Olivier Tytgat 🪖

Co-Founder & Head of Sales

Outbound Catalyst

Outbound Catalyst helps B2B tech companies to generate pipeline consistently by applying our smart outbound methodology. At the same time we are a full stack GTM partner and can assist with CRM cleanups and enrichments, your HubSpot reporting, and leveraging automations and AI to increase sales efficiency.

Current customers: 
- wenite (october 2024 - present)
- talentguide (october 2024 - present)
- wintro (january 2025 - present)
- Robaws (february 2024-present)
- Robovision (march 2024-march 2025)
- NoCode-X (sept 2023-present)
- Some undisclosed 

Past customers: 
- EMAsphere (CRM audit and outbound validation, 2 months)
- Kadonation (juli 2024-october 2024)
- Docbyte (may 2023-august 2024)


Check the website for more details or contact me directly.

Founder & CEO

Operated as a co-founder and IC for various B2B tech companies. 

- Leexi.ai (Head of Sales as a service, 6 months)
- Butterfly.ai (EU market validation, 6 months)
- TIMi.eu (setting up an enterprise SaaS selling motion & validation, runtime: 6 months)
- MyMove (full cycle AE, founding AE; 18 months)
- Ingenix (advisor to founder on lead gen & commercial topics)
- SalesArchitects (co-founder, 20 months)
- SalesNote (co-founder, 16 months)

Solopreneur

Clay

Co-hosting the Clay Club meetups in Lisbon. 
We bring together GTM leaders and Clay enthousiasts to brainstorm and showcase our latest workflows and how to be successful with Clay.

Clay Club Lisbon Co-host

I am the first official Clay Expert in Belgium and Portugal. I was certified in April 2024, after having helped +3 organizations set up Clay efficiently and effectively. 

See my page here: https://www.clay.com/experts/profile/olivier-tytgat

With Clay, you can build workflows that:
- automatically qualify your inbound leads
- research your market at scale for outbound
- waterfall enriches contact data
- helps you prepare for your sales calls
- keeps your CRM clean & up-to-date 
- much more

Certified Clay Partner (#1 in Belgium & Portugal)

MyMove

Enabling car rental companies, car dealers, and corporates alike to offer an end-to-end digital fleet sharing experience to their users. Either in an open fleet setting that’s accessible by third parties (car rental) or in a pure, closed fleet only accessible by people within a closed network (car-sharing) .

MyMove provides all the technology to have your fleet connected and therefore shared: in-car keyless technology, mobile-app for the end-user, mobile payments (credit cards) in-app, platform & dashboards for the fleet manager(s) and the possibility to integrate with your current systems. All supported with a 24/7 customer support (in-app) for your people/customers for extended live support, whenever, whatever. MyMove, leads the way.
What I'm involved in: 
- managing the outbound process to prospect our target audience
- entering new (European) markets
- direct report to CEO
- lead the outbound efforts towards mid market and enterprise customers
- book and lead meetings with key stakeholders as to identify a valid business case
- following up and following through (super essential!)
- providing our product team with valid input
- help with the scaling and streamlining of processes 

My impact: 
- saw the team grow from 8 to 16 people
- provided product feedback to grow the product
- first sales rep to close deals and bring in money
- created traction in 3 international market (BE, NL, UK) 
- booked over 400 meetings
- advised the CRO on improvements for the outbound process --> led to me being in charge of that.
- worked closely with the CRO to improve Customer Success framework and onboarding
- worked closely with the CRO to setup lead magnets, webinars, etc. via the marketing manager
- my sales efforts contributed to closing a 3.2 million SERIES A funding round

Founding Account Executive (Intrapreneur)

SalesArchitects

Existing start of my career where I got the opportunity to help scale the company to up to 25 ongoing projects, helped implement a project management strategy, and helped multiple companies to increase their lead generation conversion rates, resulting in more revenue.
Some achievements: 
- created a Social Selling Course
- filled in the different offerings and shaped them into valuable packages
- established myself as a thought leader on sales in Flanders
- actively led a team of 5+ interns.
- set up lead magnets
- created and promoted 2 events resulting in +500 subscriptions and leads in less than 2 weeks. (one of them was paid)

SalesArchitects assists businesses in gaining organic and sustainable growth by building a structured sales plan.

We design a blueprint for your sales by challenging your business and assisting you with hands-on methodologies, creative strategies, and by assisting with implementing them. 

