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.

I've read 30+ sales leadership books in 5 years.

99% should have been blog posts.

Save yourself the time and just read these 9.

The only sales leadership books worth your time:

1. The Sales Acceleration Formula by Mark Roberge

If you read this book, you'll learn a proven, scalable approach to growing revenue and building a winning sales team using Roberge's unique engineering-based formula he used to scale HubSpot to $100m.

2. Never Hire a Bad Salesperson Again by Christopher Croner and Richard Abraham

This book will teach you a scientifically proven method to identify the rare salespeople who have the inner drive to succeed in sales, focusing on the 3 key characteristics of top performers that can't be taught.

3. The Coaching Habit by Michael Bungay Stanier

Read this book to master the simple but difficult habit of staying curious longer and giving advice more slowly to become more coach-like as a manager, using 7 essential coaching questions.

4. The Qualified Sales Leader by John McMahon

This book authentically shares how to transform an underperforming sales team into a high-powered selling engine, giving step-by-step insights on hiring, developing salespeople, creating a structured sales approach and implementing measurable criteria.

5. Cracking the Sales Management Code by Jason Jordan

If you read this book, you'll gain greater control over sales performance by learning which metrics are worth tracking and how to improve how you measure and manage sales using Jordan's 5 key processes.

6. Radical Candor by Kim Scott

This book will help you build strong, trusting relationships with your team and tell people clearly when their work isn't good enough without beating around the bush or demoralizing them.


7. The Connector Manager by Jaime Roca and Sari Wilde

Read this book to learn how to become a connector manager who builds exceptional teams by prioritizing relationships, fostering collaboration, and connecting employees to the people and resources they need to succeed.

8. Sales Manager Survival Guide by David Brock

This book is the most comprehensive guide on sales management, giving you detailed instructions rather than just tips on everything from hiring and training to coaching, firing, and managing your manager.

9. Managing Up by Mary Abbajay

Here’s a good one if you’ve got a difficult boss or a micromanager. If you read this book, you'll master the essential skill of "managing up" - effectively managing your relationship with your boss by understanding their style, communicating effectively, and aligning your goals.

--

Each book solves a specific problem you're probably facing right now.

Follow me 👨‍🍳 Elric Legloire for daily outbound recipes.

👨‍🍳 Elric Legloire

The Outbound Chef | Helping you scale outbound and turn it into your #1 growth engine | Building Outbound Kitchen: Community for GTM leaders, and outbound reps | Follow me + 🔔 for practical, & actionable tips

lemlist just crossed $34M ARR. 

Here's every tool in their outbound tech stack that got them there ⬇️

Their core platform:

- lemlist: All-in-one prospecting (cold email, calling, LinkedIn + voicemails)
- lemwarm: Email deliverability and warmup
- lemcal: Meeting scheduling

Data sourcing:

- People Data Labs, Prospeo, Apollo for B2B contact data
- BuiltWith for technology data
- Crunchbase for funding intel

Intent signals:

- LoneScale: Job openings, changes, new hires
- Snitcher: Website visitor identification
- G2: SaaS buyer intent

Advanced use cases:

- Clay & n8n for complex data sourcing and AI agentic research
- Data enrichment waterfall with best email finders

AI & automation:

- OpenAI (ChatGPT), Claude, Mistral AI models
- Dust for AI agent building

Operations:

- HubSpot as CRM
- Hyperline for contracts and invoicing
- Claap for meeting recordings
- Default for lead routing

The recipe:
Unified platform + quality data + AI = $34M 

--

Want to start building yours?

Try lemlist free: automate lead-gen, enrich contacts instantly, and run personalized outreach. Less admin, more deals. 

⇢ https://www.lemlist.com/

Brand partnership • The Outbound Chef | Helping you scale outbound and turn it into your #1 growth engine | Building Outbound Kitchen: Community for GTM leaders, and outbound reps | Follow me + 🔔 for practical, & actionable tips

Everyone's been sold the same lie:

“Spend more time personalizing to get better results.”

Here’s what actually happens:

Your SDRs waste 5 min per prospect digging through LinkedIn, find nothing useful for 90% of them, and end up defaulting back to generic templates.

Personalization is a 1:1 game. 

You can’t scale it.

Relevance is different. Relevance multiplies.

