Ryan and Jamie unpack the exact plays that took Rocket SaaS from ~8 SQLs a month to 20+, adding £1.2m in ARR-qualified pipeline every month. They cover why self-reported attribution beats last-touch, how a verified account list in Clay transformed LinkedIn performance, when to push product messaging into cold audiences, and why upping content quality (studio podcast clips, personal brand posts) made every channel work harder. They also share the Google Ads reset that turned ~£2k into £240k pipeline (and £120k closed), plus the simple breakfast event that generated £180k on its own.

Takeaways

Add “How did you hear about us?” as free text — it guides budget better than last-touch
Build a verified account list (e.g. Clay) and upload to LinkedIn to cut targeting waste
Watch leading metrics (CTR, dwell, engagement) — they jumped once targeting improved
Test product/offer creatives in cold alongside TOF content — some buyers are ready now
Refresh creatives frequently; variety + clear offers lift volume and quality
Invest in content quality (studio podcast clips) and boost with Thought Leader Ads
Post personal brand BOFU updates ~every 2 weeks; amplify with ads to ICP lists
Run exact-match Google Ads first; align ads/landing pages, then scale carefully
Small, scrappy in-person events (e.g. breakfast) can unlock chunky pipeline
Don’t chase hacks — strong messaging + consistent content + smart ads win over time

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Check out Ryan’s agency, Rocket SaaS, here: https://rocket-saas.io/

Send podcast guest pitches to: info@rocket-saas.io

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