Elric Legloire

Agorapulse

Global SDR Manager

SDR Game

Host of the SDR Game Podcast

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.

Co-Founder

Amplemarket

Get a Demo: See the power of Amplemarket in action today! 👇
https://partners.amplemarket.com/elric-legloire

Advisor

Aptivio

GTM Evangelist (Advisor)

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

CastorDoc

Founding BDR

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

Talkpush

- Promoted as BDR manager within 5 months.
- Results: from 20 to 71% team quota attainment

Develop, train and hire highly driven 4 global BDRs responsible for our inbound and outbound strategy on with strategic accounts (contact centers, staffing agencies and retail).

Research with customers and prospects to know why they buy recruitment
automation platforms.

Manager, Business Development - Mid-Market and Enterprise

- BDR #1 (out of 5 BDRs)
- 1 sale from the opportunity created, 20 opportunities created, pipeline
dollars created: $600’000+ USD.

Prospecting for a recruitment automation platform on the LATAM region

Business Deveveloper Representative (BDR) - Mid-Market and Enterprise

G-P/Globalization Partners

Sales development for a company that helps businesses expand overseas.
- SDR Number #1 (out of 11 SDRs)
- Quota attainment: 80-140%
- Pipeline created: $1m+ USD. 

Responsibilities
- Social selling, video, cold calling and cold emailing.
- Lead qualification: C-level and VPs: US and Canada businesses.
- Creation of the ideal customer profile, tier lists and messaging.

BDR, Mid-Market

Seesa Comunicaciones

Set up the lead generation and qualification process for the company.

Lead generation: 
- Cold emailing (C-level): 10-15% response rate from decision makers
- Database creation: Rapportive, Hunter.io, LinkedIn, ...

Lead qualification: 
- C-level and VPs: Top 500 companies in Mexico.
- From 1 to 13 sales qualified leads a month.
- From $500 000 to $2 000 000 in the sales funnel.

Marketing (design + copywriting): 
- Website
- Commercial presentation
- Brochures

Business Development Representative (BDR)

Outbound GTM strategy for B2B SaaS companies | SDR leader | Follow me + 🔔 for prospecting, productivity, and sales career tips for SDRs

SDRs, building pipeline, and prospecting are my world.

Post-master's, marketing was my first stop.

I felt my degree had little impact.

Classroom theory clashed with job reality.

Uncertainty clouded my professional path.

Doubts about my skills and success haunted me.

Great managers, mentors, coaching? Absent in my journey.

2017 was a turning point, with 'Predictable Revenue' by Aaron Ross.

This book was an eye-opener, eclipsing three years of academic learning.

It steered me towards sales.

I vowed to be the change I never had.

Leading, guiding, empowering my team became my mission.

Ensuring SDRs get the coaching, support, and skills for success.

Bettering my team is my goal.

My current contributions to SDRs:
→ Leading the global SDR team at Agorapulse, inbound and outbound.
→ Curating a dedicated SDR newsletter.
→ Hosting a podcast exclusively for SDRs.

Achievements in a nutshell:
→ Earned the SDR manager title in under five months in 2020.
→ Four promotions and 14 team promotions in 2021 and 2022.
→ Helped five companies create over $15 million in pipeline in six years.

Explore my SDR newsletter:
3651 SDRs and counting: sdrgame.substack.com.

Tune into my SDR podcast: 

My email: bonjour@elriclegloire.com

SDR Manager

Fanatical Prospecting should be mandatory reading for every SDR and AE.

Here're the 13 lessons I’ve learned about mindset, and being a top performer after reading it 6 times 👇

1. The more you prospect, the luckier you get.

2. The law of familiarity: activities build familiarity.

3. The only way to escape a sales slump is by prospecting.

4. Top outbound reps use a mixed prospecting method: they use multi-channels.

5. Sales is math: like top athletes, outbound reps improve their performance by following numbers

6. The enemies of every outbound reps are procrastination, perfectionism, and paralysis from analysis

7. The 30-day rule: the prospecting you do in this 30-day period will pay off for the next 90 days

8. Prioritize your list with the prospecting pyramid: if you don’t do it, you'll end up wasting your time.

9. The universal law of need: the more you need something, the lesser the chances of you getting it.

10. The law of replacement: Keep adding new accounts into your pipeline to replace the ones that fall out.

11. Time blocking: Golden hours: time blocks for prospecting. Platinum hours aka non-selling activities.

12. Prospecting has 4 objectives. Booking a meeting. Gathering info and qualifying. Closing a sales. Building familiarity

13. The 7 mindsets of fanatical outbound reps: Optimistic. Competitive. Confident. Relentless. Hungry for knowledge and to improve. Systematic. Adaptable.

