The GTM Industry Has A Shiny Object Problem ft. James Barrell

The Next 5 Years Will Change Everything ft. David Tile

In today's episode, I chat with David, founder at Nerdy Joe, about running a sales development agency that blends old school deal-making with engineering—cold calling, door knocking, Clay tables, and workflow automations all under one roof, with a team based in Serbia and a client concentration in B2B manufacturing and business brokerage.  The campaigns he's most proud of aren't the flashiest: a long-term client texting unprompted to say his account manager Teodora is awesome, and a recent acquisition of an agency called CreateUp that brought engineering talent, SOPs, and an official Apollo.io partnership—which is now generating joint marketing, GTM meetups in Toronto and Serbia, and inbound leads from Apollo itself. David's backstory is one of the more colourful on the show: built an SEO content agency from age 20 into a multimillion dollar business, watched ChatGPT nuke it, spent 12 months trying to acquire five different businesses including a $5M ad agency in Boston and a $4M government contracts agency in Tampa—both walked away at the one yard line—before landing on Nerdy Joe, which he bought for next to nothing and has been rebuilding ever since. He also ran 5,000 Twitter accounts 10 years ago doing follow-unfollow cold acquisition and generating 200 leads a month before Twitter caught on and torched all the accounts. His prediction: predicting the next 12-24 months is a fool's errand, but not using AI right now is the equivalent of refusing to use a computer—and he backs it up with a story about running 2,000 Red Cross survey responses through Claude for $13 in credits, work that would have cost $30,000 in junior researcher hours 20 years ago. His advice: get obsessed with sales, stay on the phone, and if you're not steeped in AI every single day, you're already falling behind.  Enjoy 🙂 (0:00) Introduction to The GTM Engineer Podcast  (0:22) What Nerdy Joe Does: Old School Sales Dev Meets Engineering  (2:51) Client Focus: B2B Manufacturing and Business Brokers—Why the Fertile Ground Is There  (9:13) The CreateUp Acquisition and Apollo.io Partnership  (13:14) David's Journey: SEO Empire, ChatGPT Nukes It, Five Failed Acquisitions, Landing on Nerdy Joe  (14:24) 5,000 Twitter Accounts, 200 Leads a Month, and Getting Torched by the Algorithm  (20:54) Predictions: Predicting the Next 24 Months Is a Fool's Errand—But Not Using AI Is Inexcusable  (25:05) The Red Cross Story: $13 in Claude Credits Does $30,000 Worth of Market Research Work  (29:00) Where Is All of This Going? A Science Fiction Answer and a Mainstream One 🔗 CONNECT WITH DAVID 👥 LinkedIn [https://www.linkedin.com/in/davidtile/]  💻 Website [https://nerdyjoe.com]  🔗 CONNECT WITH SAURAV 🎥 YouTube Channel [https://www.youtube.com/@_sauravgupta/videos] 🐦 X (Twitter) [https://x.com/saguppa] 📸 Instagram [https://www.instagram.com/saurav_salesrobot] 💻 Website [https://www.salesrobot.co/] 👥 LinkedIn [https://www.linkedin.com/in/saurav-g-43b959225]📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to The GTM Engineer Podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

It's Easier To Build A Product Than Market One ft. Gunveen Kaur Bedi

In today's episode, I chat with Gunveen, founder at Growzle, about building an offshore marketing team for bootstrapped London startups who need agency-quality GTM work at half the cost—and helping Indian startups expand into the US, UK, and Europe.  The campaign story is a great one: a client handed over a list of 4,000 UK companies and said "go get us calls." Gunveen's team filtered it down to 900 by tracking two signals—whether companies were already using a competitor tool (longer conversion cycle, skip them) and whether they were actively hiring (fast growth means expense management chaos, which is exactly the pain the product solves). Those 900 got personalized emails built from LinkedIn research on leadership posts fed into Clay via the Claude extension, and the open rate came in at 61% against an industry standard of 30-35%. Gunveen's path runs through a B2B SaaS agency in India that analyzed content tonality, a master's in marketing and strategy in London, freelance GTM work with lean startups, and eventually the realization that she kept being the first marketing person on these teams and could build a whole business around that gap. Her prediction: GTM engineering will blow up because it's now easier to build a product than to market it—most companies are just LLM wrappers, and the ones worth billions got there through positioning, not technology. Her advice: understand biopsychology before you touch the tools, research signals properly for each ICP, and build your automation with the mindset of a smart salesperson—the goal is to get someone on a call, not just to send emails.  Enjoy 🙂 (0:00) Introduction to Outbound Wizards  (0:21) What Growzle Does: Offshore Marketing for London Startups, GTM Expansion for Indian Companies  (2:54) The 4,000-to-900 Campaign: Competitor Tech Stack and Hiring Signals, 61% Open Rate  (7:52) Why Fast Hiring Is a Proxy for Expense Management Chaos—and Why That Matters for Deal Quality  (9:06) Gunveen's Journey: India to London, Master's in Marketing, Freelance GTM, Starting Growzle  (11:35) Predictions: GTM Engineering Will Blow Up, Marketing Value Is Rising, Positioning Beats Product  (15:33) Advice: Learn Biopsychology, Research Signals First, Build Automation Like a Smart Salesperson 🔗 CONNECT WITH GUNVEEN 👥 LinkedIn [https://www.linkedin.com/in/gunveen14/]    🔗 CONNECT WITH SAURAV 🎥 YouTube Channel [https://www.youtube.com/@_sauravgupta/videos] 🐦 X (Twitter) [https://x.com/saguppa] 📸 Instagram [https://www.instagram.com/saurav_salesrobot] 💻 Website [https://www.salesrobot.co/] 👥 LinkedIn [https://www.linkedin.com/in/saurav-g-43b959225]📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

