Valueships

Head of Business Growth

🔹 Prospecting and generating B2B leads
🔹 Building outbound sales motion from scratch 
🔹 Helping B2B SaaS companies optimize pricing strategies
🔹 Scheduling discovery calls
🔹 Managing & advising on cold email outreach  
🔹 Improving sales processes

Growth

Woodpecker.co

Business Growth Specialist

🔹 Prospecting and generating leads
🔹 Conducting software demo
🔹 Finding new strategies to reach prospects
🔹 Participate actively in meeting customer’s needs
🔹 Coming up with ideas for improvement of processes
🔹 Analyzing international competitors
🔹 Participating in the Business Growth team's strategic meetings
🔹 Maintaining long-term client relationships

Junior Business Growth Specialist

syncular.io

🔹 Leading digital marketing team, planning and distributing tasks
🔹 Monitoring social media accounts, creating marketing and social media strategies
🔹 Coming up with ideas for improvement of visibility and brand awareness
🔹 Tracking KPIs across social media channels, evaluating, and reporting them to the management
🔹 Providing feedback, motivating, and supporting the marketing team members
🔹 Organizing, and conducting regular meetings with a marketing team for task delegations and brainstorming

Social Media Coordinator 

eobuwie.pl SA

My duties included:
🔹 International SEO competition analysis
🔹 Researching keywords and trends of popular phrases
🔹 Development of meta description templates for products

SEO & Content Marketing Intern

I help SaaS companies unlock hidden revenue through pricing | Cold Email Consultant 📧

Hey there, I'm Kacper 👋

▪️ Helping other companies build successful outbound sales motions. 

▪️ Booking meetings & warming business conversations via cold emails and LinkedIn DMs

▪️ Cold outreach and SaaS enthusiast who's ready for challenges and making new personal contacts 

▪️ Always willing to learn new things 📚

➡️ FOLLOW me to discover how to kick off email outreach campaigns and manage the process.

More about me 👇

- Active traveler (my goal is to visit 100 countries before my thirties) 🌎
- Pet lover 🐱
- Football fan ⚽️
- Business 💰

📞 Contact me in DM or

Let's have a chat about cold email strategy 👉🏻 https://calendly.com/kacper-floryn/

Kacper Floryn 👻

Olivier Tytgat 🪖

Co-Founder & Head of Sales

Outbound Catalyst

Outbound Catalyst partners with B2B SaaS companies to engineer predictable growth systems. We use targeted outbound as the validation engine - the one channel that lets you control who you reach and get direct market feedback. Once your messaging and positioning are proven, we help you build the operations, systems, and processes to scale growth across all channels.

From early-stage GTM validation to scaling outbound at volume to optimizing revenue operations for larger teams - we apply systematic thinking to help you grow faster and more predictably.

Founder & CEO

Operated as a co-founder and IC for various B2B tech companies. 

- Leexi.ai (Head of Sales as a service | 1.5M in pipeline in 6 months)
- Butterfly.ai (EU market validation | 250K pipeline in 6 months)
- TIMi.eu (setting up an enterprise SaaS selling motion & validation | 2.5M pipeline in 6 months)
- MyMove (full cycle AE, founding AE | 2.5M in pipeline & €1M ARR in 18 months)
- Ingenix (advisor to founder on lead gen & commercial topics)
- SalesArchitects (co-founder | 0 to 250K in revenue in 20 months)
- SalesNote (co-founder | 0 to 10 paying customers in 6 months)

Solopreneur

Clay

Co-hosting the Clay Club meetups in Lisbon. 
We bring together GTM leaders and Clay enthousiasts to brainstorm and showcase our latest workflows and how to be successful with Clay.

Clay Club Lisbon Co-host

I am the first official Clay Expert in Belgium and Portugal. I was certified in April 2024, after having helped +3 organizations set up Clay efficiently and effectively. 

