Florin Tatulea

Common Room

Building outbound & pipeline generation systems with the very platform we are selling. 

Year 1: 500%+ pipeline growth

Head of Sales Development

Sales Flo

Building meaningful pipeline for GTM brands by engaging their audience through content creation across 80,000+ followers on LinkedIn, Substack & X. 

salesflo.substack.com
x.com/FlorinTatulea

I also do Sales Workshops and GTM Advising for some of the best B2B companies in the world: Shopify, LivePerson, Zendesk, Docebo, and Vendr.

Founder

pclub.io

Best Selling Course - Copywriting, Cold Email and Sequencing: https://go.pclub.io/florin

Course Author

Barley

Acquired by Workleap

Helping People/HR teams make smarter compensation decisions to stay competitive:

-Global Salary Benchmarking Data 
-Comp Planning Workflows & Reporting 
-Pay Equity Analysis 
-Total Rewards Communication

Director of Sales

Plato 

Acquired by Coda

Built the BDR/SDR function from scratch. 

Plato helps Engineering & Product teams build their skillset by providing access to the top mentors in the world from orgs like Google, Meta, Netflix, Spotify etc.

Director, Sales Development

Loopio

Acquired by PE

First sales hire at Loopio and part of an elite sales team as an SDR, AE & SDR Leader that grew revenues by 65x in 6 years leading to a high 9-Figure valuation.

As an SDR Leader, I helped scale the Inbound & Outbound function to a team of ~25 across Commercial, Mid-Market & Enterprise segments.

Senior Manager, Sales Development

Manager, Sales Development

Closed 100+ deals across Commercial, Mid-Market & Enterprise segments.

Notable deals include: Square, Ceridian, Mcdonalds (Dynamic Yield), Databricks, TripActions, Carbon Black, Bentley, Gainsight, Grammarly + many more.

Senior Account Executive

Team Lead, Sales Development

Founding SDR

PenPal Technologies

Business Development Manager

Banking Associate

STS Capital Partners

STS Capital Partners is an international investment banking firm specializing in mergers, acquisitions, divestitures, strategic consulting and advisory services for mid-market businesses. 

Worked on five $10MM - $100MM transactions within the real estate, airport logistics, IT & security and healthcare industries.

Analyst Intern, M&A

Sales Leader | LinkedIn Top Voice 2023 | GTM Advisor | Focusing on Seed → Series B

I'm a passionate leader that lives and breathes all things sales.

I was lucky enough to be the first sales hire at Loopio and have had the opportunity to be a part of and contribute to the exponential growth that had led us to a sales team of ~50 strong. In my 6.5 years at Loopio we grew revenue by 65x. 

I am now doing it all over again at Common Room

Whether it's been as an SDR, AE, Manager or Director, I'm constantly looking for ways to reinvent myself and my team.

I'm a people-first leader that understands that leading a team is not about me. It's about lifting others up and seeing them succeed. My success is simply a bi-product of my team's success. 

As a sales leader, I'm curious about scaling sales teams, generating pipeline, increasing win rates and lowering ramp times in a remote world.

As an individual, I'm passionate about copywriting, sequence/cadence building, leveraging social selling and the future of sales technology.

There are two metrics that not enough SDR teams are tracking.

It’s crazy to think about, but the reality is that most SDR teams are still largely ONLY tracked on volume, meetings and pipeline.

Don’t get me wrong ALL of those are still important. 

But you MUST be tracking SDR efficiency to really unlock and ultimately improve an outbound program.

Two metrics that are still extremely overlooked and tell you A LOT about your reps and business:

→ Contacts touched per qualified opp (S2)

Most teams (including ours) are not going wide enough into accounts...depending on who your ICP is. 

As an example: we sell to 4 Personas…. Sales, SDR, Marketing & Rev Ops.

Yet in our growth segment, our average contacts touched per account is 3. That needs to be fixed.

→ Penetration Rate: How many accounts to S2?

It quite literally tells you how many accounts you need to touch or assign to your reps in order to hit your number.

Let’s say you have an S2 quota of 24 per quarter. If each rep has 300 accounts and your avg. penetration rate is 6%, all else the same… your avg. rep will be hitting 18. 

You either need to increase the accounts they own/touch or need to figure out how to increase efficiency.

Otherwise you don't even stand a chance.

This is a great way to counter a top-down approach to quotas that are often unrealistic.

GTM Leader | LinkedIn Top Voice | Advisor

It's been pretty hilarious to see what some of the younger SDRs on our team that are more "AI-Native" use ChatGPT for. 

