S7E5 – B2B SaaS Sales Growth: Outbound Strategies to Scale Revenue with Joey Gilkey

What’s the secret behind B2B SaaS sales growth and how can outbound strategies be used to scale revenue efficiently? When it comes to growing a B2B SaaS company, not all sales leads are created equal. Inbound leads, those who find you through marketing efforts or referrals, already have some level of trust. They’ve seen your website, maybe read a blog post or two, and are at least familiar with your brand. Outbound leads, on the other hand, have no idea who you are. You’re reaching out to them cold, and they’re likely skeptical from the start. That’s why trust becomes your most important asset in outbound sales. In this episode of the Grow Your B2B SaaS Podcast, brought to you by ⁠SaaStock⁠, Joey Gilkey, CEO of Titan X, explains that outbound sales require a different mindset. You’re not just selling a product; you’re building a relationship from zero. In outbound, your first impression matters more than ever. That process starts with establishing credibility right away. Without trust, even the best SaaS product won’t make it through the noise.

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Outbound Strategies for B2B SaaS Growth

Scaling revenue in SaaS isn’t just about having great features or sleek UX—it’s about getting in front of the right people, the right way. Joey shares his playbook for successful outbound sales, including how to personalize outreach at scale and pick the best channels to reach your ideal buyers. Titan X’s approach is data-driven and highly targeted. In fact, the company reports up to a 300% increase in connect rates, showing just how powerful a well-executed outbound strategy can be.

The Origin Story of Titan X

Titan X started as a tech-enabled service business. Joey took that foundation and turned it into a fast-growing SaaS company. The transformation wasn’t easy, but through sharp outbound sales tactics and strong organic content—especially on LinkedIn—the company scaled to $5 million in revenue within a single year.

How LinkedIn Fuels Outbound Sales

LinkedIn has been a major growth engine for Titan X. Instead of relying on cold DMs, Joey and his team focus on organic content that builds brand awareness and credibility over time. As their audience grows, outbound sales efforts become easier. People recognize the name, making conversations feel more natural and less like cold outreach.

What Outbound Sales Really Means Today

Modern outbound sales in B2B SaaS isn’t just about blasting emails. It’s about identifying the right companies, finding the key decision-makers, and sending messages that speak directly to their problems. Joey says the goal is simple: convince strangers that you get them—and can help them. That means speaking their language, understanding their pain points, and showing how your product solves real issues.

The Big Challenges in Scaling SaaS Revenue

Many SaaS companies try to scale too fast and end up building what Joey calls a “machine of dysfunction.” They throw tools and automation at the problem before getting the basics right. The four pillars he emphasizes are: List – Know exactly who you’re targeting. Message – Craft messages that resonate with each persona. Rep – Make sure your sales reps understand how to tailor the message. Follow-Up – Stay consistent and intentional with how you follow up. Without these in place, even the most advanced tech stack won’t save your outbound efforts.

Mastering the Four Pillars of Outbound Success

Let’s break down those fundamentals further: List: Start with clear targeting. Know which companies you’re after, and identify the right people within them—whether they’re decision-makers or influencers. Message: Personalize your messaging based on who you’re reaching out to. Speak directly to their challenges, goals, and industry language. Rep: Sales reps need to be more than messengers. They should understand the context and adjust their approach based on the account. Follow-Up: Don’t just set and forget. Use insights from your first interaction to inform how and when you follow up. The goal is meaningful engagement—not just persistence.

Why the Phone Still Works

In an age of endless emails and DMs, the phone remains one of the most powerful tools in outbound sales. Joey sees it as a “conversational ad”—a chance to speak directly, gauge reactions, and adapt on the fly. Phone calls offer instant feedback that can guide both marketing and sales teams in real-time.

Navigating Seasonality in Sales

Outbound sales isn’t always predictable. Summer vacations, holidays, and regional trends can all affect response rates. Joey’s advice? Be aware of timing and respect your prospects’ bandwidth. If they’re not ready to talk, don’t push. Keep the relationship warm and follow up when the timing is right.