——

P.S. What’s your biggest takeaway from the book?

——

P.P.S. Is this post useful? Repost for your network ♻️

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👨‍🍳 Elric Legloire

The Outbound Chef | Outbound recipes for early-stage B2B SaaS companies | Follow me + 🔔 for actionable tips on prospecting, and cold outreach

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A new SDR Game (Soon to be Outbound Kitchen) episode is out: 

How this top BDR averages 134.33% with finance leaders and CFOs.

Featuring Celine Hoyle‎, top BDR and BDR Team Lead at Mosaic.tech.

Celine's performance:
- Q1 '24: #1 BDR (144% of quota)
- Q4 '23: #1 BDR (122% of quota)
- Q3 '23: Ramping (137% of quota)

Here’s more information about Celine’s accounts and buyer personas:
- ICP: B2B SaaS companies with 50-500 employees
- Buyer Personas: Finance leaders, and CFO
- Market: English-speaking countries

Watch or listen to the episode: link in the comments.

PS: That was the last episode under the name SDR Game. 

I'm cooking...

I'm rebranding SDR Game to Outbound Kitchen with a new logo, artwork, colors, etc.

In the next few weeks, I'll be traveling, working on the rebranding, and prepping new episodes for the show. 

So, no new episodes for the next few weeks. 

But we will get back, we will be back with more episodes about outbound, and what's working today!

I'll let you know when we're back. 

✌️👨‍🍳

If outbound doesn't work for you, check this before saying outbound is dead.

Steal this checklist and learn "How to make outbound work":

1. Target Market: Talking to the right companies?
2. Personas: Talking to the right people?
3. Messaging: Using pain-based messaging that resonates with our personas?
4. Biggest Pain: Do you focus on the biggest pain you can solve?
5. Competition: Focus on Winning Zone?
6. Quantity of Activity: Hammering activity or doing a little and giving up?
7. Quality of Activity: Would the CEO be proud of the calls being made? The emails being sent? Or are we cutting corners and begging for meetings?
8. Resistance: Are we resilient in the face of objections?
9. Next Steps: Do we set quality next steps?
10. Management: Are frontline managers GOOD managers? Coaching? Understand metrics? Hiring?
11. Desire to do Job: Do prospectors WANT to do the job?
12. Tools: Does the team know how to use the tech stack and do they do it?
13. Enablement: Does the enablement team drive continuous improvement, or do they just hang out with new hires?
14. General Knowledge: Do SDRs know what they need to know?
15. Outbound Training: Are your AEs trained to close outbound deals?
16. Buyer Journey: Do you understand how B2B buyers make decisions?
17. Follow Ups: How many times do we follow up?
18. Source: Do we track the source of the outbound lead?
19. Results: Do we track outbound results? Vs other channels

☑ Ensure your outbound strategy is solid:

1. Target market precision
2. Persona accuracy
3. Pain-based messaging
4. Focus on solving the biggest pain
5. Winning against competition
6. Consistent activity
7. High-quality interactions
8. Handling objections
9. Setting next steps
10. Strong management
11. Motivated prospectors
12. Effective tool usage
13. Continuous enablement
14. Comprehensive knowledge
15. Trained AEs
16. Understanding buyer journey
17. Persistent follow-ups
18. Tracking lead sources
19. Measuring results against other channels

Each point matters.
When you get them right, outbound can thrive. ... and drive real growth.

Check these factors. Optimize your approach.

Make outbound work for you!

--- 

P.S. What's missing on this checklist? 

