GTM Society

Most people who look at Expandi are deciding between two or three options. Fair enough. It's a real decision. So here's a nudge: 10% off your first month if you start today. What you'd be getting: Signals that trigger outreach when intent appears, Workspaces so your team runs one motion instead of five, and campaign templates you can deploy in an afternoon. Try it, run one campaign, decide with data instead of a comparison table. Get 10% off.

I run Product at Expandi. I can't get you concert tickets. I can't get you VIP seats at the next football game. But I can take 10% off your first year at Expandi, which is less exciting but considerably more useful if you do outbound for a living.

Our 2026 report’s outreach data on 17,900 connection request sends shows the following: Acceptance rate between 7 and 11am CET time runs at 32 to 37%. Evening sends land at 23 to 24%. So, we’ve got an 8 to 10 point gap sitting inside a scheduling setting. Day of week barely matters. Monday leads reply rate at 9.1%, Saturday leads acceptance at 30.4%, but those gaps sit inside a couple of points either way. If you run 20 client accounts, this is a half-day of work worth doing this week: 1. Open each client's campaigns and look at the send window for connection requests. 2. If the campaigns are set to send in the afternoon or across the whole day, change them to send between 7am and 11am in the prospect's timezone. That's it! That's the fix. On a book of 20 accounts sending 500 connection requests a week each, moving from 24% acceptance to 32% is 80 more accepted connections per account, per week. 1,600 across the book. Every week. Follow-up messages can stay where they are. Reply rates don't shift much across the day, so there's no gain from touching those. The reason people don’t do this is that message rewrites feel like real work and a scheduling change feels like it can't matter. But our data says the scheduling change matters more.

This goes against nearly everything I usually argue for. My instinct is to automate up front. But the pattern I see repeatedly in campaign reviews: people start automating a process that has never worked in the manual version. There's no pattern to codify, so the sequence becomes a guess dressed up as a system. In our outreach report, the data is blunt about the cost. Campaigns with three messages reply at 9.8%. Campaigns with five or more messages drop to 5.0%, below the reply rate of a single message. Adding a fourth and fifth to a broken sequence makes the numbers worse. The order that holds: start conversations manually with individual prospects. Watch which ones land. Write down the pattern. And only then automate. For an agency, that's a week-one qualification question. If a new client has never had this conversation work manually, you're building their motion from zero. Scope and price it that way. Flagging this as my read rather than something the platform data has directly settled.

I've been looking into LinkedIn automation for a little while and my team recently began experimenting with it. The folks at 𝗘𝘅𝗽𝗮𝗻𝗱𝗶.𝗶𝗼 contacted me asking me to try it out. They said I could be totally honest and they would not edit whatever feedback I had to give. I believe in that approach so I said sure, let's do it. I have two important takeaways (with #2 being the most important in today's day and age): 1. Setting up a campaign is super easy. I uploaded a list for one of my rep's (Taylor Ready) territories. Our busy season is upcoming, so it includes a connection request, a friendly message about wanting to connect with partners before the selling season, and a follow up note. All of it is drag-and-drop so workflows are easy to build and campaign tracking is done simply through a single pane of glass. My current campaign is still running but it has already helped me to expand my network. 2. The fun part. I used an MCP Connector to integrate the tool with my ChatGPT account. I've been writing for a long time about how AI can augment the selling experience and this is a perfect example. In a matter of literally 10 minutes, I had integrated ChatGPT and was starting to import good-fit partners (for a second campaign) based on a conversation with a LLM. This largely included individuals who were already talking about what we sell. All this to say...gone are the days of mass spray-and-pray LinkedIn campaigns. You can now integrate your favorite AI model to source and instantly personalize outreach in a highly targeted and relevant way. If you want to try it out yourself, you can do so here: llty.me/-c588ft3axg Interested to hear from others about what their experiences have been like! #sales #AI #outreach #leadgen #personalization #LinkedIn

I was struggling to find candidates for my open customer success leader role, so I tried something different. This is a unique role at a hypergrowth company at Avoca, so it’s not an easy search. I’m looking for a NYC-based CS leader who has worked in fast-growing startups, can move quickly, is technical enough to work closely with product and engineering, and has commercial experience and building CS operating models. Instead of searching LinkedIn manually, I used Expandi's MCP connector with ChatGPT to look through my existing LinkedIn network and identify people who fit. It gave me a shortlist with context, including people I hadn’t thought to reach out to. Then I kept going. I asked it to help me take that list and turn it into outreach. It drafted messages and prepared the campaign, all directly from ChatGPT using plain language. I still determine the exact content and approve what gets sent. And some things didn’t work perfectly. Some profiles were better matches than others, and I still had to validate location, seniority and whether someone was actually a fit. But it saved me hours of scrolling through my network. I even had people responding within minutes of my initial messages. I’m not looking for AI to replace the judgment involved in recruiting. I’m looking for it to take the repetitive work out of the process so I can spend more time actually talking to the right candidates. I'm also experimenting with how I can get more out of my LinkedIn network. There are lots of new use cases I want to try. This is still in beta, but if you want to try it, you can request access here: https://lnkd.in/eRmaAujw PS - link to the Director of CS role is below. 👇