One account insight → 10 conversations
One company challenge → Every stakeholder
One initiative → Entire buying committee

The best SDR teams have already made this shift. They’re booking more meetings with less research time.

Stop personalizing for people.

Start building relevance for accounts using an Account-Based System.

What’s an Account System in outbound?

Start with company-level insights first, then apply them to the prospects inside the account: Adapt to Above the Line and Below the Line prospects.

If your product touches multiple teams, you go both horizontal and vertical inside the account, a multithreaded approach, not just single-thread.

With this, it’s faster to spot real initiatives or challenges for each account, then build a strong POV (point of view) around how you can help. That makes your outbound relevant at scale.

Example strategy:

Identify company strategic initiatives/pain points in under 10 minutes → create a strong POV → reuse insights across multiple prospects in the same account.

Here are different approach examples

CEO interviewed on a podcast → use it to reach their direct reports.

CRO just got hired → leverage with the CEO and front-line sales managers.

Bottom-up: talk to end-users about current challenges/tools → use that with front-line managers → Economic buyer.

VP of CS just hired 2 CSMs → name-drop.

Ask for referrals inside the account.

With that, you’ve got (almost) infinite ways to outbound an account. Because if the prospects you’re chasing aren’t active on LinkedIn, you’re just wasting time.

And in 2025, with tools like n8n, Clay or AI-driven solutions make this faster and scalable, even if your prospect accounts aren’t active on LinkedIn.

"But Elric, does this work in SMB and Mid-Market?”

Yes. It works there too

Example: Owner sells to single-location restaurants; they only have one contact for most accounts.

They adapt the talk track by segment:

Restaurant has: 
A website + uses Uber Eats/DoorDash → focus on the pain of 3rd-party apps (30% revenue cut, no customer data).

A website + no delivery → educating them about missed revenue opportunities.

They personalize for business maturity, not the owner.

--

Follow me 👨‍🍳 Elric Legloire for daily outbound recipes.

How to launch outbound in 2025 with AI.

Start with deep customer analysis.

Copy-paste this prompt below:

"Act as a world-class market research analyst with 10+ years of experience in B2B customer analysis.

**Your Task:** Analyze 
-[YOUR COMPANY WEBSITE URL] 
-[YOUR COMPANY CASE STUDY PAGE URL]
-[YOUR COMPANY G2 URL]
to uncover the deepest customer insights that will fuel high-converting outbound campaigns.

**Research Framework:**

**1. SOLUTION IMPACT ANALYSIS:**
- What specific business problems does [YOUR COMPANY] solve?
- What measurable ROI/impact do their customers achieve? (Look for case studies, testimonials, reviews)
- What happens if prospects DON'T solve these problems?
- What alternatives are prospects using today?

**2. CUSTOMER SUCCESS PATTERNS:**
- Analyze 5-10 customer testimonials/case studies for common themes
- What words do customers use to describe their pain points?
- What business metrics improved after using [YOUR COMPANY]?
- What was the "last straw" moment that made them buy?

**3. COMPETITIVE POSITIONING:**
- How does [YOUR COMPANY] differentiate from competitors?
- What unique value do they provide?
- What do G2/Capterra reviews reveal about strengths/weaknesses?

**Output Format:**
1. **Core Pain Points** (ranked by intensity 1-10)
2. **Customer Impact Metrics** (specific numbers/percentages)
3. **Differentiation Hooks** (what makes them unique)
4. **Customer Language** (exact phrases prospects use)

**Research Sources:** Company website, case studies, reviews, LinkedIn posts, industry reports, G2, Reddit."

Variables to replace:

[YOUR COMPANY WEBSITE URL] = Insert your actual website URL
[YOUR COMPANY] = Insert your company name
[YOUR COMPANY CASE STUDY PAGE URL] = Insert your caste study page
[YOUR COMPANY G2 URL] = Insert your G2 page

Pro Tip:

Pay special attention to the customer language section, these exact phrases will become your outbound messaging.

Start mastering Outbound at https://lnkd.in/extGYXdY

Last month, I tested 5 AIs for account research.

This month, I added GPT-5 Thinking and Opus 4.1 to the test. Here's what happened.

My problem: Customer needs account intel on companies with minimal public data. Which AI actually delivers?

