{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Outbound Wizards by SalesRobot","title":"GTM Is a Trust Game ft. Mira Kostić","html":"","width":"100%","height":180,"duration":1141,"description":"In today's episode, I chat with Mira, an SDR at Dreamforge, about building GTM strategies with predefined funnels for web3 and biotech clients - automating multi-channel approaches while emphasizing that two-way client communication matters more than any tool. We explore her creative cybersecurity campaign targeting companies that recently suffered data breaches or security incidents, building buyer silos first before starting lead generation, using Clay to combine ICP criteria with decision-maker positions at vulnerable companies, and timing outreach when they're ready to buy solutions outside their original project plan. Mira shares her unconventional journey starting as Dreamforge's first SDR with zero sales experience (coming from a customer support team leader role), switching to GTM engineer after one month to learn Clay, Instantly, and other optimization tools, then switching back to SDR after realizing her place is closer to clients and daily conversations, and now existing somewhere in between both roles at a small two-team company (sales + RevOps). She predicts GTM engineering will become a necessary part of every team as someone who turns one month of work into two days, the role requires understanding ICP, strategy, clients, and how other teams work (not just tool proficiency), and Clay's use cases are expanding beyond outbound into wedding invitations, inbound lead qualification, and any function currently using Excel - essentially \"Excel on steroids with API connections.\" Mira's advice: just start and don't be afraid (you don't need to be a programmer), use LinkedIn for free resources and connecting with other new GTM engineers (everyone's response is \"oh me too, don't worry\"), and remember the entire GTM engineer title is only two years old so nobody has 10 years of experience despite what recruiters post. Enjoy 🙂(00:00) Introduction to Outbound Wizards(00:26) What Dreamforge Does: GTM Strategy with Predefined Funnels(02:09) How They Niched Down to...","thumbnail_url":"https://img.transistorcdn.com/gdva-6ylrTgU9EKfQzKOKWrDlr1gz9yRLxNq9g2keoI/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS83YzA4/MDQ4MjJmZDZjMmI4/MjkwMTdkYWEyNTRk/MzI0My5wbmc.webp","thumbnail_width":300,"thumbnail_height":300}