Outbound Kitchen - Sales Podcast (Ex SDR Game)

Elric Legloire - Outbound Chef
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Outbound Kitchen - Sales Podcast (Ex SDR Game)

Hey Chef, welcome to the Outbound Kitchen! I’m Elric Legloire, your host. The go-to podcast to scale outbound, and turn it into your #1 growth engine. - Cold calls, emails, and social selling. - Building, hiring, and scaling outbound teams. - Creating an outbound motion from scratch. - Using AI to optimize outbound. The goal? A predictable outbound pipeline for your B2B SaaS business. Tune in for solo episodes, interviews, AMAs, and chats with B2B SaaS and GTM leaders. outboundkitchen.substack.com

  1. OK10: How this CRO brings in $72K ARR per BDR, monthly, in SMB w/ a 2:1 BDR-to-AE Ratio - Kyle Norton, CRO at Owner.com

    2 DAYS AGO

    OK10: How this CRO brings in $72K ARR per BDR, monthly, in SMB w/ a 2:1 BDR-to-AE Ratio - Kyle Norton, CRO at Owner.com

    ⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠ (anonymous) --- Learn how Owner.com scaled their sales team from 4 to 50 reps in 24 months while maintaining a 0.13 BDR CAC ratio through innovative outbound sales strategies. Kyle Norton shares: Why a 2:1 BDR-to-AE ratio works in SMB How to achieve $72K ARR per BDR monthly Building data-driven sales operations RevOps investment strategy for scale Machine learning for account scoring Perfect for founders and sales leaders looking to scale efficient outbound sales teams in 2024. --- Who is Kyle Norton? CRO of Owner.com Host of the Revenue Leadership podcast (Pavilion Podcast) More context about the Owner's Sales team: - ACV: $5.5k - Sales Cycle Length: 4-7 days - Vertical SaaS: Restaurant industry - Buyer personas: Restaurant owners - Markets: North America Connect with Kyle: On LinkedIn⁠⁠⁠: ⁠https://www.linkedin.com/in/jordancrawford/⁠ Listen to his Podcast: https://www.joinpavilion.com/the-revenue-leadership-podcast Subscribe to his Newsletter: https://www.therevenueleadershippodcast.com/ --- When you're ready ⁠⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠⁠ --- Connect with me ⁠⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠⁠ --- Chapters: (00:00) Building a highly efficient outbound team (00:48) The State of the Sales Team at Owner.com (01:48) Building an Outbound Machine (03:28) Hiring and Scaling the Outbound Team (04:02) Optimizing Deal Quality and ICP (04:57) Evolution of Outbound and Inbound Mix (06:42) BDR to AE Ratios and Efficiency (12:33) Dedicated BDRs vs. Full Cycle AEs (17:18) Importance of RevOps and Systems (23:57) The Challenge of New Skills in Sales (25:35) Building Outbound Systems at Owner.com (28:19) Leveraging AI for Sales Efficiency (41:04) Improving Conversion Rates Through Coaching (46:36) Hiring the Right Talent for Sales Success

    51 min
  2. OK9: AI in Outbound: Why AI SDR Effectiveness is Overrated, with Jordan Crawford, Founder of Blueprint

    6 DAYS AGO

    OK9: AI in Outbound: Why AI SDR Effectiveness is Overrated, with Jordan Crawford, Founder of Blueprint

    ⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠ (anonymous) --- On this episode, we talk about: Outbound isn't dead AI in outbound, and why AI SDR Effectiveness is Overrated How you can start using AI in your outbound strategy Discover why AI SDRs may not be the silver bullet for outbound sales strategies. Learn how go-to-market AI tools can enhance your sales pipeline optimization without sacrificing the human touch. Perfect for founders and GTM leaders looking to revolutionize their B2B Outbound Sales approach. --- Who is Jordan Crawford? GTM Strategist, and Founder of Blueprint Buy Jordan's course: Agent 7 - Jordan Crawford's Clay AI Agent Finding Course Overview of the course Course payment link --- Connect with Jordan: - ⁠⁠⁠On LinkedIn⁠⁠⁠: https://www.linkedin.com/in/jordancrawford/ - ⁠⁠Subscribe to his YouTube Channel: https://www.youtube.com/@BlueprintGTM Resources mentioned: Claude Clay superwhisper --- When you're ready ⁠⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠⁠ --- Connect with me ⁠⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠⁠ ⁠⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠⁠ Chapters (00:00) Intro on AI in outbound (00:45) The Outbound is Dead Debate (02:24) Challenges in Outbound (07:47) The Role of AI in Sales (09:08) The Flaws of AI SDRs (15:28) Effective Data Utilization in Outbound (27:26) Finding Hidden Data Sources (32:28) Debating the Future of SDRs and AI (33:09) Human Psychology in Sales Teams (34:44) Rippling's Dual Approach to Sales (35:49) The Role of AI in Sales Research (38:05) Practical Steps to Implement AI Agents (39:26) Building Effective AI Agents (40:05) Tools and Techniques for AI Agents (41:35) Advanced AI Agent Strategies (53:25 )The Importance of Cold Calls

