Elric Legloire

Outbound Kitchen

Here’s how I can help you:

- SDR hiring and onboarding process optimization: find the right candidates and minimize mis-hires.

- Outbound optimization: 
    - Conduct a thorough audit to give you a clear view of your outbound performance.
    - Develop a strategy that includes ICP, buyer personas, and messaging (cold calls, emails, social selling) plus streamline operations (systems, analytics, and data) to boost efficiency and drive impactful results.

If you want to learn more, feel free to email me at bonjour@elriclegloire.com or DM me.

Chef AKA Fractional Outbound Leader

Welcome to the World of Outbound! The go-to newsletter to scale outbound, and turn it into your #1 growth engine.

Writer - Newsletter

Outbound Kitchen Podcast

Host

Amplemarket

Get a Demo: See the power of Amplemarket in action today! 👇
https://partners.amplemarket.com/elric-legloire

Advisor

SDR Leaders of EMEA

Ambassador

Pavilion

Pavilion is an exclusive membership for growth operators dedicated to providing support, assistance, education, and career growth to our Members.

I am part of a new Associate program for non-executives that aims to grow, educate and network within the Revenue Operations profession.

Associate, Pavilion

Welcome to the Jungle France

GTM: Outbound

callypso

GTM - Outbound

Agorapulse

Outbound & Inbound, for the NA, EMEA, and France region.

Global SDR Manager

CastorDoc

#1 BDR
Data industry
Total Funding $26m - Agoranov and Blossom Capital

Founding Team - GTM - Outbound

Chili Piper

- My teams generated $4m+ in pipeline and $800k+ net new ARR
- Join the company as an SDR, got promoted 4 times in 1.5 year
- Help grew and hired the global SDR team from 5 SDRs to 35 SDRs
- Promoted 13 SDRs from my teams (AE, CSM, and Team lead roles)

As SDR Manager, Enterprise:
- Took an underperforming team: 35% (May 2022) to a team that exceeds quota 111% (October 2022) and made improvements based on data.
- 1 of my SDR was averaging 40% quota attainment before I join the team, in November he was averaging 140%.

Responsibilities:
- Manage, develop, and hire a team of 4 global outbound SDRs (Land and expand model)
- Drive a high-performance, high-accountability culture to achieve and exceed sales development goals
- Identify and make recommendations for improvement in the areas of process, efficiency, and productivity

Enterprise SDR Manager, Global (laid off November 2022 due to company-wide reduction)

From Team lead, Sr. Team lead to SDR Manager, Mid Market - EMEA
- Grew the team from 3 to 10 SDRs and 1 team lead
- Average of 91% quota attainment
- Manage, develop, and hire a team of 10 EMEA outbound SDRs, and 1 team lead

SDR Manager, EMEA

Sr. SDR Team Lead, EMEA

EMEA SDR Team Lead

- #1 SDR in pipeline creation on the North American market (out of 12 SDRs)
- Promoted to Team Lead within 8 months

Sales Development Representative (SDR), Mid-Market, North America

Outbound GTM strategy for B2B SaaS companies | SDR leader | Follow me + 🔔 for prospecting, productivity, and sales career tips for SDRs

Now: I run Outbound Kitchen, the community for GTM Leaders & Outbound reps. We are launching a private community. We also host a podcast, newsletter, and we run online events for outbound practitioners. You can find it all at https://outboundkitchen.substack.com/

Before starting Outbound Kitchen: I spent my career in outbound sales and grew from SDR to Head of SDR. As a GTM Leader, my work helped companies like Chili Piper, Globalization Partners, Castordoc, Talkpush, and Agorapulse drive $20m+ in outbound pipeline. I've done a bunch of consulting and advising in the past, but 99% of my time right now is spent building Outbound Kitchen: a B2B community business.

SDR Manager

I help SDRs perform to their full potential and crush their quotas by mastering the mindset, habits, and skills needed to perform at the highest level.

lemlist just spent over $15M to fix this.

Your rep closes a call with an interested prospect.

Says they'll "follow up next quarter."
They don't.

Because the signal died in Slack.
Buried in notes. 
Or lost in an empty CRM field.

I've been using lemlist. Interviewed Guillaume Moubeche (the founder) on my podcast.
And this Claap deal solves something most sales team miss:

Your reps waste 40% of their day in non-revenue generating work.

→ Updating CRMs.
→ Remembering context.
→ Guessing when to follow up.

That's not selling. That's admin work.

Here's what changes:

Before: Rep hears "budget unlocks Q4" on a call → sets a reminder → forgets → deal dies

After: Claap catches it → lemlist fires Sept 25: "You mentioned Q4, here's how teams are ramping" → Rep never touches it

Or this:

Prospect says "[feature] blocks us" → You ship it 3 months later → Auto-email: "That feature you wanted? It's live. Here's how teams use it." 

The real unlock:

→ Reps sell and prospect. 
→ Systems remember.
→ Outreach hits at the perfect moment.

No thinking required.

PS : This week, Erwan Gauthier (Head of Growth at lemlist) drops 4 workflows on using Claap to supercharge your sales process. 

Follow him to grab them.

👨‍🍳 Elric Legloire

Brand partnership • I help B2B SaaS create outbound systems for sustainable growth | Account-based demand creation, not 2022 lead gen recipes

$72K ARR per BDR monthly is not normal. 

Here's how Owner built the most efficient team in SaaS.

95% of meetings? Booked on the phone.
83% hiring success rate.
Under 3 months to ramp.

Most BDRs waste half their week on busywork.

That's 2.5 days not prospecting.

At Owner.com, BDRs spend most of their day on the phone.

Here's how they did it:

1. They only call the right accounts

Built 2 account scoring models.
One predicts win rate. One predicts deal size.
BDRs only target winners.
Data quality? Fixed.
Connect rates jumped from 3% to 16%.
No time wasted picking accounts.
The system routes them automatically.

