Eight weeks. Three phases. A built, hired, and launched SDR engine. Led personally by Mark Facciani — former VP of Sales Development at Tenna (Inc. 5000 #284, 100%+ ARR growth) — alongside a small group of 3–4 founder-operators working through the same build.
If you've already spoken with Mark about Elevate, this page is the full breakdown of what's inside the eight weeks — the phases, the room, the toolkit, and what comes with it.
You sold every early deal yourself. You knew the pitch. You knew the objections. You knew how to close.
And now the thing you built doesn't move unless you do.
Every meeting you can't take is a meeting that doesn't happen. Every pipeline gap waits for you to fill it. You're the founder of the business — and the only working salesperson inside it.
Every week is an implementation block — not a lecture. You leave each session with a working artifact: a metrics sheet, a comp plan, a hiring tracker, an onboarding plan. By Week 8, every system your SDR team needs to run is built.
The roadmap is organized into three phases. Tap any phase to expand its weeks. Tap any week to see the deliverables and live mockups.
You leave with your SDR mission, KPI targets, comp structure v1, and the math that proves the engine pays for itself.
We start in person. Four blocks across four hours, with the cohort meeting face to face. We walk the revenue → pipeline → meeting → activity math live, define what success looks like for your SDR team, and stress-test your comp plan against your real numbers.
Lightning Hot Seats: ~15 minutes per company. You present your SDR mission, team structure, KPIs, and comp plan. Mark pressure-tests and adjusts live, while peers take notes on what they'll steal.
You leave with a draft Lead Engine SOP that defines how you fill and clean the tank — so your SDRs never starve.
Most founder-led businesses have a CRM full of leads no one trusts. We fix that. We walk the top 5 building blocks of a sustainable lead engine, then pair the cohort up to find the gaps in each other's systems.
Pair Exercise: Companies pair off (A with B, C with D) and work a structured gap-finding worksheet — pre-organization of leads, ICP proxies, new company generation, minimum viable record. The goal isn't to solve it all. The goal is to find where you don't have answers yet.
You leave with your JD posted, your sourcing channels defined, and your interview windows on the calendar.
We define the ideal SDR profile for your business — the values, the qualities, the experiential markers. Then we go hunting. The Going on Offense philosophy: you find candidates, you don't wait for them to find you.
LinkedIn Workshop: Live in the session. Each company customizes their LinkedIn profile, builds their search strings, and writes their first outreach messages from the template pack.
You leave with the Round 1 script, the scorecard, and the Follow Up Exercise that separates real candidates from polished talkers.
The Round 1 phone screen is where most founders bleed time hiring the wrong people. We teach the script, the red/green flags, and the scoring rubric. Then we run live roleplays in the group — refining each company's questions in real time.
The Secret Sauce: the Follow Up Exercise — a post-call assignment that tests candidate hunger and follow-through before you ever invest Round 2 time.
You leave with Mark's Round Two Sales Exercise — the live mock-call that exposes who can sell under pressure — and a final-round structure that makes the decision obvious.
Round 2 is where most founder-led hires guess. We replace the guess with a system. Mark walks you through The Curveball — a structured mock sales exercise designed to surface real selling instinct under realistic pressure.
Workshop: Each company practices running the Round Two exercise live in the session. By the end, you know how to run it, score it, and read it.
You leave with your Success Framework, your Failure Pre-Mortem, and the first draft of your SDR onboarding plan.
Most onboarding fails because no one defined what success — or failure — actually looks like in the role. We fix that first. The Success Framework defines the skills, knowledge, and dispositions that drive performance. The Failure Pre-Mortem maps what failure costs you in dollars and time before it happens.
Workshop: Each company builds their own Success Framework and Failure Pre-Mortem live in the session, with peer pressure-testing.
You leave with tailored call scripts, your top 3 A-R-M objection responses, and the full SDR Elevation Toolkit — 11 frameworks that drive performance after launch.
This is the heaviest content week — Outbound 101 distilled. We start with The Ultimate Outbound Metaphor (outbound as matchmaking, not interrogation), build the call script architecture, then drill into the A-R-M Objection Handling Framework with real objections from each company's market.
Workshop: Each company tailors their scripts and builds their top 3 A-R-M responses live, with peer feedback. The full Elevation Toolkit ships at week-end — 11 frameworks covering mindset, language, performance, and growth.
You leave with your engine built, your team launched, and a 90-day operational roadmap pointing forward — targets, projects, risks, and one non-negotiable commitment.
We close in person. Each company presents their SDR engine — charter, comp, onboarding, scripts, metrics — and Mark gives direct feedback while peers note what they'll steal for their own.
Then we move to forward operations: Manager Cadence (1:1 communication structures), Sales Ops 2.0 (top 5 processes to install next), and Progression Ladder (ramp plans, PIPs, what comes after the first 90 days).
Tap any week to see the assets included that week.
The engine you walk away with is built in the spaces between — in private reviews with Mark, in weekly open office hours, and in the cohort room that doesn't close when the call ends.
The hardest questions show up between sessions. So every Thursday through the program, the room reconvenes for a focused open hour — a different weekly topic (lead-gen, hiring, onboarding, scripts) and direct access to Mark in real time.
The Elevate program runs as small group cohorts (3–4 founder-operators per group), Tuesdays 12:15–1:15 PM ET, with weekly Thursday office hours and two private 1:1s with Mark. Investment is $15,000 total — or $9,000 split into two payments. A 20% deposit reserves your seat in the next cohort.
If you've been talking with Mark and want to take the next step, grab a time below — or just reply to him directly.