Olivier Tytgat 🪖

Co-Founder & Head of Sales

CEO @ Outbound Catalyst | generate pipeline consistently with our revenue systems

👋 I'm Ollie, and here's my journey in a nutshell: 

- Helped over 25+ tech companies get their first 10-50 clients through smart revenue systems
- Trained over 250 people from diverse backgrounds on becoming the best cold callers ever
- Hosting a podcast where we decode B2B Revenue Systems: https://open.spotify.com/show/5LMwgSpPBRfffF4OyQsXC5?si=7bb99931399e40aa

🚀 On a mission to helping another 25+ tech companies increase their pipeline and net new revenue (building out Outbound Catalyst to be the 🥇 GTM agency in the EU).

🧠 Sharing my learnings from generating 100 million plus in pipeline and growing a growth/GTM agency in my newsletter -> https://bit.ly/newsletter-linkedin-website-profile 🧠

What you'll get by following me:

🚀 Actionable tips to grow smart outbound/revenue systems

🔥 Transparent & actionable advice, no fluff

💼 Exclusive updates on Outbound Catalyst's growth 

I’ll be posting growth tips and tactics - so hit that “Follow” button!

DM "GTM Scan" & see if you qualify for a free GTM Audit (value: €5K)

Peace, pipeline & revenue ✌️

Ollie

Founding Member

As a Founding Member of the Sales Hacker community, I exchanged ideas on how to provide value for the community. 

Sales Hacker is a community where B2B Sales Professionals share their experiences, best practices and exchange interesting ideas and other content.

Most "GTM engineers" aren't engineers at all.

Spencer Tahil and I had a heated conversation about this last year (lol) on his podcast.

Here's the uncomfortable truth:

What most people call "GTM engineering" is what VAs in the Philippines were doing for €5/hour four years ago.

Building lists using PhantomBuster and Icypeas and Prospeo.io.
Cleaning data manually.
Copy-pasting what others share on LinkedIn.

Clay just made it easier. But easier doesn't equal engineering.

An engineer (the real definition):
"A person who designs, builds, AND maintains machines, structures, or systems."

That requires:
- 5-7 years of study (at minimum)
- Deep understanding of architecture
- Ability to design, execute, and maintain
- Systems thinking, not task execution

What I see instead:
→ Bootcamp graduates with 6 months experience
→ Asking for €5K/month salaries
→ Can't explain their QA process
→ Have never done a sales job
→ Expect agencies to guide them while charging premium rates

The market is confused because buyers don't know what they're hiring for.

And suppliers don't know what they're actually delivering.

This creates a cycle:
Bad hire → Underperformance → "GTM doesn't work" → Next bad hire

The truth? There are maybe 100 people globally who can truly:

- Design end-to-end GTM systems
- Build AND maintain them
- Understand growth architecture
- Execute with deep industry expertise
- Do this across multiple domains

Everyone else? They're specialists learning in public.

Which is fine, if expectations are aligned.

But calling yourself an engineer when you're building lists in Clay?

That's like calling yourself a mechanic because you can change your oil.

We need better education on both sides of the table.

Olivier 🧪 Tytgat

I engineer effective growth for B2B SaaS companies without the bloat | DM “GTM Scan” & I’ll give you 3 ways to increase your revenue in the next 90 days.

$100M in pipeline. 30+ companies. 100+ SDRs trained. Here's what actually moves the needle.

Yesterday I shared why I'm going all-in on content in 2026. Today, let me show you what we've actually built.

Since founding Outbound Catalyst, we've helped B2B sales teams move from unpredictable prospecting to systematic pipeline generation.

The results:
→ $100M+ in pipeline generated across 30+ companies
→ 100+ SDRs trained on systematic prospecting
→ $5M in software sold, $1M+ in services (last 3 years)
→ 50+ salespeople got at least 1 full day back per week

What's different about our approach?
→ We don't sell you on volume. We build pipeline engines that work whether you're actively prospecting or not.

Not "send 10,000 emails and hope."

But "send 4,000 highly-targeted emails with signal-based triggers and generate double the meetings."

The companies winning in 2026 have figured out one thing:
→ Predictable revenue isn't a motivation problem. It's a systems problem.

Over the next few weeks, I'll be breaking down the exact frameworks we use:
📜 The 10 Commandments of Modern Prospecting
📜 5-step list building that actually converts
📜 The only 3 campaign types you'll ever need
📜 How to turn your phone into a competitive advantage

Looking forward to sharing what actually works.

What's your biggest outbound challenge right now?

I almost skipped this post. 

After taking a break over the holidays, I questioned whether another "outbound in 2026" talk would just add to the noise.

But then Dylan Mendes reached out.

He's doing something interesting: bringing together senior sales leaders from traditional industries with the approaches that are working in tech.

And honestly? That gap is where the real opportunity lives.

On Wednesday, I'm speaking at his event about what it actually takes to run successful outbound this year.

Not for tech companies who've been doing this for years.