I had an SDR the other day making an argument for an opportunity that he believed should be marked as "qualified". 

He ran the full Gong transcript through GPT, input our qualification criteria and sent me a 3-page report explaining how it was in fact qualified. 

Fair enough Mr. SDR. Fair enough 🤣 🤣 🤣 

(It was still a no). 

Jking. 

I thought it was funny. Not something I would have thought of myself.

Shoutout to all the cold callers out there 😭 😭 😭 

We ran FullEnrich across our own contact database recently…  the results speak for themselves:

30% coverage in USA -> 80% coverage!!!

10% coverage in EMEA - 70% coverage

How?

They run a waterfall against 30 providers.

For the last decade, mobile numbers have been a constant battle for me. 

People are SLEEPING on FullEnrich.  

I met Benjamin Douablin earlier this year… after seeing the quality of what they built, we knew we had to integrate FullEnrich data into Common Room. 

Our customers now have access to premium phone number data as well.

One of my main goals for this year is partnering with a smaller number of brands that I actually use and find value in every day. 

FullEnrich is one of them. 

Fantastic product.

Brand partnership • GTM Leader | LinkedIn Top Voice | Advisor

There are two types of sales reps going into Thanksgiving week:

1. You convince yourself that it's the holidays and you let your foot off the gas

2. You bust your ass for the next 3 days, before a well deserved 4-day weekend and set yourself up for success come December. 

Which one are you? 

...If you are going to work. Why not be the second? 

Otherwise, just take the week off.

SDRs & AEs - here are 5 things that will help you finish strong in Q4 going into the Thanksgiving/Holiday Season (it's coming fast..)

1. Stop telling yourself that everybody is off and that you won’t book meetings.

There is always going to be an excuse any time of year. Talk to your prospects or somebody else will.
 
2. Understand that budgets for 2026 are being made right now. Executives are actively thinking about spend + what solutions they need to hit their 2026 goals as we speak.

3. Closed Lost/Not Now reports in your CRM are going to be your best friend right now. Make a list of everyone who told you that “next year” was a better time to talk. HIT THEM UP NOW!

We've actually completely automated this play in Common Room. We built a workflow that automatically finds and enriches every contact that's been on a Gong call with us in the last year and use our RoomieAI agent to go through the calls and write emails based on the context of the transcript. 

We've found 3600 contacts we can hit up. 

4. Your biggest objection right now is going to be "Not Now / Let’s talk in the new year"

ADDRESS THE OBJECTION UP FRONT BEFORE YOUR PROSPECT DOES:

Here is a template:

“I can appreciate that the holidays are coming up and things are going to be crazy.

Would you be opposed to taking a peek at how we can help with X, before everything gets crazy with the holidays / Q1?

From there, if it’s not something that makes sense, I won't waste either of our time in the new year."

5. Plan - There are 4 full non-holiday weeks left until end of year. Figure out your daily game plan. What do you need to do every day to hit your goals? 

Focus there.

LinkedIn’s inbox is still stuck in 2015. 

What’s up with that?

I literally don’t think it’s changed since I started posting on LinkedIn that year.

It’s the wild west and makes it incredibly difficult to prospect properly as a salesperson. 

A few frustrations of mine: 

1. There is no way to label or tag conversations
2. I don’t have a way to set automatic reminders for follow up
3. There is no clear way for me to know who actually accepted my connection requests when I drop people into a sequence
4. Also… why can’t I send a voice note from my laptop?
5. Answering a basic question about my network like “how many VP, Sales am I connected with” is more difficult than it should be. 

Mitchell and team just built my fav tool of the year. 

Kondo: Superhuman for LinkedIn DMs

It does every SINGLE one of those 5 things, in one of the most clean UIs I’ve had the pleasure of working in. 

I’m never going back.

If you use LinkedIn to prospect. Do yourself a favor and try it out. TRUST ME. 

They have an awesome “Black Friday” promo ending in 2 days...

2 months for free 👉 https://lnkd.in/dsYeYi8v

Report back and let me know what you think. 

#kondopartner

Here’s an insane hack to rank your brand #1 in ChatGPT that’s worth millions of $$$ in pipeline.

Steal this exact play if you sell to the Forbes ☁️ Cloud 100.

It requires some orchestration between the Growth and SDR team and was a play that Josh Lind and Matteo Tittarelli ⚡️(legends!) help us build:

Background: 

 ✅ The Forbes Cloud 100 are key target accounts for us… and also for our top prospects and customers.

