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Most sales advice sounds great until you ask the person giving it to show you their own pipeline.
I coach SDRs, AEs, and sales leaders for a living, and that question keeps me honest. If my own prospecting is sloppy, nothing I say in a coaching session carries weight.
So this is a look at how I actually run things: the platform I prospect with every weekday, the workflow I recently discovered that lets me run it straight from ChatGPT, and what the people behind the product add to all of it.
No theory. Just what I do, what I teach, and what I would tell you to copy.
How I went from Amplemarket user to partner/advisor
I started using Amplemarket as a paying customer in December 2025, and it was my experience with the platform and the Amplemarket team that led me to become a partner/advisor.
I am on the platform every weekday. It is where I build my ICP, research accounts, and run my outreach, so I see the good parts and the parts still being improved.
What made it stick was consolidation.
Instead of stitching together a data tool, an enrichment tool, a sequencer, and a deliverability checker, it sits in one place: a native B2B contact database, buying signals, multichannel engagement, and deliverability tooling, with Amplemarket's Duo Copilot layered on top for research and personalisation.
The productivity gain is not magic: it is fewer tabs, fewer exports, and less time lost in the gaps between tools.
For a one-person operation like mine, that is the difference between prospecting consistently and prospecting when I get around to it.
By February 2026, I was already recommending the platform to the salespeople I coach, so becoming a partner/advisor just made official something I was doing anyway.
How I run Amplemarket from ChatGPT with MCP
Recently I discovered something that changed how I work, and I recorded the first time I tried it, because I knew the reps I coach would ask about it. You can watch that first run here.
I connected Amplemarket to ChatGPT and described my ICP in plain language. It came back with a recommendation I would give a client myself: narrow to UK and London HQ companies, 11 to 500 employees, software and technology only, and exclude the generic titles that never convert.
Then it searched Amplemarket's database and found 553 matching people: London-based revenue leaders with titles like Head of Sales, Head of Sales Development, Head of SDR, and SDR Manager.
That is when I asked, word for word:
"Ok, let's test this out. Can you help me get the best pick? And I would like to create a list in Amplemarket. Also, what would be a really good hook in that first prospecting email?"
It refined the selection first, prioritising companies with real SDR or sales leadership relevance and a likely coaching fit, and built a small, curated list rather than dumping all 553 leads in.
That restraint is the whole point, as a bloated list is where good outreach goes to die.
I also asked for the business problems I should listen for before a discovery.
It flagged exactly the pains a coach wants to hear: messaging consistency across regions, quality versus activity, managers who need to coach the coaches, and new-hire ramp.
If you want to steal something from that session, these are the prompt patterns that translate directly, whether you are a coach, a consultant, or a rep:
- "Find me UK SaaS companies with 20 to 200 employees hiring SDRs or BDRs."
- "Find Heads of Sales or Sales Development leaders in London at B2B SaaS companies."
- "Build me a lead list around [your specific buyer]."
- "Research this company before I reply to them."
- "Find RevOps or Enablement leaders who may care about SDR performance."
If you want to go deeper on a workflow like this, Jonathan Molina, AE at Deel, wrote a step-by-step guide to building a lead sourcing agent with Claude and Amplemarket MCP.
What separates salespeople who succeed from those who stall?
I coach other salespeople, so I get asked this a lot: what separates the reps who hit their numbers from the ones who grind and stall?
The honest answer is that it is rarely effort.
It is targeting, timing, and consistency.
Reach the right accounts, catch them at the right moment, and keep showing up long enough for it to compound.
The reps who struggle are usually busy, not precise. They spray the same message to a huge list and hope.
The ones who win pick a tight ICP, wait for a real trigger, personalise the first line, and follow up without dropping off after touch two. Amplemarket's own team has written about this pattern in depth, from why reps miss quota to quality versus quantity in sales, and my coaching experience matches their data.
When I coach, I tell people to master the fundamentals first and let the software amplify them. João Silva, from Amplemarket's own BD team, said it best: "AI is an amplifier. It can amplify a good system, and it can expose a bad one." The seller still has to do the thinking; the platform just makes doing it every day realistic.
