Outbound Kitchen - B2B Sales Podcast

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

Outbound Kitchen - B2B Sales Podcast is a business podcast hosted by Unknown Host, with 121 episodes on record and a Required Pod Score of 80. PitchCentric scores this show on Booking Probability, Listen Score, and live audience signals refreshed every 24 hours.

Unknown Host hosts Outbound Kitchen - B2B Sales Podcast, a business show with 121 episodes published.

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  Episode #33

  33: How to Scale an Outbound SDR Team in 2026: ICP Math, Hiring, and What AI Changes, with Florin Tatulea, GTM Engineer at ZoomInfo

  Jun 28, 202645 minS2

  Subscribe to the Outbound Kitchen newsletter - Florin Tatulea is GTM Engineer in Residence at ZoomInfo, where he builds the AI agents and workflows behind modern outbound. He was Loopio's first sales hire, on the team that grew revenue 65x in six years, and he built the outbound engine at Common Room, where he 4x'd the SDR team, grew monthly outbound pipeline 20x, and sourced seven figures in outbound revenue. He writes Prospecting from the Trenches, and he treats outbound as a system to design, not a headcount number to fill. We discuss: The top-down headcount math that quietly over-hires outbound teams TAM vs SAM, and why the real number was 6,000 accounts, not 30,000 Why you don't need an SDR before $1M ARR or product-market fit Hiring two SDRs at once to separate the person from the process The four things Florin looks for in a first SDR, and how he vets curiosity Building the team like a sports team, with complementary skill sets What AI and GTM engineering actually change about the team you build Why Anthropic, OpenAI, and Clay are still hiring SDRs Referenced: Prospecting from the Trenches (Florin's newsletter): salesflo.substack.com Florin Tatulea on LinkedIn: linkedin.com/in/florintatulea/ ZoomInfo: zoominfo.com Hyperbound (AI roleplay, Florin is an advisor) When you're ready Want to work with me? Send me a DM -> https://www.linkedin.com/in/elriclegloire/ Connect with me [Connect on LinkedIn] -> https://www.linkedin.com/in/elriclegloire/ [Subscribe on YouTube] -> https://www.youtube.com/@ElricLegloireOutbound [Connect on X] -> https://x.com/elriclegloire Chapters:(00:00) Intro: who is Florin Tatulea(01:29) The episode outline(02:21) Where the scaling math breaks(04:55) TAM vs SAM: 30,000 accounts or 6,000?(09:23) What CROs and CMOs get wrong next(13:06) Why you don't need an SDR before $1M ARR(16:25) Hire two SDRs, not one(19:17) What to look for in your first SDRs(22:00) How to actually vet for curiosity(24:53) The prospecting homework task(28:14) Build the team like a sports team(32:55) A better way to interview for passion(35:43) Vetting coachability on a live cold call(38:46) What changed in 2026: AI and GTM engineering(42:18) Why the best AI companies still hire SDRs(46:13) The best AI use cases for SDR teams(51:45) Automating the deal handoff(53:08) Q&A: trade-show lists with Claude Code(54:44) Where to find Florin

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  Episode #32

  OK32: How to Rebuild an SDR Team: From $200K to $600K in pipeline a Week With the Same Four Reps with Will Rohleder, SDR Director at TeachTown

