The Prospecting Masterclass ep. 35
Hey there Croners! Welcome back to The Prospecting Masterclass, the original Crono column that gives you insights and tips from the best minds in sales.
In this episode we’re having the official Outbound Chef — and if you’re an active member of the Sales Community on LinkedIn, there’s no need to introduce him.
Elric Legloire runs the Outbound Kitchen, the community for GTM Leaders & Outbound reps. Among podcasts, events and more, he’s one of the most competent voices in sales.
Let's start with a warm-up: 5 words to describe yourself!
Easy: Outbound, Chef, Recipes, Data-Driven.
How did you land on sales?
In my first job, the owner wanted more meetings for the sales team. So I picked up Predictable Revenue, tested what I learned, and suddenly, I was booking 15+ meetings a month, with zero sales experience. And just like that, I ended up in sales!
What makes you passionate about it?
For me, sales isn’t about pushing products or being that annoying “salesy” rep.
It’s about educating prospects, helping them solve real problems, and making their job easier, if they want to. I love helping customers find better solutions to their challenges.
With Outbound Kitchen, you focus on outbound to help businesses grow: why is outbound so effective and important?
- You can target the right ICP & personas (higher ACV, LTV, NRR).
- It’s more predictable than inbound.
- It drives faster growth.
- It reduces churn.
- It’s scalable.
Is cold calling dead? What are your tips to get the most out of it?
- Use a great data tool to find direct phone numbers.
- Work with a script or a cold call scorecard.
- Practice, with AI, a colleague, or your manager.
- Break your calls into 4 sections: Opener → Problem Statement → Conversation → Closing.
- Track where your calls fall apart and focus on improving that part.
What are the main sales changes and challenges you predict for the next 12 months?
AI is the biggest shift in sales history.
The best teams will use AI to eliminate non-revenue-generating tasks (admin, list-building, contact research) so reps can spend more time actually selling.
GTM teams will be way more efficient thanks to AI.
Bonus question: podcasts, books, movies, drop here anything you think might inspire the sales community.
My go-to GTM podcasts right now:
• The Revenue Leadership Podcast – Kyle Norton
• SaaStr Podcast
• Science of Scaling – Mark Roberge
And of course also Outbound Kitchen newsletter.