My experiment:
- 1 target account: Windsurf (AI-native IDE, ~80 sales reps)
- 1 use case: If I were a rep for Clay 
- Same prompt → 6 models

6 AI models: 
🤖 ChatGPT Plus (GPT-5 Thinking) 
🤖 ChatGPT Plus (o3 model) 
🤖 Grok 4 
🤖 Claude Pro (Opus 4.1) 
🤖 Perplexity Pro 
🤖 Gemini 2.5 Pro

Each model got the exact same detailed prompt: Research Windsurf, find specific pain points indicating they'd benefit from Clay.

My Ranking Methodology:
✅ Reasoning - Can it connect dots between data points? 
✅ Web Access - How deep does it dig for insights? 
✅ Additional Context - Does it surface relevant info I didn't ask for?
❌ Hallucination - Makes stuff up?

The verdict:
🥇 GPT-5 Thinking: 9/10 - New champion
🥈 ChatGPT o3: 7/10 - Speed king
🥉 Claude 4.1: 5/10 - No improvement
🥉 Perplexity: 5/10 - Limited
⚠️ Grok 4: 2/10 - Don't bother
❌ Gemini 2.5 Pro: 0/10 - 3 hallucinations

3 surprises from yesterday's tests:

- Gemini = hallucination machine (3 fake facts in 2 tests,  proceed with caution)
- GPT-5 Thinking finally stable (was inconsistent at launch, now consistently crushing it)
- o3 feels nerfed (less powerful than my last test - did OpenAI throttle it?)

--

What's your go-to for account research?

--

Drop a "👨‍🍳" for the full breakdown + video (paid subs get my battle-tested prompt).

300 SDRs. 15-month average tenure. 200 new hires yearly. 

Here's how Snowflake solved their ramp time problem.

Denise Persson, Snowflake’s CMO, shared in a SaaStr panel how generative AI is transforming SDR productivity in outbound.

The challenge is brutal.

With SDRs moving up to inside sales after just 15 months, they're constantly running monthly cohorts in their Sales Development Academy.

New SDRs struggle with creating effective emails and outreach content.

They're learning products, understanding prospects, AND trying to write compelling messages all at once.

This is where AI changes everything.

Snowflake uses generative AI to help SDRs craft better messages from day one:

- Faster messaging creation
- Consistent messaging quality
- More time for actual prospecting

The results speak for themselves.

SDR using AI are doubling their meeting rates.
 
That's the difference between constantly playing catch-up with new hires and actually scaling your SDR engine.

When you're hiring 200 SDRs yearly, that's not just an improvement, it's a complete game-changer for pipeline generation.

Follow me 👨‍🍳 Elric Legloire for daily tips on scaling outbound.

The most misunderstood, mismanaged, yet highest-converting sales channel of 2025: LinkedIn DMs. 
Most reps are drowning in DM chaos, losing at least 2-3 qualified opportunities monthly because LinkedIn treats every message the same.

Meanwhile, the best reps?

They consistently send 100+ connection requests weekly, never miss a follow-up, and convert more prospects than average.

Here's how they do it:

—

📌 The fastest way to implement these 15 DM systems:

Kondo: Superhuman for LinkedIn DMs (the LinkedIn inbox management tool I've used daily for the past 12 months). 

It's how I've been able to:

- Cut DM management time by 60%
- Never miss an interested prospect reply again

I partnered with Kondo because I've been a paying customer since day one,  when they reached out about sponsoring, it was an easy yes.

Try Kondo free for your first month ($40 value) ↓
https://lnkd.in/egWjFsFd

P.S. Normally, you’d pay for month one. With my link, you get it free (worth $40), a small gift from Kondo just for my readers.

15 ways to become a LinkedIn DM pro (while prospecting)

Ramp hit $700M ARR with one secret sauce: Outbound.

Most teams study them and fail. Here's why:

❌ "We don't have 140 SDRs"
❌ Copy their email templates
❌ Copy their tech stack
❌ Copy their org structure

But here's the thing:

The principles that built $700M ARR are the same ones that built $7M.

You don't need 140 SDRs.

You need their fundamentals.

I pulled 5 Ramp outbound principles that work at ANY size:  

--

Curious how Ramp scaled outbound and hit $700M+ ARR?

I broke down their playbook.

Want the breakdown?

1️⃣ Connect with me.
2️⃣ Comment “outbound” below.
3️⃣ If we’re not connected yet, hit the connect button so I can DM you 

P.S. I always send what I promise. Even if it takes me hours.

Taplio

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