2. They killed the busywork

Most BDRs waste time on:

❌ Calling dead numbers
❌ Researching junk accounts
❌ Picking accounts based on gut feel

Owner fixed all of it:
✅ Every account comes pre-researched
✅ Best accounts flow into sequences automatically
✅ Messaging changes based on account stage
✅ BDRs never touch bad data

3. They invested in support early

1 ops person for every 20 reps.
BDRs don't waste time figuring stuff out.
Onboarding uses AI simulations.
Trained on real conversations.
Constant coaching. Constant training.

BDRs ramp faster. Perform better.

Why this matters:

Owner runs 2 BDRs for every 1 AE.
In SMB sales.
This is next-level execution.

--

📌 I spent 20+ hours breaking down Owner's full playbook.

And 100+ hours on the others.

Snowflake. Ramp. Rippling.
7 complete teardowns.
The best outbound teams in SaaS.

Want all 7?

Click "View my website" under my name.

I help B2B SaaS create outbound systems for sustainable growth | Account-based demand creation, not 2022 lead gen recipes

ClickUp just crossed $300M ARR.

One of their main engines? Outbound.

I spent 20+ hours reverse‑engineering how they built it in one of the most crowded markets on earth:

The Project Management Category (522 competitors on G2).

What's inside: 11 takeaways on what they're doing differently

- How they transitioned from PLG to a dual outbound model
- Signal scoring system across 60‑70 use cases
- AI‑powered infrastructure they built in‑house
- Full sales tech stack (9 tools)
- Orchestration framework that prevents team overlap
- Demand creation vs. harvesting approach
- How they work entire accounts, not just leads

Here's the short version:

They started with pure PLG (2017‑2020).

Then added a dual outbound layer: PLS (10% conversion) + cold (2‑4% conversion).

The impact of their outbound engine:

- 11x LTV lift when customers move from self‑serve to sales‑assisted
- 3x CAC reduction (partly from outbound optimization)
- Scaled from $85M to $250M+ ARR alongside other growth engines

Normally, this level of breakdown lives behind the paywall of my newsletter.

Today it's on the house (thanks to Wiza for sponsoring this research).

How to get it:

Comment "OUTBOUND" and I'll send you a copy.

Need it faster?

DM me "OUTBOUND".

I'll send the complete breakdown ASAP.

📌 P.S. Thanks to Wiza for sponsoring this research.

If you're building outbound at scale, one of the biggest time-sinks is list building.
Wiza lets you pull ICP-matched prospects with verified emails and phone numbers in minutes, then export directly to Outreach or Salesloft.

No manual work. No data entry. Just clean lists, fast.

→ Book a Wiza demo here
https://lnkd.in/d_x9z7zg

Great Outbound is rooted in unsexy work:

- Deep ICP analysis and persona mapping
- Account propensity and value scoring models
- Multi-layered tech & AI stack orchestration
- Cultural transformation from order-taking to hunting

What you see publicly (the cold email or call) is only the 1% remaining.

For example, to book a meeting with an enterprise prospect you might need:

- 6 months of account research and scoring
- A gifting strategy aligned with buying triggers
- 15+ touch points across email, phone, and social
- Reps trained on consultative conversations, not scripts

Without these 4 elements, your outreach becomes spam.

So every time you see a competitor crushing quota and think "their cold email templates must be amazing, let's copy them."

You should actually say "let's copy their outbound system, multi-threading strategy, and the 200 hours they invested in rep enablement."

You are trying to steal their surface tactics while ignoring their foundational machine.

Want predictable outbound? 

Stop obsessing over templates. Build the machine.

What other invisible outbound work would you add?

Follow me 👨‍🍳 Elric Legloire for daily outbound tips that actually scale.

"But is it pure outbound?"

The most expensive question in sales. Here's the truth:

If you're waiting for the "perfect" definition of outbound, you're already losing deals.

Outbound = Proactive revenue generation. 

Period.

That means: 

→ Cold outreach (obviously) 
→ Re-engaging closed-lost deals 
→ Expanding current customers
→ Following up on pricing page ghosts 
→ Activating customer referrals
→ Contacting your network
→ Hitting up their 2nd-degree connections
→ Leveraging your investors and their networks
→ Reaching past customers at new companies

A CEO once told me: "Reaching out to closed-lost opportunities isn't real outbound."

Cool. 

Keep waiting for them to magically reappear.

The best GTM teams don't care about "pure cold" outbound.

They care about pipeline.

Stop philosophizing. Start dialing.

Follow me 👨‍🍳 Elric Legloire for daily tips on scaling outbound.

Enterprise prospecting isn't "harder SMB prospecting."

It's a completely different game.

And that's why 90% of them fail in the first 12 months.
They bring their SMB playbook upmarket. 

Then wonder why nothing works.

Here's what actually happens when you go enterprise (and why your current tactics will cost you a year):
 
1. Volume → Depth

SMB reps touch 500 accounts per quarter. 
Enterprise reps? 50 accounts per YEAR.

Your calendar shifts from:
- 100 emails per day
- 60 calls per day
- 5 meetings per week

To:
- Hours research per account
- Custom analysis before outreach
- Months of relationship building

If you're still measuring "activities per week," you're already losing.

2. Speed → Patience

SMB: Send emails Monday, book meetings Friday. 
Enterprise: Top AEs spend 2 months researching before the first email.

They buy the product. They study earnings calls. They build custom insights.
Then they reach out.

Average SMB cycle: 30 days 
Average enterprise cycle: 6-18 months

3. Solo → Orchestra

SMB: One AE owns everything. 
Enterprise: You need an army.

One Snowflake deal involves:
- Sales + ABM + Field Marketing
- Sales Engineering + Product
- Customer Success + Legal + Finance

If you're still prospecting alone, you've already lost.

