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

GTME @ StackOptimise

Where do art majors go? In Sales. No, jk! However, I had no clue that I would be in sales and business development while reading Homer's Iliad and Chaucer's Canterbury Tales. Nevertheless, there's only one Mantra: "The world only listens when you have stories or money," so let's make a lot of them. 

I've 4+ years of Sales and Business Development experience, with 2 years solely dedicated to generating revenue for IT Services companies, marking an achievement of closing $87k$ worth of business in 9 months. Currently, I'm spending my life building, protecting, and booking meetings through the Sales pipeline of SaaS businesses. 

In 2024, attained 120% quota in the first quarter. Constantly visualizing and manifesting to make it happen for the rest of the year. I can help with: 

- Outbound Sales 
- Building and revamping pipeline 
- Cold calling (Ew, no)
- Booking demos, intro calls, and technically, filling up the calendar 
- Lastly, quite literally anything I know. Because I'm 100% sure I'm the go-to advice taker of my friends, and you'll witness me recording videos and voice notes at 3 AM to help them. 

So, if you're looking for anything mentioned above, please book a 1:1 with me.

Zahra Batool Butt

My Auntie asked me what I do.

I said, "I'm a GTM Engineer."

She nodded like she understood.

She didn't.

Two hours later, after explaining workflows, signal-based outreach, offer architecture, and why Clay matters... she finally landed on:

"So you just do cold emails?"

I laughed. 

Because that's exactly what it looks like from the outside.

Here's what a GTME actually does:

- We're buried in Clay tables
- We constantly push to hit goals no one understands
- We get more rejection in a day than most people get in a year
- We tweak the copy, fix the workflow, and ship again before lunch
- We compete with each other - constantly - but mostly with ourselves

So yeah, Auntie. I just do cold emails. 😅
-----
Hey I'am Zahra, a GTME at StackOptimise ⚙️ 

If you're also "just" doing cold emails, you're my people. Let's connect. 🔥

At StackOptimise ⚙️ we sent 2 million cold emails last month.

Got replies from Nestle, The Economist, and a few more global names.

1 positive reply every 175 emails sent.

And a big part of that comes down to 10 questions we ask before hitting 'send' on anything.

10 questions. That's it 👇

1. 𝘞𝘰𝘶𝘭𝘥 𝘐 𝘢𝘤𝘵𝘶𝘢𝘭𝘭𝘺 𝘳𝘦𝘱𝘭𝘺 𝘵𝘰 𝘵𝘩𝘪𝘴?
2. 𝘋𝘰𝘦𝘴 𝘵𝘩𝘦 𝘴𝘶𝘣𝘫𝘦𝘤𝘵 𝘭𝘪𝘯𝘦 𝘴𝘰𝘶𝘯𝘥 𝘭𝘪𝘬𝘦 𝘢 𝘴𝘢𝘭𝘦𝘴 𝘦𝘮𝘢𝘪𝘭?
3. 𝘋𝘰𝘦𝘴 𝘵𝘩𝘦 𝘱𝘳𝘰𝘴𝘱𝘦𝘤𝘵 𝘬𝘯𝘰𝘸 𝘸𝘩𝘢𝘵'𝘴 𝘪𝘯 𝘪𝘵 𝘧𝘰𝘳 𝘵𝘩𝘦𝘮?
4. 𝘊𝘢𝘯 𝘢 𝘴𝘵𝘳𝘢𝘯𝘨𝘦𝘳 𝘶𝘯𝘥𝘦𝘳𝘴𝘵𝘢𝘯𝘥 𝘵𝘩𝘪𝘴 𝘸𝘪𝘵𝘩 𝘻𝘦𝘳𝘰 𝘤𝘰𝘯𝘵𝘦𝘹𝘵?
5. 𝘋𝘰 𝘐 𝘩𝘢𝘷𝘦 𝘢 𝘤𝘭𝘦𝘢𝘳 𝘳𝘦𝘢𝘴𝘰𝘯 𝘵𝘰 𝘤𝘰𝘯𝘵𝘢𝘤𝘵 𝘛𝘏𝘐𝘚 𝘱𝘦𝘳𝘴𝘰𝘯 𝘴𝘱𝘦𝘤𝘪𝘧𝘪𝘤𝘢𝘭𝘭𝘺?
6. 𝘈𝘮 𝘐 𝘢𝘴𝘬𝘪𝘯𝘨 𝘧𝘰𝘳 𝘵𝘰𝘰 𝘮𝘶𝘤𝘩 𝘵𝘰𝘰 𝘴𝘰𝘰𝘯?
7. 𝘊𝘢𝘯 𝘪𝘵 𝘣𝘦 𝘳𝘦𝘢𝘥 𝘰𝘯 𝘢 𝘱𝘩𝘰𝘯𝘦 𝘪𝘯 𝘰𝘯𝘦 𝘴𝘤𝘳𝘰𝘭𝘭?
8. 𝘞𝘰𝘶𝘭𝘥 𝘐 𝘤𝘳𝘪𝘯𝘨𝘦 𝘪𝘧 𝘢 𝘨𝘰𝘰𝘥 𝘤𝘰𝘱𝘺𝘸𝘳𝘪𝘵𝘦𝘳 𝘴𝘢𝘸 𝘵𝘩𝘪𝘴?
9. 𝘐𝘴 𝘭𝘪𝘯𝘦 𝘰𝘯𝘦 𝘱𝘳𝘰𝘰𝘧 𝘰𝘧 𝘳𝘦𝘢𝘭 𝘳𝘦𝘴𝘦𝘢𝘳𝘤𝘩, 𝘰𝘳 𝘥𝘰𝘦𝘴 𝘪𝘵 𝘫𝘶𝘴𝘵 𝘴𝘰𝘶𝘯𝘥 𝘭𝘪𝘬𝘦 𝘪𝘵?
10. 𝘐𝘴 𝘵𝘩𝘦 𝘊𝘛𝘈 𝘭𝘰𝘸 𝘧𝘳𝘪𝘤𝘵𝘪𝘰𝘯, 𝘰𝘳 𝘣𝘢𝘴𝘪𝘤𝘢𝘭𝘭𝘺 𝘢 𝘮𝘢𝘳𝘳𝘪𝘢𝘨𝘦 𝘱𝘳𝘰𝘱𝘰𝘴𝘢𝘭?

