Marc Mac

Guidebook Inc.

Partner

Caret

Caret, a company born out of frustration and necessity.

Three successful companies, dozens of failed attempts at partnering with vendors to help facilitate our revenue growth.

They failed to get their team to understand what problem we solved and who we solved it for, so we ended up with a calendar full of meetings with tire kickers.

After enough carrots, we started to gain vision: revenue generation is holistic.

All of the pieces must work in harmony with each other to have success, and it's an iterative ever-evolving process; this is why we have teams for all four of the key areas of the revenue-producing value chain:

(1) Market Research: How do we segment the market? Who do we target? How do we position ourselves in an impactful way?

(2) Lead Generation: Outbound calling, account-based-marketing, digital marketing, and traditional marketing all working hand-in-hand to deliver quality leads on the calendar.

(3) Sales Playbook: Once we get the quality lead on the calendar, what process, talk track, and collateral do we leverage to increase conversion rates and close for the highest $ value possible?

(4) Revenue Operations: What technology should I use to facilitate the process & garner actionable insights for growth? How do I set it up? How do I manage it?

We're revenue-isticians. Not magicians.

Took company from $0-$500K in ARR in less than 18months

Co-Founder

SDR Insider

Started as a Thursday Morning Linkedin Live Talk Show with two guys doing the deed, holding it down in the trenches of Top of Funnel Business Development every day and cracking open the nuts and bolts of how to maybe do it better or differently. 

Then we wanted to bring a sole discussion and demo around products BDRs can use in their efforts so we launched #TUESDAYNITETECH. Once a month we invite a not so well known software vendor whose product can have an impact on the sales professional or leaders of growth oriented companies. This show is more of an event with prizes and giveaways, and various audience participation segments. Check it out

Founder

RevGenius

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.

https://revgenius.typeform.com/to/tIYoaGw7

AMBASSADOR

RevLeague

Outbound Sales is hard. Even harder when you are Remote. RevLeague is a community of motivated and competitive sales professionals looking to level up their game thru actively participating in coaching and competition. Access to some of the best sales tools in the business. ConnectandSell, Outplay, Sendoso, Dooly and many more. Come join some of the best in the business and get that feeling of comraderie like it was when you worked in office!!  
Hosting Open Office Hours Mondays and Wednesdays 5pm - 6pm EST Register in the slack channel

Founding Member & Coach 

HYPCCCYCL

HYPCCCYCL is an invite-only, professional community where top B2B revenue leaders cross-train their GTM skills with VCs.

Brand Ambassador

Originally formed on Patreon as the Sales Avengers; Justin Michael was Iron Man of course, and I was Hawkeye, however a ceast and desist order was issued by Disney and we became the SalesBorgs; JM was the only B2B Professional with a partial robot on his profile pic face, so it seemed fitting at the time. 

As a founding member, I've adopted The JMM, Justin Michael Method on cold-outreach and closing B2B sales. THIS WORKS! No BS. Supercharges Daily Results. Get Conversations going. Don't waste time getting ghosted! BE PROACTIVE!!!

Active member supporting and coaching B2B sales reps on cold outreach, i.e. email sequence breakdown, Cold Calling Scripts, etc.

Community Manager

SellX

SellX joined Tidal in Feb 2022, but the platform was not ready for full integration with Tidal Legacy tech stack. So official merger did not occur till June 16, 2022. SellX did not originally plan on inheriting a w2 BDR team, but that was the deal. I resigned on July 15th, a week before SellX went totally 1099. 

SellX enables companies to acquire customers by launching customizable campaigns to a network of top-performing sales reps to generate and qualify leads. The data-optimized platform is complete with integrated sales and marketing tools that track performance, automate workflows and manage payments. Platform features include AI-matching, targeted customer segments, multiple campaign types, defined sales rep criteria, personalized sequences, multi-channel outreach, and real-time analytics.

