Hey – it’s Alex.
Most GTM advice is about adding something new.
In the early days, there’s often pipeline hiding in what you already have.
Your LinkedIn network.
People you’ve already spoken to.
Deals that went quiet.
People who could introduce you.
So this episode is short on purpose.
3 things you can ship today to generate pipeline from people who already know you.
Each takes less than 30 minutes.
In case you missed the last 3 episodes:
✅ 10 GTM principles I recommend to every founder
✅ The 13 GTM Workstreams in my GTM advisory work
✅ Your GTM Foundation on One Page
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Let’s get into it. 👇
1) Scan your own network for your ICP (20 min)
I have 12,000+ LinkedIn connections. But I couldn’t have told you which 10 of them I should message today.
So last week I did something new.
I exported my LinkedIn connections, gave the list + my ICP criteria to my AI employee (I use viktor.com), and asked it to find the best matches.
For every match, I wanted to know:
→ Why do they fit my ICP?
→ Is there a relevant trigger right now?
→ What can I observe about their business?
→ What’s my best reason to reach out?
What came back was a short list of people I already know who fit my ICP today.
2) Ask for an intro at the end of your next call
I used to treat warm intros as something that happens to you.
Someone likes you enough, and one day a name arrives in your inbox.
That’s the wrong way to think about it.
Warm intros are a GTM motion you can run deliberately.
Start simply asking. At the end of the call. Every call.
What I learned: most people are happy to introduce you. They just don’t think of it on their own, and they don’t know who you want.
That second part is the whole tactic. “Do you know anyone who might need this?” gets you a polite “I’ll have a think”.
So do the thinking for them:
1️⃣ Before the call, open their LinkedIn connections and find 3 to 5 people who fit your ICP.
2️⃣ Ask the open question first: “Who are 2 or 3 other companies dealing with this?”
3️⃣ Then get specific: “I saw you’re connected to [name] at [company]. Would an intro make sense?”
4️⃣ Write the intro message for them, so all they have to do is forward it. Or even better, ask them to CC you in the email (or create a LinkedIn group conversation)
3) Reopen 10 dead deals with one observation (25 min)
Open your CRM.
Filter for deals that:
→ had at least one real conversation
→ looked like a genuine ICP fit
→ never explicitly said no
→ haven’t moved in 30+ days
Pick the 10 with the highest potential.
Give them a new reason to talk to you.
Then write each one a message like this:
✅ One concrete observation (e.g., from their website, product, competitor, market…)
✅ A callback to what they told you back then
✅ Exactly ONE question
❌ No “just checking in”
❌ No pitch
Here’s one I sent last week:
Robin, had a look at your new website - very nice design. But 2 things that cost you pipeline: there isn’t a single customer testimonial on your homepage, and the hero section misses “who it’s for”.
In August you told me your three problems were ICP, messaging and lead generation. And we discussed that the best thing you can do is analyzing your customers to find your best-fit customers.
Have you identified your best fit segment?
Bonus, if you have 15 more minutes: write your Anti-ICP
Every founder I work with has an ICP. Almost none of them have written down who they will not sell to.
I learned that from my own business. The engagements that wrecked my calendar were never the ones I said no to. They were the ones I never decided about.
So take 15 minutes and write 5 lines that start with “We don’t sell to...”.
Mine:
❌ Agencies and service businesses
❌ Companies past Series A
❌ Selling to enterprise clients (with ACVs of 50k€+)
❌ Idea-stage founders (without a live product)
❌ Founders who want it done for them
That’s it
Three things. Under 90 minutes total.
1️⃣ 10 ICP-fit people from your own network
2️⃣ One intro ask at the end of your next call
3️⃣ 10 dead deals reopened with something worth replying to
Ship one today. Reply and tell me which one.
Happy growth
3 ways I help founders build a strong GTM foundation 👇
If you’re somewhere between €0 → €1M ARR, I can help you with your GTM.
1️⃣ GTM Foundation Library
→ More than 50 frameworks, guides, and templates.
2️⃣ GTM Clarity Sprint
→ A complete GTM audit and a six-month action plan delivered in < 7 days
3️⃣ 1:1 GTM Advisory
→ Work directly with me to build your GTM, workstream by workstream