See my page here: https://www.clay.com/experts/profile/olivier-tytgat

With Clay, you can build workflows that:
- automatically qualify your inbound leads
- research your market at scale for outbound
- waterfall enriches contact data
- helps you prepare for your sales calls
- keeps your CRM clean & up-to-date 
- much more

Certified Clay Partner (#1 in Belgium & Portugal)

IzyCoffee

I own a very small amount in the next European Coffee Empire. The reason for my investment is threefold:
1. I absolutely love coffee
2. I am amazed by the vision of their founder, Bart and believe in him as a founder
3. I tend to back the underdog 

I am not involved in any decisions or operations whatsoever.

Co-Owner

MyMove

Enabling car rental companies, car dealers, and corporates alike to offer an end-to-end digital fleet sharing experience to their users. Either in an open fleet setting that’s accessible by third parties (car rental) or in a pure, closed fleet only accessible by people within a closed network (car-sharing) .

MyMove provides all the technology to have your fleet connected and therefore shared: in-car keyless technology, mobile-app for the end-user, mobile payments (credit cards) in-app, platform & dashboards for the fleet manager(s) and the possibility to integrate with your current systems. All supported with a 24/7 customer support (in-app) for your people/customers for extended live support, whenever, whatever. MyMove, leads the way.
What I'm involved in: 
- managing the outbound process to prospect our target audience
- entering new (European) markets
- direct report to CEO
- lead the outbound efforts towards mid market and enterprise customers
- book and lead meetings with key stakeholders as to identify a valid business case
- following up and following through (super essential!)
- providing our product team with valid input
- help with the scaling and streamlining of processes 

My impact: 
- saw the team grow from 8 to 16 people
- provided product feedback to grow the product
- first sales rep to close deals and bring in money
- created traction in 3 international market (BE, NL, UK) 
- booked over 400 meetings
- advised the CRO on improvements for the outbound process --> led to me being in charge of that.
- worked closely with the CRO to improve Customer Success framework and onboarding
- worked closely with the CRO to setup lead magnets, webinars, etc. via the marketing manager
- my sales efforts contributed to closing a 3.2 million SERIES A funding round

Founding Account Executive (Intrapreneur)

SalesArchitects

Existing start of my career where I got the opportunity to help scale the company to up to 25 ongoing projects, helped implement a project management strategy, and helped multiple companies to increase their lead generation conversion rates, resulting in more revenue.
Some achievements: 
- created a Social Selling Course
- filled in the different offerings and shaped them into valuable packages
- established myself as a thought leader on sales in Flanders
- actively led a team of 5+ interns.
- set up lead magnets
- created and promoted 2 events resulting in +500 subscriptions and leads in less than 2 weeks. (one of them was paid)

SalesArchitects assists businesses in gaining organic and sustainable growth by building a structured sales plan.

We design a blueprint for your sales by challenging your business and assisting you with hands-on methodologies, creative strategies, and by assisting with implementing them. 

No guru talk, no sales talk, pure hands-on strategies which will make you a better entrepreneur and sales person!

Main industries we're active in: 
- SaaS / tech
- IT (hard- & software)
- Insurance
- Wholesale

Always open to discuss any other B2B industry as well!

Chief Sales Architect / Managing Partner

SalesNote

Amazing journey while running another company, to bootstrap this one to their first successes and key metrics. Some things I did here: 
- improved the product via a product development framework
- developed an outbound strategy generating over 5000 leads in total
- spoke with more than 250 sales professionals (from C-level to individual contributors) over 1,5 years talking about their challenges
- conducted customer interviews
- set up and managed a research study on the biggest challenges salespeople face, executed with a university student
- participated in growth trajectories at Startit@KBC and Birdhouse.
- sold the first contracts
- experimented with a lot of growth strategies and tests, quickly iterating when needed

SalesNote is the sales productivity platform to capture data during contact moments with prospect and customers. 
Capture data that is otherwise lost, enabling you to get to know your clients better and sell more!

Our mission: helping SMBs and corporates with implementing new ways of selling combined with using the right tools. Hereby creating the highest sales effectiveness possible at the moment!

My role: finding ways to boost our company in order to help as many organizations and sales professionals as possible.