The Biggest Markets Are The Easiest To Sell ft. Nick Block

In today's episode, I chat with Nick, founder at Revo GTM, about what cold email looks like when you're sending 20 million emails a month and targeting 100 million by end of year. At that scale, the thinking flips entirely—instead of taking a client and figuring out how to scale them, Nick starts from the infrastructure and asks which markets are actually worth pointing it at.  The answer has been super mass-market B2B: alternative financing, franchising, real estate wholesale, pay-per-call—offers that tens of millions of people immediately understand without any education, where a positive reply already tells you exactly what's going on in their business. The campaigns that work all share the same characteristic: simplicity and a massive TAM. Nick's been using Claude Code to enrich and qualify at a scale that would be impossible manually, running datasets of 10-50 million records headlessly. His path started in e-commerce, moved into direct response copywriting and funnel building when he needed to exit, and landed on cold email when he realized he needed clients—at which point the puzzle pieces clicked. His prediction: headless tech stacks will turn 10-person teams into three-person teams, and the top 1% will pull further ahead because their input now produces 10x the output. His advice: get your hands dirty every single day—be in the WhatsApp groups, the Slack communities, on Twitter, because things move fast enough that just being present and implementing what you see gives you a real edge.  Enjoy 🙂 (0:00) Introduction to Outbound Wizards  (0:21) What Revo GTM Does: Mass Market B2B at 20 Million Emails a Month  (1:38) Thinking Top-Down: Picking Markets That Fit the Infrastructure, Not the Other Way Around  (4:04) What Every Winning Campaign Has in Common: Simplicity, Massive TAM, No Education Required  (6:33) Nick's Journey: E-Commerce to Copywriting to Cold Email Agency Owner  (8:16) Why E-Com People Have a GTM Edge: Full Funnel Thinking, Abandoned Cart Logic in B2B  (10:44) Predictions: Headless Tech Stacks, Services as the New SaaS, Top 1% Pulls Further Ahead  (13:00) Lead Magnets as a Growth Engine: 3.3M Organic LinkedIn Impressions From Five Employee Accounts  (14:17) Advice: Get in the Trenches, Stay in the Right Rooms, Implement Fast 🔗 CONNECT WITH NICK 👥 LinkedIn [https://www.linkedin.com/in/nick-block-bb0741243/]  🔗 CONNECT WITH SAURAV 🎥 YouTube Channel [https://www.youtube.com/@_sauravgupta/videos] 🐦 X (Twitter) [https://x.com/saguppa] 📸 Instagram [https://www.instagram.com/saurav_salesrobot] 💻 Website [https://www.salesrobot.co/] 👥 LinkedIn [https://www.linkedin.com/in/saurav-g-43b959225]📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

