Arnaud Renoux

Co-founder @Scalelist

Co-Founder

All infos are just one click away: www.thescalelab.com

The Scalelab is a Lead Acquisition Agency and Consulting firm helping companies to make the first best impressions in front of their prospects by using cold email and cold LinkedIn messages.

🚀 Interested?

Only 1/3 of sales reps still cold call to build their sales pipeline.
I understand why.

- Cold call is uncomfortable. 
- You can’t edit your words. 
- You can’t hide behind an inbox or a social media platform

It’s just you and the prospect trying to start a real conversation

When I was doing 150 dials a day, I improved faster in 3 months than in 1 year sending cold emails with any automation.

Also,

After constantly hearing the same objections, 

- You start recognizing patterns. 
- You stop taking rejection personally 
- You start testing approaches

Some works; Others don’t

You just adapt.

Cold call is a real life exercise. You try, you learn, you adapt.
Cold calling isn’t magic.

It’s exposure.

And because most reps avoid that discomfort, the few who lean into it build a real edge.

Not because they’re better.

Because they’re willing to stay uncomfortable longer.

Help B2B Sales teams find the best email addresses and mobile numbers worldwide.

3 days ago, someone sent this to our support team: “How do I cancel my free trial m*ther f*cker” (yeah… 2026 is intense already 😅 )

Chris from our team replied right away.

He said two things clearly:
- don’t speak to our team like that,
- and your account will not be charged at the end of the trial unless you upgrade.

(the prospect didn’t even take 1.5 sec to read what they were signing up for lol)

A bit later, the person apologized. He said he thought it was an AI chat.

That part almost makes it worse.

People tend to forget that they are humans behind the tools/AI we used.

If you talk trash to your LLM in your corner. That’s your problem.

But they are obviously people behind the customer support of a data company like Scalelist.

Be respectful to support teams. They exist to “support” you.

I’d rather lose customers than teach my team that disrespect is part of the job.

Next time you think: “I don’t have time to cold call”
I had a 45 min after lunch today (Friday) 
Made 11 calls, booked 2 meetings.

lol,

Maybe I got a bit lucky,
But,

It just shows that there’s no rule,

I call and that’s it.

- I get great mobile numbers in APAC (but not only) using Scalelist
- I call on WhatsApp (free)
- I grow my pipeline 1 day after another.

Have a good weekend, I’m off

Want 25–35% pickup rates on cold calls in APAC?

Do this:

- Stop calling like everyone else.
- Call prospects on WhatsApp.

Get more people to pick up.

That’s it.

In APAC, many prospects are simply easier to reach on WhatsApp than through standard calling routes.

So no, cold calling is not dead.

You’re just calling on the wrong channel.

PS: 25-35% pickup rates isn’t a random number, this is what I get when doing cold call.

The first 5 sec of a cold call decide whether the chat continues or dies.
Since 2015, I’ve opened every cold call with the same line.
(And yes — it still works in March 2026.) 👇 


Script:

- Prospect: “Allo?”
- Me: “John?” (or whatever your prospect’s first name is)
- Prospect: “Yes.”
- Me: “This is Arnaud from Scalelist, how are you doing?”

That’s it. Simple. Human. Natural.

From there, the replies are almost always one of these:

- “Arnaud from where?”
- “Good, and you?”
- “What is this regarding?”
- “Scale—what?”
- “Is this a cold call?”

And so on…

The secret? Repetition. You don’t get better at handling these without hearing them again and again. (I’ll break that down in another post.)

But if you want to boost your results right now:

1- Get mobile numbers from Scalelist.
2- Call on WhatsApp. People pick up more often there.
3- Smile. (Yes, they hear it in your voice.)
4- Be confident.
5- If they hang up, keep smiling. Then dial again.

Cold calling isn’t dead.

It just requires consistency, confidence, and the right opener.

PS: Show you an example of how I use that script into the video below 👇

I built a Cold Calling Skills Pack for Claude.