Head of Growth / Managing Partner

CEO @ Outbound Catalyst | generate pipeline consistently with our revenue systems

👋 I'm Ollie, and here's my journey in a nutshell: 

- Helped over 25+ tech companies get their first 10-50 clients through smart revenue systems
- Trained over 250 people from diverse backgrounds on becoming the best cold callers ever
- Hosting a podcast where we decode B2B Revenue Systems: https://open.spotify.com/show/5LMwgSpPBRfffF4OyQsXC5?si=7bb99931399e40aa

🚀 On a mission to helping another 25+ tech companies increase their pipeline and net new revenue (building out Outbound Catalyst to be the 🥇 GTM agency in the EU).

🧠 Sharing my learnings from generating 100 million plus in pipeline and growing a growth/GTM agency in my newsletter -> https://bit.ly/newsletter-linkedin-website-profile 🧠

What you'll get by following me:

🚀 Actionable tips to grow smart outbound/revenue systems

🔥 Transparent & actionable advice, no fluff

💼 Exclusive updates on Outbound Catalyst's growth 

I’ll be posting growth tips and tactics - so hit that “Follow” button!

Peace, pipeline & revenue ✌️

Ollie

Founding Member

As a Founding Member of the Sales Hacker community, I exchanged ideas on how to provide value for the community. 

Sales Hacker is a community where B2B Sales Professionals share their experiences, best practices and exchange interesting ideas and other content.

Olivier 🔎 Tytgat

Every milestone I chased taught me one lesson: 

Achievement without alignment is just expensive misery.

That realization changed everything.

2 years ago, I was obsessed with one goal: 
scale Outbound Catalyst to $1M in revenue before 30.

I believed hitting that number would make me feel fulfilled. Accepted. Enough.

I was wrong.

But along the way, I noticed something critical:
	•	16-hour days weren’t productivity—they were avoidance

	•	More revenue created more problems, not more peace

	•	I was solving everyone’s problems except my own

At first, I thought: “This is just what it takes. Push harder.”

But then it hit me:
I didn’t believe in myself anymore. And my actions proved it.

Summer 2025: I took 2 weeks off and made a decision.

What if I could:
✅ Build a company that doesn’t require me as the bottleneck
✅ Choose sustainability over urgency
✅ Remove friction instead of powering through it

Fast forward to today:
I’m rebuilding Outbound Catalyst with proper foundations.

Same mission. Different approach.

1️⃣ Remove friction 👉 Wrong-fit clients, toxic patterns, limiting beliefs—all gone

2️⃣ Do less, better 👉 80% done by someone else is 100% awesome

3️⃣ Choose honesty 👉 Hard conversations over comfortable lies

4️⃣ Trust the process 👉 Slow progress beats urgent burnout

5️⃣ Build for me 👉 Journal daily, find clarity, stay true

I’ve spoken to 8-figure entrepreneurs who still chase more, rush everything, and hide behind “hustle harder.”

They’re not happy either.

More money creates more money problems. It doesn’t solve what’s broken inside.

That work? It’s free. And it’s yours alone.

Don’t sacrifice who you are for who you think you should be.

You are enough.

What did you sacrifice to get where you are? And was it worth it?

Olivier 🧪 Tytgat

Engineering growth for ambitious SaaS revenue teams | Founder/CEO @ Outbound Catalyst

No alternative text description for this image

385 contacts.
9.61% reply rate.
16.22% positive reply rate.

1 positive reply for every 64 people contacted.

This was Campaign 1.

Then we optimized.

Campaign 2:
201 contacts.
8.46% reply rate.
29.41% positive reply rate.

1 positive reply for every 40 people contacted.

What changed?

We ran 5 filters before anyone got an email:
→ Sourcing (find buyers where they actually show up)
→ Enriching (layer in signals that matter)
→ Qualifying (filter for must-haves, no exceptions)
→ Segmenting (group by intent, not just job title)
→ Routing (each segment gets its own angle)

Smaller list. Better targeting. Higher conversion.

Precise targeting beats spray-and-pray contacts.

Every. Single. Time.

Engineering growth for ambitious SaaS revenue teams through programmatic GTM | Founder/CEO @ Outbound Catalyst

I just open-sourced our GTM diagnostic framework.

