ABOUT THIS EPISODE
In this episode, Michael Falato breaks down a practical, measurable system for B2B pipeline growth—combining LinkedIn, email deliverability, intent signals, and thought-leadership roundtables. We cover where to start (prospecting your existing network), how to design outreach sequences that get replies, and how to “make it about them” so conversations turn into booked meetings.
Michael is the Founder & CEO of Full Throttle Falato Leads, a B2B demand-gen firm that builds repeatable, scalable top-of-funnel systems using multichannel outreach—email sequences, LinkedIn workflows, and thought-leadership roundtables. His programs emphasize deliverability and compliance, with capacity to run high-volume campaigns (e.g., up to ~20,000 emails/month and ~150 LinkedIn InMails/invites per day) when appropriate.
An Air Force veteran with 25+ years in enterprise sales, Michael has sold into brands such as the NFL, AT&T, Verizon, and Invesco, and he’s known for a metrics-driven approach that focuses on booked meetings and pipeline, not vanity metrics.
What you’ll learn:
- Prospecting vs. lead generation (and why order matters)
- A repeatable, scalable top-of-funnel using LinkedIn + email
- Copy that earns responses: “make it about them,” not you
- Safer LinkedIn automation (verification, limits, and risk management)
- Deliverability basics (SPF/DMARC considerations; Gmail/Yahoo limits)
- Sales Navigator filters for ICP targeting (headcount, company type, function, signals)
- Using intent data and event “anchors” to lift reply rates
- Roundtables/masterminds as one-to-many demand gen
- Discovery questions that open deals (“What brought you to the table?”)
- When video booking pages help—and when they don’t
The story continues on dubb.com.