Business Development Representative

TIDAL

Building SNIPER ABM strategies; Developing world-class Cold Call coaching program; Cracking TOF on Enterprise Accounts

Clients:
Smartek21 - www.smartek21.com - Intelligent Technology Transformation as a Service

Rezi - www.rentrezi.com - Real Estate Rental Optimization Platform

Interactions - www.interactions.com - Customer Experience Platform

Amplifi - www.amplificap.com - Finance as a Service

Tech Stack Proficiencies: Orum, SalesLoft, SalesForce, ZoomInfo, Chorus.ai, Gong, MS Suite, Linkedin Sales Nav, GSuite, Vidyard, Canva, Slack, Phoneburner, Koncert,

VP Tidal Labs

Responsible for the Management and Development of the BDR team; Retention of existing clients; New Biz Dev for Tidal Consulting clients

VP, Business Development

Clients: 
Comstar - www.comstar-usa.com - Managed Services/Info Security

Idelic - www.idelic.com - Fleet Safety Management System

RingLogix - www.ringlogix.com - White-Label UCaaS and VOIP Solution for Managed Services

Quisitive - Payment Processing integrated Loyalty Program

Sr. Director, Business Development

LincWare

Responsible for all outbound sales strategies, i.e. cold calling, emails for newly launched SaaS product, Admit + and other doc mgmt SaaS solutions provided by Lincware

Cracked 4 of the top 20 high value Prospects in first month

LincWare (Rochester, NY)  is a leading developer of e-document solutions, including Admit+for streamlining residents’ admission process into long-term care; EOS, an employee onboarding solution, and LincDoc, an eForms application that simplifies paper-based processes where compliance and efficiency are critical.

Sales Development Representative

ZEV Media

Running strictly cold calling outbound motions with goal of setting up discovery meetings for Zev Media, a NYC Based Digital Marketing Agency focused on digital advertising and social media campaign management

Concentrating on Home Health Care Agencies and Service-Based Companies, i.e. Corporate Janitorial Service Companies, HVAC Contractors, and Duct Cleaning Specialists.

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!

𝗖𝗔𝗦𝗘 𝗦𝗧𝗨𝗗𝗬:  Cold Caller having trouble getting past the "hello..." 🤷‍♂️

As cold callers, we sometimes have days where our "pitch" just isn't hitting home. 🤮

Where we are getting hung up on in the first 10 seconds. ☎️

And we can't figure out why 🤯

NO NEED TO CHANGE EVERYTHING!

Sometimes its only 1 or 2 words. 

Check out the video attached. 

Bobby had 2 back to back hangups.... then

ONE SMALL TWEAK later...

3 back to back openings

SUCCESS!
______________

𝗥𝗲𝗺𝗲𝗺𝗯𝗲𝗿: 
𝗖𝗼𝗹𝗱 𝗖𝗮𝗹𝗹𝗶𝗻𝗴 𝗶𝘀 𝗮𝗯𝗼𝘂𝘁 𝘀𝘁𝗮𝗿𝘁𝗶𝗻𝗴 𝗮 𝘁𝘄𝗼 𝘄𝗮𝘆 𝗱𝗶𝗮𝗹𝗼𝗴𝘂𝗲. 
𝗔𝗻𝗱 𝘁𝗵𝗲 𝗳𝗮𝘀𝘁𝗲𝗿 𝘆𝗼𝘂 𝗴𝗲𝘁 𝘁𝗵𝗲𝗿𝗲 𝘁𝗵𝗲 𝗯𝗲𝘁𝘁𝗲𝗿 𝘆𝗼𝘂 𝘄𝗶𝗹𝗹 𝗯𝗲. 
______________

When you coach on live calls, 
best practice is to make small changes, 
that way, they can be easily implemented on the next call, 
thus reinforcing it in the mind, 
eventually making it natural

Habits are hard to break, especially one's introduction..

I don't know too many SDR Leaders that are coaching calls live, do you?

🔥 Tom Oliver Matt Matthew Jed Patrick

IF you want to experience how powerful LIVE CALL COACHING can be, DM me 

I make cold calls every day into various industries = have a pretty good idea of what's working and what's not and why

IF you are a SDR/BDR leader and want someone to coach your team live while they make their cold calls, DM me for details on how. 
_______________

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

Starting conversations

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


Don't think I asked for it though

CLICK!

