CSM @ Skale.so | B2B Business Dev Strategist & Founder at frontBrick

🌟 Business Developer | Revenue Growth | GTM+ AI | Former Goalkeeper 🧤

Stan Stojanovic

Great practical sessions on growth and marketing at unlockit conference here at Microsoft office in Belgrade ⚡️

Thanks a lot for sharing all the insights Ravish Agrawal, Enrique Hoyos and Vukasin Vukosavljevic 

Luka Dolic Stefan Savanovic

Founder @ frontBrick.io | Building Your Pipeline. Brick By Brick. | Architect of sophisticated pipeline generation strategies for ambitious B2B teams 🟢 | Founder @ unbooth.io

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We added one thing to our ABM campaign last month for one of our clients.
A human voice.
Here's what happened ↓

We were already running:
→ LinkedIn Ads to our ICP
→ Multi-channel sequences (email + LinkedIn)
People were engaging. Accepting invites. Replying here and there.
But a lot of them just went quiet after the first touch.
So we had an SDR start calling - but only the people who already engaged.
Not cold outreach. Warm follow-up.

They'd seen our ads. Accepted our invite. Maybe even replied once.
The call didn't feel random. It felt like a next step.
The piece that made it possible: BetterContact

We needed verified phone numbers at scale - and the accuracy was genuinely remarkable. No bad numbers, no wasted dials. Just real conversations with the right people.

February results:
→ 1,252 prospects in the funnel
→ 87 replies across channels
→ 51 interested leads and 65% - 70% converted to booked meetings

Calling a warm audience is a completely different game.
When someone already knows who you are, picking up the phone closes the gap faster than any sequence ever will.

If you're running ads and outreach but not following up by phone - you're leaving meetings on the table.

Helping Founders & Professionals build brands that starts with clarity and lead to freedom. Building mine in public and sharing what I learn.

The most dangerous number in business is One. One client. One supplier. One income stream.

If you are a Project Manager, Analyst, or Consultant, you understand risk management. Yet, most of us take the biggest risk of all with our own careers:

We rely 100% on a single paycheck.

If that paycheck stops, the lifestyle stops. That is not "security." That is vulnerability.

The Old Advice is Broken Career gurus tell you to "climb the corporate ladder" (where you are capped). Business gurus tell you to "quit and burn the boats" (where you risk everything).

I believe there is a third way. I believe your 9-to-5 is your Angel Investor.

I am The Income Engineer. I help high-performing professionals build a Second Income Stream without quitting their jobs.

We don't rely on luck. We use systems. We turn your years of hard-earned experience into a "Safety Net" that pays you.

How The Freedom Protocol Works: We treat your career like a project.

The Audit: We identify the "expensive problems" you already solve at work.

The Asset: We package that skill into a side-offer (Consulting or Digital).

The System: We install a 45-minute routine to generate leads during your "5-to-9."

The Result? You stop being just an employee. You become a professional with Options. Maybe you use the extra money to invest. Maybe you eventually quit. Maybe you just sleep better at night knowing you are safe.

Ready to build your safety net? Check my Featured Section to run your numbers on the Income Potential Calculator.

Or DM me the word "PROTOCOL" and let's chat.

Oloye A.

Signal Logic.

Most people have never heard of it.

Here is what it is:

A documented set of criteria that determines whether a contact qualifies for outreach based on verifiable events, not assumed characteristics.

Most agencies filter by:

→ Job title
→ Industry
→ Company size

Signal-Led agencies filter by:

→ Did their CTO change in the last 30 days?
→ Are they actively migrating to the cloud?
→ Did they just post a job for a Jira Admin?

The difference is not targeting. It is timing.

A job title tells you who someone is.

A Signal tells you what is happening to them
right now.

"Right now" is the only moment that converts.

Without Signal Logic, you are reaching people who might eventually have a problem you solve.

With it, you are reaching people who have that problem today.

That single shift changes your reply rate from 0.3% to 8–12%.

