70 outbound tasks. We automated all of them last quarter. Here is the full list. Organized into 6 categories: We used to touch every single one of these manually. Research. Personalization. Follow-ups. CRM cleanup. Then we asked one question: What actually needs a human to step in? The answer: a lot less than we thought. 1: Prospecting ↳ Clay pulls accounts + contacts automatically ↳ Firmographics, tech stack, and intent signals. ZERO manual search 2: Research ↳ Clay + Apollo enrich every account before outreach ↳ Company context, buying signals, and recent hiring in seconds 3: Personalization ↳ Claude generates first lines from firmographic + behavioral data ↳ 500 personalized emails. Zero copy-pasting. 4: Follow-ups ↳ lemlist + EmailBison handle sequencing and timing automatically ↳ Right message. Right channel. Right time. 5: CRM hygiene ↳ HubSpot auto-deduplicates, standardizes fields, cleans pipelines ↳ No more end-of-quarter CRM cleanup sprints 6: Pipeline reporting ↳ Airtable dashboards show what is working in real time ↳ No manual pulling. No spreadsheets. Result: our team only touches what actually needs a human to step in. Everything else automatically runs and is managed through the Claude command center. Comment "70" and I will send you the full list of all 70 tasks, organized by category, ready to use. Make sure we are connected. P.S. Save this before you scroll. ♻️ Repost this if you have an outbound team in your network that is still doing any of these manually and would benefit from this. | 312 comments on LinkedIn

 Some people leave a mark on a company without ever asking for credit. They’re the outbound operators who made growth feel possible when things were messy. The ones who stayed calm when numbers dipped. The ones who fixed what everyone else kept ignoring. They brought stability when things felt uncertain. They made pressure easier to carry. They helped everyone around them perform better. Those are the people teams trust, clients remember, and opportunities seem to follow wherever they go. ♻️ Repost if you’ve ever worked with someone who made the whole team better just by being there. Follow Nick Palasz for more outbound lessons that people actually remember. | 69 comments on LinkedIn

6 discovery questions that can add $10K–$50K to your average deal size: Better discovery doesn’t just help you qualify. Create stronger urgency. It helps you find bigger deals. Learn what will move the deal forward. Here are 6 questions that help you find bigger problems, clearer priorities, and more expansion inside the same opportunity: 1. “I talk to [your industry] leaders all day long. They tell me about their heartburn around problems 1, 2, and 3. How much of that sounds like your world & what did I miss?” ↳ This immediately establishes credibility because you already know the common problems they’re facing. ↳ It also lowers friction and gets you detailed answers because they can react to options and correct you. 2. “So you're looking to change or improve [XYZ metric]... by how much?” ↳ Getting a specific metric instead of just “improve this metric” helps you keep urgency throughout the deal. ↳ You can reference that number later when asking for follow-up meetings or if momentum starts to slow down. 3. “Happy to answer [question on a feature]. Sounds like you have a specific reason for asking?” ↳ Sometimes people ask about a product feature because they hope you do have it. ↳ Sometimes they ask because they hope you don’t, so you always want to figure out why they’re asking before you answer. 4. “You just mentioned [XYZ pain].... what's causing that to be prioritized?” ↳ Executives are always putting out multiple fires, so this helps you understand why this one is taking priority. ↳ What you’re looking to uncover is a specific initiative, a target metric, and a time-bound event tied to the problem you solve. 5. “How widely felt is this pain across your whole organization? A few teams or a top 3 strategic priority?” ↳ Problems can feel urgent to one manager and non-existent to another. ↳ The problems that get prioritized and solved are the ones that have ripple effects across departments. 6. “How will others in your org feel about using something like [my product]?” ↳ Every initiative will have allies and adversaries. ↳ Asking this early helps uncover who will give you inside intel, and who to engage or watch out for. Best sellers use discovery to understand how big the deal can actually become. That’s usually where average deal size gets won or lost. Which one of these questions are you not asking today? If you want help improving discovery, deal progression, and average deal size, DM me “discovery” and let’s talk. | 76 comments on LinkedIn

