CEO @ Conversion House 🏠 | On-demand design for small SaaS marketing teams so they can launch faster, position better and convert more.

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Joe Wheatley

The best GTM principle → Create abundance where there is scarcity

Credit goes to Santosh Sharan for this one!

Before ZoomInfo, B2B data was locked behind Dun & Bradstreet at $100K/year. Only the IBMs of the world could access it.

ZoomInfo dropped that to $5K/year and went from $10M to $100M (abundance for SMBs)

Then Apollo arrived and made B2B data available for under $100/mo (abundance for everyone)

Each time, data was scarce for a lower segment of the market
A company noticed → made it abundant → their growth exploded

The cycle repeats over and over. Scarcity becomes abundance. Winners look for new scarcity.

And when data becomes fully abundant (thanks Apollo) the old playbooks stop working (goodbye spray and pray). That's why the industry has shifted towards signals. 

Tools like:

- Clay
- Freckle.io
- BirdDog
- Signalbase (Previously LeadsOnTrees)

So the real money question: What’s scarce now, and what will be scarce next?

That’s where the opportunity lies.

Joe Wheatley 🏠

Founder @ Demand House | Intelligent outbound for B2B SaaS | Trusted by Warmly, Summize & Coefficient

4 layers of B2B outbound (and our go-to tech stack)

1 / Capture Layer
- Prospeo.io for cold leads, RB2B for website leads and Trigify.io for social listening

Note: since Prospeo's V2 launch, we've switched over from Apollo (see link in description for reasons why)

2 / Intelligence Layer
- Freckle.io as the GTM-brain (others use Clay - they do the same thing)
- HTTP APIs to find and validate emails, using the following providers:
--> Prospeo, LeadMagic and FullEnrich for waterfall enrichment
--> ZeroBounce for email validation
--> BounceBan to verify catch-alls
- Freckle credits for mobile numbers (only credits we use)
- OpenAI API for AI enrichments and classification
- Tier leads based on account-fit and engagement score
- Build email and cold call scripts using messaging frameworks + AI
- Route leads to right sequences (Apollo for Tier 1 & 2, Instantly for Tier 3)

3 / Outreach Layer
- Tier 1 is multi-channel, manual SDR outreach (with scripts to assist)
- Tier 2 is multi-channel, manual outreach (when out of Tier 1 leads)
- Tier 3 is fully-automated email outreach (using copy built in Freckle)
- Tier 3 also identifies who is in-market vs who is out-of-market. For in-market, send sales-focused messaging; for out-of-market, send marketing nurture

4 / Sales Layer
- If positive reply, add lead to CRM. Now over to SDR team to book a demo

Founder @ Demand House | Outbound systems for B2B SaaS | Trusted by Warmly, Summize & Coefficient

Proof that cold outbound isn't dead, and remains the BEST channel for building predictable pipeline

Last week we sent 1,800 emails across 3 campaigns (roughly 600 leads contacted)

Reply rates between 5.7-10.6%

5 opportunities

See for yourself.

Given we only just started running outbound for ourselves (started in 2026), with only 10 secondary inboxes, I'd say this is a damn good start

Before you say outbound is dead, think again!

You need to give the recipient a reason to reply (value).

Then you need to deliver on this value and offer more value to get the call.

But most don't offer real value, and then complain no one responds. Why would they?

Others give value to the wrong people. Your fault you've got a bad list.

Also - stop relying on marketing / content as your savior. It's a long-term play that should consume 20% of your efforts max. 80% should be on near-term pipeline aka. outbound.

If you put in the work to build the right list and offer (and you deliver on your promises), you will win.

Building Curacity's top 100 prospects in 10 minutes:

1 / What they do
Demand creation platform where hotels create content, Curacity distributes to premium publishers (Travel + Leisure, Condé Nast Traveler, etc.) to drive bookings and revenue

2 / Define ICP by analyzing best customers
50% small chains (8-14 properties), 33% independent (1 property), 67% US-focused, 83% hotels

3 / Identify buyer personas
CMOs, VP Marketing, Director of Marketing, VP Revenue Management (decision makers) + Marketing Managers, Brand Managers, Revenue Managers (champions)

4 / Identify key signals
Rapid growth (headcount/revenue), hiring for marketing manager, new CMO/VP Marketing, new property launches, rebranding, recent funding/acquisition, performance issues (low direct bookings, declining occupancy)

5 / Find leads in Apollo
Filter by marketing roles, C-suite/VP/Director level, company lookalikes (Viceroy Hotels, Virgin Hotels), US location, 200-1,000 employees, hotels/hospitality industry, layer on signals

