Marc Mac

Hey Linkedin, its Marc Mac, howz’ it going?

30+ years in Sales, and after 25 as a windshield warrior in NYC, I now do it all from the comfort of my home office in NW New Jersey.

Never used the words tech-stack or “top of funnel” before 2019
Spent the last 5 years mastering both

After a failed attempt to help grow a Sales Development agency, I co-founded Caret, in 2022, along with my partner Josh, to bring a new kind of outsourced Sales Development firm to the market. If you are a Founder or Sales leader and are struggling to get an outbound sales strategy to work, give me a call. 

When I am not posting tips or stories here about how to improve your business development skills you can find me in the NoFluff Community, inside of CallBlitz, making calls and doing live call coaching on the daily. Access it  here: https://app.callblitz.com/b/conversation-starters

I don’t just talk about it, I do it every day. 

Grew up Jewish, but Music is my religion. Concerts are my temple, and Sugar Magnolia is my favorite song.

I believe in the power of one's network. If I can't help you personally, I believe there is someone out there I can connect you with, that may be able to. 

So if you like what you read, connect with me and/or

Call me to talk shop! 908-878-7705

AMBASSADOR

RevGenius is a group of revenue generating sales and marketing professionals brought together to learn, share, support, and grow with each other. You can consider us your alt work family!


Interested in joining? Fill out the application form below and enter "Marc Mac" in the mandatory "referred by" field.

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The solutions I provide, to make money to support my family, is "what I sell", it is certainly NOT who I am!

Spent 25 years as windshield warrior full-cycle sales rep in NYC! No Road Rage here!

Didnt use the words tech stack or top-of-funnel before 2019. 

Spent the last two years mastering both.

Currently, building a new kind of outsourced Sales Development firm called Caret, still trying to help as many salespeople as I can be better than they were yesterday through 1:1 Coaching, aka www.livecoldcalls.com, sharing content about Sales, and hosting and participating in LI live events .

You can count on me. I will be there for you in any way necessary, whether you are a customer, friend,  or both. 

Grew up Jewish, but Music is my religion. Concerts are my temple, and Sugar Magnolia is my favorite song. 

I believe in the power of one's network. If I can't help you personally, I believe there is someone out there I can connect you with that might. 

I support change and have a growth mindset. 

Let’s keep moving forward, together.

If you like what I have said so far and want to connect with me, send the request!

Or call me at 908-878-7705 I would love to talk shop!

Join my new SDR to AE School → Click visit my store 📈

SDR Manager: 
 
- ''Do more calls'' 
- ''Send more emails'' 
- ''Add more prospects'' 
- ''Work on more accounts'' 
 
SDR Leader: 
 
- ''Who I can call?'' 
- ''Let's do more training'' 
- ''Let's send emails together'' 
- ''Pick me 5 accounts, I'll reach out'' 
 
Most teams miss quota because their leader is 'managing' too much. 
 
What if they started leading instead? 
 
Actions > Orders. 

Do you agree? ♻️ Repost if you do! 

---

PS. I put everything I know into a 92-page SDR Leader playbook. You can check it out here: https://lnkd.in/eqfR6Rpr

Starting conversations

I took 27 seconds to find out they are not the right fit....


Don't think I asked for it though

CLICK!

Inspired by Tony Brophy 
Here are my 5 top cold call openers....

1. Hi (prospect name), its Marc Mac, howz it going?
2. Hi (prospect name), this is Marc Mac, howz it going today?
3. Hi (prospect name), Marc Mac here, howya doin' today?
4. Hi (prospect name), its Marc Mac.... 𝘭𝘰𝘯𝘨 𝘶𝘯𝘤𝘰𝘮𝘧𝘰𝘳𝘵𝘢𝘣𝘭𝘦 𝘱𝘢𝘶𝘴𝘦 𝘩/𝘵 Joel Wood 
5. Hey (prospect name), this is Marc, howz it goin'?