4. One Person → Committee
SMB: One decision-maker. 
Enterprise: 6-10 stakeholders (each with veto power).

You need buy-in from:
- VP of Sales
- RevOps Manager
- IT Security

5. 3 Channels → 10+ Channels

SMB playbook:
- Email
- LinkedIn
- Cold calls

Enterprise playbook (when ACV hits $500K+):
- Personalized websites for each account
- In-office visits (yes, this still works)
- Executive dinners & private events

The math makes sense:
SMB deal at $15K ACV → Can't justify $500 in direct mail 
Enterprise deal at $500K ACV → $2K personalized site = 0.4% of deal value

6. 10 Touches → 200 Touches

SMB: 10 emails = "persistent" 
Enterprise: 50-200 touches across 10 channels = "just getting started"

But here's what they don't tell you:
One enterprise account = 100+ ways to start a conversation.

- Top down
- Bottom up
- Different departments

You don't give up after 2 weeks. You stay engaged for 18 months.

The Real Shift:
Your entire motion needs to change:
- SMB metrics: Account volume 
- Enterprise metrics: Account depth (research hours, stakeholders mapped, custom insights created)

Enterprise isn't harder. It's different.

And if you try scaling your SMB playbook upmarket, you'll waste 12 months learning this the hard way.

📌 Making the jump? You don't need:

- A bigger team (at first)
- More tools (you need different tools)
- Faster prospecting (you need deeper prospecting)

You need the right playbook.

That's why I created The Guide to Building an Enterprise Prospecting System.
Inside: AI prompts for account research, Account Plan template and Email Frameworks.

Comment "GUIDE" below and I'll send it over.

Your cold email subject lines are triggering the spam filter.

Here are 5 non-obvious mistakes destroying your opens:

❌ Mistake #1: Your subject line is too long (wraps on mobile)

Real examples from my inbox:
- Hi Elric Legloire, Let's Work Together on a Creative E-commerce AI Project (74 chars)
- Podcast Pitch: Guest Collaboration on Outbound Kitchen - Sales Podcast (70 chars)
- Tech Sales Leader Run Over By Car Three Times: Story Of Inspiration (67 chars)

If your subject line wraps to a second line on mobile, it gets cut off with "..."
Most people check email on mobile. 
Your full subject line never gets seen.

❌ Mistake #2: Using questions

Real examples from my inbox:
- Quick Call? Elric
- Would You Be Open to a Quick Talk?
- What happens when you combine HubSpot + AI + revenue psychology?

Questions in subject lines lower your open rate by 56%. (Lavender data)
Why? 
Because questions trigger the "sales pitch" filter. 
Your prospect knows you're asking for something before they even open.
Save the questions for inside the email.

❌ Mistake #3: Using their first name 

Real examples from my inbox:
- quick question for Elric
- Hi Elric Legloire, Let's Work Together on a Creative E-commerce AI Project
- Elric, What's your thoughts about your youtube channel?

This one surprises people.
Everyone thinks personalization = good. 
But data from Salesloft shows subject lines with first names get 12% fewer replies.
Your reader knows their name. 
Using it in the subject line screams "automated outreach."

❌ Mistake #4: Including numbers
 
Real examples from my inbox:
- 4.6 Stars After 108 Episodes
- 5 spot left! (thumbnails)
- 15-minute Zoom call

Numbers in subject lines reduce your opens by 46.33%. (Lavender data)
Why? They immediately signal "sales pitch" or "marketing email."
Your brain sees "10X" or "50%" or "15 minutes" and thinks: spam.

❌ Mistake #5: Using punctuation

Real examples from my inbox:
- What happens when you combine HubSpot + AI + revenue psychology?
- Let's Collaborate!
- Optimize Your QA Process with Expert Automation!
Punctuation — especially "?" or "!" — reduces opens by 36%. (Lavender data)
It adds urgency and excitement that feels forced. 
It triggers the spam filter.
Keep it clean. 
No punctuation needed.

Here's what most people get wrong:

They think personalizing with first names helps. It hurts.
They think asking a question creates curiosity. It tanks opens by 56%.
They think numbers add credibility. They reduce opens by 46%.

The goal of your subject line:
Create enough curiosity to get an open.
That's it.
Stop the scroll. Get an open. Nothing more.

📌 Tomorrow I'm sending a newsletter on how I'm getting 70%+ open rates (including a prompt to automatically create subject lines)

If you want to learn how to get your prospects to actually open your emails, you'll want to read it.

Get it here: https://lnkd.in/extGYXdY

Fact: Your ICP won't scale outbound if:

- You're using only 2 data points (revenue + headcount)
- You're targeting 36k accounts instead of the real 3k
- You're not scoring for propensity AND deal value

Most companies do all three.

Here's what actually happens: 

You think you've got 36k target accounts.

Reality? Only 3k fit.

Your reps chase low-value deals. CAC goes up. Churn goes up.
Customers leave fast because they were never the right fit.
And you're stuck wondering what went wrong.

Then you wonder why outbound doesn't scale.

The solution? 

Go deeper with your account scoring.

Instead of relying on firmographics alone, enrich your ICP definition with data across multiple categories:

Firmographic signals:
Sub-industries, product/service portfolio, number of locations, years in business, ownership type

Technographic signals:
Tech stack, integrations with complementary tools, tech spend, website traffic

Behavioral signals:
Ad spend, social media activity, recent reviews, early adopter status

Growth signals:
Revenue trajectory, funding stage, hiring velocity, end-user growth rate

Go-to-market signals:
Sales motion (sales-led vs. product-led), deal size patterns, geographic footprint

When you analyze these deeper data points against your existing customer base, you'll uncover the unique patterns that define your ICP.

Now build 2 scores:
- Propensity Score – Will they buy?
- Deal Value Score – How much will they spend?

This combo tells you which accounts to hit first.

Your list gets smaller. Way smaller.
But that's the point.

What happens next:
- Your SDRs source more deals.
- Your CAC drops.
- Pipeline moves faster.
- Churn disappears.
- LTV shoots up. 

The best-performing GTM teams like Snowflake use 140+ data points to define their Account Scoring.

