OK28: How to Scale Outbound From 5% to 46% With Human SDRs, No Standups, and an AI-Native Operating System - Jonathan Chemouny, GTM at ElevenLabs

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

⁠⁠⁠⁠Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://outboundkitchen.substack.com/p/cold-email-deconstruction-craft-messages] --- 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 [https://youtu.be/DMRO_GGp-1A] -- 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. -- We discuss: - Why outbound isn't dead, but pipeline got roughly 10x more expensive (1% conversion in 2015 to needing 1,000 emails per opportunity in 2023, source: Winning By Design) - Why global SDR headcount grew over 20% in a year while public layoffs dominated the LinkedIn feed - The Owner.com benchmark: 40 appointments per BDR per month, 25% close rate, $70-80K sourced revenue per BDR per month - When to hire experienced SDRs vs juniors, and the 12-meetings-per-month threshold that signals your playbook is ready - Why ICP work beats tool selection (Tier 1 closes at 25%, Tier 2 at 5%, you need 5x the volume to compensate) - Snowflake's 140 ICP data points and why 10-15 is the realistic target for most teams - Multichannel orchestration when only 30% of your prospects are reachable on LinkedIn - The data-quality test most teams skip: coverage rate per persona, per market - AI in outbound (January 2026): what actually works, why most LinkedIn AI messages fail, and the foundation AI needs (market, CRM, message principles, signals) Referenced: * Outbound Kitchen newsletter: https://newsletter.outbound.kitchen [https://newsletter.outbound.kitchen] * Elric Legloire on LinkedIn: https://www.linkedin.com/in/elriclegloire/ [https://www.linkedin.com/in/elriclegloire/] * Cognism's original French episode: https://youtu.be/DMRO_GGp-1A [https://youtu.be/DMRO_GGp-1A] * Host: Laetitia Fall * Sources cited in episode: Winning By Design, Insight Partners (Jeremy Donovan's portfolio data), Owner.com BDR benchmarks, Snowflake ICP methodology ---- 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) Outbound Crisis 2026 (00:11) Podcast Setup and Dub (02:39) Is Outbound Dead (05:46) Why Conversion Fell (09:43) Stop Hiring Juniors First (12:49) SDR Growth vs Layoffs (18:13) When to Hire and Scale (25:02) Who Should Manage SDRs (27:17) Start With ICP First (29:50) How to Define ICP (34:34) Intent Signals vs ICP (35:28) Managing Account Batches (36:43) ICP Evolves With Product (39:14) Who Owns the ICP (41:45) Experimenting New Markets (42:50) Defining ICP Subsegments (44:48) Real Multichannel Outreach (47:18) Orchestrating Channels (49:20) Writing Better Messages (53:02) Data Quality Over Tools (55:55) Testing AI Market Research (59:31) When to Hire RevOps (01:01:40) AI Outbound Workflows

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

You can read the written version of this episode here: https://newsletter.outbound.kitchen/ [https://newsletter.outbound.kitchen/] --- Q1 recap, Q2 roadmap, and the three systems I'm building for outbound teams right now. Everything I shipped in Q1: March 2026 - 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 [https://newsletter.outbound.kitchen/p/how-to-scale-outbound-from-5-to-46] - Best AI for Account Research? I Tested 7 AI Models: https://newsletter.outbound.kitchen/p/best-ai-for-account-research-i-tested [https://newsletter.outbound.kitchen/p/best-ai-for-account-research-i-tested] February 2026 - I tracked 232 outbound teams. Here's what I found: https://newsletter.outbound.kitchen/p/the-outbound-paradox-reality-vs-linkedin [https://newsletter.outbound.kitchen/p/the-outbound-paradox-reality-vs-linkedin] - OK26: 5 AI Cold Call Training Scenarios Every Outbound SDR Team Should Run: https://newsletter.outbound.kitchen/p/how-to-train-cold-callers-with-ai [https://newsletter.outbound.kitchen/p/how-to-train-cold-callers-with-ai] - ClickUp built THIS before scaling dials: https://newsletter.outbound.kitchen/p/clickup-built-this-before-scaling [https://newsletter.outbound.kitchen/p/clickup-built-this-before-scaling] - 9 ways I use Claude Code for outbound: https://newsletter.outbound.kitchen/p/ive-been-using-claude-code-since [https://newsletter.outbound.kitchen/p/ive-been-using-claude-code-since] January 2026 - OK25: How to Build a Profitable Outbound SDR Team: https://newsletter.outbound.kitchen/p/how-to-build-a-profitable-outbound [https://newsletter.outbound.kitchen/p/how-to-build-a-profitable-outbound] - How to prove outbound is working (to your CEO): https://newsletter.outbound.kitchen/p/how-to-prove-outbound-is-working [https://newsletter.outbound.kitchen/p/how-to-prove-outbound-is-working] - OK24: How DoorDash Scaled Outbound from $291M to $8.6B: https://newsletter.outbound.kitchen/p/how-doordash-scaled-outbound-from [https://newsletter.outbound.kitchen/p/how-doordash-scaled-outbound-from] - How to Divide Your Outbound Market Into Territories (7-Step Guide): https://newsletter.outbound.kitchen/p/how-to-divide-your-outbound-market [https://newsletter.outbound.kitchen/p/how-to-divide-your-outbound-market] - OK23: How to Build SDR Enablement from Scratch: https://newsletter.outbound.kitchen/p/how-to-build-sdr-enablement-from [https://newsletter.outbound.kitchen/p/how-to-build-sdr-enablement-from] - 100 emails → 1 meeting (2015). Now it's 1,000+: https://newsletter.outbound.kitchen/p/100-emails-1-meeting-2015-now-its [https://newsletter.outbound.kitchen/p/100-emails-1-meeting-2015-now-its] - OK22: How to Cold Call for Higher Connect Rates: https://newsletter.outbound.kitchen/p/how-to-cold-call-for-higher-connect [https://newsletter.outbound.kitchen/p/how-to-cold-call-for-higher-connect] -- - Who I am? Elric Legloire, founder of Outbound Kitchen. 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) Q1 Recap Setup (00:21) March Highlights (01:13) February Highlights (02:36) January Highlights (04:04) Q2 The Pantry Launch (04:57) New Systems and Automations (06:27) Pricing and Subscriber Notes (07:03) Podcast Guest Lineup (07:41) Q2 Newsletter Topics (08:41) Data Benchmark Help

