch means a new landing page. A new division launch might mean a new subdomain. New positioning shows in updated messaging. How to do it? Claygent. That's all you need.

All of this with a little-known feature.

MS

This GTM Engineer just made 25K

(but the best part isn’t the money)

Anas Ansar started working with me a few months ago, but he was only involved in small projects where he couldn’t really see the full power of CLAY and GTME implementations.

One of the referrals I sent him turned into a long-term deal.

The best part is getting paid to learn.

Especially when you work at an agency, the real ROI is in absorbing the knowledge, the processes, and having the chance to work with many clients.

Let’s be serious.

While information is important, most people have execution and opportunity problems.
They lack:

Someone to keep them accountable
A community and peers to work with 1-on-1
Referrals to start practicing and monetizing fast

Can’t be more proud of Anas.

Happy Friday guys.

I created intent signals workflows for:

> 9-figure companies
> $50M+ funded SaaS companies
> 'Secret' Business-to-government vendors

And I am here to reveal my secrets with Will Aitken and Sell Better in our webinar together

February 12, 2PM EST

> Why most intent is B.S.
> Real world cases from my experience
> Behind the scenes on how everything is built

Subscribe here:

https://hubs.la/Q041n9dN0

See you on Thursday!

Have you noticed that some people's careers grow SO FAST?

(While some get stuck)

Well, it was me until I discovered the 'secret'

I was stuck in my 9-5 in Italy
I was struggling to sell cold email services

Ex.1 a friend of mine grew an agency from 0 to $1M in 1 year
Ex.2 a guy I was in university with brought a SaaS to $500K in 2 months

And so on.

You know what's the common thing behind all of these stories?

They were selling something ALREADY HOT with UNTAPPED demand.

Not geniuses --> simply selling what's already hot.

When I jumped on the GTM Engineering wagon I had:

> Enterprises knocking at my door
> I got asked to speak in circles I never thought possible
> I met (and some are now clients) one of my favorite personalities in business

It was still me.

But on a different boat.

taplio

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