Inside, you’ll find:

- absolutely nothing
- because Claude is not picking up the phone
- and because cold calling still works better when an actual human does it

If you’ve been saying “cold calling is dead” but you’re not fully sure you believe yourself,

Tomorrow, I’m hosting a webinar with my friend Tomas Blatak from Leadspicker to talk about:

- what still works on cold calls
- what kills a call in 5 seconds
- how to sound human
- how to handle objections better
- how to get more meetings booked
- and why cold calling is not dead, just badly done by most people

If you want the “skills”:

1) Connect with me
2) Comment “SKILLS”
3) Or just show up to the webinar like a normal person

See you tomorrow.

PS: The link to attend the webinar is in the comments. 🙂

Before blaming the sales rep, check if you don’t have a “this phone number belongs to a guy who left the company 14 months ago” problem.

Because some teams really look at a dead pipeline and think:

“Maybe Josh needs more energy.”

No.

Maybe Josh is calling a number that now belongs to a dentist in Kuala Lumpur.

The rep is doing the job:

- 100 calls a day.
- Sequences live.
- Follow-ups done.

Meanwhile the data was assembled by hope, outdated exports, and one provider having a spiritual connection with accuracy.

Then everyone acts surprised when conversion is bad.

Some sales problems are rep problems.

A lot of them are just:
- wrong person,
- wrong number,

You can’t out-perform garbage inputs.

PS: if you want great phone numbers with a worldwide coverage (with an APAC focus); Check out Scalelist

If you sell in APAC, you already know that cold calling is a big acquisition channel. Your mobile numbers coverage can’t suck. This is my thought after 11 years doing sales in APAC:

Prospect data is less structured more fragmented in APAC

Last week, we ran a simple test to compare Scalelist to others:

We took 100 CEOs in the Software Development industry with 51–200 employees located in every past of APAC

Our goal was to test our mobile coverage:

This is what we got:

- Scalelist — 95/100 
- SmartE — 91/100 
- Datagma — 81/100 
- Wiza — 74/100 
- Prospeo — 61/100 
- Firmable — 12/100 
- Forager — 8/100

This isn’t a “we’re the best” post.

Most providers are extremely strong in the US and Europe and in other specific countries

But APAC exposes gaps.

If this region is part of your pipeline, don’t rely on global averages.

PS: Check out Scalelist

Today at 12:07 pm, one of the biggest cold calling agencies in the world reached out. With their current APAC mobile data, their reps can't do 10 connects/day.

Their current setup:

- ~10 reps in the region (across APAC)
- Each rep does ~ 80 to 100 dials a day (~ 400 a week.) 
- And still, getting to 10 connects a day is a grind.

They target enterprise accounts in:
- finance,
- healthcare,
- manufacturing.

They already use:
- Lusha,
- ZoomInfo,
- Firmable,
etc... 

And yet, APAC is still a weak spot. That is the part many teams miss.
 
When connect rates are bad, people often blame effort.
Not enough calls. Not enough reps. Not enough volume.

But sometimes the issue is much simpler: the numbers are just not good enough for the region.

APAC is where that shows up fast.

A provider can look great on paper: 
- Strong in the US.
- Strong in Europe.
- Solid global average.

And still underperform badly in APAC.

Your reps feel that every day: In lower connect rates, wasted dials, and slower pipeline.

That is why we will start a test with this agency this week.

Also, it lines up with a benchmark we ran last week across APAC with:

100 CEOs in the Software Development (51–200 employees) in 6 to 7 APAC countries

Goal: test mobile number coverage.

Results:

- Scalelist — 95/100
- SmartE — 91/100
- Datagma — 81/100
- Wiza — 74/100
- Prospeo — 61/100
- Firmable — 12/100
- Forager — 8/100

This is not a “we’re the best” post.

Most providers are extremely strong in the US and Europe and in other specific countries

But APAC exposes gaps fast.

So if APAC matters for your outbound, do not buy based on global averages.

Test for the region you actually call.

PS: Check out Scalelist if you want to improve your mobile number coverage in APAC

That cold calling feeling when someone who has no idea who you are but decides after 90 sec that you're worth more of their time. 
It never gets old. 

I have been doing cold calling for 12 years. 

I don't cold call every day. Not even every month. 

But I picked up the phone last week and it was still there. 

Exactly the same feeling as day one. 

And I realized something. 

The people who are really good at this aren't just good at selling. 

They're addicted to that specific moment. 

When you hit a complete stranger with: 
- the right ton of voice 
- the right emotions 
- the right words 
- the right question 
- the right smile 

All of that in 90 sec; to get more of their time. 

