How I Built a Sales Org That Generated $70M Pipeline Every Week

What if I told you there's a system that generated $70 million in new pipeline every single week?

Not month. Week.

And that 75% of my team was hunting brand new logos... companies that had never done business with us before.

Most sales leaders think you need fancy tools, complex processes, or unicorn reps.

You don't.

You need what we called "Phone Blocks"... the exact system that helped my team consistently deliver 4-5x pipeline every month, every quarter, every year.

Let me walk you through it.

The Math That Changes Everything

Day one, I sit every new hire down and work backwards from their income goals.

I don't say "here's your minimum." I say "here's exactly how many appointments you need to book to make the money you want and hit President's Club."

The formula: 16 new logo meetings per week. Every rep. No exceptions.

The math: 16 meetings × 110 reps × $10,000 average ARR × 4 weeks = $70 million in new pipeline every month.

But here's the key... I show them that even with average sales skills, if they book enough appointments, they win. The math has to work backwards from their personal goals to company goals.

Sacred Time Blocks

Monday and Wednesday, 8 AM to 12 PM. Period.

This isn't a suggestion. It's tattooed into their calendar. If we didn't make it mandatory, they wouldn't do it... because prospecting is the hardest part of the job.

Structure: 50 minutes calling, 10-minute break. As a team. No emails. No research.

Only dialing new logos.

Remote teams?

Everyone hops on Zoom, muted, dialing together. Massive accountability when everyone can see you're working.

Public Accountability

At every break, every rep physically wrote on a whiteboard: their name, dials made, appointments booked.

Not some hidden dashboard. They walked over and wrote it down in front of everyone.

Three things happen:

1. Wins get celebrated immediately

2. Intelligence gets shared ("I just booked Legacy Hospital... there are 3 more locations in my territory")

3. Accountability becomes unavoidable

Non-Negotiable Rules

Absolutely no meetings booked during phone block times.

Reps would say, "I have a prospect who can only meet during our Wednesday block... can I take it?"

Always no. They never make up the time. Smart reps learn to say, "I'm completely booked then. How about this other slot?" (Makes them look more professional anyway.)

Leadership in the Trenches

Your reps need to see you getting your face smashed in too. I was in the bullpen making calls while coaching.

When the cat's away, the mice will play. Be present. Build credibility.

Religious Training

From day one: scripts, objection handling, role-play. I had reps on phones by week two.

Every Monday before phone blocks, we'd role-play common objections. They'd be dialing an hour later... I needed them sharp.

The Bottom Line

This isn't sexy. No fancy AI tool or secret hack. Just wild consistency with a proven system.

• Show them the math

• Protect the time

• Create accountability

• Train relentlessly

• Lead from the front

We generated 4-5x pipeline because we built a culture where excellence was the standard, not the exception.

Most sales teams treat prospecting like a suggestion instead of a system. They wonder why their pipeline is inconsistent when their process is inconsistent.

Your reps will resist this at first. They'll hate the structure. But six months later, when they're crushing numbers and making more money than ever, they'll thank you.

The question isn't whether this works... I just showed you $70 million reasons why it does.

The question is: are you disciplined enough to implement it?