That's what it takes to scale outbound.

📌 Want to re-build your ICP the right way?

I built an Advanced Guide: "Building & Refining Your ICP for Scalable Outbound."

Inside:
 ✅ How to find the right data points
 ✅ AI prompts to speed it up
 ✅ Real company examples

Want it?

Comment "ICP" below.

I'll send it straight to your inbox.

CEO: "Outbound doesn't work for us". 

5 reps, 2-3 meetings monthly, 0 outbound process.

I asked: "Show me your process."

There wasn't one.
No owner. No real ICP. 1:1s? Just updates.
Reps prospected "when they had time."
 
I didn't tell him to buy new tools. Or hire someone.

I sent a list of things his team could do today. 
No budget needed. Just basics that compound over 30 days.

Here's that list:

1. Pick ONE Owner

When everyone owns outbound, nobody does.

Pick one person:
- You
- Head of Sales
- SDR leader

Weekly check-ins. Not monthly.
Setup: 1 meeting

2. Refine Your ICP

You think you know it.
You don't.
Pull your last customers. Look for commonalities.
Setup: 3 hours

3. Stop Cold Calling 

"Warm" accounts are sitting in your CRM right now.

Hit these first:
- Past customers at new companies
- Closed lost deals (re-engage them)
- Customer referrals
- Website visitors who fit your ICP
- Your network
- New leaders at target accounts

Then nail the sequence:

-12-15 touches in 30 days (not 1-2 and ghost)
- Triple touch: LinkedIn + email + call on the same day

Setup: 1 day

4. Coach, Don't Update

45-min 1:1s. Reps fill out a doc before. You review it before.

What's in it:

- Metrics & pacing
- Call reviews
- Wins, challenges, morale (1-5)
- Next week's plan

You show up to coach. Not collect updates.
Setup: 2 hours

5. Block The Time

"When you have time" means never.
Pick the same day every week. 
Tuesday 9am-1pm works.
Block 4 weeks ahead.
Two 90-min sprints. Keep score.

Week 1: New prospects
Week 2: Old deals
Week 3: Referrals
Week 4: Dream accounts

By week 4? It's a habit.
Setup: 1 day

6. Track What Matters

Stop celebrating "100 calls made."

Track this:
- Conversations (not dials)
- Meetings booked
- Meetings that turn into deals

Define "qualified":

- Fits your ICP
- Right title & level
- Agreed next step

Setup: 2 hours

7. Test Every Week

Friday. 30 minutes.
Ask three questions:

- What did we test?
- What worked? What didn't?
- What changes next week?

--
These aren't hacks.
They're fundamentals. The boring stuff that forces daily discipline.
 
The rule: If it takes more than 2 days to implement, it's too slow.
These aren't hacks.
They're the small things done well, every single day.
That's what separates struggling teams from teams that figured out outbound.

On Sunday I will send the full checklist, if you want to receive it. 

Subscribe here: https://lnkd.in/e_PNRxXa

Your enterprise team is burning cash on the wrong accounts. 

I can prove it in 2 questions:

- Who picked your target accounts?
- What data did they use?

Here's what happens at most companies:

→ Marketing picks accounts based on company size
→ Sales picks based on "gut feel"
→ Nobody checks if these deals will actually close
→ Nobody checks if these deals are actually worth the effort

Then everyone wonders why:

- ABM programs fail
- Enterprise deals drag 18+ months
- Win rates stay stuck at 15%

Real example from my enterprise team:
We let reps pick their own accounts.

One rep went after a 2,000-employee company with only 20 sales reps.
Another went after a 1,000-employee company with 300 sales reps.

Guess which deal was worth 15x more?

The second one.

Here's the problem:

Enterprise is expensive to chase.

Every account you pick wrong means:

Marketing spends budget on accounts that can't spend big
SDRs waste weeks booking meetings that go nowhere
AEs burn cycles on deals that won't move the needle

Your CAC goes up.
Your deal value stays flat.

The fix we made:
We stopped letting people pick accounts.
We focused on one thing: sales team size.

The result: Our average deal value jumped. Same effort. Way better ROI.

Most companies treat this like a game of telephone:

- Marketing makes a list
- Sales ignores half of it
- Everyone blames each other

Here's what actually works:

Snowflake uses 2 scores as ONE team:
Fit Score → Does this account match what we sell?
Value Score → How much will they spend long-term?

The results:
High-fit accounts close 4x faster
40% of top accounts had open deals vs 10% of the rest
Deals close 2x faster from first call to close

This isn't just better ABM.
This is sales, marketing, and SDRs working the SAME list.
With the SAME priorities.

Tomorrow I'm joining Andrei Zinkevich to break this down:

✓ How sales and marketing actually pick accounts together
✓ What makes an account worth spending on for 1:1 ABM
✓ How to engage the full buying team (not just one person)
✓ Real tactics like dinners that close enterprise deals faster

Here's the truth: Most companies waste money because they don't know how to pick accounts to chase.

Register here: https://lnkd.in/ea4Zg2Qa

I watched an SDR team waste months targeting the wrong people. 

Only 20% of their list was at ICP accounts.

They built their outreach list focused only on personas.

They searched for Marketing Leaders. 
Added hundreds to their sequences. 
Hit send.

But they skipped the most important step.
They never picked their accounts first.

Here's what happened:
Only 20% of their list worked at ICP accounts.

The rest? Wasted effort.

A Marketing Leader at a B2C brand has different problems than one at a SaaS company. Different goals. Different challenges.

So when the team sent their messages?
Crickets.

Low replies. 
Frustrated SDRs. 
Hours burned for people who'd never convert.

And then they said it: "Cold outreach is dead."

But outbound wasn't broken.
Their process was.

The fix?

Pick your accounts first. 
Then add your personas.

Not personas alone.

Accounts + Personas. 
In that order.

Because it doesn't matter how perfect the persona is. Or how good your message is.

If they work at the wrong company?

They won't reply.

