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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.
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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:
Host: Laetitia Fall
Sources cited in episode: Winning By Design, Insight Partners (Jeremy Donovan’s portfolio data), Owner.com BDR benchmarks, Snowflake ICP methodology
My biggest takeaways from this conversation
The State of Outbound in 2026
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