Resources
Playbooks and GTM systems.
How we map, build and activate, written down so you can run it yourself.
Playbooks
The playbook shelf, sorted by stage.
01 Map
- The Prospecting PlaybookFrom customer interviews to trigger-based, multi-channel outbound that scales
- Outbound Architecture and TeamDesign the outbound engine and team: tiers, campaigns, pods, calls, KPIs
- Local Business ProspectingMap, enrich and activate local businesses and SMEs in Europe when no clean database exists
- Intent Signals vs Sales TriggersKnow who has the problem, who is looking, and when to reach out
02 Build
- The BDR Infrastructure SystemAudit and rebuild the system under your BDR team, before you hire more reps
- The Outbound Automation PlaybookAutomate outbound around intent and signals, not spray-and-pray volume
- LinkedIn Engagement TrackerBuild your own social listening tool in Clay and reach the people engaging with your niche
- The $0 PlaybookThree free daily and weekly workflows to get your first calls without ads
03 Activate
- The LinkedIn Engine PlaybookAbout 10 meetings a week on LinkedIn, for under 2 hours a day
- The LinkedIn PlaybookProfile, network, DMs and content: the full system for turning LinkedIn into pipeline
- Cold Email Messaging FrameworksEight cold email frameworks and how to pick, fill and test the right one
- The Cold Call PlaybookA proven call framework, objection scripts and the mindset to keep dialing
- The Event PlaybookTurn a conference's exhibitors, speakers and attendees into a qualified target list
Articles
Notes from the field.
- How we actually run outbound: the full playbookPlaybook · 18 min
- How to build a B2B lead list: a market mapping processPlaybook · 7 min
- The SDR role is not dead. It is just much harder.Sales development · 8 min
- How Personio built an AI-powered go-to-market in 6 monthsAI go-to-market · 11 min
- How to build an AI-native sales org, by AnthropicAI go-to-market · 10 min
On YouTube
Watch us build the systems, start to finish.
This B2B SaaS outbound system took me 7 years to build
The state of GTM engineering in 2026
Stop targeting by job title. Do this instead
How to book more qualified meetings without increasing headcount
B2B SaaS companies can't trust their CRMs (here's why)
Cold email is not dead, your targeting is: predictive GTM in the AI era