That's the hit. 

That's what keeps you dialing. 

I know it keeps me coming back.

Build Your B2B Content Strategy with my Course

In 2022, I bootstrapped an agency to $1M in 14 months, and sold it in 2023. During this time, I went from 'growth marketer' to 'content marketer' for 1 simple reason: 

B2B buyers educate themselves with content before buying.

- They prefer to discover you with a LinkedIn post
- Then watch a 10-min youtube explaining your POV
- Or reading a newsletter about an in-depth case study

That's how they buy, and you need to adapt.

So you need to create content but the goal is not to become a pop star.

You don't want to follow this weird model where you publish 'engaging stories' and then 'funnel down' people to middle of funnel content.

What you want is to position yourself and your business as an industry authority.

That's why I created the authority-first framework.

To help B2B businesses create content that attract buyers.

- Check out our website here: contentpath.co
- Or you can DM me directly to start working together.

Pierre Herubel

B2B and B2C marketing have one BIG difference:

(Yet many marketers think they're "similar")

The buying decision process is completely different.

In B2B:

- Multiple stakeholders with different roles and objectives.
- They collaborate in a shared "buying project";
- To purchase a solution that will drive ROI.

In B2C:

- One buyer or a small group of relatives;
- Aligned around a single decision.
- So they can decide faster.

As a result, the entire marketing job is different:

- The audience you target
- The message you share
- The content you create
- And how you distribute it

So you're either a B2B marketer, or a B2C marketer.

That said, there are of course common foundations:

- The need for targeting, value proposition, and messaging.
- The importance of a clear market positioning and brand.
- The mandatory social proof, trust, and external reviews.

And in the latest years, we've seen B2B getting closer to B2C;

- Rise of social media and communities as decision hubs;
- More room to influencer marketing and thought leadership;
- And the line between B2B and B2C is fading for solopreneurs.

What other similarities do you see between B2B and B2C marketing?

I help B2B businesses get clients with content

This question will shape your B2B strategy in 2026:

(It impacts your offer, hires, and budget)

"Do you want to build a marketing-led or a sales-led system?"

Here's the difference:

1/Marketing-led 

The efforts are mainly on marketing actions (content, ads, emails...). So you need an offer that is easier to sell and requires fewer 1:1 conversations. 

You maximize the volume of interactions with your ICP and create a frictionless first sale. It's ideal if you target SMEs, midmarket and sell an MRR offer.

2/Sales-led

The efforts are mainly on sales actions (BDR, proposals, calls...). You spend a lot of time in 1:1 conversations but have a high-ticket offer that makes this profitable. 

You maximize the $ACV and $LTV of each deal but spend a lot of time in actions that "don't scale". It's ideal if you target upmarket and enterprises (or if you're in a vertical niche).

So the answer to this question is crucial.

It impacts everything else:

- Your offer: do you want a frictionless MRR offer or a high-ticket offer that requires long sales cycles?

- Your ICP: do you prefer to target midmarket or enterprises? (to be exact, your ICP affects the decision and you can later expand to another ICP with a secondary motion)

- Your day-to-day: do you want to spend your time optimizing 1:1 sales conversations or 1:many marketing actions?

- It also impacts your hires (sales or marketers?), your budget, your energy, your agenda...

I chose a marketing-led approach for my business.

It fits my personality and my skills as a founder.

We still do sales calls, but the heavy lifting is done by content and marketing.

Many founders confuse marketing strategy with tactics:

- They think "running ads" is a strategy;
- They think "posting daily" is a strategy;
- They think "doing webinars" is a strategy.

Because of this confusion, they don't have a high level plan.

- Who are we helping;
- For what problem;
- How we solve it differently;
- And what do we say.

As a result, they lack focus and direction.

- "Let's try this new channel!"
- "I read about a new automation hack!"
- "We don't want to miss this opportunity"

And it puts the business into a reactive posture:

No clear direction → Something external happens → We react to it → We try a new tactic → Intensify the lack of direction

To get out of this reactive marketing loop, you need to:

Distinguish strategy from tactics.

1. Strategy comes first: It's the high-level plan that guides how to achieve revenue goals.

2. Tactics come second: It's the specific actions and methods used to execute the strategy.

And don't forget the feedback loop between them.