Account-based first. Personas second.
That's how you make outbound work.

Follow me 👨‍🍳 Elric Legloire for daily outbound tips.

ICP 101: You’re not selling to “restaurants.”

You're selling to single-location pizza shops in NYC that use Square, rely on DoorDash, and sit on busy street corners.

Broad targeting burns your market. 
Precise targeting builds pipeline.

The sharper your ICP, the faster you win.

Guide: How to build your ICP (5 steps)

After 7 years building outbound teams, I've learned 1 brutal truth:

Outbound fails before the first cold call is ever made.

Why? 

Because most B2B startups make these 7 mistakes.

And by the time they realize it, pipeline is dry and reps are gone.

Mistake 1: Treating outbound like a side project

You hire 1-2 junior SDRs. Buy 2 tools. Hope they figure it out.
But outbound isn't a side quest. It's a strategic initiative.
If you treat it like a low-budget experiment, you'll get low-budget results.

Mistake 2: Waiting too long to start outbound

You think outbound is a switch you can flip when pipeline is low.
But outbound is more like a garden: 
You plant seeds now, and harvest 9–12 months later.
If you wait until you're desperate… it's already too late.

Mistake 3: Not building a strong outbound culture

Outbound is not a one-off campaign. It's an operating system.
If you don't build weekly rituals, shared learnings, and consistent feedback loops, your reps will drift, your messaging will rot, and your pipeline will die.

Mistake 4: Hiring AEs before you have enough pipeline

Your AEs aren't magicians.
If there's no pipeline, there's nothing to close.
More headcount doesn't equal more revenue. It just burns cash and morale.

Mistake 5: Targeting everyone, not the right ones

You confuse TAM vs ICP.
So you dump a list of 100k accounts into Apollo… instead of focusing on early adopters with real pain.
Chasing bad-fit accounts kills your CAC and momentum.

Mistake 6: Thinking outbound = only cold outreach

You ignore closed-lost deals in your CRM. 
You skip accounts that demo'd but didn't buy. You only chase "cold" contacts.
But outbound isn't just cold calling strangers.
It's being proactive with ANY target account.

Mistake 7: Underestimating outbound's role in demand creation

Outbound isn't just for booking demos. It can create demand, when done right. Talk about pain. Start conversations. Educate the market. Just like marketing does.

Mistake 8: Failing to invest in data & research automation

Your reps waste hours:
Manually cleaning lists
Searching for contact data
Calling wrong or disconnected numbers
Doing research ChatGPT could do in 10 seconds
That's not "hustle." That's inefficiency.
Great outbound starts with great data. And speed.

Mistake 9: Building forecasts on broken outbound

You plan to hire 5 SDRs next quarter. Budget $500k in new bookings. Commit to board projections.
But your current outbound doesn't work yet.
Scaling zero is still zero.
Fix outbound first. 
Then forecast.

📌 I'm on a mission to help GTM leaders fix broken outbound.

So, I built The 30-Day Outbound Reset.

It's the back-to-basics plan I use to:
- Fix broken outbound in 30 days (no new hires)
- Build pipeline without burning cash on headcount
- Create repeatable systems that actually scale

And more! Want free instant access to the reset plan?

Get it here: https://lnkd.in/eZMrYuui

Outbound teams waste thousands on untested data contracts. 

Here's how to validate quality before you sign.

Let's say you're evaluating a new data provider for mobile phone number.

Don't sign anything yet.

Test 1: Coverage

Pull a sample list of 500 CFOs.

Include:

- Full name
- Company domain
- LinkedIn URL

Run this list through each provider.

Check:

- How many phone numbers did each return?
- How much overlap is there?
- Are some tools giving net-new numbers others don't?
- What type of numbers? (mobile vs landline)

Test 2: Accuracy

Use a simple spreadsheet.

Log call outcomes by provider.

Tag each call:

- "Incorrect number / Not in service"
- "Wrong contact"
- "Accurate" (voicemail confirms name)
- "Accurate" (right person picks up)

Over time, this gives you:

- % of valid numbers
- % of wrong/dud leads
- Which provider works best for your segment

Only after this should you compare pricing.

The reality:

Most teams pick based on sales demos.

Then wonder why their data is garbage.

Test first.
Buy second.

---

If you’re reviewing your coverage options. 

Take a look at what FullEnrich offers

They aggregate contact info from 20+ premium vendors.

Back in 2021, I discovered a $26K monthly leak. 

30 SDRs were playing data detective instead of prospecting.

Our SDRs were juggling 3 different data providers.
Just to find contact information.

Here's the math that killed me:

Each SDR spent 1 hour daily on manual data work.

That's 600 hours per month across the team.

At $44/hour, we were burning $26,400 monthly.

On manual work instead of actual prospecting.

But here's what made it worse:

Even with THREE providers, we still had coverage gaps.

SDRs would strike out on Provider A.
Try Provider B.
Then Provider C.

And sometimes still come up empty-handed.

The reality:
Our reps should have been having conversations.
Not playing data detective.

I learned the hard way:
If you want a productive outbound team, you MUST build strong data infrastructure first.

Fast forward to 2025:
You have zero excuse for this.

Tools like FullEnrich now aggregate contact data from 20+ premium vendors.
In one platform.

The result:
- No more juggling multiple tools
- Fewer coverage gaps
- No more manual data entry eating your budget

The bottom line:

Data infrastructure isn't just "nice-to-have."
It's THE foundation of outbound success.

If you're leading outbound and still making reps hunt for data manually:
You're burning money.
And killing productivity.