6 / Import to Freckle / Clay
Combine 4 signal lists from Apollo (lookalike + rapid growth, lookalike + hiring, rapid growth, hiring) and import to Freckle/Clay

7 / Validate emails
Zero Bounce for validation, Bounce Ban for catch-all verification

8 / Enrich with phone numbers

9 / Verify ICP + buyer persona match
Is company ICP? Is person decision-maker? Remove leads that don't match both

10 / Build messaging
Rapid growth: "Growing team = need revenue to support payroll, explore new marketing channels?" / Hiring: "What are new marketing manager's priorities? Open to exploring new channels?"

Result: 94 verified top hotel decision-makers ready for multichannel outreach to drive Curacity sales

Top 100 Prospects in 10 Minutes for Blink (Employee Engagement Platform)

- Determine ICP based on best customers
- Map TAM & signals
- Build tiering system
- Find leads in Apollo
- Enrich, validate and filter in Freckle (or Clay)
- Build messaging relevant to signal (observation), ICP and persona

Frank Sondors 🥓 is literally the 🐐 of startup sales (he books 500 demos per month and scaled Salesforge.ai 🔥 from $0-$3M in less than 1 year)

When building a team, he said to start off with 2 reps
(Do not hire from big corporate like Google - wrong mindset)

And then he talked about how to acquire customers. It's not about one channel, it's about multi-channels working together.

Get data, test & iterate.

He also spoke about why you need to track first touch and last touch attribution

And finally, how to warm-up prospects before booking the demo

Head over to Frank's profile now and follow him. The guy to watch in 2026

We're getting more positive replies than we can handle.

Here's one example:

- Reached out to someone who just joined a 7/8 figure SaaS as Head of Sales
- Asked how the role was going (be human!)
- Offered genuine value

Outbound works when you do it better than everyone else.

Step 1 - Offer value to get the reply 
Step 2 - Offer value to get the call/audit

If you offer what they actually want and deliver on it, you'll win. Simple.

Arpit Singh

GTM, AI & Outbound | LinkedIn Content & Social Selling for high-growth agencies, AI/SaaS startups & consulting businesses | Open for collaborations

Hi, I’m Arpit. I build growth systems by combining LinkedIn content, social selling, and GTM workflows.

I’ve been in marketing, ops, and GTM for 6+ years, with the last 2.5 years deep in outbound and social selling. 

In that time I’ve:
→ Worked with 50+ B2B clients across SaaS, fintech, and services
→ Scaled GTM engines inside agencies
→ Reported directly to 15+ founders and CMOs
→ Built outreach systems delivering 300+ replies per month
→ Fixed inbox placement from 20% to 90% in 10 days
→ Automated more than 10,000 touchpoints each month

Who I work with:
→ Founders making $20K to $100K per month who need predictable growth
→ GTM teams scaling sales and content but lacking systems
→ Agencies that want inbound and outbound working together

What I do:
→ LinkedIn content and social selling playbooks
→ Cold outreach and deliverability fixes
→ Trigger-based workflows across LinkedIn and email
→ Full GTM systems including automation, dashboards and SOPs

Currently, I’m a GTM Engineer at Content Path helping B2B brands turn content and outbound into one scalable growth engine.

If you’re looking to align content, outbound, and systems into a GTM engine that compounds over time, DM me.

Growth Strategist

At Huemor we build memorable websites for brands like yours that earn more customers, outshine competitors, and help recruit top talent.

After a website redesign, our clients typically experience:
+ 83% monthly website visits
+ 94% increased conversions
+ 91% leads generated

📞𝙉𝙚𝙚𝙙 𝙤𝙪𝙧 𝙝𝙚𝙡𝙥? 🗓
If you need help improving your current website, building a new one, or generating more organic traffic, we'd love to talk about it.

Get in touch by either...
Messaging me here on LinkedIn
Booking a free strategy session: https://bit.ly/4cHNIGc

One of the hardest parts of sending 20K emails/month?

Email infrastructure setup.

The situation usually looks harmless.

Replies slow down.
The opens still look fine.
Nothing is obviously broken.

So teams assume it’s copy.
Or personalization.
Or the offer.

But that’s rarely the reason.

This happens because email infrastructure doesn’t fail loudly.
It degrades quietly.

Mailboxes burn.
Reputation slips.
Deliverability drops before dashboards warn you.

That’s why I’ve trusted Maildoso for over a year.

