Most People Are Learning The Wrong Skills ft. Carly Louw

In today's episode, I chat with Carly, GTM engineer at Mako Professionals, about building outbound systems for recruitment agencies—first for Evolution Group in the Netherlands placing financial staff, now for Mako Professionals in the US sourcing SAP and Oracle architects. The standout workflow is a Clay-based candidate scoring table that scrapes job posts and candidate profiles, runs an AI match score, and only pushes the best-fit candidates into outreach sequences—with recruiters signing off on the results and being genuinely happy with the quality. From there, leads flow into a Lemlist sequence combining emails, LinkedIn, phone calls, and voice notes. Carly's path in is one of the more unexpected ones: operations assistant at a financial immigration company, got a cold LinkedIn message from an agency called Blueprints, everyone told her it was a scam, she followed her gut anyway, met Rayyan Khan who trained her, and hasn't looked back since. Her prediction: email is getting harder, LinkedIn is where the opportunity is growing, and automation through tools like Make is going to be the real differentiator as CRM and ATS integrations get smarter. Her advice cuts in two directions—for aspiring GTM engineers, don't get lost in the jargon, focus on building the workflow and saving time for your team, and use the free education that's already out there; for founders and CEOs, trust your GTM engineer and give them the space to work. Enjoy 🙂(0:00) Introduction to Outbound Wizards(0:21) What Mako Professionals Does: GTM and Outbound for Recruitment Agencies(1:33) The Clay Candidate Scoring Table: AI Match Scoring Before Pushing Into Campaigns(2:43) The Lemlist Sequence: Emails, LinkedIn, Calls, and Voice Notes(6:06) Carly's Journey: Operations Assistant to GTM Engineer via a LinkedIn Cold Message Everyone Said Was a Scam(8:04) Predictions: Email Getting Harder, LinkedIn Growing, Automation Through Make Is the Opportunity(10:55) Advice for GTM Engineers: Focus on the Workflow, Not the Jargon—Education Is Free(12:13) Advice for Founders: Trust Your GTM Engineer and Give Them Space🔗 CONNECT WITH CARLY👥 LinkedIn 💻 Website 🔗 CONNECT WITH SAURAV🎥 YouTube Channel🐦 X (Twitter)📸 Instagram💻 Website👥 LinkedIn📧 Email - [email protected]🙏 LEAVE A REVIEWIf you enjoyed listening to the podcast, we'd love for you to leave a 5-star review on Apple Podcasts to help others discover the show :)👋🏼 GET IN TOUCHYou can also reach out with any feedback, ideas or thoughts about the lessons you've learned from the episodes.