Most People Are Learning The Wrong Skills ft. Carly Louw

In today's episode, I chat with Carly, GTM engineer at Mako Professionals, about building outbound systems for recruitment agencies—first for Evolution Group in the Netherlands placing financial staff, now for Mako Professionals in the US sourcing SAP and Oracle architects.  The standout workflow is a Clay-based candidate scoring table that scrapes job posts and candidate profiles, runs an AI match score, and only pushes the best-fit candidates into outreach sequences—with recruiters signing off on the results and being genuinely happy with the quality. From there, leads flow into a Lemlist sequence combining emails, LinkedIn, phone calls, and voice notes. Carly's path in is one of the more unexpected ones: operations assistant at a financial immigration company, got a cold LinkedIn message from an agency called Blueprints, everyone told her it was a scam, she followed her gut anyway, met Rayyan Khan who trained her, and hasn't looked back since. Her prediction: email is getting harder, LinkedIn is where the opportunity is growing, and automation through tools like Make is going to be the real differentiator as CRM and ATS integrations get smarter. Her advice cuts in two directions—for aspiring GTM engineers, don't get lost in the jargon, focus on building the workflow and saving time for your team, and use the free education that's already out there; for founders and CEOs, trust your GTM engineer and give them the space to work.  Enjoy 🙂 (0:00) Introduction to Outbound Wizards (0:21) What Mako Professionals Does: GTM and Outbound for Recruitment Agencies (1:33) The Clay Candidate Scoring Table: AI Match Scoring Before Pushing Into Campaigns (2:43) The Lemlist Sequence: Emails, LinkedIn, Calls, and Voice Notes (6:06) Carly's Journey: Operations Assistant to GTM Engineer via a LinkedIn Cold Message Everyone Said Was a Scam (8:04) Predictions: Email Getting Harder, LinkedIn Growing, Automation Through Make Is the Opportunity (10:55) Advice for GTM Engineers: Focus on the Workflow, Not the Jargon—Education Is Free (12:13) Advice for Founders: Trust Your GTM Engineer and Give Them Space 🔗 CONNECT WITH CARLY 👥 LinkedIn [https://www.linkedin.com/in/carly-louw-6a7201141/] 💻 Website [https://www.makopros.com]  🔗 CONNECT WITH SAURAV 🎥 YouTube Channel [https://www.youtube.com/@_sauravgupta/videos] 🐦 X (Twitter) [https://x.com/saguppa] 📸 Instagram [https://www.instagram.com/saurav_salesrobot] 💻 Website [https://www.salesrobot.co/] 👥 LinkedIn [https://www.linkedin.com/in/saurav-g-43b959225]📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.

The Real GTM Edge Has Nothing To Do With Tools ft. Omar Farghaly

In today's episode, I chat with Omar, GTM engineer at Saltfish, an early-stage SaaS company in Sweden building interactive demos for other SaaS products. Omar joined as their first GTM hire with a mandate to take them from selling only in Sweden to conquering Europe, the US, and the MENA region—owning the full process from ICP definition to booked meetings.  The campaign he walks through is a great one: Saltfish had a case study with Fathom showing that an AI avatar on a pricing page improved conversion by 13%, so Omar built a Clay list of SaaS companies, then ran each through an AI agent that validated three things—do they have a pricing page, is the product self-serve, and what's the pricing page length—and used that last variable as a personalized line in the cold email. 40 interested leads and 15 booked meetings in 20 days. His background runs through one of the first GTM-focused agencies in the Arab region, where he joined a friend's operation as employee number one, spent two years managing 15-20 client accounts, became head of GTM, and helped grow the agency from a small office with no clients to 30 active clients, 100+ total, and $50K MRR before going independent. His prediction and advice land in the same place: the GTM engineers who only know how to execute workflows will get replaced by AI, and the ones who survive will be the ones who can think like marketers, generate creative campaign ideas, and understand offers deeply—read $100M Offers before you open Clay University.  Enjoy 🙂 (0:00) Introduction to Outbound Wizards  (0:36) What Saltfish Does: Interactive Demos With AI Avatars for SaaS Products  (2:06) The Fathom Case Study Campaign: Pricing Page Validation, AI Enrichment, 15 Meetings in 20 Days  (5:25) How to Take It Further: Traffic Data, Dollar Value, MRR Impact in the Email  (7:23) Omar's Journey: First Employee at an Arab Region GTM Agency, Head of GTM, $50K MRR  (9:56) Predictions: Execution-Only GTM Engineers Will Be Replaced, Creativity Is the Moat  (12:36) Advice: You're a GTM Engineer, Not Just an Engineer—Mindset and Offers First, Tools Second 🔗 CONNECT WITH OMAR 👥 LinkedIn [https://www.linkedin.com/in/omar-farghaly-74321a202/]  🔗 CONNECT WITH SAURAV 🎥 YouTube Channel [https://www.youtube.com/@_sauravgupta/videos] 🐦 X (Twitter) [https://x.com/saguppa] 📸 Instagram [https://www.instagram.com/saurav_salesrobot] 💻 Website [https://www.salesrobot.co/] 👥 LinkedIn [https://www.linkedin.com/in/saurav-g-43b959225]📧 Email - saurabh@salesrobot.co 🙏 LEAVE A REVIEW If you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :) 👋🏼 GET IN TOUCH You can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.