---

P.P.S. Is this checklist useful? Repost for your network. ♻️

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How I rewrite a cold LinkedIn message:

(And get better responses)

Most cold messages don’t work.
They are ignored or deleted.

Here’s how to make yours stand out:

1. Know your ICP
↳ Make sure you’re targeting the right account and person.
↳ Irrelevant messages get ignored.

2. Avoid talking about yourself
↳ Focus on the recipient’s needs.
↳ People care about what’s in it for them.

3. Do your research
↳ Find out what tools they use.
↳ Mention specifics that show you’ve done your homework.

4. Don’t claim you’re the best
↳ Provide value instead.
↳ Let your offer speak for itself.

5. Offer something tangible
↳ A free sample or useful data.
↳ Make it easy for them to see your value.

6. Be concise
↳ Keep your message short and to the point.
↳ Busy people don’t have time for long reads.

7. End with a clear call to action
↳ Make it easy for them to respond.
↳ Suggest a specific next step.

Here’s a bad example:

Hi Elric, thanks for connecting. I'd like to connect with you to share how [Company] can revolutionize all your B2B data needs. 

We're 50% more cost-effective and provide 46% more data than ZoomInfo. 
We offer: 
- 226 MN+ Contacts 
- 70% Mobile Numbers 
- 100% GDPR and much more.. 
Quick call this week?

Here’s a better example:

Hey Elric, saw you are using Apollo, and have reps in NA & EMEA. 

They have great data in the US, but their customers tend to struggle with finding data in the UK. 

Could I send you a CSV with 100 marketing agency owners in the UK (email + mobile phone number)? 

It's totally free, of course. I don't want to send a CSV without your permission.

---

Notice the difference?

It’s:

- Relevant to the persona
- Focused on the recipient
- Shows research and understanding
- Provides value upfront
- Avoids unnecessary comparisons

Follow these steps and watch your response rates improve.

---

P.S. What's working well for you on LinkedIn?  

Is this useful? Repost for your network. ♻️

If you like this recipe, follow me 👨‍🍳 Elric Legloire . I serve up outbound recipes to help you cook up an outbound strategy that works well today.

7 tips to prospect during the summer slowdown.

Prospecting can be tough, especially during the summer months. 

But with these tips, you can keep your pipeline full and your demos booked:

1. Reach out to low-hanging fruits

Start with the easiest prospects. They are the ones who have shown interest before. Re-engage them. They are more likely to respond.

2. Rank your accounts

Prioritize your accounts. Focus on the ones with the highest potential. This way, you use your time wisely.

3. Stop thinking that no one is going to reply

Stay positive. People do reply during summer. Keep your efforts consistent. It’s all about persistence.

4. Send emails to get OOO replies

Out-of-office replies are gold. They give you direct contacts. Use these to your advantage.

5. Leverage the OOO replies

Follow up on those OOO replies. Reach out to the contacts mentioned. They might be decision-makers.

6. Adjust your daily goals

Set realistic goals. Summer might be slower, but small wins add up. Adjust your targets accordingly.

7. Frontload the season

Prepare in advance. Start your outreach early. This helps you stay ahead when things slow down.

There you have it - 7 tips to prospect during the summer slowdown.

Prospecting doesn’t stop in summer. It just needs a bit of tweaking. Follow these tips and keep your momentum going.

--

P.S. What's working well for you during the summer? 

--

P.P.S. Is this recipe useful? Repost for your network. ♻️

If you enjoyed this recipe, you'll love my weekly newsletter (it's free).

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Join 3,000+ outbound chefs:

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Yesterday, Johnny Stiffell asked: 'What would you change in this email?

Here's my reply:

Overall, it’s an excellent email! 

I love it, especially how you used the information you got from talking to their sales team. 
That's relevant. 

I wish I would get more emails like this in my inbox haha.

Here are 3 areas that could be improved:

1 - Split Your Research: You combined two pieces of research in one email: the information from their team and their hiring status. Separate these into two emails. 

This achieves two things: a shorter email and a second touchpoint if the Head of Sales doesn’t respond to the first email.

2 - Stay Focused on Cold Calling: You mentioned both cold calling as key requirements from the job description. 