The same one we use with clients paying €3,500 for a full audit.

It's called the GTM Scan.

Here's why I'm giving it away:

Most B2B SaaS companies approach outbound wrong.

They blast emails. Pray for replies. Wonder why nothing converts.

The problem isn't outbound.
It's their GTM foundations.

The GTM Scan evaluates 6 dimensions:

1️⃣ ICP & Targeting
→ Is your ideal customer clearly defined and validated?

2️⃣ Signals & Triggers
→ Are you reaching out at the right moment?

3️⃣ Data Infrastructure
→ Is your prospect data reliable and enriched?

4️⃣ Messaging & Positioning
→ Does your message resonate with buyers?

5️⃣ Outbound Execution
→ Is your sequence structure optimized?

6️⃣ Process & Measurement
→ Are you tracking what matters?

Score yourself across 23 questions.
Get your GTM Readiness Score.
Know exactly what to fix.

Takes 10 minutes.

If you're a B2B SaaS founder or revenue leader, comment whatever you want below OR just DM me & I'll send it to you. 

Stop hoping for growth. Start engineering it.

Just a reminder for anyone out there doing prospecting, or any type of thing that makes them leave their comfort zone regularly and face rejection a lot:

DON'T TAKE IT PERSONAL.

Here's how Frank Sondors 🥓 and his team book 500 meetings/month with only 5 reps 📈

2 months ago, Frank launched 5 million pages for SEO.

Here's the controversial part: they auto-dial visitors who scroll past 50%.

Most companies spend months driving traffic to their site, then just... wait. 

Wait for form fills. 
Wait for demo requests. 
Wait for someone to raise their hand.

That's like throwing a party and hiding in the kitchen.

Frank took a different approach:

The Strategy:
Generate massive programmatic content from directories and datasets (anywhere there's structure + search volume).

The Twist:
They proactively call visitors based on intent signals.

Low intent page (blog, "top 10 tools" lists):
- Visitor scrolls past 50% depth → auto-dial triggered
- Shows genuine interest, not just bouncing

High intent page (competitor comparison, alternative searches):
- Visitor lands on page → immediate dial
- They're already evaluating options

The Result:
Thousands of calls initiated automatically. 

Real conversations with people actively researching, not cold prospects.

Think about it: 

You invest everything into generating traffic. SEO. Content. Ads. Distribution.

Then they finally arrive on your site and... nothing happens?

You spent months getting people to show up. Don't let them walk into an empty house.

The traffic is already there. 

The intent is already there. 

The only question is: are you going to wait for them to reach out, or are you going to start the conversation?

What's stopping you from engaging visitors while they're hot on your site?

p.s. you can use Nick Tomic's Face2Face.io for this

There's 3 main areas you need to be on top off as a GTM team in 2026:

1. Data

2. Strategy

3. Infrastructure

Let's break them down 1 by 1:

1. Data

Historically, data has been immensely overlooked and ignored. People bought Apollo or Zoominfo, perhaps a lusha on top, and thought it would do the job. 

Little did they know they can't trust that data and they didn't do their own research. 

Result? Spam city, bounces, etc.

The fix? THE 5 FIRST PRINCIPLES OF LIST BUILDING
1) Sourcing
→ use all relevant places to find potential clients & data (not only 1 database, use multiple)

2) Enriching
→ Enrich for all minimal required data so you are not excluding companies because you don't have the domain, or LinkedIn company page. (I like to use real-time APIs here & AI does an awesome job at searching the web here too).

3) Qualifying
→ Based on the enriched data, you can now go a layer deeper and enrich for specifics that indicate whether or not they are an ICP company. 

4) Segmenting
→ Stack signals, intent, triggers & different ICPs (some would call this "scoring")

5) Routing
→ Determine which lead you'll send to which campaign (I love to use Clay formula's for this)

2. Strategy

This is evolving continuously based on real time experiments and feedback. It covers who you are for (AND NOT FOR!), which problems you solve & why that matters to your buyers (if you can explain it better than they can, you are winnning). 