OK28: How to Scale Outbound From 5% to 46% With Human SDRs, No Standups, and an AI-Native Operating System - Jonathan Chemouny, GTM at ElevenLabs

⁠⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://outboundkitchen.substack.com/p/cold-email-deconstruction-craft-messages] --- Jonathan Chemouny is GTM at ElevenLabs, where he scaled outbound from 5% to 46% of pipeline in one year with a small distributed SDR team. He previously built and led SDR teams at Intercom and Lattice. His team operates with no job titles, no standups, and no activity metrics , running on async Slack communication and trust-based autonomy. We discuss: - Why an AI-native company at 95% inbound decided to build a human SDR team instead of automating everything - How ElevenLabs defines outbound (pure cold + PLG-assisted) and why the distinction matters for pipeline math - Why candidates from finance and VC outperform career SDRs -- and the hiring process that screens for it - The operating system: no standups, no pipeline reviews, no job titles, async Slack ("Slack militaire") - How SDRs run demos, travel to meet prospects in person, and attend events solo -- one rep skipped President's Club for CCW Berlin and came back with 60+ SQOs - The AI SDR handling inbound qualification in multiple languages with 78% decisions requiring no human intervention - WhatsApp as a prospecting channel in Europe and why LinkedIn outperforms email Referenced: - Carles Reina on 20VC (20x Base-to-quota model) - Jonathan Chemouny on LinkedIn: linkedin.com/in/chemouny/ - ElevenLabs: elevenlabs.io ---- 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) Welcome and Setup(00:25) Why Hire SDRs in AI(01:45) Inbound to Outbound Shift(02:33) Defining Outbound and Pipeline(04:02) Talent Profile and Culture(06:21) No Titles and Global Hiring(07:42) Fast Interview Process(11:32) Testing AI Fluency(13:43) Roleplay and Sequence Review(15:19) Career Paths and SDR Role(18:52) Enabling Non Sales Hires(19:47) Productivity and Outbound Mix(24:42) Full Cycle AE Debate(26:05) Culture Intensity and Remote(28:05) Cutting Meetings with Slack(28:57) Slack Notes Automation(29:27) Coaching On The Road(30:47) Incentives And Outbound Shift(31:42) Modern Qualification And Handoffs(33:50) Pipeline Metrics Dashboard(34:40) SDRs In The Field(38:03) SDRs Running Demos(41:02) AI Outreach Demos(41:22) AI Tools And Inbound Agent(44:44) Iteration And Focus Lessons(46:24) Cold Calling And WhatsApp(49:49) KPIs And Agent SDR Debate