Most 2026 growth plans won’t survive Q1. Not because the target is too big. Because the system underneath it is the same as last year. The start of every year looks the same: → New revenue goal → New pressure → Same leaky pipeline If the operating system doesn’t change, neither do the numbers. Here’s the 5-part outbound system we see in teams that actually grow: 1/ Aim the system Pick a narrow ICP, a problem they already lose sleep over, and make sure they have real budget and authority. If this is fuzzy, every lead source gets expensive. 2/ Design the offer Buyers don’t care about your service. They care: “Is this worth the risk?” Give them: a clear ROI case, terms that feel safe, and proof that answers their biggest objection before they say it. 3/ Build reliable pipeline You need outbound channels you control: email, calling, LinkedIn. → Daily volume targets. → Deliverability handled. → Messaging that actually reaches decision-makers. Pipeline isn’t momentum. It’s mechanics. 4/ Turn pipeline into revenue Calendars full of the wrong meetings kill teams. Tight qualification rules, clear next steps, and a sales process that matches how your buyers actually buy. This is where most teams quietly leak deals. 5/ Scale & defend Systematize what already works. Then increase volume and headcount on purpose instead of 'hiring and hoping.' Feed proof back into the system so bigger accounts feel safe saying yes. Strong companies don’t bet on 'a big 2026'. They run a system they can execute every single week. If you want that system installed instead of another New Year wish list: At C17 Lab, we start with a no-cost outbound pilot: → We design the system → We run the campaigns → You get the leads and meetings Apply here: https://bit.ly/C17Pilot Repost this for someone who needs to rethink their 2026 plan. Follow Enzo Carasso 🧲 for more on outbound execution and GTM systems. | 117 comments on LinkedIn

Most people use Clay for AI Outbound. Here’s how a CRM Data Cleaning Project works. PROBLEMS > Data quality is poor > AEs have to cherry-pick leads (most are not a fit) > Missing variables slow down AEs (for example, missing mobile numbers) SOLUTION #1 Create a routine where, whenever a lead or contact is created in SFDC, Clay pulls the data and enriches the missing variables. If leads are imported manually or in bulk, a set of values is mandatory. From that set, Clay enriches all other missing data. With a LinkedIn URL, you can enrich almost any other B2B data point, from mobile numbers to the ads library. SOLUTION #2 Enrich the existing database of leads and contacts in SFDC. The previous project would give us an idea of the cost to enrich variables, so we can calculate it at scale. For example, if we have 200K leads in SFDC, an extra $0.10 per lead can make a big difference in the budget. SOLUTION #3 Generate a scoring system, and when the score is high enough, push those leads into outbound email campaigns. In the CRM there are 5 different industries, and five campaigns are actively contacting all prospects based on their industry. Conclusions: > Clean CRMs do exist > Efficient AEs do exist (and have time to golf 3X week ⛳ ) > Email is becoming more and more like a display ad channel What else would you add? | 14 comments on LinkedIn

Some great news to end your week- Clay finally dropped delayed runs. Gone are the days where you have to create complex chron jobs in Clay just to delay an integration. If there was a category of features in the tool called "how does this not exist yet", this was at the top of the list. This is particularly exciting for any workflows where you want to create a "non-automated" vibe- sending automated emails the second a trigger is picked up can have a negative effect sometimes. The integration is conveniently located at the bottom of each integrations' settings- go give it a try! ⬇️

There's a lot of hype around MCP right now. Before you go all in, here's something worth knowing 👇 What is MCP? Model Context Protocol. It lets AI models discover and use tools automatically. Sounds great in theory. → No hardcoding → Plug and play → The AI decides which tools to use And for simple workflows, it works. But here's the catch. You're putting the LLM in charge of orchestration. Every step: → The model decides what to call → Calls the tool → Processes the result → Decides what to do next That means: Less control More latency Harder to debug Less predictable outputs Fine for a 3-step flow. But once you're at 10, 20, 50+ steps? Things get unstable fast. APIs flip this. You control the system. ✅ Logic lives outside the model ✅ State is managed properly ✅ Calls are deterministic More work upfront, but it actually scales. We've tested both across internal builds and client systems. MCP is great for prototyping. APIs win for production. If you're building anything serious - multi-step automations, agents, real systems - stick to the fundamentals first. P.S. We teach both skills in our GTM Agents course → https://lnkd.in/gfxpnkJb StackOptimise ⚙️ | 44 comments on LinkedIn

Alex Hormozi says he books 4x more appointments when he calls his leads immediately after showing interest. If you’re sending outbound and want to systemize this so that you can do it at scale, follow this process: Tech / vendors you’ll need: - Masterinbox.com - LeadMagic - Salesfinity - No Accent Callers — 1. Build correct tagging within Master Inbox to identify positive replies. 2. Set up an automation to automatically enrich positive replies to pull those leads’ phone numbers via LeadMagic. 3. Build the simple automation to update the contact within Master Inbox and set two tag: “interested” and “phone number found”. 4. Set up the automation to push to a call list in Salesfinity for your rep (via No Accent Callers) to call immediately. I can’t put the same “4x improvement” tag on this, but we have seen a much better appointment set rate after implementing a flow to call our leads faster. Comment if you want me to make a video on building these automations / setting up the system. | 21 comments on LinkedIn

500 spam words to avoid in cold emails (if you want to land in inboxes, not spam) I teamed up with Maildoso to create the most detailed spam-word guide This took me hours of research and testing. - 500+ spam words to avoid - Safe alternatives for each - Categories like Finance, Urgency, LinkedIn triggers Inbox matters. • 1 in 5 cold emails land in spam before anyone sees them. • One wrong word tanks your entire campaign. • Even LinkedIn DMs get filtered now. Inside this carousel are exact words killing your outbound + what to use instead so your emails actually reach inboxes. What did I miss? PS2. Shoutout to Maildoso for figuring out how to send links in an email without being flagged as spam. Now I can send visualisations + videos in my emails. | 87 comments on LinkedIn

How your offer quality directly affects whether you land in the inbox.

