LevelUp Podcast Episodes

In this episode of Prospecting Pros, hosts John and Chris chat with Michael, a go-to-market consultant who specializes in Clay. Michael shares how he pivoted his career after learning a crucial entrepreneurship lesson: "Sell what people want, don't convince them, and sub-niche on something that's already trending." Rather than fighting to create demand, he recommends focusing on converting existing demand. Michael also reveals different use cases for Clay outside of outbound prospecting it has become famous for. He also shares how LinkedIn has been helpful for his own client acquisition, calling it “the new networking” and the exact strategy he uses that creates the impression he’s everywhere in his niche. Michael also shares the alternative approach he’s taking with cold email with its current decline in effectiveness.

In this episode of Prospecting Pros, hosts John and Chris interview Ajinkya, founder of Trellus, a parallel dialing tool that uniquely embeds within CRMs like HubSpot and Salesforce. Ajinkya gives us a glimpse into his journey from Bay Area engineer to startup founder, describing how he quit his consulting job at 22 without a specific business idea. After a year in "pivot hell," Ajinkya shares the hack that helped him find product-market fit. He also reveals how Trellus was born and how the salesperson's hire acted as the catalyst behind it. Ajinkya also shares what has helped him build a dialer with minimal latency compared to competitors. He observes two emerging sales trends: high-ACV companies focusing on quality outreach with personalization, while low-ACV businesses are increasing volume to hit quotas in a challenging market where "you have to do more to get less these days."

In this episode of Prospecting Pros, hosts John and Patrick interview Kellen Casebeer of The Deal Lab, who shares his journey from high school dropout to fractional VP of sales to founder of his own specialized B2B agency. Kellen's business helps companies find message-market fit by granularly segmenting audiences and testing different messaging approaches. He argues that effective outreach isn't about generic personalization but about demonstrating deep market understanding. Kellen also reveals a clever Clay AI workflow that has helped his clients connect with prospects based on things relevant to their business rather than superficial personalization. On email deliverability, Kellen believes most issues stem from poor targeting rather than technical problems, noting that well-targeted campaigns can run for months without issues.

In this episode of Prospecting Pros, host John Karsant chats with Terry Wilson, co-founder of Chat Metrics, an Australia-based live chat service. Terry shares how he found out about the power of live chat when his wife's skin clinic saw appointments jump from 2-3 weekly to 3-4 daily after implementing it. 

On this episode of Prospecting Pros, John Karsant sits down with Devanshu Sinha, a physics PhD dropout who's now making waves with his cold call practice tool called Rehers. Devanshu explains how he stumbled onto his big idea while running Scriptify, when a customer told him their reps got bored with practice bots because "they figured out the trick." 

In this episode of Prospecting Pros, host John Karsant chats with James Hanzimanolis, who talks us through his journey from outbound sales at phone dialer company PhoneBurner to becoming "The Mike Tyson of Ghostwriting."