Focus on Conversations, Not Just Calendars

A big takeaway from Joey’s approach is to stop obsessing over booked meetings. Instead, focus on meaningful conversations. Every interaction is a chance to understand where a prospect is in their buying journey. This knowledge can guide your next step—and often leads to stronger, more qualified opportunities.

What’s Next for Outbound Sales?

Joey predicts that the sales development world is shifting. In the future, account executives will be expected to self-source more pipeline opportunities. Companies will start moving away from relying solely on SDRs. This means sales hires need to be both closers and openers—able to start conversations and drive them to the finish line.

Final Thoughts: Win in Outbound by Getting the Basics Right

To win at outbound sales in the B2B SaaS space, you don’t need magic—you need a smart, structured approach. Know your target accounts. Craft messages that speak to their needs. Train reps to deliver those messages effectively. Use the phone. Follow up. And, above all, build trust. By mastering the fundamentals, your outbound sales strategy won’t just get meetings—it’ll drive real, lasting revenue growth.

Key Timecodes

• (0:00) – Introduction: Building Trust in Outbound vs. Inbound Sales
• (0:51) – Scaling Revenue in B2B SaaS: Proven Outbound Strategies
• (1:30) – Joey Gilkey’s Irresistible Offer for Increasing Connect Rate
• (1:55) – Joey’s Outbound Story: From Services Company to SaaS
• (3:00) – Launching TitanX: Zero to Five Million in 12 Months with Outbound
• (4:04) – The Compounding Effect of LinkedIn and Outbound Strategies
• (4:57) – Defining Outbound in the Modern B2B SaaS Context
• (5:53) – Common Challenges in Scaling Revenue for SaaS Companies
• (6:50) – The Four Fundamentals of Outbound: List, Message, Rep, Follow-up
• (8:21) – Importance of Targeting the Right Companies and Titles
• (9:44) – Structuring an Outbound Strategy for Success
• (10:42) – Accounts First, Then People: Tailoring Messaging to Personas
• (11:40) – Messaging That Resonates: Understanding Different Pain Points
• (12:35) – Evaluating Rep Performance and Funnel Math
• (13:24) – Follow-up Systems: The Buckets Framework
• (14:30) – Understanding the Six Buckets in Outbound Strategy
• (16:49) – Retargeting and Ads: Leveraging CRM Systems for Follow-up
• (17:34) – Choosing the Right Outbound Channels: Phone vs. LinkedIn
• (18:50) – Phone as the Tip of the Sphere: Conversational Advertising
• (20:10) – Scaling Outbound: The Advantage of High Connect Rates
• (21:07) – Combining Outbound and Inbound for Effective Nurturing
• (22:06) – Common Pitfalls in Outbound: Focusing Too Much on Meetings
• (23:13) – Surveying the Market: Understanding Buyer Readiness
• (24:57) – Phone Outbound as Advertising: Focusing on Conversations
• (25:14) – Handling Seasonality in Outbound: Deliverability vs. Receptivity
• (26:16) – High-Impact Tactic: Prioritizing Meaningful Conversations
• (27:41) – Apple’s iOS Update: Impact on Outbound Phone Calls
• (29:05) – Future of Outbound: Predictions for the Next 2–3 Years
• (30:09) – Preparing for the Future: Self-Sourcing Pipeline & Sales Dev
• (32:50) – Advice for SaaS Founders: From $0 to $10K MRR
• (34:59) – Scaling from $100K to $10M ARR: Founder’s Key Strategies
• (37:04) – Final Thoughts: Best Practices in Outbound & Revenue Growth
• (40:22) – Conclusion: Key Takeaways and Recap
• (42:34) – Contact Information and Closing Remarks

Meet the author

Joran Hofman

Back in 2020 I was an affiliate for 80+ SaaS tools and I was generating an average of 30k in organic visits each month with my site. Due to the issues I experienced with the current affiliate management software tools, it never resulted in the passive income I was hoping for. Many clunky affiliate management tools lost me probably more than $20,000+ in affiliate revenue. So I decided to build my own software with a high focus on the affiliates, as in the end, they generate more money for SaaS companies.