Tactics' results always inform the strategic decisions.

Follow me Pierre Herubel for daily marketing tips.

Biggest mistake I see in B2B revenue strategy:

(Read this to increase your revenue in 2026)

Focusing only on adding new qualified opportunities to the pipeline...

...when the sales and upsell systems are inefficient.

Let's call it the "pierced basket syndrome".

Here's what happens:

1. You get leads through marketing and SDRs actions (content, ads, outbound...)

2. But the sales system is not efficient (low closing rate and low initial contract value)

3. And the upsell system is not efficient or nonexistent (low number of upsells and customer lifetime value is not maximized)

As a result, the business is leaking potential revenue.

That's a pierced basket.

Now, here's how to fix the leak.

1. Acknowledge these 2 rules of sales

- Rule 1: It's easier to close a qualified prospect you're already in conversation with than to find a new one from scratch.

- Rule 2: You're far more likely to make a repeat sale with an existing client than with a stranger.

2. Activate more levers than "let's get more leads"

Across marketing, sales, and upsells, you can:

- Increase the quality of opportunities (e.g. go upmarket)
- Increase your show up rate, and closing rate
- Increase your sales velocity (how fast you close)
- Increase the initial average contract value ($iACV)
- Increase the contract duration (e.g. 1 month to 6 months)
- Increase the number of upsells and cross sells
- Increase the number of clients that become ambassadors

Easier said than done, but at least it's diversified.

So the business is not stuck on "getting more leads".

3. Focus on upsells so you can reinvest in marketing

Upsells are a great lever to grow revenue.

The reasons are obvious once you think about it:

- Reason 1: No marketing spend needed as the prospect is already your client.

- Reason 2: Upsells accelerate your CAC payback (you recover acquisition costs faster)

- Reason 3: Because there's no acquisition cost on existing customers, you free up budget to reinvest in marketing.

**

That said, the volume of opportunities is also important:

- You need volume to test and iterate to reinforce the system
- At some point, you need volume to hit the target

But the point stands: it's not the only lever available.

CEO: "We need to align marketing and sales."

Me: "The 1st step is to delete this misconception:"

Marketing stops when the sales process starts.

Here's how that mistake usually goes:

- Marketing is here for awareness and leadgen;
- When those 2 boxes are ticked, it's finished;
- "Ok we sent you a lead, we've done our job!"
- Then it's time for the sales team to shine!

This "funnel" looks like the perfect handoff in theory.

But from the buyer perspective it's the same brand and the same journey.

They don't instantly forget the ads, social content, and videos when they start speaking with your sales team.

Marketing still largely impacts the buying decision during the sales process for 2 reasons:

1. The marketing messages anchored them

They come into the sales process with beliefs and feelings they got from your marketing actions. The messages and insights you shared before have an impact on the sales conversations (objections, objectives, questions).

2. They still see your marketing actions during the sales phase

While talking to your sales team, your prospects keep seeing your posts, videos, emails, or case studies on your website. These actions have a new impact on their decision (it can reinforce a positive feeling or the contrary).

That's why you need to do this:

- Make sure you share the exact same messages across marketing and sales for a coherent journey.

- Don't alternate intense marketing seasons with low marketing seasons. Instead, run evergreen marketing with consistency.

And remember:

For buyers, it's the same brand and the same journey.

There is a weird thing about marketing.

From outside it looks simple, but when you zoom in:

- You need to understand human psychology
- You need to nail foundations like the messaging
- You need patience but also urgency to bring results
- You need to think like an engineer with experimentation

Or, well, all of this could be skipped, but...

... the marketing would not work.

And that's the main point here.

It's extremely easy and fast to do marketing that doesn't bring results.

- Just write a bunch of words that sound cool
- Spend some money on ads to "get leads"

But when you're really involved and try to get results.

It takes knowledge, time, practice, efforts, trials, and patience.

The best way to procrastinate on marketing is this:

- Create a website with 15 pages and 5 offers
- Multiply taglines to fit the 4 different ICPs
- Spend 90% of the time updating the "funnel"

This is a lot of work and it leaves only 10% left to create audience traffic.