Not better copy. Better timing.

Full breakdown in this week's issue of The GTM Signal

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We help service businesses install AI-powered infrastructure to scale revenue, reduce chaos, and create predictable growth.

If your business is generating leads but still stuck in inconsistent revenue, manual processes, or team bottlenecks—Xribe is built for you.

We specialize in helping service-based businesses (like clinics, agencies, and expert-led brands) grow to $100K/month+ by replacing duct-taped operations with automated, intelligent systems that actually scale.

Our approach blends:

📈 Revenue-focused content strategy that attracts and converts ideal clients

⚙️ AI and automation infrastructure that unlocks capacity and speed

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We don’t just create content.
We build the infrastructure that turns traffic into clients—and clients into predictable revenue.

Our flagship growth system, Clinic Flow AI, helps wellness clinics grow faster with less effort—but our infrastructure-first model works across industries.

Co-Founder

I help marketing teams turn complex operations into predictable systems — from building automated customer journeys and refining Salesforce segmentation, to tracking campaigns through UTM and attribution frameworks that tie directly to revenue. I optimise workflows in Jira, align cross-team projects across regions, and ensure every campaign is tested, documented, and measurable. The focus is always the same: make marketing execution faster, clearer, and data-driven.

Marketing Automation Specialist

Head of Marketing (Volunteer)

Systems Thinker → Brand Builder
For 15+ years, I’ve helped companies improve clarity, efficiency, and growth — from financial institutions to service businesses and founders.

Today, I help professionals and early-stage founders build personal brand systems that work harder than they do.

I help early-stage founders and service businesses set up automated marketing systems that turn clarity into clients — without needing to post every day or rely on hacks.

My work blends strategy, systems thinking, and storytelling — helping businesses design funnels, build lead magnets, automate email sequences, and implement CRMs.

I’ve helped clients:
→ Save 10+ hours/week with automation workflows
→ Build marketing systems that run while they sleep
→ Design offers and content systems that generate inbound leads

This role represents the intersection of everything I’ve done before — systems, clarity, and communication — and it fuels my mission to help people build online assets that outlast their job titles.

Freelance | Marketing Automation Specialist

Over a decade of experience working with top-tier financial institutions, where I focused on improving internal systems, streamlining reporting processes, and managing cross-functional teams.

→ Implemented dashboard systems that improved project visibility
→ Developed scalable SOPs across multiple business units
→ Led system upgrades that improved productivity and reduced errors

This phase of my career gave me the systems mindset I bring into every client project today.

Digital Project Manager

Project Analyst

Compliant & Audit Consultant

I build Signal-Led GTM infrastructure for B2B agencies. Pipeline that runs without the founder.

A job title is not a Signal.

Most agency founders treat them the same.

Here is the difference:

A characteristic describes who someone is.

A Signal describes what just changed.

"CEO of a 20-person marketing agency": Characteristic. 

Static. True yesterday. True today. True next year.

"CEO of a 20-person marketing agency who just hired a VP of Sales" : Signal.

Time-stamped. Urgent. Indicates a problem that exists right now.

The first tells you who they are.

The second tells you why they will reply.

Most outbound targets characteristics.

That is why they gets ignored.

→ Job title is a characteristic
→ Company size is a characteristic
→ Industry is a characteristic
→ Technology used is a characteristic

None of these indicate timing.

A Signal does.

→ Just hired a VP of Sales: Building a pipeline, needs infrastructure
→ Just raised a round: Has budget, has pressure to grow
→ Actively hiring SDRs: Outbound motion starting, probably no system yet
→ Just migrated off HubSpot: Tech stack in flux, open to new tools

Same person. Different moment.

The moment is everything.

87 precision emails to Signal-triggered contacts outperform 1,000 emails to a static list.

Every time.

Follow me for more Signal-Led GTM conversations.

I spent 4 years learning marketing, copywriting, and automation.

Courses. Books. Late nights after the 9-5.

The one thing nobody taught me: when to reach out to someone.

