Brian LaMannaAE @ Gong | Closed Won 🦙 | 7x President’s Club

500K prospecting plays #prospecting #sales #saas

1 Jul 2026 · 2 min

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2:10

In this video Brian LaManna shares three concrete outbound prospecting plays that together generated over $500,000 in pipeline and secured three of his top‑10 SaaS accounts in a single quarter. The first play involved joining a target’s earnings call, using ChatGPT to extract a second‑half priority from the transcript, and then emailing the CRO with a direct quote from the CEO, which secured a meeting on the first outreach. The second play centered on deep research into an account executive’s north‑star goals and personal interests; LaManna sent a custom $40 soccer jersey emblazoned with the company’s $1 billion revenue target, leveraging the exec’s youth‑soccer coaching hobby, and followed up with a detailed email on the two key challenges, again booking a meeting immediately. The third play used an enablement‑focused prospect who was already consuming LaManna’s content; he offered a no‑strings‑attached one‑on‑one session, earned the prospect’s trust, and was then introduced to higher‑level decision makers, leading to a meeting after a concise, insight‑driven email. LaManna distills three overarching lessons: (1) tier your prospect list and focus research on top accounts; (2) do the groundwork before contacting senior stakeholders, including stealth research and engaging lower‑level contacts; and (3) go above and beyond for high‑value targets, as the ROI justifies the effort. He directs viewers to closedone.xyz for additional creative outbound resources.

Chapters

I landed 3 of my top 10 accounts in one quarter last year, sourcing over $500,000 in pipeline. Here are the exact plays I ran with each. First one, I joined part of their earnings call. I then ran the transcript through ChatGPT afterwards, and I found a specific company-level priority for second half that we directly aligned with. So I reached out to the CRO directly, connecting those dots and quoting the CEO directly as a part of that earnings call. I got a response on the first email, meeting booked. Number 2, I connected with an account executive and I learned a few of their north star priorities. Their internal goals hit $1 billion in revenue by end of year, but 2 major problems they had. So I sent an exec a gift with a soccer jersey that said $1 billion as the number and their company logo on it. Cost $40 on Etsy to do a customized, and I did this because I found out he coaches youth soccer. Once it arrived, I emailed him with my entire point of view around those two challenges. Response on the first email, meeting booked. Number 3, someone in enablement was checking out our content, so I sent her a DM with more resources. I offered to connect one-to-one for her to learn more with no expectations of an evaluation. She took me up on it. We met, she was impressed, and she shared even more what was top of mind. Now she knew she was not the end decision maker, but she encouraged me to reach out to the higher-ups directly. I used what I learned in a specific quick pointed email to the head of enablement. Response on the first email, meeting booked. So the lessons here. Number 1, this all starts with tiering your book and knowing which accounts are your best. Most of these days, that was the only account that I focused on. Maybe an hour of research to come in with a break-in plan. Number 2, to me, that means putting in the work before you reach out to the best person. That could be stealthily researching online, connecting with someone below the power line, or even talking with an AE and SDR. Number 3, it's worth going above and beyond for your absolute best accounts. In my experience, you'll never regret it. For more resources on different creative outbound plays, check out closedone.xyz. Let's get it.