Literally the idea is to start a 2-way dialogue. 
where 2 people are talking

So, the fastest way to get them to start talking is to ask them a question that they have been conditioned to answer in a very specific way, 

Howz it going? is generally replied to with "Fine, Marc, howz it going with you"

There are people who will argue that this is not genuine, or that it is disingenuous to ask how you are doing when you dont know them....

Guess what... when you say your company name immediately after your name, you are no longer you, in the prospect's mind you are a company trying to sell them something and why does a company care how Im doing.. 

But when you just simple introduce yourself and ask howz it going, which really isnt personal... its like asking them "whats' going on" - its more about what is happening at the moment as opposed to how they feel.. 

I not only write about this stuff.. I am doing it on the daily

Contrary to Tony's point about those who post about stuff like this and havent made a call in years or decades..

If you've read this far, Thank you. 

If you've read this far and might want to consider getting some call coaching, DM me. 

If you've read this far, you might want to hit the bell at the top of my profile for more intriguing shit like this.. 

Appreciate you, if you've read this far.

All the others, can go fly a kite! 

CLICK!!

#conversationconverters #coldcaller4L #outcomes #activations
#abh #livecoldcalls #chillycalls #sdrinsider #brand30 #salesdevelopment #phoneschool #callblitz

"It'll be just a 15 minute call, can you spare it?"


If you find yourself ever trying to convince your prospect to set a meeting on the basis of how long the call will actually be, 

PLEASE FOR THE LOVE OF SALES

STOP YOURSELF.

DONT DO THIS!!!

several words come to mind when reps do this: 
1.  "Commission-breath"
2.  "desperate"
3.  "YOU" focused 

It almost hurts to hear reps say :

"𝘰𝘩 𝘪𝘵 𝘸𝘪𝘭𝘭 𝘰𝘯𝘭𝘺 𝘣𝘦 𝘭𝘪𝘬𝘦 10 𝘮𝘪𝘯𝘴 𝘢𝘯𝘥 𝘢𝘧𝘵𝘦𝘳 10 𝘺𝘰𝘶 𝘸𝘪𝘭𝘭 𝘣𝘦 𝘢𝘣𝘭𝘦 𝘵𝘰 𝘩𝘢𝘯𝘨 𝘶𝘱 𝘪𝘧 𝘺𝘰𝘶 𝘥𝘰𝘯𝘵 𝘭𝘪𝘬𝘦 𝘸𝘩𝘢𝘵 𝘺𝘰𝘶 𝘢𝘳𝘦 𝘩𝘦𝘢𝘳𝘪𝘯𝘨.."

No real, meaningful discovery conversation lasts less than, maybe 20-30mins, minimum. 

And even that timeframe should be used to determine whether or not it makes sense to keep the conversation going (typically at another time), move to a demo (if appl), etc. 

Nobody is going to decide to meet with you just because you told them it will only take 10mins.. 

Cuz...

It just never does.

CLICK!

#conversationconverters #coldcaller4L #outcomes #activations
#abh #livecoldcalls #chillycalls #sdrinsider #brand30 #salesdevelopment #phoneschool #callblitz

Who doesn't love calling in December.... but remember:


Be empathetic to people who are simply looking to close out the year and be with their families during the holidays..

Sure, we all want to hit our goals for the year

And there certainly will be opportunities to do so over the next couple of weeks..

But if you are cold calling, 

You have but maybe 5 more days to book meetings for this year, 

Unless someone you speak to next week has a severe problem they can't even fathom to wait to the NY to find a solution for, 

You are probably looking at booking calls for the new year starting Tuesday next week.

Wish people a Happy Holiday!

Ask people if they have been naughty or nice!

Tell them what you are hoping for in the New Year!

Ask them what they are making on Xmas eve!

BE HUMAN!!!

BE PERSONABLE!!

BE YOU!!

#conversationconverters #coldcaller4L #outcomes #activations
#abh #livecoldcalls #chillycalls #sdrinsider #brand30 #salesdevelopment #phoneschool #callblitz

You know those posts that tell you to comment "Whatever" and they will send you the "thing"...that will rock your whole outbound strategy....


Has anyone seen as much success with it, as the original poster?