This comes down to campaign management:

- choosing your evergreen campaigns

- your always on campaigns

- your seasonal campaigns

- your signal-led campaigns



3. Infrastructure

The architecture behind it all. Covers all the systems to execute on the process. 

- Lead management & follow-up

- Automatic workflows in your CRM

- Extract relevant info from sales calls, replies, etc. and feeding it into your knowledge hub

- Automatic task creations

Over the next 5 weeks, I will break down in-depth systems to cover all these areas. 

Subscribe to my newsletter (link in comments) to be the first to receive them.

Most outbound teams are stuck in an endless loop 🔁

Building lists. Testing campaigns. Nothing sticks. Deliverability tanks. Repeat.

Here's what 1500+ campaigns taught me about sustainable outbound:
Stop thinking about "campaigns" and start thinking in buckets.

1️⃣ Evergreen Campaigns (Every 3-6 months)
↳Your predictable plays. 
・First-degree connections. 
・Event targeting. 
・Closed-lost revamps. 
・Pain-based messaging. 

⟹These work because they tap into recurring patterns.

2️⃣ Always-On Campaigns (Set and forget)
↳Automate the obvious. 

・Profile viewers. 
・Post engagers. 
・Competitor followers. 
・Website visitors. 
・Pricing page views. 

⟹Low maintenance, steady results.

3️⃣ Signal-Led Campaigns (Your experiments)
↳The LinkedIn darlings everyone talks about. 

・Custom research. 
・Deep personalization. 
・Breakthrough potential. 

⟹ But here's the truth: they rarely keep working.

The mistake? Most teams live in signal-led chaos.

They over-engineer everything. 

They chase the next shiny tactic. 

They burn out building campaigns that die in 30 days.

The real ROI? It comes from boring, scalable, systematic approaches.

We've proven this across dozens of B2B companies. 

The simplest campaigns consistently outperform the complex ones.

But nobody wants to hear that building a foundation is sexier than chasing signals.

What's your current split? 

Are you running all three buckets or stuck in experimental hell?

I made a 10-minute in-depth video on this (linkedin comments). 

Steal my insights for free.

"AI amplifies things. So if your process is weak, it will amplify disaster." 🎯

This brutal truth from Mafalda Johannsen on Revenue Systems Decoded (our podcast) hit different.

Everyone's rushing to add AI to their prospecting stack. But here's what Mafalda sees happening:

Your foundation is cracked:

🚫 You don't actually know who your ideal customers are
🚫 Your messaging is terrible
🚫 Your salespeople got zero real training
🚫 Your lists are garbage

And somehow you think ChatGPT is going to save you?

"You need to clean the house before the party," Mafalda explained.

The companies actually winning with AI didn't start there. They started with homework:
✅ Deep customer research (who to target and why)
✅ Messaging that hooks prospects immediately
✅ Proper BDR training on objection handling
✅ Clean, qualified prospect lists

THEN they added AI to multiply what was already working.

This is exactly why we built our free Complete Prospecting Guide.

It's the "clean house before the party" blueprint:
→ How to build your ideal account list
→ Messaging frameworks that actually get responses
→ Call structures that book meetings
→ The foundation work no one wants to do (but everyone needs)

Want the full episode with Mafalda?
Want the free prospecting guide?

Comment "GUIDE" and I'll send both.

Stop trying to AI your way out of weak fundamentals.

Why do most outbound agencies price based on contact volume?

(The answer reveals a fundamental misalignment with B2B success)

I've been reviewing agency proposals with founders all month, and I keep seeing the same pattern:

"We'll reach 5,000 contacts per month."

"We'll contact 10,000 people."

"Our premium package includes 20,000 outreach touches."

Here's what they think they're buying:

More contacts = more opportunities
Volume drives pipeline
Scale equals results

But here's the reality for most B2B SaaS companies:

Your TAM is 500-2,000 target accounts, not 20,000 contacts
Success means account penetration, not contact volume
Quality of targeting matters more than quantity of touches

When we audit clients' actual ICPs, we rarely find more than 1,000 ideal accounts to pursue.