    56 min
  3. OK8: How Pigment Scaled Their BDR Team from 2 to 50 in 3 years with Alexis Valentin, Global Head of BDRs at Pigment

    8 NOV

    OK8: How Pigment Scaled Their BDR Team from 2 to 50 in 3 years with Alexis Valentin, Global Head of BDRs at Pigment

    ⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠ (anonymous) --- On this episode, we talk about: • Build a 4-tier BDR Academy that retains top performers for 2-4 years • Structure compensation models across experience levels • Implement weekly performance metrics that drive results • Create an enterprise-grade tech stack for outbound prospecting • Develop business acumen in junior BDRs • Transform BDRs into Enterprise Corporate Sales (ECS) leaders --- Who is Alexis Valentin? - Global Head of BDRs at Pigment - Got expertise in outbound and customer acquisition at major tech firms like Facebook and Dropbox. More context about the Pigment Sales team: - ACV: $100k - Buyer personas: Finance, HR, and Sales teams - Markets: NA, and EMEA --- Connect with Alexis: - ⁠⁠On LinkedIn⁠⁠ - ⁠Subscribe to his growth team newsletter⁠ - ⁠Alexis is hiring! Check their career page⁠ - ⁠Pigment on Repvue (Top 5% of companies)⁠ --- When you're ready ⁠⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠⁠ --- Connect with me ⁠⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠⁠ ⁠⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠⁠ ⁠⁠⁠⁠🐦 Connect on X ⁠⁠⁠ Chapters (00:00) Scaling from 2 to 50 BDRs (00:47) Alexis Valentin's Initial Challenges (02:29) Building the AdBond Tech Stack (03:58) Hiring and Training Strategies (04:55) Metrics and Performance Measurement (12:33) Compensation and Career Growth (17:50) Evolving Skill Sets and Industry Focus (23:21) Optimizing BDR Activities (25:53) Leveraging Marketing Signals for BDR Success (26:26) Scaling Insights for Effective Prospecting (27:41) Prioritizing Accounts and Engagement Strategies (28:25) Growth Team Philosophy and Account Management (32:34) Segmenting Teams by Company Size (35:00) Hiring and Productivity Strategies (38:32) Enhancing BDR Efficiency and Training (42:41) Adapting to Market Changes and New Techniques (43:59) Reflections and Future Plans

    49 min
  4. OK7: How to Scale Outbound: From Founder to 20+ Reps with Zach Rego, CRO at Triple Whale

    1 NOV

    OK7: How to Scale Outbound: From Founder to 20+ Reps with Zach Rego, CRO at Triple Whale

    ⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠ --- Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠ (anonymous) --- On this episode, we talk about: - How to go from founder-led sales to a scalable team, - The real secrets behind outbound that works, - Scaling fast with 20 high-performing reps. --- Who is Zach? - Chief Revenue Officer of Triple Whale, - He’s the master chef behind Triple Whale’s growth, joining as Head of Sales and now CRO. - Built a team from scratch and hit 10,000+ customers in just 3 years. --- Connect with Zach: * On LinkedIn * Triple Whale Repvue page --- When you're ready ⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠ --- Connect with me ⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠ ⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠ ⁠⁠⁠🐦 Connect on X ⁠⁠ Chapters (00:00) Intro (00:41) Building the Initial Sales Team (07:24) Building the Outbound Motion (09:26) Hiring Strategies and Team Dynamics (19:12) Compensation Plans and Pipeline Management (24:25) Evolution of the Team (25:08) Challenges in Transitioning to Outbound (25:56) Maintaining Brand Integrity (27:08) Scaling and Personalization (30:07) Leveraging Partnerships for Growth (32:50) Headcount Planning and Hiring Strategies (38:51) Reflections and Lessons Learned Get full access to Outbound Kitchen at https://outboundkitchen.substack.com/podcast

    46 min
  5. OK6: The Secret Recipe to Hiring Top BDRs with Jack Knight, the Tech Sales Coach