 ✅ One of the value props of our RoomieAI agents is that it can generate full contextual account plans in seconds based on your internal data (i.e. CRM, Call Transcripts, Signals) and external data. 

—--

The idea: 

-Generate account plans for the Forbes Cloud 100 list and turn that output into SEO and GEO (generative engine optimized) pages for LLMs to rank. 

-Reps are using LLMs and searching for things like “[strategic account] + business model” as they conduct account research. 

-This allowed us to highlight the value prop of our product in a unique way and also drove LLM-based search traffic to our website. 

-----

The Execution of the Play: 

1. Generate 100 account plans for each company using our RoomieAI agent

2. Created 100 landing pages for each account plan and used an AirOps workflow to expand and format the account plans into LLM optimized pages that brought in traffic. 

AirOps is particularly good to rank in ChatGPT/Perplexity etc, where most search traffic is going.

3. Use our website de-anonymization functionality to identify key stakeholders on these pages and have our SDR team hit them up with tailored messaging.

4. Repurpose the account plan pages and send them as value adds to accounts that likely have the Cloud 100 as key accounts.

AirOps made a free tool that shows you exactly how often ChatGPT, Claude, and Perplexity mention your brand vs competitors.

Comment "RANK" and I'll send you the link to run your AI Search Audit.

(Takes 30 seconds and it’s FREE)

Engineer (GTM/AI) @ Common Room

B2B positioning, websites, launches & content | Duolingo streak keeper 🇯🇵

AirOps

Vibe coding is HOT.

It quietly wipes out 80+ hours of manual RevOps work every month. But most people are thinking about it the wrong way…

There’s a massive opportunity for GTM & Ops leaders to change how they operate.

The general narrative around vibe coding platforms is that they’re meant for coders and entrepreneurs to kick off new businesses…

At least that’s how I interpreted it.

BUT after digging deeper, I came across a ton of use cases to vibe code your own internal solutions, the ones that remove the painful, repetitive, 80-hour problems your team keeps dealing with every month.

Here are 3 examples:

--> Territory planning & account router

Apply your own custom rules (industry, ARR band, geo, partner involvement)
to generate territory splits and account assignments automatically.

--> Lead routing & SLA monitoring

Build a small app that connects to your CRM via API and: 

-Applies your routing logic (segment, intent, previous owner)
-Flags SLA risks in real time and alerts in Slack
-Produces a live dashboard with time-to-first-touch, SLA breach counts, and chronic slow responders

--> Pipeline hygiene & forecast assistant

-Pulls open opportunities
-Flags issues (no next step, stale stages, pushed close dates, missing contacts)
-Uses your rules + LLM scoring to highlight risk

Do I believe you can “vibe code” a new BI tool, CRM, or forecasting platform?

No.

But for targeted use cases, especially for orgs without unlimited budgets and insane complexity... it’s a fantastic way to eliminate massive manual effort.

Want the breakdown of how to do this?

👉 Comment “VIBING” and I’ll send it to you.

Happy Thanksgiving to all of our American friends down south! 

Grateful for you all. 

Enjoy the long weekend :)

Here’s a question that I think most of these outbound AI agencies with the “I’ve booked 1000 meetings in the last week with this AI workflow” would be hesitant to answer: 

1. How many of the meetings you booked for your clients showed?
2. How many were qualified? 
3. How many were closed won?

A booked meeting doesn't mean anything in itself. 

Don't always believe the hype.

The data speaks for itself. 

We found images in emails work 3x better. Here’s why…

We recently ran an A/B test and found that images in cold emails outperform plain emails (when done right).

“An image is worth a thousand words” 

Obviously it depends what the image is about. For us, relevant memes work extremely well at breaking through the noise (it’s not something AI has done well at scale yet).

The problem has been that traditionally this would hurt your email deliverability. 

That’s why we always saved the links and assets for the follow up email after you hit the inbox. 

The rules of the game have changed though. 

Maildoso recently launched Custom Domain Tracking that allows you to safely add links straight from your FIRST email without hurting deliverability. 

This means you can finally:

-Embed direct booking links
-Drop videos right away
-Add images to paint a better picture 

Check it out for yourself: maildoso.com

X is soon releasing “Hiring” and “Jobs”. 

As a matter of fact, it’s already here: 

Is LinkedIn cooked? 

Doubt it. 

It’s one thing to have job posts up. 

LinkedIn is still the best database for real-time information on where people work. 

