By Elric Legloire - Outbound Chef
4.6
77 ratings
The podcast currently has 88 episodes available.
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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:
Perfect for founders and sales leaders looking to scale efficient outbound sales teams in 2024.
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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:
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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
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On this episode, we talk about:
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.
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Who is Jordan Crawford?
GTM Strategist, and Founder of Blueprint
Buy Jordan's course: Agent 7 - Jordan Crawford's Clay AI Agent Finding Course
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Connect with Jordan:
- On LinkedIn: https://www.linkedin.com/in/jordancrawford/
- Subscribe to his YouTube Channel: https://www.youtube.com/@BlueprintGTM
Resources mentioned:
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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
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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
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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
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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)
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When you're ready
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Connect with me
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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
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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.
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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.
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Connect with Zach:
* On LinkedIn
* Triple Whale Repvue page
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When you're ready
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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
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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
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When you're ready
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Connect with me
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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
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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
Grab the “Q4 Calculator” spreadsheet here.
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Next up, check out this episode: How to use Perplexity AI for outbound
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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
Grab the prompts we used in this episode here.
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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)
Ask: Submit your questions here
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Chapters
(00:00) The Problem with Traditional Cold Outreach Approaches
(00:11) Flipping the Script: The Value-First Cold Outreach
(00:50) Real-World Application: Prospecting for a SaaS busines
(01:53) Building the Campaign: Targeting Competitors
(04:57) Crafting the Cold Outreach Message
Read the written version of the Cold Email Deconstruction here.
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CHAPTERS
Updates
(0:00) - Introduction and Rebranding Announcement
(0:58) - Elric's Career Update: From Fired to Solopreneurship
(2:17) - Why Choose Solopreneurship and Fractional Leadership
(4:31) - The Birth of Outbound Kitchen: New Focus and Branding
Cold Email Deconstruction
(6:45) - Analyzing a Real Cold Email Example
(8:50) - Feedback on the Original Cold Email
(9:16) - How to Improve: Splitting Research and Staying
Focused
(10:56) - The Importance of Acknowledging Competitors
(11:57) - Rewriting the Cold Email: A Step-by-Step Breakdown
(14:44) - Key Differences and Improvements in the New Version
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