👨🏻‍💻 Dipak Vadera

Dealfront

Director of Community and Ecosystem Marketing

Director of Content Marketing (Interim)

Director, PLG Sales

Dipak Vadera

Get in touch with me to learn:

✅ How to get started with Social Selling
✅ How to create engaging content that helps you build credibility and thought leadership, leading to more conversions
✅ How to build a Personal Brand on LinkedIn
✅ How to successfully find and connect with your prospects
✅ How to influence buying decisions earlier
💰 How to harness the power of social media to generate real business leads

📩 Enquire about my LinkedIn Personal Branding and Social Selling workshops & seminars

Founder

Member

Croissant

AKA the Uber for co-working spaces. If you're looking for a place to co-work and meet last minute, here's your invite to try them out: https://dipak.me/croissant

Leadfeeder

Director of Inbound Sales

Sales Manager

Senior Business Development Manager

Business Development Manager

Fulltime Backpacker

5 month journey, across 12 countries in South East Asia, the Arabian Peninsula & Eastern Europe.
Experiences I took part in:
- Volunteering with kids, helping them with their English
- Feeding, swimming with and bathing elephants at a sanctuary
- Volunteering with Pandas at a Rescue Centre
- Hiking and camping on the Great Wall of China
- Living with Buddhist monks in the mountains of Wakayama
- Hiking to the summit of Mt. Fuji
any many more!

Backpacking around the world

Hootsuite

Key Credits:
Q2 2016 - 100% (part-time)
Q3 2016 - 100% (part-time)
Q4 2016 - 133%
Q1 2017 - 217%
Q2 2017 - 92% (last day was half-way through the Quarter)

EMEA Corporate Account Executive & Team Lead

Notable achievements include:
- Achieving and exceeding quarterly quota of business opportunities and pipeline value
- Tailoring the company’s value proposition and capabilities to the individual client’s business needs in order to maximize the opportunity and build value
- Generating high quality leads resulting in a high percentage of conversion to Closed / Won Revenue
- Assisting with onboarding, technical, sales training and mentoring junior business development representatives
- Receiving the Top Performer Award for Business Development in EMEA, 2016

Key Credits: 
Q1 2015 - 100% of target (Ramp target)
Q2 2015 - 137% of target
Q3 2015 - 297% of target
Q4 2015 - 171% of target
Q1 2016 - 129% of target
Q2 2016 - 198% of target
Q3 2016 - 194% of target
Q4 2016 - 245% of target

EMEA Business Development for Large Enterprise

Infor

Support the remote EMEA Field Marketing Team & work in partnership with the VP of Field Marketing to provide strategic input into Budget Management, CRM Data Management, Social Media initiatives & best practices, Marketing Reporting and Event Assistance & Coordination.

EMEA Field Marketing Coordinator

Uber

Notable Achievements Included:

• Drive new sign-ups and first rides (drove the highest number of signups)
• Plan, promote, and execute on-campus events
• Provide & build an Uber campus and social media presence
• Collaborate & partner with important on-campus organisations
• Discover and engage potential leads to further Uber awareness
• Work with Uber HQ London to communicate the national Uber brand message locally

Sales And Marketing Representative

University of Surrey

As part of a multi-disciplinary team of Student Ambassadors, I was acting as a representative of the University of Surrey, both on and off campus. I was involved in the important area of engaging with prospective new students and families to provide information to help them in their decision making processes about attending University and in particular highlighting the strengths of studying at Surrey.
My goal was to ensure a consistent and efficient service was provided and that a positive image of the University was projected. 

Notable Achievements Included:

• Provide accurate and interesting information to prospective students & their families from an undergraduate perspective
• Varied roles assisting with UCAS Conventions, HE Fairs, clearing and school visits  
• Give prospective students and their families’ information about the University and campus life
• Support the Student Recruitment Team in outreach events, or attend outreach events, such as HE Fairs or UCAS Conventions in place of the Student Recruitment Team
• Present clearly to large groups of parents and potential students (i.e. campus tours)

Student Ambassador

Hey YOU, yes YOU! 👋

Thanks for dropping by on my profile 😊

I'm on a mission to help B2B Companies make prospecting easy! In B2B, buying has changed, but selling hasn't. Most organisations are not evolving with the times and are still hung up on 'old school' methods that won't simply make the cut in this day and age.

--

👨🏻‍💻About Me 👨🏻‍💻

I help build companies. I was there when Uber first launched in the UK, when Hootsuite became the world's leading social media management platform and when Leadfeeder became the leader in website identification software. 

Self-proclaimed "Fulltime Backpacker", I am also an active ambassador for remote working, balancing work and travel by staying no longer than 3 weeks in one place!

📖 Read my story on: http://dipak.me/about

--

☕️ Always open for a chat over coffee: https://dipak.me/coffee

👉 If are interested in discussing any public speaking opportunities, please send me a direct message 💬

🔔 Enjoying my content? Click on the Bell icon below my LinkedIn Cover Photo to be notified when I post. Feel free to support me on: https://www.buymeacoffee.com/dipakvadera

8 years ago, I joined a small Finnish company as their 15th employee

The rest is history 😊

🥂 Here’s to all the colleagues, past and present, clients and partners who’ve shaped my journey and made Mondays something to look forward to

Thank you! 🤗

#workiversary

Making Deals Happen! 😊 | Marketing Leader @ Dealfront | Full-time Backpacker 🎒 | International Speaker 🎤| Vibe Coding and Chill 👨🏻‍💻

Last Friday morning kicked off under the sun in St. Joseph’s olive grove above Postira

Spirits were high as we all prepared to pick olives the traditional way. No machines, just aprons (or sakete, as they’re called in Croatian), crates and a grove full of teams from around the world

The Digital Nomads Team, organised by Digital Nomad Association Croatia, was ready to give it their all 💪 

As soon as the buzzer sounded, everyone sprang into action. Laughter, shouts, and the soft thud of olives dropping into crates filled the air. It was a fierce competition, with the Lithuanian, Finnish and French teams looking strong early on, and of course all eyes were on the Croatian All-Stars, led by former Boston Celtics player Dino Rađa, easily the tallest guy around

When the time was up, it came down to one thing: weight.