No guru talk, no sales talk, pure hands-on strategies which will make you a better entrepreneur and sales person!

Main industries we're active in: 
- SaaS / tech
- IT (hard- & software)
- Insurance
- Wholesale

Always open to discuss any other B2B industry as well!

Chief Sales Architect / Managing Partner

SalesNote

Amazing journey while running another company, to bootstrap this one to their first successes and key metrics. Some things I did here: 
- improved the product via a product development framework
- developed an outbound strategy generating over 5000 leads in total
- spoke with more than 250 sales professionals (from C-level to individual contributors) over 1,5 years talking about their challenges
- conducted customer interviews
- set up and managed a research study on the biggest challenges salespeople face, executed with a university student
- participated in growth trajectories at Startit@KBC and Birdhouse.
- sold the first contracts
- experimented with a lot of growth strategies and tests, quickly iterating when needed

SalesNote is the sales productivity platform to capture data during contact moments with prospect and customers. 
Capture data that is otherwise lost, enabling you to get to know your clients better and sell more!

Our mission: helping SMBs and corporates with implementing new ways of selling combined with using the right tools. Hereby creating the highest sales effectiveness possible at the moment!

My role: finding ways to boost our company in order to help as many organizations and sales professionals as possible.

Head of Growth / Managing Partner

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 🧠

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!

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.

Last week I went to Bucharest and I won an award 🏆 . 

Founder of The Year... I couldn't believe it. 

Maybe I still can't. It feels surreal to be picked out of a select few by 30 icons in the SaaS industry. 

It definitely gives me a new boost of motivation, and the recognition is nice. 

When Stefan Smulders handed me the award, he asked me which tips I have for young aspiring European entrepreneurs. 

Here are my tips:

1. Obsess over serving your customers rather than anything else. 

Serving customers is underrated & it's the number 1 way to stand out. 

↳ Your north star metric shouldn't be ARR, but NRR or LTV. 

2. It's going to take much longer than you think. 
We operate in Europe, so why compare ourselves to the US?
We don't have the scale, support, or anything the US has. 

So if great entrepreneurs from the US say it takes 10 years to build a great company, maybe add 5 to that in the EU. 

And if that scares you? Probably this isn't for you. 

And that's also fine. Because building something great is HARD, not easy. 

Last but not least, I want to extend a heartfelt thank you to Alexandru Stan and Cristian Dina. 

I was already lucky to experience Romanian hospitality before, and you guys overachieved and overdelivered. 

Multumim! 

Now, back to work.

Olivier 🧪 Tytgat

Founder @ Outbound Catalyst | Smart revenue systems that actually bring net new ARR | #1 Clay Expert 🇧🇪🇵🇹

This year I've travelled 4 out of the 6 months and here's what it taught me about sales... 

Just kidding. 

But now that I got your attention, I just wanted to share how excited I am to attend the Tekpon Awards tomorrow in Bucharest. 

Cristian Dina, Alexandru Stan and their team are going above & beyond to make this event as intentional as possible. 

So I'm going the extra mile as well. 

The goal? Interview as many SaaS founders/revenue leaders about their growth in 2025. 

It is no secret that the playbook has changed, and we will document it in real live & share all best practices with you. 

Who should I definitely interview tomorrow?

Most founders don’t have a growth problem.

They have a focus problem.

Too many early-stage founders jump into outbound, ads, product tweaks, and content, all at once.

But if you don’t know who you’re selling to or why they should care, none of it will stick.

We’ve seen it over and over:

Great products. Smart teams.

But no traction, because their ICP is vague, their value prop is a guess, and their messaging shifts weekly.

You don’t need more channels.

You need clarity.

On your audience, your promise, and what makes your offer undeniable.

Growth doesn’t start with tactics.

It starts with focus.

If you had to cut everything except one thing in your GTM, what would you keep?

What made me really great at outbound in my first few months wasn't email sequences or automation.

It was cold calling.

Two days a week, I'd pick up the phone and dial. The rest of the time was follow-up.

Here's what cold calling taught me that nothing else could:

• Super fast feedback (you know immediately if your message resonates)
• How to overcome adversity in real-time
• Objection handling under pressure
• Swimming in the sea of rejection without drowning

It made me thick-skinned, taught me to be an empathetic listener, and helped me understand prospects much deeper and faster than any other channel.

