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.

Saad Khan

B2B Sales & Marketing Intern

Aligned

180% Increase in Outbound ARR Q3 24’
250% increase in Pipeline Q2 24’
140% increase in Qualified Pipeline Q3 23’ 
454% increase in Qualified Pipeline YoY
60% ARR contribution

Director of Sales And Business Development

GTMfund

GTMFund Member

Hyperbound

GTM Consultant

Navattic

- Consulting the team on sales and marketing funnel generation. 
- 80% decrease in time from lead to customer. 
- 74% decrease from opportunity to customer
- 50% decrease in time from demo request to opp.
- Evangelize and help define a new product category. 
- Helping the team conduct revenue experiments to build new GTM best practices.

GTM Advisor

Sendspark

- Helped Sendpspark grow Linkedin following by 34%
- Helped the team increase win rates by 6.8% and secure seed funding of $1Million.
- Attending strategy meetings to share best practices and review current processes in place. 
- Consulting the team on sales and marketing funnel generation.

Strategic Advisor

Apollo.io

Advising the team on GTM and product roadmap.

Customer Advisor

Vendr

Q1 '23 99% Pipeline Target 111% Qualified Target.
(Team dissolved due to RIF)
- Managed the revamp of Vendr’s cold call enablement program alongside enablement team using my frameworks. 
- Managed Vendr’s commercial segment and inbound segment. 
- Built Vendr’s inbound segment from the ground up and managed the marketing to built Drift playbooks and ABM strategy. 
- Ran cold call and prospecting training for all segments. 
- Developed a social posting cadence plan to generate $800k in inbound pipeline.

Business Development Manager

Pavillion is a private membership organization for commercial growth operators, where Members can openly discuss business critical issues with the comfort of privacy and confidentiality.

Member

Dooly

- Hired to build Dooly's Business Development and SMB sales function.
- Built a high-functioning Sales Assisted PLG model with a process for BDRs to close smb logos.
- Q1 115% Target - All reps hit quota with 1 promotion to A.E.
- Q2 120% Target, contributed 461% increase in pipeline and second promotion to A.E.
- Q3 130% Target and 148.88% increase in Closed Won Revenue.
- Q3 BDR team alone closed 11 logos that they ran full cycle at  $28,000.00 ARR.
- Responsible for attracting, training, and retaining talent. 
- Over the course of my tenure I managed 11 A.E and 10 BDRs. 
- Formulated talk tracks and scripts using proven sales methodology leading to 60% conversion.
- Built the Sales onboarding program and managed enablement.
- Built a foundation for lead tracking and distribution (tech implementation and process).
- Built the discovery training foundation for the entire team and developed my own sales playbook which focused heavily on Sandler and the Justin Michael Method.
-  Partnered with marketing to not just create and convert marketing leads(AQL's) but also executed a content strategy around thought leadership in sales. This resulted in Marketing hitting their H1 targets with a Marketing attributed pipeline of over $5 Million. 
- Partnered with customer success to update our user journey and helped built the foundation for our Account Management layer where customers can be readily educated on updated features of Dooly through a  Dedicated Dooly Value Training Program. 
- Lead Partnerships alongside marketing and locked-in partnerships with brands like Pavillion, JB Sales, Kevin Dorsey, Sales Assembly, and 30 Minutes To Presidents Club. Creating a further qualified pipeline of $ 2 million.

Head of Business Development

Enable

- Hire #1 - tasked with building, managing and leading a team of 15 BDR's for the North
 American/Canadian Expansion of Enable. 
- Scaled the team from 1 to 40 BDR, 2 team leads and successfully helped create a Commercial Acount Executive team.
- Lead training for the entire BDR org and introduced a new qualification methodology which was implemented across the organization. 
- Introduced video prospecting and implemented Vidyard at the organization. 
- Assisted marketing I  creating new lead categories which I creased BDR bookings by 22% in Q2 fd 2021. 
- Interviewed over 50 candidates and BDR's including 2 team lead hires. 
- Set-up processes and frame-work for Enable's North American expansion resulting in the companies first ever b2b $1000,000.00 ARR quarters.
- Successfully managed to promote 2 team leads into account executive and sales manager positions by the end of Q1.
- 100% of the reps that I trained are now Account executives, in Senior positions or making a lot more money.

BDR Manager

Sales Director @Aligned | GTM Consultant

I sell the way I buy. 

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

250% Increase in Pipeline 
140% increase in Qualified Pipeline 

The concentration of Tech talent in Canada is too damn high! Some of the best SDR orgs in the world are in Canada and it’s because of all these brilliant individuals in the pictures below 🇨🇦

David Wilkins and Dale Thorn launched the Canadian Chapter of SDR Leaders of USA and im absolutely honoured that I get to be a part of building this chapter alongside Jonathan Tjoandi, Ahmed Abdel-Raouf and they man that needs no intro Elijah Awoke!

I met Jonathan first at some of the community events I’ve been hosting for last last couple years, he ended up becoming one of my customers. We became friends nerding out over sales and I was brought into the mindshare idea. 

Leaders from across the country came together, sharing stories, struggles, and best practices that remind us how powerful this community really is.

Topics covered around the table: 
- How to tactically go form a manager to a Director
- Future of Pipeline orgs in the world of AI
- What will be the new potential North Star Metric for sales team in the AI boom 
- And most importantly how the pipeline leaders is becoming one of the most important roles than ever before  

Florin Tatulea and Common Room have been leading this discussion and I’ve been told Toronto broke attendance records

Stand tall and proud - we get paid to just talk to help people. How cool is that?  

What an evening! 

#sales #khantent #management #community

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"If you're so talented then why are you still unemployed?" "I generally don't trust sales-people" - A CEO and their Head of HR said that to me while I was on the job hunt after my first lay-off during the recession season. 

I took my time to intentionally hunt and work for the companies where I saw myself a needle mover. I had built a brand and documented most of my work and playbooks and yet this was the reaction. The realization hit me that sellers including myself are great at selling products but struggle selling their own worth. 

I'm privileged and well ware that I managed to break through the imaginary glass wall the world creates around you and for me there was only 1 hack - documenting my work on linkedin, sharing playbooks openly without expecting anything in return but also being courageous enough to pick the companies I want to work for and then directly their execs with my work speaking for itself. 

Its such a missed opportunity that most sellers and sales leaders don't document their results under the linkedin resume or share any of their insights. You're worried about cringe while others are making money. At the same time - we glorify and like posts by folks who are just gaming the system, it takes one scroll to see that they ain't sh$^!

I think the tide is shifting now tbh - tools like TrackRec built by Victor Vatus(a fellow seller) are on the market now where you can build a profile, connect your resume and linkedin profile + stats (pipeline, closed won and industry influence). You can gauge your measured impact with data.

My advice to all sellers is that you should learn to showcase your wins and be proud, its magnetic!  You attract opportunities that accelerates your career vs just collecting a pay. Verify bold claims and tighten up your personal pitch. Perfect it and close the loop with your numbers.

We get paid to just talk to people - I think thats pretty cool. 

p.s That CEO I mentioned apologized to me a couple months after, the VP of sales dm'd me to say that he did not agree with HR and that HR lady eventually got GOT + the ceo offered me a consulting opp and a chance to re-engage but I said no! Don't get mad - get even and get paid ;) 

Thats my little yap for the day and check out TrackRec and follow Victor - they're pretty cool. www.TrackRec.co 

#sales #khantent #management

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