In this insightful podcast interview, I sit down with Matt Curl, the COO of Apollo, to discuss the future of AI-powered sales, how cold emails are evolving, and why data-driven go-to-market (GTM) strategies matter more than ever. Matt draws on his experience at Apollo (a leading sales engagement and data platform) to share unique perspectives on PLG (product-led growth), the challenges of AISDRs, and the importance of RevOps in B2B SaaS.
You’ll learn how AI-driven personalization can backfire, why focusing on the right signals in your target market dramatically boosts reply rates, and how creative testing in cold emails resembles running meta ads. We also dive into the power of intent data, the nuances of domain reputation, and how founders can navigate “shiny object syndrome” while scaling.
Whether you’re a sales rep looking for cutting-edge tactics, a founder exploring PLG strategies, or a RevOps professional seeking the perfect tech stack, this conversation is packed with actionable takeaways and real-world insights. Tune in to hear how Apollo continues to innovate, the role of data in cold email success, and why customer obsession should guide product decisions.
Timestamps
0:00 – Introduction & Technical Glitches
1:30 – Matt’s Musical Background & How Music Builds Discipline
2:30 – The Rise of AI SDRs & What It Means for Sales Teams
5:00 – Personalization vs. Scale & The Looming Spam Filter Problem
9:00 – Why the Best Cold Email Tactics Resemble Ad Creative Testing
14:00 – Finding High-Value Signals & The Role of RevOps
19:30 – Unlocking Intent Data & Why Customers Drive Product Roadmaps
24:00 – Clay vs. Apollo & The Importance of Ease-of-Use in Sales Tools
28:00 – SMB vs. Enterprise: When to Move Up-Market
31:00 – GTM Is Part of Your Product: The Future of End-to-End Sales Tech
35:00 – Final Thoughts & Parting Words
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