This experience gave me a whole new level of appreciation for the people who do this for a living, often in the heat. A remarkable amount of work goes into producing just one litre of olive oil. It was a reminder of patience, of craft and of the people who’ve done this for generations, turning olives into what we often call 'liquid gold' through effort and love for the land.

How did we get on? You’ll have to wait for my next post 😉

Big thanks to the Postira Tourist Board, all the organisers, partners and sponsors, and of course my teammates Alyssa Yap, Edward Guzman, Guoste Treciakauskaite and Nora Bohanon for making it a day to remember!

P.S. Fun fact: I was the first Canarian to take part in this competition 🇮🇨🇪🇸 Turismo de Islas Canarias

--
🤝 In collaboration with 🤝
Postira Tourist Board Croatian National Tourist Board Digital Nomad Association Croatia Saltwater Nomads

#CroatiaFullOfLife #DigitalNomads #visitCroatia

For Dealfront’s company-wide shutdown day this Friday, I’ll be heading to the island of Brač in Croatia to take part in the 8th Olive Picking World Championship 🫒

Hosted by the Postira Tourist Board, the championship celebrates tradition, sustainability and community.

Each year, teams from around the world gather in Postira to honour the olive harvest, a symbol of connection between people, cultures and generations.

This year, I’ll be joining Digital Nomad Association Croatia's, Digital Nomad team, comprised of:

🇲🇾 Alyssa Yap
🇺🇸 Nora Bohanon
🇬🇧 Edward Guzman
👩‍🏫 Coach: 🇱🇹 Guoste Treciakauskaite

Stay tuned to see how we take on the groves and aim for Gold! 🥇

—
🤝 In collaboration with 🤝
Postira Tourist Board Croatian National Tourist Board Digital Nomad Association Croatia Saltwater Nomads

#CroatiaFullOfLife #DigitalNomads #visitCroatia

8th World Championship in Olive Picking - Team Digital Nomads 2025 - Postira, Brač, Croatia 🇭🇷

I’ve been on hundreds of walking tours but never a private one led by the Mayor himself 😎

Earlier today, participants of the Cross Border Coworking Conference were treated to an intimate tour of Kotor’s old town with the chief

What a privilege! ⭐️

--
🤝 In collaboration with 🤝
INTERA Technology Park Innovation and entrepreneurship center Tehnopolis National Tourism Organisation of Montenegro Tourism organization of Kotor

#CBCC2025 #visitMontenegro #visitKotor

Walking Tour of Kotor Old Town with the Mayor - October 2025

Ready to go pick some olives 😎🫒

Let the 8th World Championship in Olive Picking begin! 🎉

—
🤝 In collaboration with 🤝
Postira Tourist Board Croatian National Tourist Board Digital Nomad Association Croatia Saltwater Nomads

#CroatiaFullOfLife #DigitalNomads #visitCroatia

Day1 - 8th World Championship in Olive Picking - Team Digital Nomads 2025 - Postira, Brač, Croatia 🇭🇷

Having the freedom to work from anywhere also means choosing somewhere that fuels my creativity. This week, that place was the hillside eco-village of Klinci on the Luštica Peninsula in Montenegro.

From the moment Guoste and I arrived, hosts Bogdan and Milica Popović welcomed us like family. Their Balkan hospitality, countless stories and traditional recipes made it impossible not to feel at home. The family’s history and connection to the land can be traced back to at least 17 generations, and the estate, steeped in history, once had links to Montenegro’s former Royal household through Bogdan’s lineage. During the communist regime, however, the land fell into the hands of the state, which ultimately led to its abandonment and neglect. After reclaiming access to it, Bogdan spent many years restoring it to its former glory. Today, it serves as a retreat where time slows down and nature sets the pace.

And if that wasn’t enough, here are three more reasons that make Klinci special:

🌅 Unspoiled landscape: Perched 180m above the Adriatic Sea, the property is surrounded by acres of olive groves, and pomegranate, laurel, orange and lemon trees. We even had a pomegranate tree right on our doorstep!

🍽️ Authentic experiences: The restaurant is housed in a former olive oil mill, and Bogdan and Milica share recipes passed down through generations. You can learn about distilling essential oils, join cooking classes or taste local wines and olive oil made on site. This is as close as you can get to eating from the source.

🌱 Sustainability: Klinci is part of the Green Key International initiative, a certification for sustainable tourism that promotes high environmental standards through mindful practices and respect for nature. It’s something Bogdan and Milica truly care about, rooted in everything they do, from consuming what they grow to buying from local suppliers and even recycling rainwater.

Working from our stone-walled suite overlooking the sea and surrounded by citrus and olive trees was both grounding and inspiring. The slower rhythm of life, punctuated by the chirping of birds and the scent of herbs drying in the sun, reminded me that productivity thrives where peace exists. Sometimes, the best ideas come when you’re sipping Bogdan’s freshly squeezed pomegranate juice under a laurel tree.

#digitalnomadlife #LifeLivedTrue #visitMontenegro

P.S. Despite being remote and secluded, the village boasts download speeds of 80+ MB/s, faster than at my flat in Guildford 😅

Working remotely from Klinci Village Resort in Montenegro - October 2025

Last week’s Cross Border Coworking Conference brought together people shaping the future of remote work and sustainable tourism across the Balkans.

The mix of perspectives was incredible, from tourism boards to founders, freelancers, remote professionals and even the Mayor of Kotor. Everyone was there with the same goal: to connect and learn from each other.

A highlight for me was seeing such a diverse lineup of speakers: Nora Dunn (an OG digital nomad 😎), Rowena (Ro) Hennigan, Tamara Kojić, Tanja Polegubić, Nicola Gwillym, Jelena Marković, Guoste Treciakauskaite, Branka Calasan, Danilo Nikovic, Michael Bader and Marco Traina, all doing brilliant work to make this movement more inclusive, thoughtful and grounded.

I got to reconnect with familiar faces and meet new ones who genuinely care about building something meaningful in this part of the world, including Stefan Stolwijk, Dino Kovačević, Anna Dueck, Mariana Rudan, Milan Milutinovic, Milica Popović, Sead Sasivarevic and many others.