You can't hide behind a screen when someone's voice changes.
You can't ignore tone, hesitation, or genuine interest.
You learn to read between the lines instantly.

That's why we're doubling down on cold calling as part of our service.

The phone is still the fastest way to:
• Validate your message
• Build real relationships
• Get honest feedback
• Move deals forward

We're looking for eager, preferably experienced SDRs who aren't afraid of the phone.

If that's you, check the comments for the application link.

Let's bring back the art of real conversation.

December 2020: I got a LinkedIn connection request from an experienced sales director.

March 2021: He sent me a message asking if we could call.

On that call, the most amazing thing happened.

"I've been following you for the last three months on LinkedIn. Can you teach me what you do? I'll pay you for it."

He was ready to buy. That same day. Contract signed, started a couple days later.

This taught me the most valuable lesson about consistent content creation.

For over a year, I'd been posting about sales automation on LinkedIn. Sharing what I was learning, documenting my process, showing my results.

I was booking 10-15 meetings on autopilot during what felt like the golden age of outbound.

When I invited him to my office to show him my system, his jaw literally dropped.

Here's someone with way more sales experience than me, yet he was amazed by what I'd built.

The lesson? Consistent content builds association.

When you talk about the same topic repeatedly and provide value, people connect you with that expertise.

Here's how to make this work for you:
• Pick your expertise area and stick to it
• Share your learnings, even the basic ones
• Document your process publicly
• Show real results, not just theory
• Be consistent for months, not weeks (even years)

You might think your content isn't reaching anyone, but people are watching. They're learning. They're building trust in your expertise.

That sales director had been silently following my journey for three months before he was ready to buy.

Your consistent efforts compound over time. Whether it's posting, outbound, or whatever channel you choose - if you do it right and constantly iterate, it pays off.

Keep pushing. Someone is watching who will change your business.

What expertise are you building in public right now?

Enterprise sales requires more than outbound. You need intent signals and demand generation that build credibility before the first message.

Most teams focus exclusively on cold outreach while ignoring the foundation that makes outreach actually work.

Here's what enterprise success really looks like:

1. Signal Monitoring Engine
Track enterprise-relevant trigger events across target accounts:
• Leadership changes
• Headcount shifts  
• New job postings
• Conference participation
• Technology adoption signals

Then notify reps when it's actually time to act.

2. Demand-Gen Beyond Cold Emails
Create pull before you push:
• Host lunch & learns and roundtables
• Piggyback on industry events with targeted dinners
• Build executive visibility through content and speaking
• Scale warm introductions systematically
• Leverage LinkedIn presence strategically

The combination is powerful: signals tell you WHEN to reach out, while demand-gen ensures they already know WHO you are.

Too many teams skip the demand-gen foundation and wonder why their "perfect" outreach gets ignored.

Enterprise buyers don't respond to strangers. They respond to recognized experts who reach out at the right moment.

Which matters more for your enterprise strategy: better signals or better visibility?

"Fix the leaking bucket before you start filling it."

This insight from Jonathan 🦖 Wuurman 👋🦾 Wuurman on Revenue Systems Decoded completely aligns with my perspective on growth.

Everyone obsesses over CAC and acquisition strategies. Meanwhile, customers are quietly churning out the back door.

Jonathan's team discovered something powerful when they started pushing services within their product offering:

- Client satisfaction skyrocketed
- Product usage increased dramatically  
- Retention became "mind-blowing"

His key insight? You can have an amazing product, but if you want an amazing experience, you need to integrate services too.

This isn't just about customer success. It's about recognizing that:

→ Products solve problems
→ Services create experiences
→ Experiences drive retention

Before optimizing your funnel, ask yourself:
- What's your average customer lifespan?
- Are you losing customers faster than you're gaining them?
- Could service integration turn your product into an experience?

The math is simple: extending customer lifetime value often beats reducing acquisition costs.

Full episode with Jonathan drops next week.

What's your approach: focus on acquisition or retention first?

Last month I had a call with someone who was using intent-based outreach but wasn't converting to calls. 

They had amazing data showing prospects visiting pricing pages, downloading whitepapers, and engaging with content. But conversion rates were terrible.

"We're reaching out to hot leads but getting cold responses," they said.
Here's what I discovered: They were treating all "intent" the same way. 

A pricing page visit got the same outreach as a competitor comparison download. 

The problem? They weren't distinguishing between signals, intent, and triggers.

