Gregoire LUEL

Building outbound process with RevOps that are efficient & simple for their BDRs and AEs

Sales Fullstack - Driving lempire from $20M to $100M. 

Sales - want to book more qualified meetings ?

Head of sales - want to create an efficient multichannel outreach strategy for your sales ?

Growth manager - want to generate more qualified leads in autopilot ?

Sales Ops - want to streamline your outbound process ?

Send me a DM, let's chat about it.

Growth Outbound / Sales Account Executive 

🚀 Road to 3M New Business (France) – Rétro Février — épisode 2

🎯Objectif France : 10 925$ MRR
MRR Closé : 15 476$ → 141,7% de l'objectif 🔥

Bravo à l'équipe pour cette belle perf !
Mais ce qui compte plus que le chiffre, c'est ce qui change en dessous.

Ce qui a bien marché 👇🏻

✅ L'outbound est en croissance 
22 meetings outbound bookés en février vs 16 en janvier → +37,5% MoM. 
Meilleur mois en outbound depuis qu'on a lancé la motion. 

Ce qui me plaît : la perf est répartie dans l'équipe. 
Tous les sales tournent autour de 2 meetings bookés par semaine. 
Et les 4 derniers jours du mois, l'équipe a basculé de 16 à 22 pour exploser le record.

✅ Changement de motion sur l'Inside Sales 
Il y a 6 mois, le revenu IS était majoritairement mensuel. 
En février : 52% yearly, 27% monthly (le reste en quarterly).

C'est le signe que le discours change & que les prospects sont éduqués sur le fait que l'outbound c'est stratégique & se joue sur la durée, et qu'il n'y a pas de recette magique en 2 semaines. (king Simon Streiff 🏆 )

✅ Premier deal de Soriya Som de 2K MRR closé en février. 
Un deal qu'elle avait en discovery peu après son arrivée, 4 mois de cycle de vente. Bravo pour ta patience, ténacité & capacité à collaborer avec ton champion.

✅ Refonte de l'onboarding 
On a reconstruit avec Lucille Rabaux le process d'onboarding en créant une plateforme interactive (avec Lovable), basée sur nos playbook & appels enregistrés sur Claap (vidéos, training, cas concrets). 

Résultat : plus d'autonomie pour les sales en onboarding, et moi je passe moins de temps en formation générale pour me concentrer sur du role play. 

✅ 2 nouveaux dans l'équipe + Recrutement terminé
Bienvenue à Adriano ESTEVES qui rejoint en tant qu'AE, et à Romain Paignon qui démarre son stage de césure en Inside Sales.
Le dernier recrutement est également signé. 
À partir de mars, l'équipe est au complet : 4 AE + 2 Inside Sales.
On est dans les temps sur le plan (c'était moins une).

Ce qui doit être amélioré 👇🏻

⚠️ Prévision pipeline 
Même constat qu'en janvier. On joue encore trop au mois le mois.
Les sales n'ont pas assez de recul sur leur pipe à 6-8 semaines.
Je change ça sur mars.

⚠️ Qualité des discoveries
Les appels de discovery manquent encore de KPI et de vision macro côté prospect. On qualifie, mais on ne construit pas encore assez le cas business en amont.

⚠️ Poster ma rétro du mois plus tôt, le mois de mars est déjà bien entamé 😅 

Focus Mars 🧠
⏩ Poursuivre l'accélération sur l'outbound & créer du pipeline long terme : chaque sales sélectionne ses 10 Target Accounts. 
Objectif : dissocier l'outbound de run (volume) de l'outbound stratégique
(profondeur, durée)

 ⏩ Montée en compétence Claap : accélérer sur les 2 derniers arrivants, renforcer ceux qui commencent déjà à le vendre.

2 mois sur 2 au-dessus de l'objectif.
Ce n'est pas une raison de relâcher, c'est une raison de structurer ce qui marche pour que ça tienne à l'échelle.

Road to 3M.

CMO @lemlist | Follow for real B2B Marketing insights from the tech trenches

B2B SaaS marketing executive with 12 years of experience in driving go-to-market strategies, building narratives, creating content, scaling demand and lead generation, hiring and developing top performers.