Every course was about what to say. 

Nobody covered when to say it or whether the person even needs to hear it right now.

So I built a system that answers that question first.

Here is what I have learned so far (building it for a real client, not in theory):

3 buying signals is enough. You do not need 20. You need 3 that are specific to your ICP and verifiable.

The signal goes in email 1. Not a pitch. Not "I noticed your company is growing." The actual signal: "You appointed a new CTO in January."

Short emails outperform long ones. 80 words. One ask. One proof point.

Most tools have the data. Apollo, Sales Nav, LinkedIn. The gap is not data. It is knowing which data points actually predict buying intent.

The system is not finished. I am still building it. 

But the early results already outperform 2,000 generic emails.

I will keep sharing what works and what does not as I go.

What signal would you use to time your outreach if you could only pick one?

Collecting signals is not a strategy.

Most agencies treat data gathering like progress.

They install intent tools. They scrape LinkedIn. They enrich contacts. They buy job change alerts.

Then nothing happens.

The data sits in a CRM column nobody filters. Or a dashboard nobody checks after week two.

→ 4,000 contacts enriched. Zero sequences built.
→ Intent data purchased. No follow-up protocol.
→ Job change alerts on. No outreach triggered.
→ Tech stack tracked. No segmentation applied.

That is not a signal system. That is a collection hobby.

A signal you collect but never route is noise with a timestamp.

The value is not in the data. It is in what happens next.

→ Signal detected
→ Classified by type
→ Routed to sequence
→ Conversation started

Four steps. That is the entire system.

Everything before step one is just gathering.

Your CRM does not need more data. It needs a routing protocol.

Follow me for more Signal-Led GTM conversations.

Most B2B outreach fails before the email is written.

Not because the copy is bad.
Not because the subject line is weak.

Because there was no reason to send it.

I looked at a real outbound campaign last week. 2,000+ emails sent. 

Generic messaging. "We help companies like yours with X."

Two replies. Two.

Same company. Same ICP. Same product.

We rewrote 9 emails across 3 sequences but the difference was not the words. 

It was the trigger.

Each sequence only fires when a specific signal appears:

→ A new CTO gets appointed (they have 90 days to prove themselves)
→ A company posts a cloud migration role (they're mid-transition)
→ A Jira admin gets hired (they're scaling their Atlassian stack)

The email references the signal. 

The prospect thinks "how did they know?" instead of "not another cold email."

That is the difference between signal and spam.

Most teams skip this step entirely. 

They build lists, write clever copy, warm up domains and wonder why nobody replies.

The answer is almost never better copy. It is better timing.

If you had to send 50 emails this week, would you know why each person should hear from you right now?

Your lead gen agency didn't fix your pipeline.

They burned your domain.

And you're still paying for it.

Here's what I keep hearing from founders:

"They promised 10 qualified meetings a month. We got 3 no-shows and 7 people who had no idea why we were calling them."

"We paid $3K/month for 6 months. Nothing closed. Now our emails land in spam."

"They said our copy was the problem. Then our targeting. Then our offer. Never their infrastructure."

Here's the part nobody tells you:

When they leave, the domain damage stays.

You inherit their burned infrastructure. Their spam complaints. Their reputation decay.

The leads didn't work because the foundation was never there.

You don't need another agency.

You need infrastructure you own.

Volume is noise.
Precision is Signal.

I write about building Signal-Led GTM infrastructure every week in The GTM Signal Studio.👇

When did you last audit your outbound infrastructure?

Not your copy.
Not your targeting.
Your infrastructure.

Most agency founders I speak to cannot answer yes to all of these:

→ Do you know your current inbox placement rate?

→ Are your sending domains separate
 from your primary domain?

→ Is your Signal Logic documented or are you just filtering by job title?

→ Are your tools actually talking to each other, or are you manually moving data between them?

→ Do you know what happens to a lead after they reply?

If one of those made you pause the problem is not your messaging.

It is the infrastructure underneath it.

Volume is noise.
Precision is Signal.

I write about building Signal-Led GTM infrastructure every week in The GTM Signal

Your GTM agency is making your problem worse.

I know that is not what you want to hear.

Here is what is actually happening:

You hired them because pipeline was inconsistent.
They promised meetings.
They delivered volume.

1,000 emails per day.
Generic lists.
Spray and pray.

Your reply rate stayed at 0.3%.
Your domain reputation quietly degraded.
They invoiced anyway.

Now you have the same pipeline problem and a burned sending domain
on top of it.

The agency did not fail because they were lazy.
They failed because volume-based outbound is structurally broken.

The model relies on quantity to compensate for poor targeting.

More contacts.
More sends.
More noise.

None of it addresses the actual problem:
you are reaching people who do not have an urgent reason to reply right now.

Signal-Led GTM fixes the targeting before touching the volume.

87 precision emails to people in an active buying window outperform 1,000
generic emails every single time.

Not because the copy is better.
Because the timing is right.

The agency you hired optimised for the wrong variable.

Full breakdown in this week's issue of The GTM Signal.

How many tools in your stack are actually connected?

Not installed.
Not paid for.
Connected.

I hear this constantly:

"I have Apollo, Clay, Smartlead, everything. They just sit there because I don't know how to connect them properly."

This is the integration gap.

Most agency founders have half a dozen tools running.
None of them talking to each other.

→ Apollo exports a CSV
→ You manually upload to Clay
→ Clay enriches, you export again
→ You paste into Smartlead
→ You lose track of which Signal triggered which outreach

This is not a tool problem. It's a routing problem.

Clay enriches. It can't send.
Apollo finds. It can't warm.
Smartlead sends. It doesn't know why.

The integration layer is the infrastructure.

Without it, you're paying $500-1,500/month for tools that don't compound.

Tools installed ≠ tools connected.

Volume is noise.
Precision is Signal.

I write about building Signal-Led GTM infrastructure every week in The GTM Signal Studio.👇

Neil is right.

GEO/AEO moved from -28% ROI to 144% in 12 months.

Most B2B founders are watching this from the sidelines.

Here’s what that means in practice:

Your prospects aren’t Googling your service anymore.

They’re asking ChatGPT.
They’re asking Perplexity.
They’re asking Claude.

“How do I fix inconsistent pipeline as an agency?”

If your expertise isn’t structured to answer that question, you don’t exist in that conversation.

This isn’t an SEO update.

It’s a discovery infrastructure problem.

The businesses building AEO now are not doing it for traffic.

They’re doing it for permanence.

Outbound creates pipeline today.

AEO creates pipeline indefinitely.

The window to be early is closing.

Oloye Adeosun, MSc.

GEO/AEO is probably going to be one of the most profitable marketing channels at scale, if not the most profitable.

Check out the ROI from 2024 versus 2025.

I would expect it to accelerate even further in 2026 as the use of these LLMs rises sharply.

Do you know your spam complaint rate?

Not your open rate.
Not your reply rate.
Your spam complaint rate.

Google changed the rules in November 2025.

The old system gave you a buffer. 
High, Medium, Low reputation scores. 
Room to recover.

That's gone.

Now it's binary. Pass or Fail.

The threshold is 0.3%.

One person out of 333 marks you as spam and your entire sending domain gets flagged.

Here's what most agency founders don't realize:

→ Are you sending cold email from your primary domain?
→ Do you have secondary domains warmed and rotating?
→ Have you checked Google Postmaster in the last 30 days?
→ Do you know what happens to your pipeline when compliance fails?

The answer to most of these is no.

This is not a copy problem.
This is not a targeting problem.
This is an infrastructure problem.

Volume is noise.
Precision is Signal.

I write about building Signal-Led GTM infrastructure every week in The GTM Signal Studio.👇

I audited two B2B companies this week. Both had strong reputations. Real clients. Years of experience. One had 145 completed projects. The other had a

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The Battle

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