Here's the framework I gave them to evaluate every data point:

Signals = They have the problem you solve (validates relevance)

Intent = They're actively looking for solutions (gauges buying readiness)

Triggers = Change/event creates perfect timing (identifies when to reach out)

For each data point, score:

Relevance (1-10): How tightly does this correlate with your solution?

Crowdedness (1-10): Is everyone else acting on this too?

Example: "New job posting" = Relevance 10, Crowdedness 9 (oversaturated)
vs. "Key employee departure" = Relevance 10, Crowdedness 6 (better opportunity)

The best prospects aren't always the most obvious ones. 

Sometimes the strongest signal is the one everyone else is ignoring.

What data points are you prioritizing in your outbound? 

Are you chasing crowded signals or finding hidden opportunities?

After 6 years working with tech companies, I've discovered the #1 predictor of fast scaling:

How easy is your problem to quantify?

The companies that scale fastest solve binary problems:
- "Are you expanding internationally?" (Yes/No)
- "Are you hiring remotely?" (Yes/No) 
- "Do you need to record sales calls?" (Yes/No)

These have three advantages:
1. Bigger addressable markets
2. Faster deal velocity  
3. Easier to identify prospects

Enterprise products are different. They solve complex, nuanced problems that require high trust and long sales cycles.

Here's how to evaluate your own product:

Simple Problem Indicators:
- Prospects immediately understand the value
- You can explain ROI in one sentence
- The buying decision involves 1-2 people
- Implementation is straightforward

Complex Problem Indicators:
- Requires education before they see value
- Multiple stakeholders in the buying process
- Long implementation cycles
- High switching costs

What this means for your GTM?

Simple problems → Outbound can drive consistent results as a primary channel

Complex problems → Focus on partnerships, thought leadership, and trust-building on top of outbound (outbound becomes an awareness play)

Understanding which category you're in changes everything about how you should approach growth.

Which type of problem does your product solve?

Every early-stage founder makes the same mistake: assuming why you built it is why the market needs it.
That realization changed everything.

Back in 2019, I was selling sales conversation AI before AI was popular.
Getting the first 10 customers took 3-6 months of brutal learning.
I thought I understood the problem we were solving.

But along the way, I discovered something crucial:

-We assumed reps spent too much time on admin tasks
-Reality: they weren't doing admin at all
-They forgot 95% of what was said in conversations

At first, I thought: "We'll help them be more efficient."
But then it hit me:
They weren't inefficient - they were forgetting everything.

March 2019: I completely changed my approach.
What if the real problem was:

✅ Forgotten follow-ups costing revenue
✅ Empty CRMs frustrating managers
✅ Lost conversation insights hurting deals

Here's how I discovered this:
Four hours of cold calling every morning with two different scripts.

1️⃣ Monday: Script A 👉 Track calls, connects, meetings
2️⃣ Tuesday: Script B 👉 Compare results and feedback
3️⃣ Daily iteration 👉 Adjust wording based on responses

I went broad - field sales, digital sales, multiple industries.
After 30 meetings in a month, the data revealed patterns.

The process works for any solution:
- Test two versions of your pitch
- Analyze real conversation data
- Iterate based on actual feedback
- Narrow your ICP once you find traction

Most founders guess at product-market fit. I found it through systematic testing.

What assumptions about your market turned out to be completely wrong?

"We're going to put our soul, heart, and blood into making them successful."

This powerful insight from Jonathan 🦖 Wuurman 👋🦾 (VP Growth at Luzmo) on today's podcast stopped me in my tracks.

Everyone claims they're customer-centric, but it takes less than 30 seconds before they're talking about their own success and revenue.

Jonathan explained the reality most companies miss:

• You become successful by making your clients successful first
• If they win, you win - but it's really that simple and really that hard
• Most people forget this the moment pressure hits

"You shouldn't be more than one level away from a client wherever you work - Finance, HR, Development. I don't care," he shared. "The client is why you wake up every morning. Your mission is to make them damn successful."

This is what separates the Davids from the Goliaths.

When you're the smaller player, your competitive advantage isn't resources or brand recognition.

It's the willingness to put everything into client success while your bigger competitors are focused on their own metrics.

The companies that truly get this:
1. Organize their entire team around client outcomes
2. Measure success by client success, not internal KPIs
3. Make every role - from finance to development - client-facing

Are you actually customer-centric, or just saying you are?

Full episode with Jonathan below in the comments 👇

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