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! 👇
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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.

lemlist just spent over $15M to fix this.

Your rep closes a call with an interested prospect.

Says they'll "follow up next quarter."
They don't.

Because the signal died in Slack.
Buried in notes. 
Or lost in an empty CRM field.

I've been using lemlist. Interviewed Guillaume Moubeche (the founder) on my podcast.
And this Claap deal solves something most sales team miss:

Your reps waste 40% of their day in non-revenue generating work.

→ Updating CRMs.
→ Remembering context.
→ Guessing when to follow up.

That's not selling. That's admin work.

Here's what changes:

Before: Rep hears "budget unlocks Q4" on a call → sets a reminder → forgets → deal dies

After: Claap catches it → lemlist fires Sept 25: "You mentioned Q4, here's how teams are ramping" → Rep never touches it

Or this:

Prospect says "[feature] blocks us" → You ship it 3 months later → Auto-email: "That feature you wanted? It's live. Here's how teams use it." 

The real unlock:

→ Reps sell and prospect. 
→ Systems remember.
→ Outreach hits at the perfect moment.

No thinking required.

PS : This week, Erwan Gauthier (Head of Growth at lemlist) drops 4 workflows on using Claap to supercharge your sales process. 

Follow him to grab them.

👨‍🍳 Elric Legloire

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

$72K ARR per BDR monthly is not normal. 

Here's how Owner built the most efficient team in SaaS.

95% of meetings? Booked on the phone.
83% hiring success rate.
Under 3 months to ramp.

Most BDRs waste half their week on busywork.

That's 2.5 days not prospecting.

At Owner.com, BDRs spend most of their day on the phone.

Here's how they did it:

1. They only call the right accounts

Built 2 account scoring models.
One predicts win rate. One predicts deal size.
BDRs only target winners.
Data quality? Fixed.
Connect rates jumped from 3% to 16%.
No time wasted picking accounts.
The system routes them automatically.

2. They killed the busywork

Most BDRs waste time on:

❌ Calling dead numbers
❌ Researching junk accounts
❌ Picking accounts based on gut feel

Owner fixed all of it:
✅ Every account comes pre-researched
✅ Best accounts flow into sequences automatically
✅ Messaging changes based on account stage
✅ BDRs never touch bad data

3. They invested in support early

1 ops person for every 20 reps.
BDRs don't waste time figuring stuff out.
Onboarding uses AI simulations.
Trained on real conversations.
Constant coaching. Constant training.

BDRs ramp faster. Perform better.

Why this matters:

Owner runs 2 BDRs for every 1 AE.
In SMB sales.
This is next-level execution.

--

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

And 100+ hours on the others.

Snowflake. Ramp. Rippling.
7 complete teardowns.
The best outbound teams in SaaS.

Want all 7?

Click "View my website" under my name.

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

ClickUp just crossed $300M ARR.

One of their main engines? Outbound.

I spent 20+ hours reverse‑engineering how they built it in one of the most crowded markets on earth:

The Project Management Category (522 competitors on G2).

What's inside: 11 takeaways on what they're doing differently

- How they transitioned from PLG to a dual outbound model
- Signal scoring system across 60‑70 use cases
- AI‑powered infrastructure they built in‑house
- Full sales tech stack (9 tools)
- Orchestration framework that prevents team overlap
- Demand creation vs. harvesting approach
- How they work entire accounts, not just leads

Here's the short version:

They started with pure PLG (2017‑2020).

Then added a dual outbound layer: PLS (10% conversion) + cold (2‑4% conversion).

The impact of their outbound engine:

- 11x LTV lift when customers move from self‑serve to sales‑assisted
- 3x CAC reduction (partly from outbound optimization)
- Scaled from $85M to $250M+ ARR alongside other growth engines

Normally, this level of breakdown lives behind the paywall of my newsletter.

Today it's on the house (thanks to Wiza for sponsoring this research).

How to get it:

Comment "OUTBOUND" and I'll send you a copy.

Need it faster?

DM me "OUTBOUND".

I'll send the complete breakdown ASAP.

📌 P.S. Thanks to Wiza for sponsoring this research.