    26 OCT

    OK6: The Secret Recipe to Hiring Top BDRs with Jack Knight, the Tech Sales Coach

    ⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠ --- Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠ --- In this episode, we'll discuss: - His top 3 interview questions - Key skills he seeks - Real-life examples of top candidates Who’s Jack Knight? - The tech sales coach with over 5 years of SDR leadership XP experience. - He’s led SDR teams, hired 30+ reps with a 93% success rate, and helped launch over 70 SDR careers. Connect with Jack on LinkedIn https://www.linkedin.com/in/techsalesjack/ Join his Break Into Tech Sales 💸 community: https://www.skool.com/break-into-tech-sales/about --- When you're ready ⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠ --- Connect with me ⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠ ⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠ ⁠⁠⁠🐦 Connect on X ⁠⁠ Chapters (00:00) The Secret Recipe to Hiring Top BDRs (00:34) Jack's Top Three Interview Questions (01:02) Breaking Down the First Question (01:45) The Importance of Soft Skills in SDR Hiring (03:27) Ideal Responses to the First Question (07:22) The Second Question (08:21) How to Impress with Company Research (10:43) Real Examples of Outstanding Candidates (22:01) The Final Question (24:12) Curiosity in Interviews: Asking the Right Questions (26:18) Engaging in a Conversational Interview (29:31) Preparing for the Interview: Tips and Tricks (35:34) Standing Out in the Hiring Process Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

    46 min
  6. OK5: 3 proven sequence frameworks to book more outbound meetings

    10 OCT

    OK5: 3 proven sequence frameworks to book more outbound meetings

    Ready to join? Subscribe to The Tasting Menu newsletter today for $178/year (save 32%) or $22/month. --- ⁠⁠⁠📫 Subscribe to the Free newsletter⁠⁠⁠ --- Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠ --- When you're ready ⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠ --- Connect with me ⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠ ⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠ ⁠⁠⁠🐦 Connect on X ⁠⁠ Chapters (00:00) Intro & 2 announcements (02:21) Framework One: The Agoge Sequence (05:00) Framework Two: The Becc Holland Sequence (08:06) Framework Three: Combo Prospecting Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

    12 min
  7. OK4: Nail Q4: My Simple 5-Step Formula to End 2024 Strong

    29 SEPT

    OK4: Nail Q4: My Simple 5-Step Formula to End 2024 Strong

    Grab the “Q4 Calculator” spreadsheet here. --- Next up, check out this episode: How to use Perplexity AI for outbound --- Ask: ⁠⁠⁠Submit your questions here⁠⁠⁠ --- When you're ready ⁠⁠⁠📫 Subscribe to the newsletter⁠⁠⁠ ⁠⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠⁠ --- Connect with me ⁠⁠⁠📌 Connect on LinkedIn⁠⁠⁠ ⁠⁠⁠📹 Subscribe on YouTube ⁠⁠⁠ ⁠⁠⁠🐦 Connect on X ⁠⁠ Chapters (00:00) Finish 2024 Strong (00:34) Step 1: Analize Q3 (02:05) Step 2: Plan Q4 (04:03) Step 3: Time block (05:16) Step 4: Quantify your activities (7:03) Step 5: Keep testing Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

    9 min
  8. OK3: How to use Perplexity AI for outbound (with 11 prompts)

    18 SEPT

    OK3: How to use Perplexity AI for outbound (with 11 prompts)

    Grab the prompts we used in this episode here. --- Ask: ⁠⁠Submit your questions here⁠⁠ --- When you're ready ⁠⁠📫 Subscribe to the newsletter⁠⁠ ⁠⁠👨‍🍳 Want to work with me? Send me a DM⁠ --- Connect with me ⁠⁠📌 Connect on LinkedIn⁠⁠ ⁠⁠📹 Subscribe on YouTube ⁠⁠ ⁠⁠🐦 Connect on X ⁠ Chapters (00:00) Overwhelmed by Research? (01:04) 3 Reasons to Choose Perplexity Over GPT or Google (02:02) How NOT to Use Perplexity (02:55) Using Perplexity for Effective Account Research (03:27) Example 1: Researching a Private Company (Nooks) (10:30) Example 2: Researching a Public Company (Eventbrite) Get full access to Outbound Kitchen at outboundkitchen.substack.com/subscribe

    23 min
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About

Hey Chef, welcome to the Outbound Kitchen! I’m Elric Legloire, your host. The go-to podcast to scale outbound, and turn it into your #1 growth engine. - Cold calls, emails, and social selling. - Building, hiring, and scaling outbound teams. - Creating an outbound motion from scratch. - Using AI to optimize outbound. The goal? A predictable outbound pipeline for your B2B SaaS business. Tune in for solo episodes, interviews, AMAs, and chats with B2B SaaS and GTM leaders. outboundkitchen.substack.com

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