Why a truly world class GTME with a small company with no market-fit, no budget and no traction will BRUTALLY fail 99% of the time.

I've always wondered what tools Ramp used for GTM. Turns out they use... Ramp? I saw an awesome post from Parth Gujare on X yesterday where he showed off some product screenshots of Ramp Revenue, the company's internal revenue orchestration tool. The product included signal aggregation, message drafting, data enrichment and more, all made specifically for the Ramp team. This particularly excites me because it harkens to the idea that GTM teams shouldn't be using out-of-the-box tools to get their work done. If a system isn't built completely custom for your company, it's probably not working as efficiently as it could be. For companies that don't have the internal resourcing to create their own GTM software, I've always felt that automation tools like Clay are their best bet. However, it's getting to the point where spinning up products like this doesn't take a 10 person engineering team, or really anybody technical. As the barrier to entry decreases for bespoke GTM tech, I think we'll see a lot more companies doing this. I've always felt that the Ramp GTM team is one of the best in the world, and now we know why after a look under the hood! Props to Parth for posting this, hopefully it inspires more people to take initiative over their company's stack 📚 | 33 comments on LinkedIn

This GTM Engineer has 11 active clients. The crazy part? Pablo Beitman had never touched a Clay table just 1 year ago. And he's working in a market that is far from being as mature as B2B tech in the US. Nobody knows what Clay is, and selling is much harder in Mexico. But he will be number one when the time comes. He's building a lead gen empire in LATAM: • Millions of emails sent • Employees and setters • Now scaling to 1M in revenue • Working with companies of 500+ employees And more. I've been mentoring him weekly inside my 1-1 GTM Engineering Program. I couldn't be more proud of the work he produces. And the best part? Pick the right skill (GTM Engineer), a market (LATAM for Pablo), and copy offers that already work. And it will magically start working for you too. You can start here with my free training: clayoperator.com/training

Stop using only ChatGPT for sales. Top 10 AI tools for outbound sales in 2026: 1. Claude (Anthropic) The AI operator running your stack. Use it to build systems, not write emails. 2. Clay The go-to enrichment tool. 150+ data sources for ultra-personalized outreach. 3. Substrata Reads buyer intent in real time. Feels the room better than most reps. 4. n8n No-code workflows. Automates everything sales process, from trigger to close. 5. Perplexity Pre-call research assistant. Funding rounds, trends, competitor shifts. 6. Gong Call intelligence + deal coaching = fewer surprises in your pipeline. 7. Octave ICP knowledge base. Adjusts messaging and ICPs based on buyer signals. 8. Copy.ai Writes outbound content that doesn’t sound like it was written by ChatGPT. 9. Clari The forecasting. Tracks risk, momentum, and commit confidence across deals. 10. Freckle.io Clay’s leaner cousin. Lightweight enrichment + automation for smaller teams. This isn’t just a list. It’s the foundation of the AI-first revenue engine. From prospecting → pipeline → forecasting → close. Stop driving a Ferrari in first gear. What would you add? PS. Follow Yurii for more AI Sales tips & tactics. | 83 comments on LinkedIn

The GTM techstack landscape is a mess. So we organised it. We’ve built a GTM Engineering Periodic Table - 60+ tools across 7 categories 👇 1. Sourcing → Where your leads come from. Get this wrong and you're emailing into the void. - Apollo - Ocean.io - Sales Nav - ZoomInfo - DiscoLike - Clearbit - UpLead - Prospeo 2. Enrichment → Turn a name and email into something you can actually use. - Clay - Findymail - FullEnrich - BuiltWith - People Data Labs - Dropcontact 3. Intent → Find the people who are ready to buy right now. - Trigify.io - RB2B - 6sense - Bombora - Warmly, - Vector 👻 - Snitcher 4. Execution → Actually reaching them at scale. Email, LinkedIn, calls. - Smartlead - GetSales.io - Instantly.ai - Orum 🥇 - Outreach - Salesloft - lemlist 5. Infra → Land in spam and you've lost before you've started. - Zapmail.ai - ScaledMail - Maildoso - Premium Inboxes - Mission Inbox - Hypertide.io 6. CRM → Where it all lives. Keep it clean or everything breaks. - HubSpot - Salesforce - Attio - Pipedrive - Close - Breakcold 7. Ops → Glue everything together so it actually runs. - N8N - Make - Zapier - Claude - Airtable - Pipedream Drop your current stack in the comments - curious what's working for you. StackOptimise ⚙️ | 34 comments on LinkedIn