Have you sometimes never even received the "template" or whatever it is from the original poster?

See cuz I never seen a post that said, "i just got this framework from someone on Linkedin who swore it would help me set meetings, and by golly, it did. Like 20 this week so far"

NOPE. NEVER SEEN IT. 

I mean the last one like this I saw had 1500 comments, 1500 people commented the word requested.

I would expect at least 20 people to post they had success with it.

But we will see.. most likely not a single one.. 

You keep commenting "one word" to get some secret magic bullet, we all know doesnt exist.

I will keep making dials and having conversations

HAVE A GREAT WEEK!

CLICK!

#conversationconverters #coldcaller4L #outcomes #activations
#abh #livecoldcalls #chillycalls #sdrinsider #brand30 #salesdevelopment #phoneschool #callblitz

"Dad, Santa is not real, right?"


Yesterday was the day. 

Christmas decorations up.

Talk about the Elf on the Shelf, Bobby, coming on Monday, and....

WHAM! he hits us with it.. at 10yo...

"Bobby isn't real, how can he do all the stuff he does?....
"How does Santa come thru the locked door?"

ITS MAGIC son!

DAMN GOOGLE ruined it for him..

He's ok about it...

I think

at least, 

he will be when he wakes up Xmas morning and still sees a ton of gifts.. LOL

Happy Monday!

NOW PICK UP THE PHONE!!!

CLICK!

#conversationconverters #coldcaller4L #outcomes #activations
#abh #livecoldcalls #chillycalls #sdrinsider #brand30 #salesdevelopment #phoneschool #callblitz

"I know I am calling you out of the blue....."


Where is this "blue" that you speak of?

Imagine if the prospect responded with that

#reversepatterninterrupt 

Funny how certain expressions "stand" the test of time...

REMEMBER: 

its sometimes the words we use that trigger the prospect either positively or negatively

Identifying those words, and

either leaning into them, or

"kill them", 

becomes the key to more successful conversations. 

Follow me for more tips on how to improve your cold call skills. 
𝘴𝘰𝘶𝘯𝘥𝘴 𝘴𝘪𝘭𝘭𝘺 𝘫𝘶𝘴𝘵 𝘴𝘢𝘺𝘪𝘯𝘨 𝘵𝘩𝘪𝘴 𝘭𝘪𝘯𝘦 𝘢𝘣𝘰𝘷𝘦, 𝘣𝘶𝘵 ..

#conversationconverters #coldcaller4L #outcomes #activations
#abh #livecoldcalls #chillycalls #sdrinsider #brand30 #salesdevelopment #phoneschool #callblitz  
___________________

If you want to level up your cold call skills, check out
PHONESCHOOL DOT ORG

Just emailed a Founder of a $100M SaaS firm, and..


Nothing. 

I didnt do that. 

Someone like that 

Will prefer the phone

Direct communication

why would I waste my energy competing in their inbox

let alone risk never making it into their inbox

Don't be scared

JUST PICK UP THE PHONE!

Happy Friday! 

CLICK!!

𝗪𝗵𝗼'𝘀 𝗙𝗿𝗶𝗱𝗮𝘆 𝗗𝗶𝗮𝗹𝗶𝗻𝗴???.. 𝗝𝗼𝗶𝗻 𝗺𝗲 𝗳𝗼𝗿 𝗛𝗮𝗽𝗽𝘆 𝗛𝗼𝘂𝗿 𝘁𝗼𝗱𝗮𝘆 𝟯-𝟱𝗽𝗺 𝗘𝗦𝗧 𝗷𝘂𝘀𝘁 𝗰𝗹𝗶𝗰𝗸 𝘁𝗵𝗲 𝗹𝗶𝗻𝗸 𝗯𝗲𝗹𝗼𝘄

https://lnkd.in/eM3P6YfU

#conversationconverters #coldcaller4L #outcomes #activations
#abh #livecoldcalls #chillycalls #sdrinsider #brand30 #salesdevelopment #phoneschool #callblitz

Who said a repost can't be good content.. if you find good content, share it, spread the wealth.....

