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.

Less Busy

Less Busy.com -  Duo Lingo for Strengthening Key Relationships.
- “I want to strengthen my key relationships, but I don’t do it consistently.”
- “I want to build a habit & skill around strengthening key relationships.”
- “I got back several hours a week, just by using a simple daily ritual from Less Busy.”

HOW IT WORKS:
- AI Identifies top 50 Key Relationships
- Daily Brief on Key Donors right to your inbox
- 15 Minutes to quickly reply and catch up

Using AI to strengthen Key Relationships in 15 min a day is the most valuable thing you can do in 2025.

Santex

AI Advisor

Better Context AI

Helping businesses to aggregate and validate the buyer insights needed to develop more relevant value propositions and content to increase demand and accelerate business growth through Better Context platform.

AI Advisor, Founder

The CMO Network

Co Host

Content Marketing Virtual Summit

* Enable thought leaders to share their best practices to improve the quality of Content Marketing
* Support brands of all sizes to take action and get more value from Content Marketing
* Provide daily lessons and guidance to encourage internal marketing talent to grow
* Help content marketing providers and writers to create more value

Host of Summit

Topic Buddy I AI Bridge Between Sales & Marketing

We help companies identify all the questions their buyers are asking.  We organize these questions to ensure that the right content is available the sales team, as well as to buyers who are in the middle of their buying journey.

TopicBuddy, Co-Founder

Handmade Marketing, Content Marketing Strategy + Execution 

10 Step Consistent Process that has produced more than $15 Million in Revenue growth
Step 1 - Identifying Most Valuable Product Offers
Step 2 - Clarifying Your Target Market Segments
Step 3 - Identifying Your Content Competitors
Step 4 - Developing Topic Authority Clusters
Step 5 - Assign Expert Topic Writer
Step 6 - Article Editorial Review
Step 7 -  SEO Optimization
Step 8 - Social Promotion* 
Step 9 - Link Outreach*
Step 10 - Measure Leads + Revenue

Handmade Marketing, CEO

Cloud Talent 360 I Salesforce Career Accelerator

Martin Gessner of FocusOnForce, and I have developed a 4 week program.
* Week 1 - 80/20 Career Focus           -> Identify immediate opportunities.
* Week 2 - Improve Your Career Plan -> Clarify your next step
* Week 3 - Career Results Tracking    -> Maximize your interviews
* Week 4 - Salary Negotiation             -> Negotiate better

CloudTalent360, Co-Founder

Over the last few years, I’ve helped over 1,000 job seekers land interviews at places like Google, Meta, and fast-growing startups, even after months of getting ghosted.

Before co-founding "Let’s Get Hired", I ran a recruiting agency. 

I saw exactly why some candidates get interviews and others don’t, even if they’re equally qualified.

The truth?

Most people don’t have a skills problem.
They have a strategy problem.

Today, I run a 12-week job search coaching program that helps you fix the parts of your job hunt that actually matter:

✔ A resume that passes filters and gets callbacks
✔ Interview answers that sound confident, not memorized
✔ Salary negotiation scripts that get you paid what you’re worth
✔ A plug-and-play networking system that builds real momentum
✔ A recruiter-ready LinkedIn profile that makes them stop scrolling

We work together through weekly group coaching calls, live resume + LinkedIn reviews, and a full step-by-step system to get you from “searching” to signing an offer, faster.

And if you're not ready for the full program...

I also run free job search workshops every Friday where I break down what's working in today's market, right now.

If you’ve been applying for weeks with no interviews, you’re not alone.

But you CAN change your approach. And I’d love to help.

📩 DM me “WORKSHOP” to join the next free session

Or check out the full program here:

https://program.lessbusy.com

taplio

The Battle

Joe Wheatley

Sumit "Jay" Sen

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The Battle

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Sumit "Jay" Sen

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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

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