If you're building outbound at scale, one of the biggest time-sinks is list building.
Wiza lets you pull ICP-matched prospects with verified emails and phone numbers in minutes, then export directly to Outreach or Salesloft.

No manual work. No data entry. Just clean lists, fast.

→ Book a Wiza demo here
https://lnkd.in/d_x9z7zg

Great Outbound is rooted in unsexy work:

- Deep ICP analysis and persona mapping
- Account propensity and value scoring models
- Multi-layered tech & AI stack orchestration
- Cultural transformation from order-taking to hunting

What you see publicly (the cold email or call) is only the 1% remaining.

For example, to book a meeting with an enterprise prospect you might need:

- 6 months of account research and scoring
- A gifting strategy aligned with buying triggers
- 15+ touch points across email, phone, and social
- Reps trained on consultative conversations, not scripts

Without these 4 elements, your outreach becomes spam.

So every time you see a competitor crushing quota and think "their cold email templates must be amazing, let's copy them."

You should actually say "let's copy their outbound system, multi-threading strategy, and the 200 hours they invested in rep enablement."

You are trying to steal their surface tactics while ignoring their foundational machine.

Want predictable outbound? 

Stop obsessing over templates. Build the machine.

What other invisible outbound work would you add?

Follow me 👨‍🍳 Elric Legloire for daily outbound tips that actually scale.

"But is it pure outbound?"

The most expensive question in sales. Here's the truth:

If you're waiting for the "perfect" definition of outbound, you're already losing deals.

Outbound = Proactive revenue generation. 

Period.

That means: 

→ Cold outreach (obviously) 
→ Re-engaging closed-lost deals 
→ Expanding current customers
→ Following up on pricing page ghosts 
→ Activating customer referrals
→ Contacting your network
→ Hitting up their 2nd-degree connections
→ Leveraging your investors and their networks
→ Reaching past customers at new companies

A CEO once told me: "Reaching out to closed-lost opportunities isn't real outbound."

Cool. 

Keep waiting for them to magically reappear.

The best GTM teams don't care about "pure cold" outbound.

They care about pipeline.

Stop philosophizing. Start dialing.

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

Fact: Your ICP won't scale outbound if:

- You're using only 2 data points (revenue + headcount)
- You're targeting 36k accounts instead of the real 3k
- You're not scoring for propensity AND deal value

Most companies do all three.

Here's what actually happens: 

You think you've got 36k target accounts.

Reality? Only 3k fit.

Your reps chase low-value deals. CAC goes up. Churn goes up.
Customers leave fast because they were never the right fit.
And you're stuck wondering what went wrong.

Then you wonder why outbound doesn't scale.

The solution? 

Go deeper with your account scoring.

Instead of relying on firmographics alone, enrich your ICP definition with data across multiple categories:

Firmographic signals:
Sub-industries, product/service portfolio, number of locations, years in business, ownership type

Technographic signals:
Tech stack, integrations with complementary tools, tech spend, website traffic

Behavioral signals:
Ad spend, social media activity, recent reviews, early adopter status

Growth signals:
Revenue trajectory, funding stage, hiring velocity, end-user growth rate

Go-to-market signals:
Sales motion (sales-led vs. product-led), deal size patterns, geographic footprint

When you analyze these deeper data points against your existing customer base, you'll uncover the unique patterns that define your ICP.

Now build 2 scores:
- Propensity Score – Will they buy?
- Deal Value Score – How much will they spend?

This combo tells you which accounts to hit first.

Your list gets smaller. Way smaller.
But that's the point.

What happens next:
- Your SDRs source more deals.
- Your CAC drops.
- Pipeline moves faster.
- Churn disappears.
- LTV shoots up. 

The best-performing GTM teams like Snowflake use 140+ data points to define their Account Scoring.

That's what it takes to scale outbound.

📌 Want to re-build your ICP the right way?

I built an Advanced Guide: "Building & Refining Your ICP for Scalable Outbound."

Inside:
 ✅ How to find the right data points
 ✅ AI prompts to speed it up
 ✅ Real company examples

Want it?

Comment "ICP" below.

I'll send it straight to your inbox.

Your enterprise team is burning cash on the wrong accounts. 

I can prove it in 2 questions:

- Who picked your target accounts?
- What data did they use?

