Sales activity has never been higher. Reps are making 200 automated touches or 80 manual touches a day, yet half or more are “OK” missing quota.

I spoke with one rep making 200 AI slop touches a day with crap results, and another 80 “quality” touches but still don’t have enough. If activity alone is not working, what does?

Is the answer really more volume? More Ai? More automation? More marketing? What if the difference comes from the fundamentals like willingness to prospect daily, decision makers only, eat rejection, to use phones, linkedin stuff and do events?

And beyond those fundamentals, what if the greatest force multiplier is being able to generate referrals? One top rep Rick worked with closed a deal twice the average size in only 20 days and then asked: “How do I get more of those? Guess where it came from.

Imagine if every customer you won last year referred you to just two more people, and you closed half of them. Would you not already have equaled your sales from last year? What would that do to the pressure on your outbound? What would it mean for the quality of customers you develop if every prospect started in the red zone? Would your reputation rise to your CEO’s desk? 

Can you see the rainmakers in your business who already do this? Rick told me about a top 5 HubSpot rep whose wife was pregnant and needed an extra $90k. That was the rep that asked: “How do I get more of those?” How do you get more of those? Who do you need to be to get more of those? What standard do you need to set for your customers to get those?

If you have a model in your life that can give you the time you need to learn how to become the person who can get a steady stream of referrals, then that is more valuable that you currently realise.

If you're looking for that model because you can't find them, or you can but they don't have time, then consider what it is about how you generate pipeline that needs to be changed, and why?

BTW, there's a hundred questions you could ask about obstacles that are keeping you from getting there.

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