This is why we've been able to unlock enterprise meetings for our clients at StackOptimise ⚙️ 

What would you add? 👇

No alternative text description for this image

What would you rather?
A. Pay for a contact once
B. Pay for the same contact 3-4 times

As a GTME running campaigns for 12 clients, I'm constantly building lists.

What I hate is re-exporting the same people. Over. And over.

Here's what I mean:

Example:

Campaign 1: VPs of Sales at Series B SaaS companies
Campaign 2: Heads of Revenue Ops at high-growth tech companies
Campaign 3: CROs at AI startups

These ICPs overlap.

A VP of Sales at a Series B AI SaaS company fits all 3 campaigns.

So I export them in Campaign 1. Pay for it.
Then export again in Campaign 2. Pay again.
Then export again in Campaign 3. Pay again.

Same person. Three times the cost.

Most data tools don't track what you've already exported.

Every search is treated as fresh.

So you have no idea if you're re-buying the same data.

The only way to prevent it - manual tracking in spreadsheets.

Yeah, right. Like I have time for that across 12 clients and 40+ campaigns.

So, we switched to AI Ark

It allows us to track every contact we've ever exported. Automatically.

The feature is called "Net New" filtering.

Every time we export a contact, the system remembers it across ALL our searches. 

And when we run a new search, we can filter to show ONLY contacts we've never touched before.

The Net New filtering alone paid for the entire tool in the first month.

At StackOptimise ⚙️, AI Ark has become one of our most important data providers.

Go give it a try.

Follow Zahra Batool Butt and StackOptimise ⚙️

7 days are enough to turn things around in outbound.

We went from 50 to 120 +ve replies in < 7 days.

STORYTIME

We were running campaigns for a legal/law compliance client in Australia and the UK.

The first 3 weeks of February were rough.

😐 52 positives 
😬 KPI was 220

Nowhere near where we needed to be.

So in the last week of February, we changed 2 things.

1. The CTA

Replaced the "let's hop on a call" with "We will audit your law compliance for free."

Just something useful, no call needed.

2. The tone

If you have ever done cold email to Legal, you know it's dry. Really dry.

And everyone writes to these people like they're filing a report.

So we decided to be different.

We threw in some punny, humorous language at the start, and it landed quite well.