Here's what happens at most companies:

→ Marketing picks accounts based on company size
→ Sales picks based on "gut feel"
→ Nobody checks if these deals will actually close
→ Nobody checks if these deals are actually worth the effort

Then everyone wonders why:

- ABM programs fail
- Enterprise deals drag 18+ months
- Win rates stay stuck at 15%

Real example from my enterprise team:
We let reps pick their own accounts.

One rep went after a 2,000-employee company with only 20 sales reps.
Another went after a 1,000-employee company with 300 sales reps.

Guess which deal was worth 15x more?

The second one.

Here's the problem:

Enterprise is expensive to chase.

Every account you pick wrong means:

Marketing spends budget on accounts that can't spend big
SDRs waste weeks booking meetings that go nowhere
AEs burn cycles on deals that won't move the needle

Your CAC goes up.
Your deal value stays flat.

The fix we made:
We stopped letting people pick accounts.
We focused on one thing: sales team size.

The result: Our average deal value jumped. Same effort. Way better ROI.

Most companies treat this like a game of telephone:

- Marketing makes a list
- Sales ignores half of it
- Everyone blames each other

Here's what actually works:

Snowflake uses 2 scores as ONE team:
Fit Score → Does this account match what we sell?
Value Score → How much will they spend long-term?

The results:
High-fit accounts close 4x faster
40% of top accounts had open deals vs 10% of the rest
Deals close 2x faster from first call to close

This isn't just better ABM.
This is sales, marketing, and SDRs working the SAME list.
With the SAME priorities.

Tomorrow I'm joining Andrei Zinkevich to break this down:

✓ How sales and marketing actually pick accounts together
✓ What makes an account worth spending on for 1:1 ABM
✓ How to engage the full buying team (not just one person)
✓ Real tactics like dinners that close enterprise deals faster

Here's the truth: Most companies waste money because they don't know how to pick accounts to chase.

Register here: https://lnkd.in/ea4Zg2Qa

I watched an SDR team waste months targeting the wrong people. 

Only 20% of their list was at ICP accounts.

They built their outreach list focused only on personas.

They searched for Marketing Leaders. 
Added hundreds to their sequences. 
Hit send.

But they skipped the most important step.
They never picked their accounts first.

Here's what happened:
Only 20% of their list worked at ICP accounts.

The rest? Wasted effort.

A Marketing Leader at a B2C brand has different problems than one at a SaaS company. Different goals. Different challenges.

So when the team sent their messages?
Crickets.

Low replies. 
Frustrated SDRs. 
Hours burned for people who'd never convert.

And then they said it: "Cold outreach is dead."

But outbound wasn't broken.
Their process was.

The fix?

Pick your accounts first. 
Then add your personas.

Not personas alone.

Accounts + Personas. 
In that order.

Because it doesn't matter how perfect the persona is. Or how good your message is.

If they work at the wrong company?

They won't reply.

Account-based first. Personas second.
That's how you make outbound work.

Follow me 👨‍🍳 Elric Legloire for daily outbound tips.

ICP 101: You’re not selling to “restaurants.”

You're selling to single-location pizza shops in NYC that use Square, rely on DoorDash, and sit on busy street corners.

Broad targeting burns your market. 
Precise targeting builds pipeline.

The sharper your ICP, the faster you win.

Guide: How to build your ICP (5 steps)

After 7 years building outbound teams, I've learned 1 brutal truth:

Outbound fails before the first cold call is ever made.

Why? 

Because most B2B startups make these 7 mistakes.

And by the time they realize it, pipeline is dry and reps are gone.

Mistake 1: Treating outbound like a side project

You hire 1-2 junior SDRs. Buy 2 tools. Hope they figure it out.
But outbound isn't a side quest. It's a strategic initiative.
If you treat it like a low-budget experiment, you'll get low-budget results.

Mistake 2: Waiting too long to start outbound

You think outbound is a switch you can flip when pipeline is low.
But outbound is more like a garden: 
You plant seeds now, and harvest 9–12 months later.
If you wait until you're desperate… it's already too late.

Mistake 3: Not building a strong outbound culture

Outbound is not a one-off campaign. It's an operating system.
If you don't build weekly rituals, shared learnings, and consistent feedback loops, your reps will drift, your messaging will rot, and your pipeline will die.

