Most sellers treat a website visit as a buying signal. Keegan Otter says that's the first mistake. In this episode, Meredith Chandler talks with Keegan Otter about what it actually takes to build a GTM motion that converts warm leads, not just collects them. They cover why intent data puts you at the start line, not the finish line, and what most teams get wrong when they try to act on it too fast.

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The conversation moves into how Keegan approaches GTM builds in 2026 vs. 2019, why he invented the PTP framework (Process, Technology, People), what live intent data changes about warm calling, and where AI is creating chaos inside sales orgs that aren't managing it with structure. Aligned sponsors this episode.

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👤 Guest Bio

Keegan Otter is the Software Cowboy: President of WarmLegency and CRO at Warmly, an AI-powered pipeline acceleration platform that identifies and acts on high-intent website visitors in real time. He joined Warmly in May 2023 as the founding revenue leader and has scaled the company from an unfinished product to crossing $8M ARR. Before Warmly, Keegan held sales leadership roles at Outreach.io, Sendlane, and Postscript, and was recognized by Outreach co-founder Manny Medina as one of the top SDRs on the floor.

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📌 What We Cover

  • Why seeing who's on your website and knowing they're ready to buy are two completely different things, and what to do with the difference
  • How Warmly killed every direct CTA in their outbound email, replaced them with educational content, and watched click rates go from 2% to 14-18%
  • Live intent vs. lagging intent: the grocery store analogy that explains why timing changes everything about warm calling
  • The PTP framework (Process, Technology, People) and why building in the wrong order costs you headcount you didn't need to hire
  • What Keegan does first when dropped into a company that's still running pure cold outbound in 2026
  • Why AI projects inside your sales org need a PM, dedicated timeslots, and the 10% project rule
  • The outreach tactics that actually earned meetings (a personalized putting green) and the ones Keegan wants to see die (Venmo payments, unannounced calendar invites)
  • How Keegan applies the same GTM framework to his bootstrapped window screen business in Phoenix


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🔗 Resources Mentioned

  • Warmly - AI pipeline acceleration platform, Keegan's company
  • Aligned - AI deal workspace for enterprise sales


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