In today's episode, I chat with Nicolas Schell, co-founder at Scalantec (Berlin GTM automation agency), about building go-to-market systems for B2B companies with PMF - mapping TAM, enriching CRM data, monitoring signals, building FIT and engagement scoring, and automating sales enablement with meeting prep reports.
We explore his creative OMR conference campaign where co-founder Moritz spoke to 5,000 people showing a QR code on green cassettes with AI-generated songs, collecting LinkedIn profiles to build Clay tables researching everything about each person and creating custom landing pages in old Windows design (nostalgic 2011-2012 feel) - getting 3,000 scans and email addresses. Nicolas shares his journey from McKinsey consultant not seeing value created ("if I'm working these hours, I want to do it for myself"), working full-cycle sales doing 150 cold calls daily trying to be funny (difficult), testing 50+ tools, discovering Clay's magic of native integrations and Claygent accessibility, and becoming Clay community lead for Berlin organizing quarterly events with 100+ people. He predicts cold outreach won't die (people say "outbound is dead" for years but as long as email exists we'll find ways), LinkedIn outreach becoming more relevant with higher reply rates through conversational content, fulfillment becoming easier commodity with MCP/Sculptor, and GTM engineers focusing on architecture/systems/logic over low-level coding - hiring for social skills and listening ability to translate business needs into workflows. Nicolas's advice: get hands dirty and break things, join an agency to see different problems, think about strategy before building (don't automate for automation's sake), and be a sparring partner who thinks like the client.
Enjoy 🙂
(00:00) Introduction to Outbound Wizards
(00:29) What Scalantec Does: GTM Systems for B2B with PMF
(04:09) Creative Campaign: OMR Conference Green Cassettes QR Code
(07:43) Journey: McKinsey to Full-Cycle Sales (150 Cold Calls Daily)
(10:11) Testing 50+ Tools, Discovering Clay
(11:27) Clay Community Lead Berlin (100+ People Events)
(14:27) Future Prediction: Cold Outreach Won't Die
(18:13) Fulfillment Becoming Easier Commodity
(21:12) Advice: Get Hands Dirty, Join Agency, Think Before Building
(24:18) Closing and Contact Information
🔗 CONNECT WITH NICOLAS
🔗 CONNECT WITH SAURAV
💻 Website
👥 LinkedIn
📧 Email - saurabh@salesrobot.co
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