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You are sitting on a Goldmine
Every CRM has a graveyard.
Rows of Closed – Lost deals buried and forgotten.
This Halloween, we’re digging them back up.
In today’s episode of AI GTM WTF, I sat down with Jorge B. Macias, Founder of GTM Engineering Company, to talk about the hidden gold inside your closed-lost pipeline — and how AI, data hygiene, and smart systems can bring it back to life.
Jorge isn’t talking theory.
He builds GTM workflows for a living.
The kind that turn forgotten deals into fresh pipeline with nothing more than clean data, the right triggers, and a little AI resurrection magic.
“Everyone’s chasing new logos,” Jorge said.
“But your fastest path to revenue is the one you already lost.”
The Problem: The CRM Graveyard
Most teams treat “Closed Lost” as a permanent tombstone.
They move on to new prospects, leaving hundreds of half-won conversations untouched.
The cause isn’t bad intent — it’s bad design.
No one owns reactivation.
Reasons for loss are vague or missing.
Contacts churn and data decays.
Systems aren’t built to look back.
What you end up with is pipeline amnesia.
Every lost deal is a story half-told — and half-ready for a comeback.
The Shift: From Outbound to Rebound
Jorge’s approach flips traditional pipeline logic on its head.
Why chase strangers when you could revive believers?
Using Clay, LinkedIn Sales Navigator, and ChatGPT, his workflow identifies which old opportunities are quietly ready again.
The motion looks like this:
Pull all Closed – Lost opportunities from the last 6–12 months.
Enrich them with Clay — job changes, funding, product launches.
Segment by intent score using LinkedIn Sales Navigator filters.
Auto-draft context-rich messages with ChatGPT prompts.
Add a human pass for tone, empathy, and timing.
“Outbound is hunting,” Jorge said.
“Rebound is farming.
The land’s already fertile — you just stopped watering it.”
The Workflow: AI as the Archaeologist
AI isn’t there to replace the seller — it’s there to dig up forgotten context.
Here’s the loop Jorge shared live on the show:
Define resurrection rules — how old, what persona, what signal.
Refresh records in Clay to get current contacts.
Feed updates into ChatGPT for re-engagement copy.
Review manually and send.
Track results and close the loop back into CRM.
It’s a cycle that compounds.
Each run makes the system sharper — and the database cleaner.
⚙️ Resource Drop: Jorge’s Clay Table Template
We’re making this real.
Jorge shared his exact Clay table so you can clone the workflow and start reactivating your own Closed – Lost deals today.
📂 Clay Template:
What’s inside:
Dynamic filters for deal age, loss reason, and persona type.
Pre-built enrichment flows pulling in LinkedIn, Apollo, and website signals.
Integrated prompt columns for AI-generated re-engagement copy via ChatGPT.
Output tracking tabs for open rates, replies, and revived opportunities.
How to use it:
Clone the table.
Connect your CRM or CSV export.
Refresh enrichment columns.
Review AI-generated messages before sending.
💡 In 30 minutes, you’ll see which of your “dead” deals are actually ready to rise.
Mindset Shift
Closed Lost isn’t the end of the deal.
It’s just a pause in the story.
“A lost deal just means it wasn’t ready,” Jorge said.
“Your job is to notice when it is.”
This requires new habits:
Audit loss reasons monthly.
Enrich contacts continuously.
Automate the trigger, not the empathy.
The best GTM teams in 2025 will think like archivists —
curating, not chasing.
AI GTM WTF POV
AI won’t save bad process — it will expose it.
The future of GTM isn’t more noise; it’s smarter recall.
Watch the full conversation with Jorge and past operators-
🎧 Listen on Spotify
📺 Watch on YouTube
💌 Subscribe to newsletter.nevara.ai
No AI SDR fairytales.
Just the future of GTM.
— Rahul 👋
AI GTM WTF isn’t here to celebrate the hype cycle. We’re here to arm you with what actually moves revenue.
If this hit, forward it to one operator who’s drowning in “AI strategy” decks and needs the signal, not the noise.
No AI SDR fairytales. Just the future of GTM.
Sincerely,
Rahul 👋