Stick to cold calling in this email to stay laser-focused on the primary requirement.

3-  Positive Spin on Competitors: 

When mentioning a competitor, start with a positive note about their current choice. This reinforces their decision and then highlight a competitor's weakness to create a contrast.

Aaron Reeves shared also great feedback.

- Highlight the negative outcome of not addressing the issue.
- Show the before (3% connection rate) and after (12% connection rate) to clearly emphasize the improvement and how you helped achieve it.

What would you change?

How I build a list of ICP accounts using my top competitors 

(tech you can't find with BuiltWith) and the first email I send to them:

Step 1: Identifying the ICP for Callypso
Step 2: Using Amplemarket
Step 3: Precision Filtering
Step 4: Focusing on buyer personas, specifically CS leaders.
Step 5: Next Steps 

--

P.S. What's your process when you can't find technologies on a prospect's website?

--

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Brand partnership • The Outbound Chef | Outbound recipes for early-stage B2B SaaS companies | Follow me + 🔔 for actionable tips on prospecting, and cold outreach

Accounts using my top competitors

How I build a GTM outbound motion from scratch for an early-stage SaaS business
 
The biggest challenges with starting from scratch:
- No past customers
- No brand recognition
- No past opportunities
- No previous conversations

Without these, you don't know what works or resonates with your buyer personas. 

Case Study: callypso

🚨 Intent

In a competitive market, timing is crucial. 

I track key signals to pick accounts and convert them to meetings (then revenue):

- New CS leader within the past 6 months or currently hiring
- Recently hired or currently hiring a CSM
- Company growth and hiring in other departments
- Apollo Intent data
- CSM Slack communities
- LinkedIn posts on CS topics 

---

✏️ Messaging Strategy

Stage 1: Validate the biggest problems for the main persona: CS leader. 

Stage 2: Contact other buyer personas and validate what's relevant for them :

- CEO/CRO: Boss of the CS leader
- Ops team: RevOps or CS ops
- CSM: To get insights 

Stage 3: Use Clay to gather:

- CSM names
- Their customers
- Size of their customers
- Their value prop

This improves messaging with less manual work. 

---

⚒️ Tools I use:

Amplemarket:
- Export leads from LinkedIn posts
- Find technologies not listed on websites
- Filter by company fit and specific hiring roles
- Find contact data 
 
Ocean.io
- Account list building
- Find lookalike companies

Clay:
- Account scoring
- Then improve messaging 

Apollo.io:
- Send emails
- Find contact data

ChatGPT:
- Build an Impact Matrix
- Rewrite and simplify messages
- Write analogies 

In tomorrow's post, I'll share my early results.
 
👨‍🍳✌️

Save this Summer Prospecting Recipe.

7 tips to prospect during the summer slowdown:

Prospecting in summer can be tough.
People are on vacation.
Response rates drop.

But, with the right approach, you can still succeed.

Here are 7 tips to make the most of the summer slowdown:

---

P.S. What's working well for you during the summer? 

P.P.S. Is this recipe useful? Repost for your network. ♻️

If you enjoyed this summer recipe, check out my newsletter Outbound Kitchen. I share outbound recipes that work well today.

Go to my LinkedIn profile, and subscribe.

Summer Prospecting Recipe

10 critical mistakes early-stage SaaS founders make with outbound:

(And how to avoid them)

Outbound can be tricky for new SaaS founders.

Here are 10 mistakes you need to avoid to succeed.

1. Hiring AEs with no outbound experience and treating outbound meetings like demo requests
↳ Hire AEs with outbound expertise.
↳ Treat outbound meetings as educating your prospects.

2. Depending solely on the first outbound leader for proven processes
↳ Don’t rely only on proven processes.
↳ Develop and refine your processes.

1. Hiring SDRs with no outbound experience and no manager
↳ Always hire experienced SDRs.
↳ Ensure they have a manager to guide them.

4. Hiring a VP of Sales without outbound expertise
↳ Ensure your VP of Sales has outbound experience.
↳ They will lead your team effectively.