Many thanks to Blanka Bradvica, Mateja Arapović, Vedran Šimunović and the entire CBCC team, including INTERA Technology Park, Innovation and entrepreneurship center Tehnopolis and the National Tourism Organisation of Montenegro, for organising such an incredible event. Hats off to Milena Musovic for her phenomenal work in making sure everything went according to plan 🙌

CBCC 2026 will be in Zadar 🇭🇷 Will I see you there? 😎

—
 Lucky for me, I get to enjoy Montenegro a little longer. Starting today, I’m on a workation at the beautiful Eco Klinci Village Resort, perfect for digital nomads who want to slow down and truly feel the rhythm of the land - https://lnkd.in/dRH6R-MY

#CBCC2025 #digitalnomadlife #visitMontenegro

This photo is six years in the making

From left to right:

Tanja Polegubic - Co-Founder of the Digital Nomad Association Croatia. She’s been instrumental in putting Croatia on the map for digital nomads 😎

Rowena (Ro) Hennigan - LinkedIn royalty when it comes to all things remote work. We’d been recommending each other to friends, clients and partners for years, yet somehow kept missing each other whenever we were in the same country (or even the same city!). I’m really grateful to the teams INTERA Technology Park, Innovation and entrepreneurship center Tehnopolis and the National Tourism Organisation of Montenegro for making this meetup possible 🙌

Guoste Treciakauskaite - the top Account Manager at Chili Piper right now, proving it’s possible to balance performance and backpacking

And then there’s me 😃

#CBCC2025

Tanja, Rowena, Guoste and Dipak at the Cross Border Coworking Conference, October 2025

Grateful for remote work and the freedom it gives me to be there for the moments that matter, like celebrating my Mum’s Birthday earlier this week back home in Spain ❤️

Houston, we’re going to need a bigger table 🚨

Just over 24 hours to go for the GTM Leaders Dinner we’re co-hosting with our friends at Contentoo, N.Rich and Storylane, and every seat is officially taken

We’ve now got just as many people on the waitlist as we do at the table, so we’re speaking with the restaurant to see how many more they can accommodate

It’s shaping up to be a night to remember 😎

#GTM #GTMStrategy

We’ve spent years chasing scale…
Now everyone’s chasing connection

The SaaStanak team surveyed 63 SaaS founders, executives and marketing leaders (including myself) for their Events ROI Report to understand how B2B SaaS companies approach events today, from budgets to formats

Here are some high-level insights from their study:

1️⃣ We’re starting to see a shift to smaller, targeted events

Turns out, fewer people in the room can mean more ROI
Big conferences are losing ground. What matters now is audience fit.
Events work best when your audience is actually in the room. The biggest challenge for ROI comes from broad or generic audiences

Tip: When you sponsor an event, talk to the organisers early and set clear expectations

2️⃣ Side events deliver the best ROI

Booths can be useful for awareness and top-of-funnel activity but if you measure success by opportunities created or deals closed, side events are where we at Dealfront are seeing the best results.

You control the space, the energy and ultimately who’s in the room. That’s what makes them valuable.

Tip: Don’t treat events as transactions. Play the long game and focus on giving attendees a memorable experience

3️⃣ Event budgets are increasing in 2026

Marketers are backing events with bigger budgets. Online channels feel saturated and events are proving to be a more reliable way to reach decision-makers. 
Don't get me wrong, events can still be challenging and that won’t change anytime soon, but when done right, they can help build genuine relationships that last.

Comment 'event' and I'll DM you with the PDF

Alternatively, there's a link to the report in the first 💬👇

--
Really grateful to Leonard Eldić, Igor Kranjčec, Romina Damijanić and the SaaStanak team for including me in such great company alongside industry leaders like Alexus Diaz, Sara Archer, Rosie De La Cruz, Madeline Mack, Emilia Korczynska and many others! 🙌

#B2BEvents #EventStrategy

SaaStanak SaaS Events ROI Report, 2025-2026

Paste your blog, case study or transcript and get platform-ready drafts in seconds 😱

All it needs is a URL to generate:
✅ A LinkedIn post
✅ Tweets
✅ An email newsletter section with a subject line
✅ A short caption

Meet my latest app, Content Repurposer

It follows simple rules I care about: sentences that are straight to the point, no fluff and no AI clichés

✅ One click to copy
✅ Easy to tweak
✅ Ensures your message is consistent across channels while respecting the format, structure and style that performs best across each respective platform

Check out the example below where it repurposes the blog that covers the latest Dealfront x Valueships report 👇

Take it for a spin: https://lnkd.in/dDevFayd

If you find it helpful, feel free to support me here: https://lnkd.in/dvCaPSdZ

#appoftheday #contentstrategy #vibecoding

Content Repurposer - Dipak Vadera

Who doesn’t love a giveaway to start the week? 🤩

One lucky LinkedIn user is getting a ticket to Semrush’s Spotlight Conference on 29 October in Amsterdam 🇳🇱

Why attend?
👉 Learn proven tactics from marketers who’ve actually done the work and solved the same challenges you’re facing.
👉 Join small, focused sessions where you can ask real questions, share your own struggles, and walk away with clarity.
👉 Meet 1,200+ marketers, partners and product builders, including my colleagues Marvin, Matthew and Sjoerd at the Dealfront booth 😉

Comment ‘Spotlight’ below and a lucky winner will be picked by random at the end of the day

#SpotlightConf

taplio

The Battle

Elric Legloire

👨🏻‍💻 Dipak Vadera

Followers

Posts

Engagements

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Performance ScoreElric Legloire's LinkedIn Performance

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taplio

The Battle

Elric Legloire

👨🏻‍💻 Dipak Vadera

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Elric Legloire's LinkedIn Performance

Performance Score👨🏻‍💻 Dipak Vadera's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreElric Legloire's LinkedIn Performance