OK27: Best AI for Account Research? I Tested 7 AI Models - March 2026 benchmark

Want the prompt I used for this test? And my AI Prompt Library with 30+ outbound prompts? ⁠Upgrade now in my newsletter here. [https://newsletter.outbound.kitchen/p/i-tested-gpt-5-and-opus-41-for-account] - I tested seven AI models on the same account research prompt, 12 specific instructions, one target company (Replit), one buyer lens (TrackRec). This is my March 2026 benchmark. The models: Perplexity Sonar, GPT 5.2 Thinking, Grok 4.2 Beta, Grok 4, Claude Opus 4.6, Claygent (Argon), and Gemini 3 Pro. I scored every model on six weighted criteria, tracked which instructions each model actually completed, classified why they missed what they missed, and manually verified every disputed claim. Agenda: - Why I expanded from 3 scoring criteria to 6 — and how adding Business Relevance changed the rankings - What instruction completion reveals that scores alone don't (Perplexity: 10/12, Gemini: 1/12) - The difference between hallucinations and false claims — and why it matters for automation at scale - Why four models found September funding and stopped looking (the persistence failure pattern) - The $400M funding round that may or may not be real — REPORTED vs VERIFIED as a new verification category - Which model to use for high-value accounts vs volume enrichment in Clay - Web app vs API vs Clay: why your results will be different and what I'm testing in the next benchmark Referenced: - TrackRec: https://www.trackrec.co - Replit: https://replit.com - Perplexity: https://www.perplexity.ai - Clay: https://www.clay.com - RepVue: https://www.repvue.com - The account research prompt: Available for Outbound Kitchen paid members - Who I am? Elric Legloire, founder of Outbound Kitchen. 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:(0:00) - Why I keep benchmarking AI models (1:45) - The test setup: TrackRec researching Replit (3:00) - What changed from the last test(6 criteria, instruction tracking) (3:30) - The new rankings (4:05) - Perplexity: VP of SDR, podcast, RepVue miss (5:00) - GPT 5.2: zero false claims, Glassdoor depth (5:30) - The $400M funding round — is it real? (7:00) - Grok 4.2: 56 seconds, best RepVue data (8:00) - Bottom four models (quick summary) (8:55) - Verification: hallucinations vs false claims (10:05) - Which models I recommend (10:45) - Web app vs Clay availability (11:30) - What's next

OK26: How to Train Cold Callers with AI: 5 Scenarios That Took JumpCloud from 10 Reps to 100+ - with Troy Johnson, SDR Enablement at Jumpcloud

⁠⁠⁠⁠📫 Subscribe to the Outbound Kitchen newsletter⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://outboundkitchen.substack.com/p/cold-email-deconstruction-craft-messages] --- Ask: ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠Submit your questions here⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠ [https://tally.so/r/mJpXdJ] (anonymous) - Troy Johnson is the SDR Enablement Program Manager at JumpCloud, where he runs the SDR Enablement program for the Americas. He has over eight years in sales development, including six years managing SDR teams. This is his second appearance on the show, Part 1 covered SDR enablement foundations, and Part 2 dives into practical AI role-play implementation. We discuss: - How JumpCloud uses AI role-play to certify SDRs during onboarding -- 100+ practice scenarios before going live - Running a March Madness-style qualification competition to drive AI adoption and peer coaching - The monthly rhythm for rolling out updated talk tracks with live practice and manager demos - Using Gong's theme spotter to identify the most common objections and build targeted AI drills - Building an SDR-to-AE progression program with AI scenarios aligned to AE managers - Why managers should practice AI role-play themselves to lead by example - Tools used: Hyperbound, Orum, Gong, and ChatGPT Voice Mode as a free alternative Referenced: - Hyperbound: hyperbound.ai - Orum: orum.com - Troy Johnson on LinkedIn - Gong - ChatGPT - 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 (00:44) Framework: Building a World-Class Outbound Team (Talent, Productivity, Enablement) (02:18) Why JumpCloud Went All-In on AI Role Play (Phone-Heavy Motion) (03:56) Scenario #1: Onboarding Certification with AI Call Practice (06:31) How Call Academy Works + Certification Criteria & Rubric Scoring (09:17) Results & Benefits: 10x Reps, Faster First Meeting, Multilingual Coaching (11:46) Scenario #2: Qualification Competition (Gamified Tournament for Adoption) (14:39) How the Tournament Runs: Schedule, Scoring, Tools (Orum vs Hyperbound) (18:50) Scenario #3: Talk Track Adoption—Rolling Out Updates with Live AI Practice (22:05) Measuring Adoption + Handling Common Objections (Setup for Next Scenario) (24:15) Test Talk Tracks with Top Performers + AI Role Play Before Rollout (25:51) Scenario #4: Weekly Objection-Handling Drills That Build Confidence Fast (28:15) Pick the Right Objections: Use Gong Theme Spotter + Manager Alignment (30:07) Talk Tracks for “Not a Priority” + “Already Have a Solution” (Battlecards) (32:02) Competitor Tracking, Game Tape Reviews, and Managers Practicing Too (34:40) Scenario #5: Upskilling SDRs for the Next Role (SDR → AE and Beyond) (37:34) Designing the Progression Program: Mentorship, Shadowing, Practice, Certs (42:59) Data-Driven Enablement: Scorecards, “Beat the Bot,” and Individual Coaching (46:41) Tool Stack: Hyperbound, Orum, ChatGPT Voice Mode + How Gong Supports It (49:44) Wrap-Up: Start with One Scenario, Lead by Example, and Keep Iterating