For leaders at traditional businesses who are just now asking:
"How do we build outbound systems that scale without losing what makes us human?"

Here's what I've learned working with both:

Traditional businesses have advantages tech companies don't:
- Deeper customer relationships
- Longer sales cycles that allow for actual personalization
- Less tolerance for "spray and pray" (which is actually good)

But they're missing:
- Systems that enable reps instead of burdening them
- Smart automation that amplifies expertise (not replaces it)
- AI applications that actually move the needle

Tomorrow's session covers:
→ Building go-to-market systems that increase output
→ Enabling teams through automation and AI
→ Creating processes that benefit reps AND hit company goals

Wednesday, 6pm Brussels time.

If you're leading a sales team and wondering how to make outbound work in 2026, this is for you.

Link in comments.

(And if you're not joining for me, at least join for the other speakers 😄: shoutout Philippe Corbisier de Cobreville, Haris Odobasic, Pascal Persyn)

What's your take: are traditional businesses actually better positioned for authentic outbound than tech companies?

I'm about to show you something I probably shouldn't.


I just ran our new GTM Playbook Selector on Aircall (yes, the $200M ARR sales engagement platform/VOIP system).

The analysis that came back was so shocking, I had to pause before posting this.

But this is exactly the problem most B2B SaaS companies have, and they don't even know it.

Let me show you what I found. 

Aircall is doing ~$200M ARR. 

So I thought: "Let's see what this system says about their GTM."

What the system pulled... 

Repvue reviews from their sales team:

"Frequent changes in leadership"

"My direct leadership is not inspiring"

"Hard to build pipeline consistently"

"A lot of turnover on CRO's team"

"Brand new team, September 2025"

"No room for growth, not listening to employees"


Then it analyzed their trajectory:

- Raised $100M+

- Grew to 500+ employees

- Laid off 100+ people in 2022-2023

- Built infrastructure for "growth at all costs" — now needs "efficiency optimization"

The diagnosis: Their GTM motion is misaligned.

The tool flagged that they're probably:
❌ Not tracking intent signals properly
❌ Running multiple disjointed tools (not a unified system)
❌ Reps aren't cold calling (pipeline gaps everywhere)
❌ Leadership turnover is killing execution consistency

Look — I'm not here to roast Aircall.

Building at that scale is f***ing hard. I can't imagine managing hundreds of reps through hypergrowth, then a correction, then a rebuild.

But this is exactly why I built this system.

Because most companies are:

❌ Using the wrong GTM motion for their current stage

❌ Copying what worked 2 years ago (but doesn't work now)

❌ Not seeing the signals that their system is breaking

The system generated 9 pages of analysis for Aircall.

It included:

✅ What's misaligned in their current GTM

✅ Which channels they should double down on

✅ Where they're likely burning budget

✅ A prioritized roadmap to fix it

And it took less than 3 minutes.

So here's my offer:

I'll run this for YOUR company. For free.

Just:

🧲 Comment "ROADMAP" below

🤝 Send me a connection request

✍ Fill out the 2-minute form I'll send you

It will generate your custom GTM roadmap and send it to you automatically. 


P.S. This was my first official N8N workflow. Took days to build (mainly to get it running right). Still has some formatting bugs... But it works. And the insights are 🔥.

Most revenue leaders are solving the wrong problem. 

They're hiring closers when they need pipeline architects.

I'm Olivier, Founder of Outbound Catalyst.

I'm turning 30 this year, which made me realize I've spent almost a decade in B2B sales.

When I started, I had to figure out prospecting from scratch. 

Like most reps, I was stuck in the brutal feast/famine cycle:
→ Prospect hard for 1 week
→ Stuck in meetings for 2-3 weeks
→ Empty calendar next month
→ Panic and repeat

Six months in, something clicked. I automated my entire prospecting engine. 

10-15 meetings per week, on autopilot.

Most people thought I was just good at sales. The truth? I was good at building systems.

Here's what I discovered:

As I moved into revenue leadership, companies kept hiring me to "fix revenue." 

But the problem was never closing, it was predictable pipeline.

The companies winning in 2026 aren't working harder ➝ they're working more systematically.

They've built pipeline engines that run whether they're actively prospecting or not.

That's why I founded Outbound Catalyst.

Our results:
🎯 $100M+ in pipeline generated for 30+ companies
🧠 100+ SDRs trained on systematic follow-up through the phone
⚙️ 50+ salespeople got at least 1 full day back per week

What I'm building in 2026:

A programmatic revenue OS 
↳ plug-and-play systems that generate predictable pipeline across different revenue stages.

Not custom playbooks that break when you scale. 

Systematic frameworks that work whether you're a 5-person team or a 50-person team.

What you'll see from me:
⚙️ Pipeline Engineering:
➝ How to build engines that generate meetings while you're closing
➝ Signal-based prospecting for focused markets
➝ The validation process before any automation

⚙️ Systematic Execution:
➝ Campaign architectures that scale with your team
➝ RevOps + Outbound integration
➝ Data strategies beyond basic enrichment

🔥 Contrarian Takes:
→ Why most "best practices" break at scale
→ Why AI amplifies problems instead of fixing them
→ Why response quality beats response quantity

My core belief:

If you can't make it work manually, you can't scale it with technology.