5. Thinking outbound is only prospecting
↳ Outbound is more than prospecting.
↳ It involves the sales process too.
 
6. Scaling outbound team too quickly
↳ Scale your team gradually.
↳ Ensure processes are in place first. 

7. Think they will get quick results
↳ Outbound takes time.
↳ Be patient and consistent.

8. Using BANT for qualification
↳ Don’t use BANT.
↳ Use an outbound qualification framework. 

9. No prioritization process
↳ Rank your accounts.
↳ Focus on the most promising ones. 

10. Confusing Total Addressable Market (TAM) with Ideal Customer Profile (ICP)
↳ Know the difference between TAM and ICP.
↳ Focus on your ICP for better results. 

Avoid these mistakes to make your outbound efforts successful. 
Stay focused and keep refining your strategy.

---

P.S. What's working well for you during the summer? 

---

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How I use AI to make writing Analogies Easy with my cold outreach (And saves me tons of time):

It takes 30 minutes for me to research a topic I don't know.

Don’t waste your time. 
Use AI to streamline your outreach:

1. Use Relevant Analogies

↳ I don't know much about springboard diving. 
↳ But AI can create analogies related to my prospect's passion, making my outreach more engaging. 

2. Avoid Generic Pitches
↳ AI helps me avoid generic pitches like, "I saw you took up springboard diving, here's my product, want to jump on a demo?" 
↳ Instead, it crafts tailored messages.

3. Focus on One Problem
↳ Instead of juggling multiple issues, I ask AI to focus on one specific problem. 
↳ This keeps my message clear and relevant.

4. Increase Engagement
↳ By using AI to tailor my outreach, I see better engagement. 
↳ Prospects appreciate the effort and relevance.

5. Improve Language
↳ AI improves the language and tone of my emails.
↳making them more professional and effective.

6. Save time on research
↳ AI can quickly gather information on any topic.
↳ Spend more time on strategy, less on research.

7. Generate multiple drafts
↳ AI can provide several versions of your email.
↳ Choose the best one or combine elements from each.

8. Learn from AI suggestions
↳ Use AI feedback to improve your writing skills.
↳ Over time, you'll become more efficient.

Using AI for writing analogies in your outreach can revolutionize your workflow. 

--- 

P.S. What's your favorite way to use AI with cold outreach?

---

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Announcing the State of Customer Success Survey 2024.
 
It’s time to get clear insights. (Your input is crucial)

Customer success is changing. 

But where’s the data to back it up? 

That’s why callypso and Success Lab - The CS & AM Leadership Community have teamed up. 

We’ve created a survey to understand the State of Customer Success.

Who should participate?

• Executives
• CCO/VP of CS
• Rev/CS ops
• Account management leaders
• Directors and managers of CS
• CSMs/AMs

The survey is short, but the insights will be powerful. We will compile the results and share them with everyone who participates.

Participate here ➡️ https://lnkd.in/evFPgxJd

Join this session on one of my favorite topics: Managing up.

𝗠𝗮𝗻𝗮𝗴𝗶𝗻𝗴 𝘂𝗽 𝗶𝘀 𝘁𝗵𝗲 𝘀𝗲𝗰𝗿𝗲𝘁 𝘀𝗮𝘂𝗰𝗲 𝘁𝗼 𝗰𝗮𝗿𝗲𝗲𝗿 𝗴𝗿𝗼𝘄𝘁𝗵

𝗕𝘂𝘁 𝗵𝗼𝘄 𝗱𝗼 𝘆𝗼𝘂 𝗲𝗻𝗮𝗯𝗹𝗲 𝘁𝗵𝗶𝘀 𝗶𝗻 𝘆𝗼𝘂𝗿 𝘁𝗲𝗮𝗺𝘀?

Join Elselyn Tan 🟣 of Moxie, where she will share the skills to elevate you and your team.

𝗧𝗵𝗶𝘀 𝗙𝗿𝗶𝗱𝗮𝘆, 11𝗮𝗺 𝗖𝗘𝗧/10𝗮𝗺 𝗨𝗞 𝘁𝗶𝗺𝗲

Register for our masterclass below 👇

https://lu.ma/ylgopi20

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