Ageism is real - saw this in a post yesterday

Im 52.. 

And doing the deed .... pretty well, so they tell me, ... EVERY DAY!

Its not a job for me.

Im not dying to get to the AE role.

Im focused on having great conversations

Getting DATA AND CLARITY - (if you have been following me you know what I mean by that)

and setting up my clients' AE's to have even better conversations

Of course, they close some along the way too... so thats good.. 

IT CAN BE FUN!

When you rarely get hung up on.. 

Let that sink in.

#conversationconverters #coldcaller4L #outcomes #activations
#abh #livecoldcalls #chillycalls #sdrinsider #brand30 #salesdevelopment #phoneschool #callblitz

Founder @ BizDev Labs | Forbes 30 Under 30

My prediction for B2B sales in 2026:

The rise of the tenured BDR.

For years, the playbook was simple:

“Hire a group of juniors, give them scripts, and hope they succeed.”

And for a long time… that was the norm.

But the market has shifted.

We’re seeing a clear pattern across the companies winning today:

1. They rely on top performing reps
2. They value strategy over volume
3. Their top BDRs stay for years, not months

Outbound didn’t “collapse.”
It actually just evolved.

2026 belongs to experienced BDRs.
And that’s a good thing for the entire profession.

#SaaS #BDR #Sales #Marketing

P.S. We’re building the most tenured BDR team on the market.
DM me to learn more...

There is only one "INTENT" signal..... 🚥


When the prospect tells you they have a problem painful enough they are looking to solve.

OVER THE PHONE! ☎️

Sure, if a prospect lands on your webpage, originating from Google or GPT or other, then they may have a problem they are looking to solve, i will give you that.

But just because they are hiring SDRs, doesnt mean they need a dialer or CRM

It may mean they are investing in their business, so its possible they may need some tools

But you still need to qualify that

Most likely over the phone ☎️

Maybe "𝘭𝘦𝘢𝘥𝘪𝘯𝘨 𝘪𝘯𝘥𝘪𝘤𝘢𝘵𝘰𝘳" is the term we should use instead. 

Sure, not as sexy of a word... fn SAAS vernacular! 🤷‍♂️

INTENT = do you 𝗶𝗻𝘁𝗲𝗻𝗱 to solve this problem?

Its just another line extension for the data companies, that isn't quite worth it just yet. 

Of course there are markets and scenarios where some of that may be more precise

But for the majority, I think the jury is still out, and Leaders should take caution when thinking about investing in "Intent"

#conversationconverters #coldcaller4L #outcomes #activations
#abh #livecoldcalls #chillycalls #sdrinsider #brand30 #salesdevelopment

Human:Human = LIVE CONVERSATIONS


Pick up the phone

That's what humans do

Talk with people

Learn something

Keep going

CLICK!

#conversationconverters #coldcaller4L #outcomes #activations
#abh #livecoldcalls #chillycalls #sdrinsider #brand30 #salesdevelopment #phoneschool #callblitz  
_____________________

If you want to level up your cold call skills, check out
PHONESCHOOL DOT ORG

No Caller INTENDS to get hung up on


They just don't understand why they are getting hung up on

.....

I'll just let that sink in....


CLICK!

#conversationconverters #coldcaller4L #outcomes #activations
#abh #livecoldcalls #chillycalls #sdrinsider #brand30 #salesdevelopment #phoneschool #callblitz

POTENTIAL Spam?


They can’t tell between spam and potential spam?

Do you have "X" problem?

Is it causing you enough pain that you cant live with it any longer, so you are willing to explore a solution today or in the near future?

Isn't that all you want to really know on a cold call?

CLICK!

#conversationconverters #coldcaller4L #outcomes #activations
#abh #livecoldcalls #chillycalls #sdrinsider #brand30 #salesdevelopment #phoneschool #callblitz  

If you want to join an elite DOJO of Calling Professionals who are live calling and coaching in different rooms (peloton-style), get access to a database of 1000s of calls, and live cold call reviews, and other great tools to access, click the link: 
https://lnkd.in/eM3P6YfU

taplio

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