That data is invaluable and there are network effects that make it difficult to switch. 

Many have tried to replace it. Only time will tell. 

What do you all think?

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

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.

CEO: "We told the team to start doing outbound."

90 days later: nothing.

Most leaders think outbound is simple:

Hire 2 junior SDRs
Buy 1-2 tools
Hand them a phone
Let them figure out
Watch pipeline flow

That's the 1%. The tip of the iceberg.

The 99% no one talks about?

ICP building. Tech stack. A/B testing. Buying triggers. Persona research. Account scoring. Multi-threading. Email deliverability. Data infrastructure. Messaging strategy. Rep training. Continuous iteration.

Skip it, and here's what happens:

Budget burns.
SDRs dial into the void.
Pipeline stays flat.
The board asks questions you can't answer.


Most outbound programs die in the first 90 days.
Not because outbound doesn't work.
Because leadership treats it like a light switch.

Top teams don't do that.
They treat outbound as a company-wide strategic initiative.
Not a side project for junior reps.

Your job as GTM leader:

Make the path obvious.
Remove every piece of friction.

📌 Want to see how the top teams actually do it?

I broke down the outbound systems from Snowflake, Rippling, and Ramp. 7 breakdowns. Free.

Click "Visit My Website."

I build outbound systems for B2B SaaS | Outbound is a function, not prospecting

My go-to outbound resources that actually make a difference:

Not the obvious ones. The ones showing me problems I didn't know existed.

𝗧𝗲𝗮𝗺𝘀 𝗜 𝗦𝘁𝘂𝗱𝘆:

Snowflake, Ramp, Rippling, Owner, Pigment, Gorgias, ClickUp

I study these companies obsessively. Ramp built $1B ARR with outbound. Snowflake gets 60% of revenue from SDRs. Owner.com hits $72K ARR per BDR. 

𝗣𝗼𝗱𝗰𝗮𝘀𝘁𝘀 & 𝗖𝗼𝗻𝘁𝗲𝗻𝘁 𝗜 𝗔𝗹𝘄𝗮𝘆𝘀 𝗖𝗵𝗲𝗰𝗸:

• Revenue Leadership podcast/newsletter (Kyle Norton) 
• 20Sales with Harry Stebbings (20VC) 
• SaaStr.ai & Jason M. Lemkin
• Stage 2 Capital & Mark Roberge - Data-driven sales strategies
• Outbound Squad with Jason Bay
• The GTMnow podcast/newsletter
• Winning by Design - Systems thinking that changed my approach
• Lavender blog  

𝗡𝗲𝘄𝘀𝗹𝗲𝘁𝘁𝗲𝗿𝘀 𝗜 𝗥𝗲𝗮𝗱:

• Cannonball GTM (Jordan & Doug) 
• Prospecting from the Trenches (Florin Tatulea) 

𝗕𝗼𝗼𝗸𝘀 𝗧𝗵𝗮𝘁 𝗖𝗵𝗮𝗻𝗴𝗲𝗱 𝗠𝘆 𝗧𝗵𝗶𝗻𝗸𝗶𝗻𝗴:

• Outbounding (Skip Miller)
• Gap Selling (Keenan)
• Busting Silos (Travis Henry + Hillary Carpio) - How Snowflake did it
• The SaaS Sales Method for SDRs (Jacco & Dan Smith) - Modern SDR playbook

𝗣𝗲𝗼𝗽𝗹𝗲 𝗜 𝗙𝗼𝗹𝗹𝗼𝘄 𝗖𝗹𝗼𝘀𝗲𝗹𝘆:

• 🦾Eric Nowoslawski Nowoslawski (Clay Workflows)
• Elijah Awoke (Clay Workflows)

𝗖𝗼𝗺𝗺𝘂𝗻𝗶𝘁𝗶𝗲𝘀 𝗪𝗵𝗲𝗿𝗲 𝗜 𝗟𝗲𝗮𝗿𝗻:

• Pavilion 
• SDR Leaders of USA & EMEA 
• Clay Cafe  

Why these resources?

They show me problems I'm not seeing. 
Constraints I haven't considered. 
Systems I haven't built yet.

--

What would you add to this list? 

Drop your favorite outbound resource in the comments. I'm always looking for new perspectives.

P.S. Relaunching my podcast in 2026. I miss the deeper conversations. Time to bring them back.

BTW, if you know any good freelance podcast producers, I'm hiring! 👨‍🍳

CEO: "We want to 2x revenue in 2026."

