In today's episode, we talk to Leslie from Sales Led GTM Agency about building effective outbound strategies through micro-segmentation and buyer-centric thinking.
We dive deep into Leslie's approach to territory management and ICP refinement, exploring why most companies' ICPs are too broad and how to apply at least five layers of segmentation to create highly targeted micro-campaigns. Leslie shares her most successful campaign, a sales-led event sequence that won her a Sales Innovator of the Year award, and explains how to blend demand gen and lead gen activities effectively. We also discuss the evolution of sales as a profession, the current state of AI in outbound (what works and what doesn't), and why strategy must always come before tools.
Enjoy 🙂
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00:00) Introduction to Outbound Wizards
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00:43) What Sales Led GTM Agency Does
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02:08) Leslie's Process: Territory Strategy First
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04:36) Micro-Segmentation and Five Layers Deep
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07:23) Time as a Variable in ICP Definition
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09:11) Most Creative Campaign: Sales-Led Event Sequence
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12:11) What's Old is New Again in GTM
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13:46) Leslie's Journey into Sales
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16:40) Where GTM is Heading with AI
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19:12) Closing and Contact Information
🔗 CONNECT WITH LESLIE
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LinkedIn
🐦 TikTok: @salestipstalk
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YouTube 📚 Book: Profit Generating Pipeline
🔗 CONNECT WITH SAURAV
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What is Outbound Wizards by SalesRobot?
This podcast is for anyone curious about the fast-growing world of GTM Engineering — whether you’re an SDR, RevOps pro, or just getting started. We break down the latest news, from Clay’s $3.1B valuation to cutting-edge workflows and Clay tables lighting up LinkedIn. Tune in for real case studies from startups, mid-market teams, and enterprises that are redefining how go-to-market gets done.