People actually praised the emails 😂

Results from just that one week:

✅ 119 positives from the UK campaign alone 
✅ 1 positive every 239 leads contacted 
✅ KPI hit for both Australia and UK

—-------

Hey I'm Zahra, a GTME at StackOptimise ⚙️  

If outbound is your thing, we're probably the same kind of people. Let's connect. 🔥

We closed a $28.5K/mo retainer after just a 30 min call.

Here's how:

We didn't use: 
- Fancy discovery frameworks
- Objection-handling scripts
- Negotiation "tricks”

We stuck to just ONE thing: evidence.

A mountain of proof that we are who we say we are.
And that we'll deliver ROI faster than anyone else.

Here are 10 sales weapons you should add to your arsenal:
1️⃣ We built the largest library of case studies in our industry 
2️⃣ We proactively introduce new clients to relevant existing clients 
3️⃣ We show big global brands engaging with our cold email campaigns 
4️⃣ We share screenshots of people genuinely praising our outreach quality 
5️⃣ We give 10 cold email templates tailored specifically to prospects' business 
6️⃣ We hand clients a comprehensive outbound strategy doc 
7️⃣ We build clients a custom Clay table 
8️⃣ We connect with clients on LinkedIn - improving their visibility 
9️⃣ We lend credibility by association - our network works for clients 
🔟 We created the largest library of GTM ebooks showcasing deep expertise
Focus on building undeniable social proof and leverage.
When your prospects see evidence everywhere they look, the deal closes itself. 🔥
💬 What's the #1 piece of social proof that's helped YOU close deals?

StackOptimise ⚙️

Our GTM Engineering course was a huge success. 

So we're back - this time with GTM Agents.

Built specifically for agency owners, freelancers, and operators who are good at winning clients but a bit all over the place once delivery starts.

6+ hours. 7 modules. We are covering:

→ Automation fundamentals (APIs, webhooks, how data actually flows) 
→ Make and n8n deep dives 
→ Agentic AI - design it, deploy it, use it 
→ RevOps - sequencer, CRM, enrichment, scheduling, all connected 
→ Fulfilment and Ops - Airtable, onboarding, KPIs, dashboards 
→ Bonus: Claude Code 

You also get plug-and-play templates, ready-to-use agents, Notion SOPs, and a private Slack with GTM builders and operators.

Apply here: https://lnkd.in/dfwUVUFZ

@StackOptimise ⚙️

This is how to write cold emails that actually get replies

(in under 60 seconds)

I ran a campaign recently:

↳ 697 emails sent
↳ 61 replies
↳ 46 positive

That's a 6.6% positive reply rate.

Here's the structure:

Line 1 – Scarcity hook. Create urgency with something specific.
Line 2 – Make the offer feel like an opportunity.
Line 3 – Be hyper-specific. Title. Level. Location.
Line 4 – Give them an alternative.
Line 5 – Soft close.

Save this structure for your next campaign. 🔥

What's one thing you always include in your cold emails? 👇

—-----
Hey I'm Zahra, a GTME at StackOptimise ⚙️ StackOptimise.


If you're also "just" doing cold emails, you're my people. Let's connect. 🔥

After running outbound for 12+ B2B companies, here are my 5 MICRO rules of cold outbound 👇


Rule 1/ Narrow your target

- Pick one vertical. 
- One company size. 
- One specific role.

Make sure they have a budget and authority.

Rule 2/ Build an offer that removes the risk

Buyers don't fear your price. They fear making a bad decision.

So structure your offer so well that it would seem stupid to say "NO."

Rule 3/ Run 3 engines simultaneously

Email. Calling. LinkedIn.

Build a repeatable system and hit daily targets.

This will help you convert momentum into a system.

Rule 4/ Qualify harder than you pitch

Bad meetings cost more than no meetings.

So before you book any call, confirm three things:

→ "What's the budget allocated for this?" 
→ "What breaks if you don't fix this by Q2?" 
→ "Who else weighs in on this?"

If they score below 7/10 on urgency, send resources and follow up next quarter.

Rule 5/ Document, then scale

When something works, document it. 
Share it with your team. Test if it actually works.

If it does, then scale as hard as possible.

At StackOptimise ⚙️, we execute this plan without you lifting a finger.

→ We design your entire outbound motion 
→ We handle daily execution 
→ You get pipeline and meetings on autopilot

P.S. If you want 5K verified ICP leads with personalised templates, triggers, and more, apply here https://lnkd.in/dtu2fmdG

We hit 85% email coverage with <2% bounce rates.

