Hey Chef, welcome to the Outbound Kitchen (formerly SDR Game)! I’m Elric Legloire, your host.
In this podcast, you’ll learn how to build an outbound motion for your B2B company with practical tips on:
- 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.
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Données mises à jour le 04/07/2026
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Here’s more information about Jacob’s accounts and buyer personas:
Segment: Enterprise with $500M+ in revenue and over 250 employees
Personas: PR professionals
Industries: All
Market: North America
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📬 For more prospecting and sales development tips, join 3,211 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire
72. How this Enterprise SDR achieved 190% in Q1 with tech leaders, DevOps, and engineers - Quitterie Lafont, Enterprise SDR at Datadog
Saison 1 · Épisode 74
samedi 15 juin 2024 • Durée 29:56
In this episode, we'll discuss:
How to plan your week
How to execute daily
How to follow up properly
Quitterie Lafont is a top-performing Enterprise Sales Development Representative @ Datadog
In February 2024, Quitterie was the global Top Performer SDR Enterprise with 267%.
In March 2024, she achieved 173% and was the Top Performer SDR Enterprise EMEA.
Here’s more information about Quitterie’s accounts and buyer personas:
Segment: Enterprise (5k+ employees)
Personas: DevOps, tech leads, CTOs, e-commerce, back-end and front-end engineers
Industries: She doesn't focus on specific industries
Market: French market
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📬 For more prospecting and sales development tips, join 3,211 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire
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71. How to Use AI for Prospecting with IT Leaders in Enterprise Accounts - Benyamin Holley, Enterprise SDR at Lightyear, and Founder at Lazy Sales
Saison 1 · Épisode 73
jeudi 6 juin 2024 • Durée 39:27
In this episode, we'll discuss how to use AI to:
Score and prioritize accounts.
Research accounts.
Prospect.
Benyamin Holley is an Enterprise SDR at Lightyear, and Founder of Lazy Sales
Benyamin is building a true enterprise outbound motion from the ground up. Helping refine targeting, messaging, processes and tooling. He booked meetings with 2 of the F500 so far. In Q1 '24 - #1 in outbound sales accepted meetings.
70. How this top SDR converts 27.8% of cold calls into meetings in the SaaS industry - Teddy Frank, Senior SDR @ Atrium
Saison 1 · Épisode 72
vendredi 24 mai 2024 • Durée 44:19
In this episode, we'll discuss:
The different outbound sequences Teddy uses
His cold-calling framework
How to use your analytics and reports to improve your results
Teddy Frank is a top-performing SDR @ Atrium
Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%.
📬 For more prospecting and sales development tips, join 3,811 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire
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Chapters
(00:00) Opening Remarks
(03:19) Optimizing for Profitability in Sales Development
(06:15) De-risking the SDR Model for Clients and SDRs
(13:31) Tools and Infrastructure for the Scale Model
(23:30) Increasing Call Volume with Parallel Dialers
(25:49) The Importance of Personalized Outreach and Flexibility
(29:35) Scoring Accounts Based on Tech Stack and Other Factors
(39:09) Testing and Iterating to Find the Most Effective Approach
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(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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📬 For more prospecting and sales development tips, join 3,211 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire
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Chapters
(00:00) Top BDR
(04:41) Quality Over Quantity Approach
(11:33) The Power of Email Outreach
(28:54) Approaching LinkedIn Outreach
(32:45) Focusing on the Process for Success
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Chapters
(00:00) Top Enterprise SDR
(00:30) Maximizing Productivity: Organizing Tasks and Prioritizing Time
(06:09) Booking Meetings: Using Channels and Triggers
(07:37) Building Relationships: Leveraging Past Conversations
(08:06) Prospecting Sessions: Comprehensive Research and Tailored Messages
(21:28) Data Analysis: Tracking What's Working and Making Tactical Changes
(27:39) Taking Accountability: Owning Your Pipeline and Seeking Feedback
Chapters
(00:00) Top Enterprise SDR
(02:08) The Sunday Preparation Routine for Success
(06:14) Optimizing Time Slots for Maximum Productivity
(09:26) Strategies for Booking Meetings and Maximizing Conversion Rates
(11:43) The Power of Personalization in LinkedIn Messaging
(13:28) The Importance of Self-Reflection and Continuous Improvement
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire
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Chapters
(00:00) Enterprise Prospecting
(02:24) Building Outbound Motion Challenges
(07:18) Targeting and Messaging Strategies
(09:39) AI for Lead Scoring
(12:01) Account Prioritization Techniques
(16:49) Email Personalization and Validation
(24:08) Prospecting Tools and Final Thoughts
- The different outbound sequences Teddy uses
- His cold-calling framework
- How to use your analytics and reports to improve your results
Teddy Frank is a top-performing SDR @ Atrium
Teddy set a record for the most outbound meetings booked in a quarter (Q1 - 77 meetings). In Q1, he booked 50 meetings via cold calling, with a conversation-to-meeting booked rate of 27.7%.
- Org Size: 51+ folks in sales org (ranges from 300 - 10k employees)
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📬 For more prospecting and sales development tips, join 3,911 SDRs getting the SDR Game newsletter here: https://sdrgame.substack.com/
Connect with me on LinkedIn: https://www.linkedin.com/in/elriclegloire
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Chapters
(00:00) Top SDR
(03:54) Defining Top Tier Accounts
(07:18) Handling Objections and Referrals
(10:13) Call Calling Strategies for Booking Meetings
(11:10) Philosophy for Booking Meetings with Directors and VPs
(12:05) Structuring the Cold Call Pitch
(14:24) Using Relevant Statements and Assumptions
(15:22) Pain and Solution Statements in the Pitch
(18:47) Going for the Close in the Pitch
(20:15) Handling Objections and Sending More Information
(21:39) Asking for a Specific Follow-Up Time
(22:38) Handling Objections to Booking a Meeting
(25:05) Researching Prospects and Private Equity Companies
(26:30) Understanding the Challenges of Rev Ops Leaders
(28:59) Using Research to Improve the Pitch
(30:54) Using Analytics to Improve Conversion Rates
(32:50) Calling After 5 PM for Better Results
(40:59) Advice for New SDRs
(18:50) Strategic Calling and Balancing Quality with Quantity