The same rules apply to me. A sales coach who cannot prospect is a bad advertisement for coaching.
How I find coaching clients with Amplemarket
My ICP is specific: companies with growing SDR and sales teams that care enough about quality to invest in coaching.
That specificity is exactly what makes an AI sales platform useful.
Amplemarket's full guide to building a sustainable sales pipeline covers the step-by-step. What I can add is what it looks like in practice for a one-person operation.
- I start with a tight ICP rather than a big list, because a smaller, sharper list beats volume every time.
- Then I let buying signals handle timing: SDR hiring, new sales leaders, team growth, and other triggers that tell me when a company is likely to invest in its sellers, not just which companies exist.
If you want the deeper theory behind that, signal-based selling is the best explanation I have read.
- From there, it is personalisation and multichannel follow-up across email and social, with domain health running in the background.
A pipeline built on emails that never reach the inbox is a spreadsheet, not a pipeline; Amplemarket's deliverability guide goes deep on how to protect that foundation.
Over the last eight months, I’ve worked through more than 1,300 leads and 1,100 accounts in Amplemarket, achieving a 64% email open rate and a 4.9% reply rate.
How Amplemarket shows up in my coaching
When I coach SDRs, many are either new to sequences and cadences or have only been exposed to one basic way of prospecting.
Amplemarket helps me make that practical. I can show them examples from my own workflow and explain why booking meetings is rarely about a single perfect email or a magic template.
It is usually about building a proper multichannel approach across email, cold calling, video messaging, social, DMs, and follow-up.
It also helps me show reps that different personas need different approaches. The way you go after a founder is different from the way you go after a VP of Sales, a RevOps leader, an SDR manager, or a marketing leader.
So the platform becomes a teaching tool: a way to show reps how to think about account-based prospecting, persona-based messaging, and different sequences for different types of leads, with real examples instead of theory.
What I teach reps about prospecting with AI
The main thing I teach is that AI should not just be used to send more messages. It should be used to think better before prospecting.
A lot of reps use AI to write faster, but they do not use it to think more clearly about who they are targeting, why that person is relevant, what trigger matters, or what problem they might care about.
For me, the best use of AI in prospecting is helping reps ask better questions before they write the message:
- Why this account?
- Why this person?
- Why now?
- What do I know that makes this relevant?
- What would make this message feel specific instead of generic?
That is why the Amplemarket MCP workflow is interesting to me: it connects the thinking side with the prospecting data.
Do not use AI just to do more prospecting. Use AI to make better decisions before you prospect.
What patterns do I see across SDR teams?
The most common one is over-reliance on one or two pre-made templates.
Sometimes an entire team runs one sequence for every type of lead, regardless of persona, seniority, company size, or buying trigger. That creates generic outreach.
I also see reps fall into two opposite problems:
- Some move too quickly and do not do enough research before reaching out.
- Others spend so much time researching accounts and personalising every message that the workflow becomes impossible to repeat.
The challenge is balance: enough research to be relevant, enough structure to be consistent, enough personalisation to sound human, and not so much manual work that the rep loses momentum.
That is where AI and a platform like Amplemarket help when used properly. The structure and data live in the system, so the rep's energy goes into relevance and judgment instead of admin.
The people behind the platform make me better at using it
How good you get with a platform depends a lot on who is around you while you learn it.
Ana Ribeiro, Amplemarket's Partnerships Manager, is my go-to product expert; every session with her makes me a sharper user and, honestly, a sharper coach.
Débora Oliveira, Amplemarket's Marketing Specialist, helps me communicate what I do and puts me in front of an audience I would not reach alone, including collaborations like this one.
And through Débora, I met Roy J. Shin, SDR at Amplemarket, who joined me for an upcoming episode of The SDR DiscoCall Podcast.
The product gives me leverage, but the people compound it.
You can explore the platform and learn how the Amplemarket Partner Program works. Keep an eye out for Roy's episode of The SDR DiscoCall Podcast, releasing in the coming weeks.
Further reading
If you want to go deeper on the topics in this piece, these are the resources I would start with:
