“I’m not dying for your cold email sins.”

In this episode, I speak with Jordan Crawford, founder of Blueprint and an advisor at Clay, who’s shaking up the world of B2B sales with a data-driven approach to outbound strategy. By day, Jordan helps revenue teams escape broken outreach models. By night (and probably early morning), he’s deep in the world of AI, segmentation, and scalable personalization.

Jordan shares why most outbound sales motions are fundamentally flawed, how AI is both the problem and the solution, and why the best revenue teams are ditching generic intent data in favor of highly specific insights. He also talks about why SDRs hold the real keys to better messaging, how “shiny object syndrome” is leading teams astray, and why being too broad is the fastest way to fail.

Timestamps:

(00:00) Intro

(02:22) Understanding the role of a Go-To-Market Engineer

(05:04) Challenges in modern marketing tools

(15:09) Crafting effective marketing messages

(19:15) The rise of shiny object syndrome in marketing

(20:08) Vertical SaaS - the key to effective outreach

(21:34) The importance of human insight in marketing

(28:03) Leveraging AI for targeted marketing campaigns

(32:28) Practical steps for implementing AI in marketing

Connect with my guest:

Jordan Crawford on LinkedIn: https://www.linkedin.com/in/jordancrawford

Explore Blueprint: https://blueprintgtm.com

Connect with me:

Kyle Lacy on LinkedIn: https://www.linkedin.com/in/kylelacy/

Explore Jellyfish: https://www.jellyfish.co
Produced by our partner, Share Your Genius: https://shareyourgenius.com/?utm_source=shownotes&utm_medium=pod&utm_campaign=rev-diaries

“Is my life easy? Absolutely not. But did I know what I was signing up for? 100%.”

In this episode, I speak with Elaine Zelby, Co-Founder and CRO of Tofu, an entrepreneur who thrives on speed, efficiency, and deep curiosity. By day, Elaine is building a company, and by night, she’s balancing family life, maker projects, and her relentless pursuit of learning.

Elaine shares how she ruthlessly prioritizes time while co-founding a startup, raising two kids, and supporting her husband’s solo founder journey—all while still making space for creativity. She opens up about her dream of creating an adult maker camp, her obsession with food and backpacking, and how she lived life at 3X speed (literally, when consuming content). She also dives into her early career pivots, why technical thinking is essential in any role, and how giving away her time for free built her career.

Timestamps:

(00:00) Intro

(02:17) Balancing motherhood and entrepreneurship

(03:16) Daily routine and time management

(06:14) Unplugging and hobbies

(08:16) Wood and metal crafting

(11:17) Newsletter and business ideas

(17:32) Foodie adventures and favorite spots

(20:44) Elaine gives career advice

Connect with my guest:

Elaine Zelby on LinkedIn: https://www.linkedin.com/in/elainezelby

Explore Tofu: https://www.tofuhq.com

Elaine’s “3 Things” Newsletter: https://zelby.substack.com/

Connect with me:

Kyle Lacy on LinkedIn: https://www.linkedin.com/in/kylelacy/

Explore Jellyfish: https://www.jellyfish.co

Produced by our partner, Share Your Genius: https://shareyourgenius.com/?utm_source=shownotes&utm_medium=pod&utm_campaign=rev-diaries

“No one has a perfect answer. You might as well just try something and see versus getting hung up on always doing things perfectly.”

In this episode, I speak with Natalie Marcotullio, Head of Growth and Operations at Navattic. From launching a laptop rental side hustle in college to leading growth at a high-speed startup, Natalie is no stranger to uncertainty, and she wouldn’t have it any other way.

Natalie shares how she keeps burnout at bay, sets boundaries in a fast-paced world, and why her parents (a Fortune 1000 exec and a kindergarten teacher) shaped her leadership style more than any job ever could. She also talks about her deep love for New York, why running the 800-meter race is pure torture, and the underrated power of just figuring it out.

Timestamps:

(00:00) Intro

(01:18) Managing stress and learning from family

(01:58) How to onboard new team members

(04:18) Balancing work and personal life

(05:28) The importance of physical fitness

(13:05) Natalie's entrepreneurial journey

(17:38) Love for New York and Italy

(21:43) Why startup marketing isn’t for everyone

Connect with my guest:

Natalie Marcotullio on LinkedIn: https://www.linkedin.com/in/natalie-marcotullio/

Explore Navattic: https://www.navattic.com/

Connect with me:

Kyle Lacy on LinkedIn: https://www.linkedin.com/in/kylelacy/

Explore Jellyfish: https://www.jellyfish.co

Produced by our partner, Share Your Genius: https://shareyourgenius.com/?utm_source=shownotes&utm_medium=pod&utm_campaign=rev-diaries