Neal Goyal didn’t have a LinkedIn strategy. He had a quota and a deadline, and an intuition that content could work better than cold outreach. What started as a personal experiment quickly turned into a top-of-funnel engine that helped him scale Tapcart’s pipeline, close enterprise deals, and become one of the most trusted voices in e-commerce.
In this episode, Neal unpacks the mindset, tactics, and daily discipline behind founder-led selling and rep-led content. He shares how commenting became his most valuable sales motion, why LinkedIn outperforms cold email, and how he built a playbook any marketer or seller can steal—without sounding like one.
If you're a founder, GTM leader, or rep trying to cut through the noise and build demand on LinkedIn, this episode is your blueprint.
What You’ll Learn in This Episode:
- How Neal built a LinkedIn-led outbound engine from scratch
- The strategy behind “comment-first” relationship building
- How sales can become the public face of a company (even if it’s unofficial)
- How to convert credibility into revenue without being cringe
- Why LinkedIn is still wildly underused for pipeline generation
Memorable Quotes:
- “I don’t know a world of warm leads. Everything I’ve built came from outbound—and LinkedIn made it easier.”
- “When I finally narrowed down my ICP to just Shopify brands, everything started working. One audience. One message.”
- “Every comment is a deposit in a relationship account.”
- “I wasn’t told to be the face of the company. No one else was doing it.”
- “I spend 60–90 minutes a day commenting on posts—not to get seen, but to build trust before I ever ask for a call.”
- “Nobody remembers who liked the post. Everyone remembers who left a thoughtful comment.”
Tactical Takeaways:
- Post for your ICP, not the algorithm
- Build relationships in comments before asking for connections
- Niche down your Audience, and write just for them
- Make yourself visible, even if no one tells you to
- You don’t need any fancy tools to win on Linkedin
- Use LinkedIn as a primary outbound channel—not an afterthought
People, Tools & Resources Mentioned:
- Tapcart
- LinkedIn Sales Navigator
- Lavender
- Gong
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Want to connect or share feedback? Brad welcomes connection requests from listeners—reach out on LinkedIn and share your thoughts!