Domitille de Saint-Exupéry

We spent $1.2M on marketing in 2025 at lemlist.
And it generated $31M new ARR.
Today, I’m sharing the exact breakdown:

→ $550K on Paid Ads
Split between Google, LinkedIn, Meta, and a few experimental channels.
Search works extremely well when the market is mature.
People actively search for what you offer.
That’s the case for most of our capabilities.
When it’s not, we go more upstream:
Educational ads, thought leadership, and sponsored LinkedIn posts from our CEO or industry creators.
In 2024 we had almost no ads running. 
One year later, it drives $4M in new ARR (first-touch).

→ $450K on Partnerships
Probably the most underrated B2B growth channel.
Leveraging your network to sell is insanely powerful.
Partners bring new revenue
AND make customers more successful with your product.
That’s why we pay lifetime commissions.
True win-win.

→ $100K on Agencies & Freelancers
Our marketing team is 9 FTEs.
Not small. 
Not huge.
So we work with specialists who are better than us at very specific things:
- technical ads management
- blog copywriting
- translations
- Reddit management (👋 PimpMySaas)
Either to launch new channels faster,
or to outsource time-consuming work we don’t want to half-do.

→ $60K on Influencers
And this is just the beginning.
When chosen wisely and well managed, influencers drive both:
- Demand gen: they teach proven ways to solve your audience’s real pain points
- Lead gen: they naturally position your product as the solution that makes it possible.
We collaborate with established ones but work also with micro-influencers.
With them, we bet early and we grow together!
To name just a few Shannen Louiz Boutaleb, Haris Halkic, Tom Boston, Iryna Begma...
… and spoiler, we’ll double down in 2026. 
(If you’re an ambitious sales influencer, this is your sign to reach out.)

→ $50K on Tools
Analytics, automation, the classic SaaS tool stack. 
Some examples:
- Storyblok for CMS
- Customerio for marketing automation
- SEMrush for SEO
- G2 for social proof
- lemlist for outbound (just kidding, it costs us $0)

→ $10K on Outbound
At lemist, both Growth and Sales are doing Outbound. 
We are using it differently and helping each other.
On our side, we use outbound not only to do cold outreach but mostly to:
- educate the market
- reactivate old leads
- go after high-intent prospects

Note: salaries are not included in this breakdown.

As we speak, Erwan and I are building the 2026 marketing budget for Claap & lemlist.

What worked stays and grows.
What didn’t gets killed. 
And we are living room for risky bets.

See you in a year to talk about it!

You don’t have a G2 review problem.
But you probably have a friction problem.
Here’s the system that got us to #1 French Software Company on G2.

Most marketing teams struggle to generate reviews. 
We used to struggle with it too.

Not because customers don’t like the product.

But because:
It takes time.
It takes effort.
And the default review flow is painful.

So we asked ourselves:
What if we redesigned the experience instead of pushing harder?

That’s what changed everything.

(And yes, if your product isn’t great, fix that first. Marketing can’t manufacture love.)

1️⃣ The core insight

Leaving a G2 review doesn’t require motivation.
It requires time.
And time = friction.
So instead of redirecting users to G2’s standard flow,
we built our own landing page connected to the G2 API.

That allowed us to:
Skip account creation
Reduce verification friction
Cut the form down to 5–6 short sections instead of 10+

We didn’t push harder.
We reduced effort.

That’s what unlocked scale.

2️⃣ The incentive

Leaving a review still takes effort.
So we offer 5,000 credits (~€50) as a thank-you for the time.

Why credits instead of a gift card?
When we tested generic vouchers vs. product credits,
credits tied to lemlist usage doubled the conversion rate.

The reward is instantly relevant
It reinforces product value
It attracts real users, not opportunistic reviewers

Important:
It’s not tied to a 5-star rating.
It’s compensation for effort, not for praise.
Users send a screenshot of their published review, and credits are added automatically.
If someone leaves 3 stars, they still get the credits.

Incentives don’t create love.
They accelerate existing satisfaction.

3️⃣ The timing

We don’t blast the whole database.

We trigger the email when a user purchases credits.
Why?
Because that’s when:
Value is top of mind.
Engagement is high.
The extra 5,000 credits feel meaningful.
As usual, context beats volume.

The results:
57% open rate & 14% click rate
10–14% monthly CVR
~250 new reviews per month
4.7/5 rating at scale

Make it easy.
Make it timely.
Make it fair.

Reduce friction between happy users and public proof.

And the reviews follow.

taplio

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Domitille de Saint-Exupéry

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The Battle

Gregoire LUEL

Domitille de Saint-Exupéry

Followers

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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);}Gregoire LUEL's LinkedIn Performance

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