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. OK13: How to bring top-tier SDR talent and build future leaders - Dave Wilkins, ​Founder of Saleswise, & of the SDR Leaders of EMEA community

    3 DAYS AGO

    OK13: How to bring top-tier SDR talent and build future leaders - Dave Wilkins, ​Founder of Saleswise, & of the SDR Leaders of EMEA community

    ⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous) --- Chef's specials: ​How to attract the best SDRs (and what traits to look for) ​Spotting Future Leaders early ​Developing those leaders to drive your team forward Dave emphasizes looking beyond traditional qualifications to focus on intangible traits like resilience, adaptability, and communication skills. We also highlight the importance of identifying leadership potential early and providing mentorship and development opportunities. Dave suggests that SDRs should have closing experience before moving into leadership roles to gain credibility with sales teams. --- Who is Dave Wilkins? ​Founder of Saleswise ​Creator of the SDR Leaders of EMEA community. Connect with Dave: On LinkedIn⁠⁠⁠ ⁠⁠https://www.linkedin.com/in/daveewilkins/ Join the SDR leaders of EMEA community: https://sdr-leader.com/ Join the SDR Leaders of USA community: https://77zb165wlcq.typeform.com/to/T6Mwa22w --- 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) Dave Wilkins and Leadership Insights (00:43) Unconventional Traits for SDR Success (03:44) Hiring Process and Scorecard System (06:56) Adapting to Change and Resilience (17:03) Future Traits and Business Acumen (23:06) Spotting and Developing Future Leaders (28:40) Understanding the Impact of Leadership (30:47) Challenges of Being an SDR Leader (33:54) Spotting and Developing Future Leaders (37:07) Training Programs for Leadership Development (40:32) Mistakes in Promoting SDR Leaders (46:43) AI's Role in Leadership and Sales (52:23) Advice for Aspiring Leaders

    59 min
  2. OK12: How to build an effective SDR Comp Plan for 2025: Point-Based System and Innovative Spiffs - Anastasia Chihai, Sr. Director, Sales Development at Upland

    13 DEC

    OK12: How to build an effective SDR Comp Plan for 2025: Point-Based System and Innovative Spiffs - Anastasia Chihai, Sr. Director, Sales Development at Upland

    ⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠ (anonymous) --- Chef's specials: Comp plans that keep your BDRs motivated and drive long-term success. Spiffs that fire them up and deliver short-term wins. How to present this to your CRO Discover the future of SDR compensation with Anastasia Chihai, Sr. Director of Sales Development at Upland. In this conversation, learn how to implement a point-based system that aligns SDR performance with revenue goals. Uncover innovative spiff strategies, master the art of motivating distributed teams, and optimize your sales development structure for maximum ROI. Whether you're a founder, GTM leader, or sales executive, this video is packed with actionable insights to transform your SDR team's performance in 2025 and beyond. --- 📌 Grab the slides here --- Who is Anastasia Chihai? Sr. Director, Sales Development at Upland Founder, ATX SDR Leaders Connect with Anastasia: On LinkedIn⁠⁠⁠ ⁠https://www.linkedin.com/in/anastasia-chihai/ More context about the Upland sales team: Markets: NA, and EMEA Segment: SMB, Mid-market, and enterprise Buyer personas: IT, Sales, Marketing, Customer Service, and Operations Industries: BPO, contact centers, Financial Services, Healthcare, Media and Publishing, Consumer Goods, and Telecommunications --- 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) Introduction: SDR Compensation Plans (00:54) Why Revamp the Comp Plan (05:59) New Point-Based Comp System (06:38) Implementing the New Model (19:07) Focusing on Quality and Quantity (22:07 Gaining Approval from Leadership (30:37) Short-Term Incentives: SPIFFs (31:46) The Impact of Short-Term SPFs (32:19) Planning for December's SPIFFS (32:51) November's Bingo Card Success (33:37) December's Personalized Stickers (36:28) Strategies for Monthly SPIFFS (40:05) Lessons from Failed SPIFFs (42:49) The Spinning Wheel Initiative (50:45) Balancing Inbound and Outbound Quotas

    1 hr
  3. OK11: From 30% to 70%: Transforming Your BDR Team's Influence on ARR by Optimizing BDR efficiency - Hugo Dessi, Global Head of BDR & Board Member @Partoo

    30 NOV

    OK11: From 30% to 70%: Transforming Your BDR Team's Influence on ARR by Optimizing BDR efficiency - Hugo Dessi, Global Head of BDR & Board Member @Partoo

    ⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠ --- Ask: ⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠ (anonymous) --- Chef's specials: ​How to take over a BDR team and drive results ​​Fixing inefficiencies and leveling up performance ​​Earning a seat at the leadership table (and crushing board meetings) Discover how to transform your BDR team's performance and significantly boost their impact on revenue. In this live recording, Hugo Dessi, Global Head of BDR at Partoo, shares his strategies for optimizing outbound sales processes, enhancing cross-functional collaboration, and refining KPIs. Learn how to increase your team's efficiency, improve account management, and drive substantial growth in BDR-influenced ARR. Whether you're a founder, GTM leader, or sales executive, this guide to sales team optimization is packed with actionable insights to revolutionize your outbound sales strategy. --- Who is Hugo Dessi? Global Head of BDR, and board member at Partoo Connect with Hugo: On LinkedIn⁠⁠⁠ https://www.linkedin.com/in/hugo-dessi/ More context about the Partoo's Sales team: - Markets: EMEA, Latam --- 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) Hugo Dessi and Partoo's BDR Strategy (00:42) Hugo's Journey at Partoo (02:27) Initial Challenges and Audit Findings (05:43) Implementing Changes and Strategies (09:54) Focusing on Key Metrics and Team Dynamics (19:45) Enhancing Communication and Collaboration (29:09) Understanding Validation Rates and Performance Metrics (31:14) Impact on Pipeline and Conversion Rates (35:32) Standardizing Meeting Validation and Opportunity Confirmation (38:38) Challenges in Attribution Systems (41:40) Preparing for Board Meetings (44:37) Utilizing AI in BDR Processes (55:22) Improving Communication and Conversion Rates

    58 min
  4. 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

    19 NOV

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

    15 NOV

    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
  6. 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
  7. 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
  8. 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
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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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