His plan? Hire 6 more SDRs. 

Problem: his current 2 SDRs were still figuring out outbound.

My advice: "Don't hire anyone until your team hits 12 SQOs per SDR per month, consistently, for 3 straight months."

He's still waiting. And saving roughly $360K in wasted headcount costs.

Here's the mistake most GTM leaders make:

They plan headcount top-down:
"We need $5M in new ARR"
"So let's hire 12 SDRs × 12 SQOs (goal) = pipeline = revenue"
"Done. Let's post the JDs."

But that math ignores reality.

You're planning with goal numbers, not actual performance.

If your current SDRs are creating 6 SQOs/month (not 12), and your meeting-to-opp conversion is 40% (not 60%), hiring 6 more SDRs doesn't magically fix that.

You're just scaling broken processes.

Bottom-up planning forces you to use current conversion rates: 
→ What are SDRs actually creating today? 
→ What's your actual meeting conversaion rate? 
→ What's your actual show rate? 
→ What's your actual meeting-to-opportunity conversion?

If those numbers aren't consistent and hitting your benchmarks, adding headcount just multiplies the problem.

You end up with:

- 10 SDRs producing what 4 should produce
- Managers firefighting instead of coaching
- AEs without pipeline
- A board asking why you're burning cash

The real cost?

Each premature SDR hire costs you ~$60K/year (salary + tools + management overhead).

Hire 6 too early when your system isn't working = $360K burned to scale zero results.

The better way: Bottom-up planning.

Start with what your SDRs actually produce today. Validate the system works. Then scale it.

If your SDRs create 6 SQOs/month right now, don't hire more until you figure out why it's not 10.

Fix the conversion rates first. 

Get consistency for 3 months. 
Then hire.

📌 Tomorrow in my newsletter, I'm sending out my framework for planning 2026 headcount the right way, including how to calculate capacity needs, when to actually pull the trigger on hiring, and how to phase your growth without burning cash.

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

Paid subscribers get my new Google Sheet: 
Scale Outbound: Headcount & Capacity Planning V2, where you plug in your actual numbers (not goals) and see exactly what hiring SDRs 5, 6, and 7 will do to your pipeline and cash burn.

Until then: if your SDRs aren't consistent yet, don't hire more people.

Master your recipes before you open more tables.

👨‍🍳 Elric Legloire

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

Scaling outbound from 0 to 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 convo.

Podcast link in the comments.

From 0 to 2300 Meetings: Building Outbound

Oliver got a cold email claiming "2.5h of research."

But it showed 0 actual research.

This is the trust gap destroying outbound in 2025.

𝗧𝗵𝗲 𝗣𝗿𝗼𝗯𝗹𝗲𝗺:

When the tactic is "trick you with fake effort then reveal it's a joke," you've already lost. Funny outbound can work. But lying about effort when you did ZERO actual work? That's just spray and pray with extra steps.

I get a 10+ emails a week claiming research. 0 show actual proof.

𝗪𝗵𝘆 𝗧𝗵𝗶𝘀 𝗠𝗮𝘁𝘁𝗲𝗿𝘀:

Every fake research claim trains prospects to ignore ALL outreach, even the good ones.

𝗧𝗵𝗲 𝗦𝗼𝗹𝘂𝘁𝗶𝗼𝗻:

Stop telling. Start showing.

"We can research 100 accounts in 30 minutes!"

OK. So what? Show me.

Here's what that email to Oliver should have looked like using the Chef Sample Framework:

---

"Oliver, saw Rep.ai works with Sybill. 

So you're already probably targeting GTM leaders at Fathom and Fireflies.ai.

Here's what we found for Fathom:
- VP Sales just posted about scaling challenges
- They're hiring 3 SDRs this quarter
- Recent G2 reviews mention lack of call recording integration

This is what your reps would see automatically for each account. 
So they spend more time prospecting and less time researching.

Interested to see how it works?"

---

That's showing, not telling.

In 2025, AI makes real personalization possible at scale:
1. Scrape company website → find their customers
2. Identify lookalike accounts in their ICP
3. Pull real-time insights for each account (thanks to their tool)
4. Generate the proof directly in the message

The tech exists. Use it.

Stop claiming research you didn't do.
Start showing the value you actually deliver.

One real insight beats 100 fake personalization attempts.

Master your samples before you scale your outreach. 👨‍🍳

Follow me 👨‍🍳 Elric Legloire, the Outbound Chef, for daily outbound recipes.

Most outbound leaders focus on optimizing their tech stack.

Wrong lever.

Your biggest ROI? Hiring A-players.

I see this pattern constantly: Leaders spend weeks testing new sales engagement platforms, tweaking sequences, and analyzing email open rates.

Meanwhile, they spend 2 hours on hiring decisions that will impact their team for the next 18 months.

The data backs this up:

Mark Roberge, former CRO at HubSpot: "World Class sales hiring is the biggest driver of sales success. If you could be world class at one discipline, it should be hiring."

John McMahon, former CRO at BMC: "If you hire C-players and do everything else perfectly, you'll lose. If you hire A players and do everything else average, you'll win."

Yet most leaders treat hiring as an HR function. They outsource it to talent acquisition and only show up for final interviews.

That's the mistake.

The strategic shift: Take extreme ownership of your hiring process.

You should be defining the role, the behaviors you need, and participating in every stage. Not delegating it.

Here's a framework I've started using with my teams:
- What are their long-term goals?
- Are they taking daily steps toward those goals?
- Do they have a passion for learning?

This helps you understand what actually motivates each person. Because not everyone is motivated by money alone.

Your tech stack won't save a weak team.

But A-players will save a weak process.

If you want the full breakdown on building high-performing SDR teams, I wrote about it here: https://lnkd.in/eZwe8M8n

5 outbound lessons from Snowflake at $4.6B ARR

They added $900M in ARR in 2024. 

60% of that came from SDRs.

Here’s what their outbound team is doing differently, and how you can apply it.

Even if you’re not a $4B company.
 
Most companies are doing outbound backwards.

They run sales, SDR, and marketing as separate teams fighting over the same accounts. 

Snowflake figured out something different.

1. SDRs Mostly Work Warm Accounts

No cold lists.
They wait until an account engages with ads, the website, or content before doing outreach.

Result?
✅ 36% meeting rate on ABM accounts (vs 10% on non-ABM).

You can do this too:
- Run ads or webinars to warm accounts
- Track website visits
- Trigger outreach after clear intent

2. Real-Time Scoring Every 2 Hours

Data from Outreach updates every 2 hours.
Leads are re-scored and reprioritized automatically.

No more chasing stale leads.
Their CRM is alive.

You can do this too:
- Refresh firmographic + intent data weekly (ZoomInfo, Clay)
- Auto-score accounts based on real engagement
- Focus reps only on the hot stuff

3. One GTM Team. One Funnel.

Sales, SDR, and Marketing operate as ONE unit.
No MQL drama. No silos.
No lead funnel.
Just 1 account funnel. 

They share one playbook:
→ Collaboration → Activation → Optimization

You can do this too:
- Agree on ONE list of accounts
- Align on roles (warm, contact, close)
- Run weekly GTM standups

4. Action Boards Over Dashboards

Reps don’t scroll dashboards.
They log in and see:
“Call these 5 accounts. Here’s why. Here’s what to say.”

You can do this too:
- Build boards with: recent activity + account name + message suggestions
- Make it stupid simple. No digging. Just action.

5. Generative AI = Faster Ramp, More Meetings

300 SDRs. 200 new hires per year.
They use GenAI to write better messages, fast.
AI-assisted reps are doubling meeting rates.

You can do this too:
- Use ChatGPT to research and Claude to write
- Plug it into onboarding to help reps ramp faster

📌 Curious how Snowflake scaled outbound to $4.6B ARR?

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

And 100+ hours on the others.

Ramp. Rippling. Pigment. Owner.com. HockeyStack. Gorgias
7 complete teardowns.
The best outbound teams in SaaS.

Want all 7?

Click "View my website" under my name.

I got too busy. My podcast stopped. Now I'm fixing that.

For 9 months, Outbound Kitchen sat there. Silent. I was focused on client work and the newsletter. The podcast, the thing I actually love doing, had to wait.

Now I'm back. And I'm doing it differently.

Two changes:

First: new formats. I'm done with just conversations. I want to show real workflows. AI workflows. Live sessions with Q&A. Stuff you can actually use, not just two people talking for an hour.

Second: I'm not doing the admin anymore.
Last time, I was the host AND the admin. Recording episodes, then spending hours on show notes, titles, guest coordination, YouTube optimization, publishing...
 
So, I'm looking for a freelance podcast VA/producer.

Not an editor (my wife does that). 
Not an agency (I want to work with a real person).

Someone who can own the stuff I hate: show notes, SEO titles, timestamps, YouTube optimization, distribution, guest prep, performance tracking.

Why this matters:
I want to spend my time on content, getting better guests, and improving the show, not on admin work. Having someone to help with this means I can focus on making the content better, not just keeping it alive.

I already have 7 episodes recorded and ready. Real work from day one.

Weekly episodes. 30-60 min. YouTube-first. Fully async via Slack. AI/tools provided. Start per-episode, retainer if it works.

You:
- You've done this before. 
- You know what makes someone click play. 
- B2B/GTM experience is a bonus, not required.

Know someone good? Tag them before someone else does.

Are you that someone? 
DM me:
- A podcast you think does it well
- Your rate

Your outbound isn't broken because "cold doesn't work anymore."

It's broken because you're running it on faulty beliefs.

I've audited 20+ outbound motions in the past year. 
The teams struggling the hardest all believe at least 3 of these:

1. "We tried everything. Outbound doesn't work anymore."

No, you sent 1,000 emails through 2 interns with zero prioritization. That's not "trying everything", that's throwing spaghetti at a wall and blaming the kitchen when nothing sticks.

2. "It's a numbers game. Send more emails, get more results."

More activity on broken outbound = multiplying by zero. 10,000 emails × 0% conversion is still zero. Outbound is a quality AND volume game. You need both.

3. "We should see results in the first few weeks."

You're measuring the wrong thing. Early results = reply rate and positive engagement, not closed deals. If you're expecting pipeline in Week 2, you don't understand the motion.

4. "Tool-first. Process never."

You gave reps Apollo, Outreach, and CRM access. Zero playbooks. Zero methodology. Zero frameworks. Then wondered why they "aren't performing." The tool doesn't fix a broken system.

5. "Hire junior SDRs to figure it out before we commit."

This is backwards. You nail the motion first with 1-2 strong reps, then scale. Hiring juniors to "test" outbound guarantees failure. Then you blame the channel instead of your strategy (and execution).

6. "Outbound is just cold outreach."

Wrong. Outbound is also re-engaging past opportunities, closing outbound deals (which require different AE training), working accounts across the full lifecycle. If your AEs can't close manufactured timing, your "outbound problem" isn't top-of-funnel.

7. "I don't reply to cold outreach, so buyers must hate it."

You're not the buyer. I just saw Nooks post SDRs booking 200+ meetings in Q3 via cold calling. If it "doesn't work" for you, the issue isn't the channel—it's your execution, data quality, and prioritization.

📌 Most leaders would rather blame the channel than fix their approach.

If you're ready to fix it, I built a breakdown of what the top 7 outbound teams actually do differently.

Click "visit my website" to grab them.

"AI can't write good cold emails."

Snowflake: 0.5% → 7.5% reply rate. 15x. Using AI.

Here's what everyone's missing.

AI can write good messages. Most AI tools can't.

Most "AI-powered" outbound tools are just sales engagement platforms with a GPT wrapper. They pull a random fact about the prospect, a university, and drop it into a template.

That's not personalization. 
That's spray and pray with extra steps.

The real problem:
→ No context. The tool doesn't understand your ICP, your value prop, or what actually resonates.
→ No training. It's not learning from your replies, your wins, your losses.
→ No framework. Just "write an email about this person" with no structure for what makes outbound work.

And everyone has access to the same tools. 
Which means everyone sounds the same.

I've been studying top outbound teams for the past 12 months. 
Snowflake is one of them.

Travis Henry and Jeff Long built a system for their 200+ SDR team. 

And they open-sourced it (link below).

What makes their approach different:
They built their own solution. Not bought. Built. Trained on their context, their messaging, their data. That's the edge.

AI writes. Humans send.
This isn't fully automated. AI drafts messages for the reps. Reps review and send. Human in the loop, always.

Each part of the email gets its own prompt.
Subject line, first paragraph, PS, different jobs, different instructions. Most tools use one generic prompt for everything.

The system scores itself.
Low-quality output? It defaults to a proven template instead of sending garbage.

It's not plug-and-play.

Even Snowflake admits: enabling a large team is hard. This takes real investment.

Here's my takeaway:
The companies winning with AI outbound aren't buying tools. They're building systems.

Systems trained on their context.
Systems that improve over time.
Systems where AI supports reps, not replaces them.

Off-the-shelf tools give you what everyone else has.

The edge comes from owning the solution.

P.S. Snowflake's team open-sourced the whole workflow. Lessons from 147 failed iterations. 

Here's the Notion doc: https://lnkd.in/eyNAv54C

Most outbound strategies skip straight to tactics.

