Sales Pipeline: 18 Months of Zero Deals Then 35 Meetings

Episode notes

Egidijus Pilypas spent 18 months burning cash on outreach and didn't close a single deal. Every cold call, cold email, and RFP response failed because by the time Exacaster entered the buying process, competitors had already built trust. Founders will hear how he transformed a dead sales pipeline into 35 booked meetings at a single conference. Egidijus reveals how a niche podcast for just 1,300 potential customers became his most powerful tool for building a pipeline, why co-authoring an industry book with 30+ non-client contributors established authority that B2B SaaS sales cold outreach never could, and the shift from 1-2 person pitches to 20-person teams that turned losing every RFP into winning consistently. Exacaster is a bootstrapped $7M+ ARR SaaS company helping subscription-based businesses grow revenue through machine learning. They serve customers in nearly 20 countries with close to 100 team members - all built through trust-first sales pipeline development.