It fixes the boring part of outbound. And that boring part matters.

What made me stick with Maildoso:

• 98%+ inbox placement, even to Outlook
• In-house SMTP. No resold nonsense
• IP rotation that keeps things clean
• Self-healing mailboxes so campaigns don’t just… die
• $1.80–$2.50 per inbox, domains included

What Maildoso gave me wasn’t hacks or hype. 

It gave me predictability.

Outbound stopped feeling fragile. 

Replies started making sense again.

If you’re scaling cold email and replies dip without a clear reason…

It’s worth checking whether the problem is really email copy… 

or the infrastructure underneath it.


P.S. See the link in comments to check it out for yourself

I’ve been using HeyReach for 2+ years now.
What I’ve noticed every single time:
They ship fast when users ask for something.

Creators ask.
Customers ask.
Updates show up.

That’s the kind of product behavior GTM engineers respect.

A few weeks ago, they rolled out 2 updates.

Nothing flashy. But if you run LinkedIn outbound seriously, you’ll get why these matter.

1️⃣ Manager role

Access control used to be annoying.

You either gave someone Admin access 
or locked them down so much that they couldn’t really operate.

Now there’s a proper middle layer.

Managers can work inside external workspaces, run campaigns, manage users, see what matters without touching billing or permission settings.

If you work with agencies, contractors, or shared GTM teams, this removes a lot of unnecessary coordination.

2️⃣ Workspace API

This one’s clearly built for GTM engineers.

It covers the boring parts of scaling LinkedIn outbound
the stuff you normally fix with spreadsheets and Slack messages.

You can now:

• Create and manage workspaces
• Pull users by role or invite status
• Invite Managers, Admins, Members
• Create API keys per workspace
• Connect it with Make, Zapier, n8n, MCP, Public API

Which matters when you’re onboarding clients or spinning up new GTM pods regularly.

These aren’t exciting updates.

But they make your outbound setup easier to live with.

And that’s usually a sign the product is built for real operators.


Do you use HeyReach.io in your GTM stack or workflow?

I’ve been using Trigify.io for 1.5+ years now.

Now, I’ve been tracking 25+ LinkedIn profiles on it, mostly for my clients.

And one thing is very clear to me:

Posting on LinkedIn isn’t the hard part. 
Tracking what happens after is.

Most people stop at “posting consistently”.
That’s where the real problem starts.

What usually goes wrong...

1. Everyone tries to create content for their ICP
– very few do it consistently
– even fewer attract the right people

2. Some posts get engagement
– likes
– comments
– profile visits

3. And then… nothing
– no tracking
– no follow-up
– no system

That’s wasted INTENT.

What actually works (when you track it):

1. Lead magnet → warm outbound

→ Post a lead magnet
→ Track who engages with it
→ Enrich those profiles
→ Use that list for outbound

You’re no longer cold. You’re starting with context.

2. Competitor & creator engagement

→ Track engagement on competitor posts
→ Or people consistently posting in your niche
→ Scrape those interactions
→ Enrich the data

Now you’re reaching out to people who are already active in the problem space.

3. Keyword-based intent signals (underrated)

→ Track engagement around keywords like:

   ~ “intent signals”
   ~ “GTM Engineer”
   ~ “RevOps”

→ Build lead lists from those conversations

→ Reuse them for:
   ~ outbound
   ~ content ideas
   ~ account research

Same signal. Multiple plays.


Why I’ve stuck with Trigify.io, it’s not because it’s flashy. But how it turns LinkedIn activity into usable intent.

Post-level tracking.
Profile-level monitoring.
Keyword-level listening.

And now, workflows make this operational. 

Instead of exporting data, stitching tools, and manually following up, you can:
- track engagement
- enrich profiles
- route data where it needs to go
- trigger next steps automatically

They’ve also been adding integrations around enrichment, sequencing, and data sync, which makes these workflows practical in real GTM setups.

But the core idea stays the same: 

If you’re already creating content and doing outbound, you should be tracking who’s raising their hand.

Otherwise, you’re guessing. And guessing doesn’t scale.

This is the difference between posting content and building a system.

Do you actually know who’s engaging with your content?

taplio

The Battle

Joe Wheatley

Arpit Singh

Followers

Posts

Engagements

Likes

Performance ScoreJoe Wheatley's LinkedIn Performance

Performance ScoreArpit Singh's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Joe Wheatley

Arpit Singh

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);}Joe Wheatley's LinkedIn Performance

Performance ScoreArpit Singh's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreJoe Wheatley's LinkedIn Performance