Think about it: If you only have 1,000 target accounts, why would you pay for an agency to contact 10,000 people per month?

This creates two distinct approaches:

Volume Play (makes sense when):
▪️ You serve a horizontal market (like local printing services)
▪️ Your solution works for almost any company
▪️ Your TAM is genuinely massive
▪️ Broad outreach yields consistent conversion rates

Targeted Play (makes sense when):
▪️ You're building for a specific vertical or niche
▪️ Your ICP is tightly defined
▪️ You have limited high-value accounts
▪️ Personalization and account strategy matter

The misalignment happens when agencies sell volume pricing to companies that need targeted strategies.

Before you sign with any outbound agency in 2026, answer this question:
Do you have 10,000+ potential customers, or 1,000 target accounts?

Your answer should determine which agency you choose and how they should price their work.

Are you buying contact volume or account penetration?

2 weeks ago, I attended Tectonic in Wintercircus Ghent. 

Always great to be there whenever I'm in Belgium. Such a vibrant tech scene. 

Even though I usually don't like to smell the breath of VC money, I was super pleased to hear some awesome wisdom. 

Pieterjan Bouten said this:

"We like to give money to talented founders who know what to do, so we do what we do best (inject capital) and then get out of the way, so they can do what they do best (build the company)". 

It's paraphrased, but he basically said that what he learned during his time at Showpad is kind of obsolete in a way. 

The game evolves and changes, and therefore the advise you get from someone who did it years ago, might not be relevant at all. 

I thought this was worth sharing, because I see many founders and revenue leaders making these mistakes:

- following people who aren't in the trenches

- paying multiple 5 figures for advise that leads nowhere

- allowing others to create urgency and pressure in the organization instead of protecting the team & trusting the process 

- hiring expensive sales reps who sold for Microsoft or Salesforce but never took a company from 0 to 1 or 1 to 10 before 

And now with AI, the game is evolving SUPER fast. 

Imagine that we sometimes feel behind, let alone if you're not doing this every day... 

TL;DR: be careful with who you take advice from, and don't let FOMO eat you up inside.

Focus on getting your basics right first. 

Let me know if you want to talk about real-time and effective revenue systems that generate and convert pipeline in 2025.

Here's how I build lead lists programmatically. 

(after spending 7+ years, I am close to perfecting the perfect system). 

1. Start with accounts. Go to Clay (https://lnkd.in/ep8Dhw-m) and create a workbook. Call it “ACCOUNTS” 

2. Pull in companies using their find companies. They have AI filters that you can use to get more afcurate results.

3. Enrich for qualification criteria & double check info like industry, company activity etc where necessary. First use formula’s, only then use AI (one task per column). 

4. Once you have all criteria, you can filter for ICP accounts. 

5. Write those to another workbook, call it ICP accounts. (Congrats you now mapped your ICP accounts and have something 90% of companies don’t have). 

6. Repeat this process for leads, start by finding leads in sales nav with the same filters you used for your account search. It's better to scrape broadly (use Icypeas to export without getting your linkedin banned). 

8. Use formula’s to filter out irrelevant titles.

9. Enrich for account info (company ID or domain) 

10. Lookup in ICP accounts table. Also lookup from ICP accounts table to leads to see how many leads you are still missing (across accounts). 

11. Now look for extra leads using Icypeas database, apollo & enrich the leads with real time linkedin APIs to check accuracy 

12. Enrich for qualification criteria per persona

13. Segment per persona

14. Push them to a new table, name it ICP Leads. (Again congrats, something 99% of companies don’t have)

15. You can now build signals, triggers, intent on top of them

16. You can now segment for different campaigns

17. You now know what you’re working with in terms of market cap and can draft a campaign strategy that is actually sustainable. 

This is how you avoid building lists for campaigns, how you free up your sales team to focus on selling instead of admin & how you become independent of obsolete databases.

"Most sales leaders don't interview their customers—and that's why their outbound engine fails."

This brilliant insight from Mafalda Johannsen should make you rethink how you build your outbound foundations.

Marketing teams interview customers for case studies. 