After running enough outbound campaigns, you start noticing certain replies that tell you your lead list is actually good Here are a few I always pay attention to and what they mean: 1. Wait… how did you get my email? This means the contact data is correct and the message reached the right person.They’re surprised but not annoyed. 2. Interesting timing actually… This means your prospecting picked up the right signal at the right moment. Timing did half the work for you. 3. Happy to chat, how’d you find us? They’re curious, which usually means the outreach feels relevant. 4. Send me some info. It is not a meeting yet, but it’s rarely a bad sign. It means you’ve reached someone who sees potential value. 5. Yes… this is exactly what we’re working on. This is what happens when the right person, right timing and the right message line up. I started noticing I get these kinds of responses much more often when I filter and clean my leads before launching campaigns. Lately, I’ve been doing that with Icypeas when pulling prospects from Sales Navigator. It helps enrich contacts and find verified emails so the outreach actually reaches the right person instead of bouncing or hitting dead inboxes. P.S. How do you usually filter your lead lists before sending cold emails? | 93 comments on LinkedIn

Cold email sending schedules should not be the hot topic that they are. Really, the rules for sending are simple (backed by 25M+ cold emails): 1. Send Monday-Friday, 9am-5pm. We use Smartlead’s API to randomize start and end time daily (+/- 30 mins of start and end time to increase variability). 2. Saturdays can, in fact, be a good day to hit SMBs or mid-market companies. 3. Same goes for holidays. It’s that simple. Stop reading in to data about which days and times perform better. You’ll drive yourself crazy. | 24 comments on LinkedIn

The easiest and fastest way to write more relevant, personalized email copy with 0 extra work is to let your list write the copy for you. Let me explain: I recorded a podcast episode with 🦾Eric Nowoslawski a while back, where he explained this perfectly. He explains that marketers often go too broad with their targeting, making relevance much harder to achieve. He goes on to share that you can simply tighten up your list with certain filters that make it easier to write copy that’s relevant to everyone on that list. Perfect example: Let’s say you’re a bookkeeping service. You can reach out to CEOs of companies in the USA with <20 people, and say something like: “We help small businesses in the USA close their books within 5 days at the end of each month.” …OR you can reach out to: - CEOs of companies in the USA with <20 people - Who founded their company less than 2 years ago - Are a first-time founder - Don’t have a finance and accounting person on their team And say something like: “I saw that you guys were recently founded, and congrats, it's your first time running a business like this. How are you thinking about your finance operation? Asking because we help…” Do you see how simply filtering down the list makes it easier to write more relevant copy with no extra work? You of course give up some volume in doing so, but the tradeoff is often there.

“Be the sword, not the superhero” is one of the lenses I apply to drive outcomes I want without sacrificing relationships The hero’s journey is a tried and true framework for transformation Upper 1/3 is the known world; comfort, familiarity and safety The bottom 2/3 is the unknown; uncertainty, hesitancy, and fear live here…. But so does growth, impact and the answer to our wildest dreams No great outcome can be had alone; winning the Super Bowl, building a family, growing a company… these are all “team sports” And people are wired to survive, not thrive So we are more attuned to fear & avoiding loss than we are towards earning gain This causes people to Be skeptics; if I ask questions on discovery call that are clearly self serving - their answers will be mediocre and they will want to pull back That’s because I’m trying to make myself a hero; I’m trying to make them feel small and weak and incapable - and that their only glimmer of hope is MEEEE Who tf would want to take ownership of that situation? Not my clients… not most people…. Better is to “be the sword”; meaning the CUSTOMER can be the superhero , wielding the power I bring them This places them at the center of everything - give them the credit - raise them up and cheer louder than anyone… Deep down, they’ll know; this was a team effort… it couldn’t have happened without you…. But you had the reserve to let them soak in the moment, take the external credit, and hold their head highly If getting credit is your highest focus, you’ll miss out on a lot of the coolest imaginable journeys, because they’re someone else’s to be lived When your focus is impact, changing outcomes, and helping people ascend to their highest selves - you become irreplaceable and infinitely valued One last “Kellenism” to end with: Everything I’ll ever receive in life is on the other end of something I’ll do for someone else Let’s take the day by force ⚔️😈⚔️ | 12 comments on LinkedIn