In today's episode, I chat with Mark, about how Instantly grew from solving the "extra domain charges" problem in 2021 to becoming a bootstrapped household name sponsoring El Clasico alongside BMW and Nike - tripling client results, doubling ARR, and scaling from 3 to 10 GTM engineers in under six months by focusing on offer creation as the strongest psychological lever. 

We explore his creative campaigns including scraping German-speaking YouTube channels (spirituality coaches, niche content creators) by building a custom Python script that scraped channel URLs with Instant Data Scraper, extracted about section content overnight into a massive TXT file, converted to CSV, then enriched with Clay - and a Google 360 recording service retargeting campaign in Germany that generated 300 opportunities from 20K sends. Mark shares his unconventional journey changing three elementary schools, two high schools, and four universities across Croatia and Austria, moving to Vienna at 18 for his first sales recruiting event, going from college dropout to Oxford Brookes alum (top 15 digital marketing program) after a professor with a grudge failed him, training kickboxing professionally and fighting on TV at age 20 against a 27-year-old Austrian champion with 15 years experience (lost but conquered fear of worst-case scenarios), transitioning from phone sales to strategic campaign building at a Swiss AI startup, and starting his own agency that failed but enabled him to "fail forward" into GTM engineering. He predicts convenience and simplicity will dominate as complicated things become digestible for average users, AI tools become essential for processing ungodly amounts of data, and everything merges into a singularity where the GTM space follows the same physics as AI's general direction. Mark's gem: focus on offer creation - conduct business intelligence reports on competition/customers/pain points, synthesize mini offers that speak to recipient pinpoints (making them no-brainer replies), because offers optimized for cold traffic must be 10x better than warm traffic offers. 

Enjoy 🙂

(00:00) Introduction to Outbound Wizards
(00:26) What Instantly Does: Done-For-You Service Growth Story
(02:45) Scale Advantages and Team Growth (3 to 10 GTM Engineers)
(04:46) Sponsoring El Clasico Alongside BMW and Nike
(06:05) Education and Community as Retention Strategy
(07:14) Creative Campaign: Custom Python Script for YouTube Channel Scraping
(10:54) Google 360 Recording Service Campaign (300 Opportunities from 20K)
(12:24) Journey: Curious Kid Who Changed Three Schools
(13:54) First Sales Recruiting Event in Vienna at 18
(14:41) From College Dropout to Oxford Brookes Alum
(16:04) Starting Agency That Failed but Enabled "Failing Forward"
(17:11) Training Kickboxing Professionally and Fighting on TV
(18:01) Conquering Fear of Worst-Case Scenarios
(19:20) Future Prediction: Convenience, Simplicity, and Singularity
(21:40) Gem: Offer Creation as Strongest Psychological Lever
(23:11) Cold Traffic Offers Must Be 10x Better Than Warm Traffic
(25:10) Closing and Contact Information

🔗 CONNECT WITH MARK

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🐦 X (Twitter)

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💻 Website

👥 LinkedIn
📧 Email - [email protected]

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