  Jun 20, 202649 minS2

  Subscribe to the Outbound Kitchen newsletter -> https://newsletter.outbound.kitchen/ -- Will Rohleder is the SDR director at TeachTown, special education software for school districts, where he took over a 4-person SDR team with $200K in pipeline and, within about a month, had the same four reps building roughly $600K a week. Today he leads 14 SDRs at a 92% show rate and 88% conversion to opportunity. He previously built and led SDR teams across fintech and HR software. He hires almost only former teachers and pays his SDRs to move deals forward, not just book the meeting. We discuss: How he rebuilt a four-person SDR team and 10x'd weekly pipeline in about a month The territory design and SDR-to-AE alignment behind the numbers His show-rate playbook: the blank-calendar-invite accept trick, layered reminders, and letting the prospect talk 70% of the time Why half of SDR comp is tied to the opportunity reaching stage 3, not just booking the meeting Who owns moving a deal forward, and the six-point qualification gate Why he almost only hires former teachers, and the one interview question he swears by Where he uses AI, and the inbound AI SDR that emailed a lawyer Referenced: Will Rohleder on LinkedIn: linkedin.com/in/william-rohleder-2aa7a9143/ TeachTown: teachtown.com SDR Leaders of USA community When you're ready [Want to work with me? Send me a DM] -> https://www.linkedin.com/in/elriclegloire/ Connect with me [Connect on LinkedIn] -> https://www.linkedin.com/in/elriclegloire/ [Subscribe on YouTube] -> https://www.youtube.com/@ElricLegloireOutbound [Connect on X] -> https://x.com/elriclegloire - Chapters:(00:00) Smile and Dial Fails(01:04) Meet Will Rohleder(02:35) Career Lessons SDR(04:42) Teachtown Turnaround(06:27) Territory Strategy(07:35) SDR AE Pairing(08:41) Show Rate Playbook(13:04) Handoff and Discovery(15:46) Research Led Outreach(18:02) BANT and Conversion(19:24) Comp Plan Incentives(23:33) Quota Quality Focus(24:55) Quota and Payout Tweaks(25:32) SDR AE Collaboration Systems(28:13) Multi Threading District Deals(29:04) Hiring Former Teachers(30:46) Interview for Curiosity(33:30) First 30 Days Ramp Plan(38:56) AI for Research Only(44:44) Cold Call Openers That Work(46:52) Research Driven Outreach Mindset

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  Episode #31

  OK31: Corporate Gifting: A 2-Step ABM System for Tier-1 Accounts & Prospects

  May 15, 202616 minS2

  <p>Get the 3 prompts (research + classify, gift ideas, note writer) in my paid newsletter here.</p><p>--</p><p>-In this episode, I break down the 2-step ABM gifting system you can run on your top 200 accounts. How to find the clue. How to classify the prospect into one of four buckets (Identity, Passion, Milestone, or No Gift). How to pick a gift that maps to the specific niche. And how to write the note that proves the research wasn't AI-generated.</p><p>--</p><p>If you're new here, I'm Elric Legloire, founder of Outbound Kitchen. I help...

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  Episode #30

  OK30: How to Build a High-Performing Outbound Team in 2026 (Elric Legloire on Cognism's Prospect Podcast)

  Apr 26, 20261h 7mS2

  <p>⁠⁠⁠⁠Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠</p><p>---</p><p>This episode was originally recorded in French for Cognism's Prospect podcast with Laetitia Fall. The English audio you're hearing is an AI-translated dub generated with ElevenLabs. Original French version: https://youtu.be/DMRO_GGp-1A</p><p>--</p><p>If you're new here, I'm Elric Legloire, founder of Outbound Kitchen. I help B2B SaaS companies between $2M and $50M ARR boost their outbound results. My view: in 2026, productivity is the multiplier, not headcount. </p><p>--</p><p>We discuss:</p><p>- Why outbound isn't dead, but pipeline got roughly 10x m...

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  Episode #29

  OK29: 13 episodes + newsletters I shipped in Q1 (+ what's coming)

  Apr 19, 20269 minS2

  <p>You can read the written version of this episode here: https://newsletter.outbound.kitchen/</p><p>---</p><p>Q1 recap, Q2 roadmap, and the three systems I'm building for outbound teams right now. </p><p><br /></p><p>Everything I shipped in Q1:</p><p><br /></p><p>March 2026</p><p>- OK28: How ElevenLabs is Scaling Outbound From 5% to 46% With Human SDRs: https://newsletter.outbound.kitchen/p/how-to-scale-outbound-from-5-to-46</p><p>- Best AI for Account Research? I Tested 7 AI Models: https://newsletter.outbound.kitchen/p/best-ai-for-account-research-i-tested</p><p><br /></p><p>February 2026</p><p>- I...

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