So the problem is twofold here:

1. The funnel gets too complex so visitors have decision paralysis: they don't know what to do next.

2. The marketer in charge doesn't have enough time to create content, run ads, send DMs and emails.

But I have good news.

The solution to this problem is simple:

Reverse completely the time allocation.

1. Create a simple website with 1 offer for 1 ICP so it is clear and easy to maintain. Once properly set up, this represents 10% of your time.

2. Spend 90% of the time on generating awareness, authority, and traffic (mainly from content).

This way, your audience sees your content (or ads and emails), visits your simple website, and clicks on the unique CTA. Then, during the sales process, you can sell a clear offer.

That's how you build a solid marketing function.

I've used 3 B2B growth models:

1. The lead generation waterfall model

Publish SEO articles → Host whitepapers → Get leads → Send sequences

2. The growth marketing model

Experiment cold emails → Get leads → Experiment other channels

3. The social-first model

Publish content → Identify intent → Social selling

They were all interesting and efficient.

But in 2026, I now advise to run a "social-first" growth model:

- Publish content across personal brands
- Transform your brand into a media
- Analyze intent to prioritize outbound
- Use AI for all the technical systems

It's clearly a great model now.

- The customer acquisition cost (CAC) is low
- Intent-based outbound increases response rate
- Content contributes to both brand awareness and pipeline

Now of course you can still use some elements of the past models:

- A whitepaper and a webinar can be great
- Growth marketing sprints unlock new channels
- Outbound sequences work well (if signal-based)

And above all, you still need to nail ICP, positioning, messaging.

The model is evolving, but the foundations remain.

I've been doing marketing for 10 years.

These 9 concepts made me a better marketer:

9 Marketing Concepts to know in 2026

I answer the 7 questions I get most about positioning:

(Full positioning masterclass for 2026)

1. How important is positioning?

- When starting, choosing your desired positioning is crucial as it will impact the rest of your marketing and content strategy.

- Forging a positive perceived positioning (how the market perceives you) is a crucial goal of marketing.

So positioning is really a 10/10 in terms of importance.

2. Is positioning different from messaging?

Positioning and messaging are 2 sides of the same coin: if you don't deploy your messages across channels consistently, your positioning stays in your strategy deck.

3. What are the steps of a positioning process?

As shown in the infographic attached:

- Decide how you want to be perceived
- Explain how you will achieve this objective
- Write your messaging strategy
- Deploy messages across brand touchpoints
- Repeat with coherence and consistency
- Your audience shapes their own perception of your brand

4. Who is in charge of positioning?

- It's primarily a shared function between founders (business strategy) and marketing (marketing strategy)

- It's secondarily a responsibility of client-facing teams to respect the positioning (example: sales should follow the core messages)

5. What are the most frequent mistakes in positioning?

- Not having a positioning strategy at all
- Targeting too many ICPs, so the positioning is vague
- Not using the same messages across channels
- Not sticking to a positioning long enough

6. How can you tell if a positioning/messaging strategy is good?

It:

- Instantly targets a clear ICP and use case
- Shares the same messages across channels
- Communicates clearly "what's in it for the client?"
- Makes the business stand out (clear unique selling point)

7. Why is positioning so hard?

Because you cannot control the end goal (the perception of your audience).

You can only influence it with consistency and discipline in your messages.

That's why you need to choose a positioning and stick to it for a long period of time.

Founder: "We're not getting enough inbound leads"

Me: "What's your biggest marketing constraint now?"

Founder: "We're not sure, it's probably our design skills"

The truth is that:

The surface-level constraint is often not the primary cause of low inbound leads.

So you'll need to audit your marketing function entirely.

Here's a 4-step process to do this:

1. Get clarity on the root problem

- Identify the negative symptoms
- Link the symptoms to the root problem
- Audit the problem with an expert (internal or external)

2. Set up a plan, based on the problem's nature

- Turn the audit into recommendations
- Prioritize and plan the implementation
- Set a timeline with key objectives

3. Implement the recommendations

- Execute the top priority actions first
- Fix the problem at its core 
- Install a simple system that won't break

4. Assess and iterate based on the impact

- Monitor carefully the evolution of symptoms
- Analyze if the actions fixed the problem
- Implement new actions based on results

Subject: Marketers need to think more like CFOs in 2026.

