Why 80% of Outbound Sales Fails, and how to Fix It? Outbound sales is one of the most powerful yet misunderstood channels for SaaS growth. Despite the growing popularity of automation tools and AI-driven messaging, most outbound efforts still fall flat. In this episode of the Grow Your B2B SaaS Podcast, Joran Hofman interviews Besnik Vrellaku, founder of SalesFlow.io, to dissect exactly why outbound often underperforms and more importantly, how founders can fix it. Whether you're a SaaS startup trying to land your first 50 customers or a scaling team looking to build a repeatable outbound engine, this conversation delivers practical, no-nonsense insights you can use immediately. Besnik shares what’s broken in most outbound strategies, the mindset shift founders must adopt, the real economics behind outbound success, and how tools like AI and intent data are changing the game in 2025. If you’ve ever asked yourself “Does outbound still work?” this episode gives you the honest, data-backed answer.

Key Timestamps

• (0:00) – Episode intro by Joran Hofman(0:52) – Guest intro: Besnik Vreljaku
• (1:32) – Icebreaker: "Worst cold outreach fail you’ve seen?"
• (3:11) – Does outbound still work? (Spoiler: Yes, but it’s evolving)
• (4:25) – Why SaaS founders should care about outbound (esp. bootstrapped)
• (6:10) – Case study: Niche ICPs (e.g., affiliate program migration)(7:40) – #1 Mistake: Low AOV (< $5K) → Hard to scale
• (9:57) – Solution: Start with high-ACV customers
• (10:39) – ACV vs. AOV: What’s the difference?
• (12:07) – Step 1: Choose the right tool (Security > shiny features)
• (14:13) – Step 2: Niche down ICPs + use social proof
• (14:38) – Step 3: Hyper-personalization (Custom variables > generic)
• (16:45) – Pro tip: Use AI (Claude, Warmly) for data enrichment
• (17:48) – Avoid fake personalization (e.g., fake logos)
• (20:04) – SalesFlow's benchmark: 35% reply rates
• (21:47) – Rejections: "No" is the start of the conversation
• (26:07) – Future trend: First-party data + AI prospecting
• (27:49) – Why LinkedIn > Email (email deliverability drop)
• (29:02) – $0–$10K MRR: Validate with outbound interviews or paid ads
• (30:48) – $10K–$10M ARR: Bet on people + brand momentum
• (32:12) – Expect compromises: AI competitors, pricing pressure
• (34:39) – Recap of key takeaways
• (36:19) – Connect with Besnik