Looking forward to connecting with:
- Revenue leaders building systematic engines
- Sales teams tired of unpredictable pipeline
- Anyone who believes revenue should be engineered, not hoped for

What's the biggest gap in your pipeline system right now?

p.s. tomorrow I'm releasing something special, stay tuned!

In 2 hours, I'm presenting "Outbound 2026" 🎤

And I'm going to break the 10 Commandments that separate successful outbound from spam.

These aren't LinkedIn theories. They're battle-tested across hundreds of campaigns that actually generated pipeline.

Here's a preview of what's NOT working anymore:
🚫 Most teams still optimize for volume. 
10,000 emails per month. 
47 sequence variations. 
Every shiny automation tool.

Result? 0.8% reply rates.

The companies crushing outbound in 2026 follow different rules:

📜 Commandment #1: Quality Over Quantity

One client cut their list by 90% and doubled meetings. 
→ Ten perfect leads > 1,000 spray-and-pray prospects.

📜 Commandment #2: Personalization is Non-Negotiable

Not [First Name] tokens. Real research. 
→ Personalized relevance per prospect = 2% to 11% reply rates.

📜 Commandment #3: Multi-Channel by Design

Email alone = 2-3%. 
→ Email + LinkedIn + Phone = 8-10%. 

One channel is hope. 
→ Multiple channels is strategy.

But here's the commandment most people violate:
📜 You cannot scale what doesn't work manually.

Test 50-100 prospects first. Fix what breaks. Then scale proven assumptions, not hopeful ones.

I'll be covering all 10 commandments in today's presentation at Scaling Sales in 2026 from We Are Sales (link in comments), including the tactical frameworks for building the best lead lists you'll ever build.

If you're running outbound and tired of mediocre results, drop a "🔥" below and I'll share the full breakdown afterward.

What's the #1 outbound myth you want me to bust today?

Your lead gen agency got you positive replies, now what?

One of the things we hear often from colleagues in the space is that their clients complain they aren't converting replies into meetings.

Now we didn't have to figure this out, because we lived it.

Ever since 2019 we've been applying what we call "warm calling."

The system is simple: do your smart automations to get a reply, once you get a reply, pick up the phone as fast as you can.

Here's exactly how we do it.

1️⃣ Tier 1: Positive Replies
↳ Call within 5 minutes
↳ Pre-qualify on the spot & Book the meeting

2️⃣ Tier 2: Gray Zone Replies
Anything that's not a clear "yes" or "unsubscribe"
↳ Call within 24 hours
↳ Outcome: meeting, nurture, or disqualify

3️⃣ Tier 3: No Response
↳ Add tier 1 & 2 leads to backlog call list
↳ Re-engage every 3-6 months
Call during downtime or when behind on pipeline

4️⃣ Tier 4: Unsubscribe/Do Not Contact
↳ Automations unsubscribe them & add them to the blocklist

These people aren't surprised you're calling. They've already engaged with your email. Most are actually open to a short conversation.

And to no surprise, you'll see 20-40% more meetings booked within days.

The reply isn't the win. The meeting is.

Are you following up on replies with calls, or letting conversations die in your inbox?

p.s. right? (lol)

Your fancy tech stack isn't the problem.

You can send 50,000 emails a month.

You can automate every touchpoint.

You can waterfall through 10 enrichment tools.

And still have zero predictable revenue.

Because knowing how to use tools ≠ knowing how to engineer growth.

Here's what actual growth engineering looks like:
One of our customers - 8 years in, fully bootstrapped, fastest-growing in their space - scaled from 0 to €5M ARR profitably. 

Their sales team? Grew from 3 to 5 people, the last 2 years.

Their strategy wasn't complicated. It was consistent.

Here's how it went down:
€0 → €1M ARR: Pure cold calling → Found first 100 customers & validated ICP

€1M → €2M ARR: Added paid ads on top → Built "inbound" flow while keeping outbound

€2M → €5M ARR: Layered in automated outbound (where we came in) → Email campaigns + warm calling + ads running simultaneously 

The System:
• Automated email campaigns qualify and warm up the market (in sync with ads). 
• SDRs call engaged prospects + hand-raisers within minutes → 30% convert to meetings
• Strategic outbound calling on priority accounts layered throughout

The Results:
Our part-time SDR books 30-50 meetings/month. Consistently.

€5M ARR with efficient cashflow. No burn.

The difference?

They didn't stop at learning tools. They engineered a repeatable system where each channel validates and feeds the others.

→ Cold calling proved message-market fit.
→ Paid ads scaled awareness.
→ Automated outbound created consistent pipeline.
→ Strategic calling captured high-value accounts.

Growth tactics are easy to learn.

Revenue engineering takes systems thinking.

What's your current bottleneck: tactics or systems?

taplio

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