Here’s how: 

You scrape 10,000 leads. 
You get 5,000 emails.

Now what?

Most people either:

- Run campaigns with what they have (and leave money on the table)
- Manually hunt emails one by one (hello, burnout)

Here's what we do instead:

We built an email waterfall that finds the missing 4,250+ contacts without losing our sanity.

Step 1: The Waterfall 

Start with Prospeo.io - highest accuracy, least drama 

↓ Route "not found" emails to LeadMagic 
↓ Final pass through Icypeas for stragglers

This alone gets us from 50% coverage to 80%+.

Step 2: Layer your sources 

(Clay is your best friend here)

Clay aggregates 15+ enrichment APIs in one place. 

If Apollo strikes out → Hunter.io picks up the slack. 
If Hunter fails → Snov.io or RocketReach step in.

Step 3: Don't touch catch-all emails without validating first

Catch-all domains accept 𝘦𝘷𝘦𝘳𝘺𝘵𝘩𝘪𝘯𝘨 - but that doesn't mean the email exists. 

Sending to invalid catch-alls = bounce rate spike = your domain reputation in shambles.

Use BounceBan to verify catch-alls safely before hitting send.

One bad campaign with 10%+ bounces can wreck your domain for months. 

Don't learn this the hard way.

---------

Follow me and StackOptimise ⚙️ if you're serious about outbound that doesn't self-destruct.

P.S. What's your go-to email enrichment stack? Drop it below 👇

Lead gen = hunting
Demand gen = farming
You need both. Or you starve. Here's why:

Lead gen is capture.

You know who you want. You go get them.

↳ Lead magnets
↳ Cold email
↳ Cold calls
↳ Paid ads
↳ DMs

You're capturing demand that already exists.
Fast. Direct. Measurable in days.

Demand gen is creation.

You're creating demand where none existed.

↳ YouTube content that educates
↳ LinkedIn posts with POVs
↳ Brand that builds trust

Slow. Compounds over time. Harder to measure.

Choosing between them is where companies mess up.

They pick one. Go all in. Try for 30 days. 
Get frustrated and close the initiative.

You need to run both.

→ Outbound to create pipeline now and test messaging in-market
→ Demand gen to build authority and inbound flow over time

At StackOptimise ⚙️ we start with outbound. Get signal fast. See what messaging actually lands.

Then we take what works and scale it through demand gen.

That's the play.

Which one are you leaning on more right now? 👇

If you want to book more meetings, try this cliche advice

And nobody executes it correctly

The cliche advice is to GO LOCAL!

If you sell to law firms, accounting practices, or consultancies – this is your play.

5 reasons to go local:

✅ Almost zero competition
✅ Reply rates are 20x higher
✅ In-person meetings convert better
✅ Local namedropping builds instant credibility
✅ Professional services want someone they can meet for coffee

"But Zahra, local doesn't scale."

You're right. It doesn't.

And I don't care.

I'd rather book 10 high-value local meetings than 1 meeting from 1,000 cold emails.

Wouldn't you?

—-------

Want a custom outbound plan with exact templates & triggers we use for our clients? Apply here https://lnkd.in/dtu2fmdG

Every founder wants more leads.

But very few fix the SYSTEM that's supposed to generate them.

To generate leads you need to build repeatable S-Y-S-T-E-M-S.

Here's how to break it down:

S – Start with a cold ready offer
↳ If it takes 10 minutes to explain, it won't work.
↳ One sentence. Clear outcome. Done.

Y – Your buying criteria needs hard filters
↳ Revenue, deal size, decision authority.
↳ If they need 6 months to decide, they're out.

S – Set up infrastructure before volume
↳ Separate domains. Warmed inboxes. Track bounce rates weekly.
↳ Volume without infrastructure kills deliverability.

T – Target with triggers, not guesses
↳ Write around one thing: cost, inefficiency, or risk.
↳ If replies don't clarify fit, your message is broken.

E – Enrich and verify at the source
↳ Role, company, email—verified before adding leads.
↳ Clean data before scaling, not after things drop.

M – Email first, LinkedIn DM second
↳ DM after a reply, click, or signal. Not before.
↳ Keep it short. One action.

S – Screen meetings before sales touches them
↳ Two qualifiers: real problem + decision authority.
↳ Track show rate, not just meetings booked.

Most companies optimize messaging.

But to keep winning consistently, you need to build systems.

What's the biggest system gap in your outbound right now? 👇

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The Battle

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