"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

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

Thinking about hiring a Sales 𝗧𝗿𝗮𝗶𝗻𝗲𝗿 for your remote SDR team?
Try thinking about it though, from a slightly different perspective. 

Most Sales 𝗧𝗿𝗮𝗶𝗻𝗲𝗿𝘀 you might hire, often will come in and group coach your entire team for like an hour or two on their sales methodology, script, and/or framework, objection handling, etc. Charge you 10-15K or more 💰💰. And you never see them again. 👻

Then you expect your team to have digested it all and apply it the next day like some kind of magic bullet 🔫

If you want your team to have better, more productive conversations, 

What if you hired a 𝗖𝗮𝗹𝗹 𝗖𝗼𝗮𝗰𝗵 

Someone who can spend say, an hour a day, ev day, making calls with your team, 

𝗖𝗼𝗮𝗰𝗵𝗶𝗻𝗴 them in between

So they can apply what they learn on the very next call

and Get Better, Faster. 

And someone who doesn't charge you as much as your teams' month salary

Would it be worth it for your business?

Coaching and Training are two different things. 

LIVE CALL COACHING IN CallBlitz  CANNOT BE BEAT!

I don't need to tell you, the receipts are below

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

Whether its for you or your team, if you want better conversations DM me

"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

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

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

"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

Why let underperforming SDRs churn? 


Every Sales Leader often has a 20/60/20 split amongst their sales team

20% are top performers (maybe 10%?)
60% are middle of the road
20% are in the bottom

Often that 20% at the bottom consists of reps that: 

• are Lazy
• are not committed, maybe looking for a new job
• are really trying but just can't seem to "turn the corner"

IF you are a BDR leader and have a low performing BDR you can't seem to get to "turn the corner", and make quota, 

or for that matter more than one...

I will offer you the DEAL OF A LIFETIME

I will work with this BDR(s) free of charge. 1-2 hours a week for 4 weeks. 

IF it means getting them to have better conversations, leading to better follow ups, and even more meetings booked, is it not worth it???

Cold calling is hard. 

Leaders don't have the time to invest in helping some of these low performers and therefore typically will let them churn out, or put them on a PIP which often leads to their emotional demise much sooner than their actual exit

I have the time. I am willing to help you not have to go thru the expensive recruiting/hiring process that I know and you know costs more than you would like. 

Give me a shot, and I can almost guarantee it will be better than just putting them on a PIP and watching them mentally churn within minutes....

THIS IS WORTH MORE THAN MY LAST OFFER FOR FREE COACHING.. 

I'm willing to help save you hundreds if not thousands of dollars. 

All it takes is for you to reach out and DM ME.

IF you don't trust me, check out my most recent recommendations in my LI Profile of those I helped coach live on CallBlitz 

Then DM ME and we will see if I can help.

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

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

HAVE OPEN SLOT TO JOIN ME ON CALLBLITZ AT 11am EST.... Who's in???
DM ME SOON FOR INSTRUCTIONS TO JOIN!

I'm dialing on CallBlitz right now, click to join me! 

IT'S HAPPY HOUR!!!

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?

My post today is the lyrics from the song I am currently listening to in the car waiting for my kid to get out of school. 

Cuz something’s just are what they are and there are more things in life than cold calling posts:

Out here in the fields
I farm for my meals
I get my back into my living
I don't need to fight
To prove I'm right
I don't need to be forgiven
Yeah, yeah, yeah, yeah, yeah
Don't cry
Don't raise your eye
It's only teenage wasteland
Sally, take my hand
We'll travel south cross land
Put out the fire
And don't look past my shoulder
The exodus is here
The happy worlds are near
Let's get together
Before we get much older
Teenage wasteland
It's only teenage wasteland
Teenage wasteland
Oh, yeah
Teenage wasteland
They're all wasted!

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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