How JTBD plus Linkedin visibility created Founder-Led Pipeline (Recording Available)
▶️ Recording is available. Register for the event, then scroll down to get the replay 👇
John Gusiff is Founder, Customer Centric Solutions. His work in Jobs-to-be-Done research shows how customer progress informs the moments that actually matter in B2B.
In this session, John and Oleg (founder of Extrovert) break down how JTBD plus LinkedIn visibility create founder-led pipeline.
The framing: cold outbound is losing power. The buying journey starts long before a reply. JTBD research surfaces the moments when your ICP is actually struggling, and LinkedIn is where you show up before a competitor does.
Part 1. The 5 research-informed founder-led sales decisions: John walks through how JTBD reshapes what to post, who to engage with, what to comment on, what DM to send, and what conversation to start.
Part 2. How Extrovert operationalizes it: Oleg shows how the system runs as a daily workflow. Surfacing the right posts to engage with, the right people to start conversations with, the right DMs to send.
What the session covers:
The 5 sales decisions JTBD research changes (and how to make each one)
The hidden buying journey that happens before a reply
How to spot struggling-moments inside your ICP's LinkedIn activity
What to post when timing matters more than targeting
Who to engage, what to comment, what DM to send
A ClickUp-style case study using synthetic JTBD research
Live: how Extrovert runs this as a daily workflow
Who it's for:
Founders running their own sales who are done with cold outbound
Lean GTM teams running ABM without SDRs
Operators selling high-ticket B2B with long cycles
Recording is available. Register for the event and scroll down to get the replay 👇