Limiting the marketing scope to "leads" creates 3 problems:

1. It creates a misalignment between the marketing function, the sales team, and the business goals.

2. It turns the marketing team into a "lead factory" only committing to volume without clear pipeline impact.

3. Step by step, it isolates the marketing team into a satellite support function ("the art & craft department" / "can you make us a banner?")

This is especially true in industries where the sales-led model is the norm.

Now circling back to my subject:

Marketers need to think more like CFOs.

- It doesn't mean they should stare at financial dashboards all day
- It means they should think, and talk using financial metrics

Because when you start talking about unit economics, this happens:

- C-levels, CEOs, founders start listening to you;
- It shapes their perception of marketing;
- "Marketing can actually help."

Finally, marketing becomes a valuable function that can contribute to top-line revenue. Finally, marketers use keywords and metrics that C-levels care about. Finally, it's not only about impressions, awareness, and MQLs.

Now the question is: how can marketing do this?

1. First, marketers should know what metrics they can impact (it should be as far as possible in the funnel but a good one is "qualified revenue pipeline")

2. Second, marketers need to know (and understand) specific unit economics of the business to do their job correctly (CAC, CAC payback, LTV, ACV).

3. Third, marketers need to be able to explain the role of secondary metrics to non-marketers for context (impressions, clicks, leads).

I created an infographic to explain the point (2).

That's how you build a revenue-first marketing function.

I help 20+ B2B businesses every week.

This is what they struggle the most with:

Trying to do everything in parallel.

- Creating content on 3 channels
- Building a big website and a complex funnel
- Launching 5 different offers for 3 audiences

It starts as "creativity". Then it becomes too hard to sustain.

Here is the 4-phase loop I see a lot:

1. Excitement to launch new projects (shiny object syndrome phase)
2. A lot of unfocused work on various tasks (unfocused phase)
3. Getting tired from the task mental load (overload phase)
4. Deep sense of underachievement (FOMO phase)

Then the loop starts again from (1).

The only way to stop it is simple:

Limit the shiny object syndrome, and stay focused on what matters.

Most of the time, the key is doing more of the simple tasks.

🎉 My newsletter crossed 33,000 subscribers!

Here are my top 3 tips to grow yours:

1. Build your newsletter like a product with a clear audience, positioning, messaging, and value proposition

Your newsletter might be free but your reader will "pay with their time". That's why you need to fix your audience problem, share pertinent insights and deliver useful information consistently.

- Audience: Who should read your newsletter?
- Positioning: How do you want to be perceived?
- Messaging: What are you going to talk about?
- Value proposition: What positive impact will you bring?

2. Increase read time, clicks, and subscriber retention with visual assets (formatting, infographics, illustrations...)

Your newsletter is competing with short social posts and dynamic videos. So you need a tactic to retain attention and deliver your messages. Turning my newsletter into a "visual asset" was my best growth factor.

- Infographics, illustrations, photos of you
- H1, H2, H3 structure to facilitate navigation
- Skimmable text with bullet points, short paragraphs

3. Plug your newsletter into your content repurposing system where 1 idea becomes 15 pieces of content

Writing a 10,000-character newsletter every week can be long and repetitive. But when it's a central piece of your repurposing workflow, it gets easier and feels worth doing.

- Combine your best social posts into a newsletter
- Cut your newsletters into 5 social posts
- Reuse the infographics you've created

I hope these tips will be useful for your newsletter!

Feel free to ask me if you have any questions.

🎉 My new content bootcamp starts in April!

You'll learn my 4-step system behind 60M impressions:

1. Create your strategy for 2026 with your messaging narrative.

2. Ideate content with your unique insights and unique POV.

3. Learn to write the best hooks and copy.

4. Design your signature infographics and carousels.

And I'll teach you this system during my 5-week bootcamp.

Here's what you'll access:

- 6 Masterclasses with me to install your system
- Tailored 6-month content roadmap reviewed by me
- Help from premium writers to improve your content
- Access to my design team to review your infographics

You end the bootcamp with a system in place, a rebranded profile, branded templates, and 20 validated posts.

And above all: extreme clarity on what to post in the next 6 months.

Let's kick off 2026 with the best content strategy.

Do you want to get more information about my 5-week content creation bootcamp?

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