Mistake 4: Hiring AEs before you have enough pipeline

Your AEs aren't magicians.
If there's no pipeline, there's nothing to close.
More headcount doesn't equal more revenue. It just burns cash and morale.

Mistake 5: Targeting everyone, not the right ones

You confuse TAM vs ICP.
So you dump a list of 100k accounts into Apollo… instead of focusing on early adopters with real pain.
Chasing bad-fit accounts kills your CAC and momentum.

Mistake 6: Thinking outbound = only cold outreach

You ignore closed-lost deals in your CRM. 
You skip accounts that demo'd but didn't buy. You only chase "cold" contacts.
But outbound isn't just cold calling strangers.
It's being proactive with ANY target account.

Mistake 7: Underestimating outbound's role in demand creation

Outbound isn't just for booking demos. It can create demand, when done right. Talk about pain. Start conversations. Educate the market. Just like marketing does.

Mistake 8: Failing to invest in data & research automation

Your reps waste hours:
Manually cleaning lists
Searching for contact data
Calling wrong or disconnected numbers
Doing research ChatGPT could do in 10 seconds
That's not "hustle." That's inefficiency.
Great outbound starts with great data. And speed.

Mistake 9: Building forecasts on broken outbound

You plan to hire 5 SDRs next quarter. Budget $500k in new bookings. Commit to board projections.
But your current outbound doesn't work yet.
Scaling zero is still zero.
Fix outbound first. 
Then forecast.

📌 I'm on a mission to help GTM leaders fix broken outbound.

So, I built The 30-Day Outbound Reset.

It's the back-to-basics plan I use to:
- Fix broken outbound in 30 days (no new hires)
- Build pipeline without burning cash on headcount
- Create repeatable systems that actually scale

And more! Want free instant access to the reset plan?

Get it here: https://lnkd.in/eZMrYuui

Outbound teams waste thousands on untested data contracts. 

Here's how to validate quality before you sign.

Let's say you're evaluating a new data provider for mobile phone number.

Don't sign anything yet.

Test 1: Coverage

Pull a sample list of 500 CFOs.

Include:

- Full name
- Company domain
- LinkedIn URL

Run this list through each provider.

Check:

- How many phone numbers did each return?
- How much overlap is there?
- Are some tools giving net-new numbers others don't?
- What type of numbers? (mobile vs landline)

Test 2: Accuracy

Use a simple spreadsheet.

Log call outcomes by provider.

Tag each call:

- "Incorrect number / Not in service"
- "Wrong contact"
- "Accurate" (voicemail confirms name)
- "Accurate" (right person picks up)

Over time, this gives you:

- % of valid numbers
- % of wrong/dud leads
- Which provider works best for your segment

Only after this should you compare pricing.

The reality:

Most teams pick based on sales demos.

Then wonder why their data is garbage.

Test first.
Buy second.

---

If you’re reviewing your coverage options. 

Take a look at what FullEnrich offers

They aggregate contact info from 20+ premium vendors.

Back in 2021, I discovered a $26K monthly leak. 

30 SDRs were playing data detective instead of prospecting.

Our SDRs were juggling 3 different data providers.
Just to find contact information.

Here's the math that killed me:

Each SDR spent 1 hour daily on manual data work.

That's 600 hours per month across the team.

At $44/hour, we were burning $26,400 monthly.

On manual work instead of actual prospecting.

But here's what made it worse:

Even with THREE providers, we still had coverage gaps.

SDRs would strike out on Provider A.
Try Provider B.
Then Provider C.

And sometimes still come up empty-handed.

The reality:
Our reps should have been having conversations.
Not playing data detective.

I learned the hard way:
If you want a productive outbound team, you MUST build strong data infrastructure first.

Fast forward to 2025:
You have zero excuse for this.

Tools like FullEnrich now aggregate contact data from 20+ premium vendors.
In one platform.

The result:
- No more juggling multiple tools
- Fewer coverage gaps
- No more manual data entry eating your budget

The bottom line:

Data infrastructure isn't just "nice-to-have."
It's THE foundation of outbound success.

If you're leading outbound and still making reps hunt for data manually:
You're burning money.
And killing productivity.

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