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

Saad Khan

B2B Sales & Marketing Intern

Sales Director @Aligned | GTM Consultant

I sell the way I buy. 

Human and high performing sales leader - or at-least, I try to be.

Director of Sales And Business Development

250% Increase in Pipeline 
140% increase in Qualified Pipeline 

Soo… Claude replaced your entire SDR team, eh? Thats cute 😏

On a side note - salaries are booming up 

#sales #khantent #management

graphical user interface, text, application

Claude acting different after Anthropic’s $30B raise.. 


#sales #khantent #management

graphical user interface, text, application, chat or text message

Been testing something new for a few of the startups I work with, and it’s solving a super basic but painful problem in outbound: the data layer. (bear with me, this isn’t “just another data tool”)

Prospeo.io V2, and they’ve evolved into a fully searchable B2B lead + company database. It sits right at the start of your sales funnel, and the contact data can plug straight into your signal + scoring strategy. Now that's juicy! 

I yap about signals a lot, so the filters got me excited tbh. And the team is obsessing on 1 thing and 1 thing only: GOOD DATA.

Here are a few highlights that impressed me:

1️⃣ Smarter List-Building that matches my workflows

With a 300M contact + company database, I can combine standard firmographics and advanced “buying signals” (buying intent, tech stack, key hires, department growth, etc.) to find in-market accounts. Prospeo V2 even refreshes its entire database continuously on a 7-day cycle, so you’re never working with stale data. 

I use a signal-stacking strategy at pretty much any org I work at (or in consulting projects), and this lets me build lists that actually match how my brain thinks about outbound.

2️⃣ Triple-Verified Emails

I asked the team what makes their emails so much better. They gave it to me straight: every address goes through three layers of validation. 

Prospeo runs SMTP checks, uses real send-outcome data to catch “valid” emails that still bounce/misbehave, and a BounceBan engine that flags high-risk addresses (catch-alls, spam traps, honeypots) before they ever hit your sequence.

The result: clean emails that won’t torpedo your domain reputation. Also worth noting: their email data is ranked no.1 on Clay’s waterfall enrichment (that says something, no?)

3️⃣ Triple-Checked Mobiles

Mobiles get the same treatment. Prospeo treats phone data as “reachability,” not just existence.

They validate numbers at the carrier level, match them to the actual person, and even use a call-tested database (numbers that repeatedly fail get removed). Also, also worth noting, their mobile dataset consists of ~80% crowdsourced numbers, sourced directly from real email signatures and CRM data.

👇 Check the video if you want to see it in action. 
The team is super passionate about what they’re building, they’ve treated me with care as a partner, and I’m keeping an eye on this space for more Prospeo workflows!

Everyone keeps saying “we have more signals than ever.” Cool. But let me ask you something from one sales leader to another.. 

If I dropped 500 “intent signals” in your lap right now… could your team turn that into qualified pipeline in 30 days?

Or would it become another dashboard nobody checks? (promise been there and seen that at some orgs i've worked with - reps treat it as noise!)

Signals don’t build pipeline. Signal discipline and a strategy for execution and understanding context does. 

Most teams:
- Track site visitors
- Track product signups
- Track engagement
- Maybe layer in AI summaries

But they don’t stack signals. They don’t define thresholds. They don’t align routing. They don’t tighten SLAs. AND They for sure as hell don't know how to operationalize product usage data, whether from customers or from free users. Its stuck in post-hog or bit-query somewhere and sales leaders don't know how to even ask for it let alone operationalize it. ITS BLOODY GOLD! 

And then they wonder why response rates are still 4–6%.

We’re kicking off something new to talk about this properly. GTM Heroes Live - a monthly, no-BS roundtable.

No slides. No vendor pitches. Just real operators sharing what’s actually converting.

First topic: Signals on signals on signals. What’s next?

I’ll be joining Will Taylor and @Jacki Leahy 🪄 to break down:
- What a real signal stack looks like in 2026
- Where most teams overcomplicate execution
- How to prioritize the right accounts without bloating your tech stack
- How to actually stack signals and data points to come up with messages that your buyers will literally pay you to send them. 

If you run BD, RevOps, or Revenue - this is the conversation you want in the room.

📅 Feb 26 | 1pm PT / 4pm ET 🔗 https://lnkd.in/g68PzaeZ

#sales #khantent #management

How every AI comment gater bro about to be when they hit post on their “Claude’s Sonnet 4.6 just replaced my 200k Ae and linkeidn outbound” post…



#sales #khantent #marketing

Currently testing the Jarvis (Iron-Man reference) for sellers! What you see doesn't even scratch the surface of what this thing does - just a teaser. More to follow... 

#sales #khantent

Here is how I leveraged product usage data to scale qualified pipeline by 461%, win rates by 30% and replaced my sales team.. 

Okay that was bait I didn’t replace my sellers I made them better! The best sales leaders and orgs you look up to still don't understand the power of product-led growth/product-led sales.

I’ve overseen upwards of 461% increase in qualified pipeline at one org in a quarter and 28-35% win rates at another by operationalizing product usage data, tracking power IC’ users, sales assisting them and then getting access to their sales leaders by sharing data on how they are outperforming others on the team to help leadership priorities.  

If you are a PLG, Trial Led org, have interactive product tours on your website then this play is a must for you. This first party data is gold. Quick caveat though - most sales leaders don't know this PLG usage data data exists, they don't ask for it or are not given access to it. Usage data raw data in bit-query, post-hog and tableau and sometimes you need eng help to manipulate it. Marketing normally has access to metrics on who is engaging with interactive tours. Anyways, the politics of your org are none of my concern so if you can get it - GOLD! 

Here is the simple framework: 

Step 1: Separate by ATL and BTL 

Step 2: Filter by ICP and Org Size

Step 3: Check CRM for existing opportunities/dupes and check if they belong to a closed lost account/previous engagement (Gong Engage)

Step 4: Check Tableau, Looker or POSTHog: 
Multiple Sign-up’s from same org
ATL and BTL sign-up’s from the same org 
The more engaged a product user - the better data and triggers we get to convert. E.g: Track usage on Tableau and Looker 

Step 5: Run a sales assist with these users. What is a sales assist? A sales assist call is simply understanding what prompted interest, learning pain points to prospect leadership, getting a more engaged user so they can sell us internally and opportunity to offer extra credits for a leadership intro. Every sales team has a top rep leadership listens to. If cold emails don't convert then ATL and BTL plays can be the solution

Step 6 - Use a tool like FullEnrich  and their search functionality to nail down who the sales leaders are if the rep is not giving you their contact info.

Step 7- share your findings with the leader

Step 8 - Meeting Booked!

If you’re building ATL and BTL lists then try a free search using FULL-Enrich search. See if you can nail down that person of power and book the meeting! (Link in the to test free Fullenrich search in comments) 

#sales #khantent #management

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Linkedin Weekend Update is BACK and its a little unhinged. Jackson Tarrant 👨‍✈️had me on as a special guess and I want to apologize for offending Clay ahead of time. 

Tune in if you care about unhinged subject lines,  SFDC's acquisition strategy strategy and Hockey! 

p.s Can AI edit messy hair yet? 

#sales #khantent #marketing

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