Product teams interview them for feature requests. 

But sales leaders? Crickets.

Mafalda explained that before obsessing over cold email copy or video prospecting, you need to answer three critical questions through customer interviews:

1️⃣ When did they buy? What was the trigger event that created urgency?

2️⃣ Why you vs. competition? What made your solution the clear choice?

3️⃣ What situation were they in? Context reveals targeting opportunities

"If you don't know what's important to your customers, how do you know what to say on a cold call?" she shared.

This is how you build strong hypotheses instead of guessing.

The companies seeing breakthrough results from this approach:
👉 Find lookalike accounts in similar situations with similar triggers

👉 Hook prospects with the same reasons that made existing customers buy

👉 Speak their language because you know exactly what resonates

Stop building outbound campaigns on assumptions. Start building them on customer intelligence.

Are you interviewing your customers before launching outbound campaigns?
(We both know you're not)

Full episode in comments 🎙️

Your AI agents when Cloudflare decided to take a break today.

Every early-stage founder makes the same mistake.

They assume why they built it is why the market needs it.

I learned this the hard way in 2019.

I was selling sales conversation AI before AI was cool.
My assumption: "Reps spend too much time on admin."
Reality: They weren't doing admin at all.

The real problem? They forgot 90% of what happened in their calls.

It took me 3-6 months and my first 10 customers to figure this out.

Here's what that taught me about GTM:

1. Your hypothesis is probably wrong
2. The market will tell you, but you have to listen
3. Outbound is the fastest way to validate (you control who you talk to)
4. Don't scale before you've validated

That lesson became the foundation of everything we do at Outbound Catalyst.

Design → Validate → Scale

What's a GTM assumption you had to unlearn?

"If I'm sending let's say 10 emails today, I'll be lucky to get one reply back."

This pivotal insight from Frank Sondors 🥓 (Salesforge 🔥 and a bunch of other forges) on today's Revenue Systems Decoded podcast stopped me in my tracks.

The fundamental issue isn't bad leads; it’s channel fatigue. Our audience knows everything is automated, even when it’s disguised. They are savvy, which means we must pivot where we engage them.

Frank explained that the path to higher engagement is about radical channel iteration:

• Identify the channels that are completely saturated (like many outbound emails).

• Find where your target customer actually does business (e.g., WhatsApp in many European markets).

• Switching channels can drive up to 10x more replies by meeting the customer where they are.

"People are not stupid; they’re very savvy," he shared.

The companies seeing the best results prioritize collaboration over pure automation:

Mobile Enrichment: Integrating mobile number enrichment into the sign-up flow.

Hub-and-Spoke: Pushing all non-email replies (e.g., WhatsApp) immediately back into a collaborative hub (like Slack).

Decentralized Response: Enabling any human team member to reply from the hub, making the interaction fast, authentic, and scalable.

Is your team still reliant on email, or have you found your 10x channel?

Full episode with Frank Sonders in the comments. 

p.s. know anyone who should be a guest on our podcast? Tag them below or send me a DM.

Outbound isn't dead.

Bad outbound is dead.

Here's the difference:

❌ Bad outbound:
- Spray and pray
- Same message to everyone
- "Hope you're doing well"
- Pitch on first touch
- Activity metrics over results

✅ Good outbound:
- Research before reaching out
- Segmented by intent, not just title
- Lead with insight, not pitch
- Multi-touch, multi-channel
- Obsessed with positive reply rate

The companies saying "outbound doesn't work" are doing bad outbound.

The companies crushing it? They treat outbound like science.

Test hypotheses.
Validate with real buyers.
Scale what works.

Outbound isn't just a channel.

It's your controlled laboratory for testing before you scale everywhere else.

Which type of outbound are you doing?

taplio

The Battle

Kacper Floryn 👻

Olivier 🔎 Tytgat

Followers

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taplio

The Battle

Kacper Floryn 👻

Olivier 🔎 Tytgat

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);}Olivier 🔎 Tytgat's LinkedIn Performance

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Performance ScoreOlivier 🔎 Tytgat's LinkedIn Performance