We asked two sales experts

Sales teams are overwhelmed with AI tool options. If a leader had to build a modern outbound stack from scratch today, what are the non-negotiable categories they need to cover first?

Jérémy Grandillon

CEO & Co-Founder - TC9

This is a big question, and every stack should be tailored to each business.

With that said, there are categories that are always true for B2B companies doing outbound.

I’d start with lead sources, including both lead databases for cold outbound and signal tracking with identification for warm outbound. 

Next would be an orchestrator and enrichment tool to glue everything together and clean the data. 

Next is taking action, with an email sequencer, a LinkedIn DM one, and a phone dialer. 

Last but not least, your CRM is the core of the system, everything should be sync with it.

And don’t forget to keep it up to date with recurring data cleaning! Otherwise the problems begin.

Diego Mangabeira

AE - The Linux Foundation

After 17 years of building and advising outbound teams, including at IBM and across early-stage tech companies, I’d focus on four layers. 

First, signal intelligence: tools that surface buying signals before a prospect is “in market.” 

Second, a data and enrichment layer that keeps contacts clean and contextualized. 

Third, a multi-channel sequencer that handles email and LinkedIn without looking automated, because the best AI outreach still has to feel human. 

Fourth, your CRM is the system of record, not an afterthought. 

Everything else is noise until those four talk to each other. A leaky stack with five tools beats a broken stack with fifteen.