Elric Legloire

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

If your outbound doesn't work, it's not a talent issue. It's a system issue.

Most B2B SaaS companies don't have a system for outbound. They have individual reps doing their own thing, different definitions of the same terms, no standard processes, and knowledge that lives in people's heads instead of in systems.

The result: chaos that looks like a talent problem but isn't.

I created the Outbound Kitchen System, a standardized system any B2B SaaS company can implement to make outbound predictable and scalable. Shared data. Shared language. Shared methodology.

The systems has 6 sections:

The Foundation - Strategy, market, ICP, product fit, company stage
The Ingredients - Accounts, data, signals, research
The Recipe - Messaging, sequences, channels, plays, playbooks
The Kitchen - Operations, tech stack, AI, productivity
The Team - Talent, training, enablement, coaching
Plus The Menu - Metrics, dashboards, forecasting, planning

$50M+ pipeline sourced. 30+ B2B SaaS companies. 7 years.

Two ways to implement the system:

- The Full Menu (done for you) - 90-day implementation
- Private Chef Retainer (Done with You) - Ongoing advisory

Ready to implement the system? DM me or book a tasting.

Want to learn the model first? 
Get a seat → newsletter.outbound.kitchen

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.

One day. Five sessions. 

Every one built for SDR leaders who own outcomes.

That's Funnel 26, March 5 in Austin.

My friends: Dale Thorn, David Wilkins, and Anastasia Chihai put this together for 2nd-line SDR leaders. A curated single day where every session connects to how you grow revenue, lower CAC, or protect pipeline.

Here's the lineup:

Morgan J Ingram kicks off with a keynote on making sales human in an AI world.

Then a leadership panel, Angela Frackowiak moderates with Jonathan Mayer, Illango Dhandayudham (Ingo), and Sara Angell on what it takes to be the leader your leader needs.

Jay Glenn runs a workshop on tracking your team's P&L and CAC. Financial literacy most SDR managers never get.

Priyanka Venkat (HubSpot) and Peter Mollins (Nooks) close with a practical AI session, real use cases and a prioritization framework you can take home.

The day wraps with an AMA with all panelists.

Five sessions. One day that's worth more than most two-day conferences.

Ticket link: https://luma.com/funnel26

Outbound systems designed to 2x your team’s results, before adding headcount.

Great Outbound is rooted in unsexy work:

- Deep ICP analysis and persona mapping
- Account propensity and value scoring models
- Multi-layered tech, Data & 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 system.

Want predictable outbound? 

Stop obsessing over templates. 
Build the systems.

What other invisible outbound work would you add?

Follow me Elric Legloire for daily tips on how to scale outbound.

Outbound systems designed to increase your team’s results, before adding headcount.

Yesterday, I ran some tests to see which AI model to use for account research. 

Here’s my updated ranking:

1. Perplexity 
2. GPT 5.2 Thinking 
3. Grok 4.2 Beta
4. Grok 4
5. Claude Opus 4.6
6. Argon (Clay)
7. Gemini 3 Pro

I’ll share the full report in tomorrow’s newsletter: https://
https://lnkd.in/e_y9U947

Building & scaling outbound: 0 → 2,300 meetings.

I sat down with Matthew Roberts, Head of Sales Dev at Mosaic.tech (Acquired by HiBob), who built an outbound machine from scratch.

Here are the 5 biggest takeaways from our conversation.

Podcast link in the comments:

How to Build Outbound From Scratch

Interested in booking more outbound meetings through email? | BD Leader | BD email copywriting & social selling coach

When I was growing up, my peers had dreams of becoming doctors, engineers, teachers, lawyers, and nurses. 

As a kid, I had no idea "my calling" was in sales development. 

After graduating from Ryerson/ TMU with a degree in communications I began working in social media marketing. That evolved into lead generation, sales development, and eventually SDR management.

I fell in love with sales after reading books like Crushing It by Gary Vee, the 10X Factor by Grant Cardone and Sell it Like Serhant by Ryan Serhant as a young grad. 

These books got me fired up about creative, out-of-the-box, and relentless prospecting, becoming a hunter, and the concept of persistent follow-up.

Over the past 6 years, I have learned the art of prospecting to radio program directors, UHNW tax lawyers, HR leaders, tech marketers, robotics engineers, corporate lawyers, and most recently internal communications leaders.

I've learned a lot over the last 6 years and moved into SDR coaching and management to help young grads break into tech and accelerate their careers. 

I also help SDRs perform to their full potential with SDR social selling, copywriting, and career 1:1 coaching sessions or related workshops at Pavillion and SDRNation.

Outside of sales development and LinkedIn life, I am probably going on long walks with my dog Dusty and my husband, language learning on Duolingo, getting some kind of exercise in for my Apple watch, reading nonfiction political, personal development or business development books or spending time with family and friends!

Email me: monica@mcilroymarketing.com

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