They build sequences before they understand the market. 
They write messaging before they define the ICP.

Then they wonder why nothing works.

Here's the 7-step workflow I follow with every company to build advanced outbound strategy:

𝟭. 𝗖𝗼𝗺𝗽𝗮𝗻𝘆 𝗔𝗻𝗮𝗹𝘆𝘀𝗶𝘀 (Drives everything else)
Understand your business model, product, positioning, current customers, and what's actually working.

𝟮. 𝗧𝗔𝗠 + 𝗜𝗖𝗣 𝗗𝗲𝗳𝗶𝗻𝗶𝘁𝗶𝗼𝗻
Who could buy vs who should buy first. This isn't firmographics, it's strategic prioritization.

𝟯. 𝗥𝗲𝘀𝗲𝗮𝗿𝗰𝗵 𝗗𝗮𝘁𝗮 𝗣𝗼𝗶𝗻𝘁𝘀
Identify what signals actually matter for scoring, segmentation, and messaging.

𝟰. 𝗦𝗰𝗼𝗿𝗶𝗻𝗴 𝗦𝘆𝘀𝘁𝗲𝗺 (How to prioritize - Part 1)
Build 2 frameworks to rank accounts based on likelihood to buy and revenue potential.

𝟱. 𝗦𝗶𝗴𝗻𝗮𝗹𝘀 + 𝗛𝗶𝘁 𝗟𝗶𝘀𝘁 (How to prioritize - Part 2)
Layer intent signals on top of scoring to create your hit list, accounts showing active buying behavior.

𝟲. 𝗦𝘁𝗮𝗸𝗲𝗵𝗼𝗹𝗱𝗲𝗿 𝗠𝗮𝗽𝗽𝗶𝗻𝗴
Who to target at each account. 

𝟳. 𝗠𝗲𝘀𝘀𝗮𝗴𝗶𝗻𝗴 𝗦𝘁𝗿𝗮𝘁𝗲𝗴𝘆
How to be relevant. Messaging by segment, persona, signal, and research.

---

Most teams start at step 7 and skip steps 1-6.

That's why their outbound feels generic. Because it is.

You can't message your way out of bad targeting.
You can't A/B test your way out of broken fundamentals.

Do the strategic work first. Then tactics actually work.

Follow me Elric Legloire for daily outbound tips, and consider getting my 7 outbound breakdowns by clicking "visit my website".

While competitors burn millions on SDR teams, Gorgias automated their way to $80M+ ARR. 5 outbound lessons from the company that sends 1 million emails per quarter without hiring an army: 

1. Scale Cold Emails with AI

They ditched 200 static sequences for 10 AI-powered ones.
Generate 5,000+ unique emails daily for just 10 cents
+150% positive reply rates with dynamic personalization
400-500 line prompts that inject event data, tech stack, and conversation history

2. Treat Outbound Like a Product Team

Sales became a laboratory for unorthodox experiments.
CEO and VP Sales met weekly with complete latitude to reconfigure processes and create new motions based on data, not assumptions.

3. Automate First, Hire Humans Second

Unit economics favor machines over SDRs for SMB deals ($7,750).
Their automated system reaches thousands economically while human reps focus on high-value accounts and closing.

4. A Different Multi-Channel Approach

Email + ads + referrals outperformed their single-touch sequences.
90% ad match rates (up from 50%) contributed an extra $2M ARR from paid channels.

5. Map Every Account in Your Market

They mapped 2 million Shopify stores, identified 700k as true TAM.
Predictive analysis categorized prospects into 5 segments based on traffic, automatically scoring and routing leads by deal size potential.

RevOps infrastructure became their competitive advantage.

Data-driven systems scale without proportional headcount growth.

--

I spent 20+ hours breaking down their full outbound playbook.

Want it?

- Like this post
- Comment “playbook”
- If we’re not connected yet, hit the connect button so I can DM you 

Need it faster? DM me “playbook” and you'll get playbook today.

taplio

The Battle

Florin Tatulea

Elric Legloire

Followers

Posts

Engagements

Likes

Performance ScoreFlorin Tatulea's LinkedIn Performance

Performance ScoreElric Legloire's LinkedIn Performance

Ready to grow your LinkedIn presence?

taplio

The Battle

Florin Tatulea

Elric Legloire

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);}Florin Tatulea's LinkedIn Performance

Performance ScoreElric Legloire's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreFlorin Tatulea's LinkedIn Performance