20% more revenue without more meetings?

Tex the top-selling T-Rex is on the hunt for more pipeline. 🦖

So, one Tuesday morning, he messages an old coworker. That leads to a Slack intro. Which leads to a VP joining a demo “as a favor.” Which lands him a $78K deal, closed in 19 days.

No subject line A/B tests. No bump emails. No “quick circle-backs.”

He just worked his network. He ran GTN. 

And every week, sellers like him are closing 20% from the same number of meetings while outbounders send one more “just checking in” email to the void.

Today, we’re looking at the tactical shift behind Tex’s $78K Tuesday:

✅ The Aaron Ross quote that made us rethink sales
✅ What GTN is (and where most teams get it wrong)
✅ Why sales teams need a GTN system, not more spray-and-pray
✅ A fresh playbook to send your sales team before next week’s pipeline review

AI Is Speedrunning Outbound Into the Ground

The other day Aaron Ross (Sales Advisor and author of Predictable Revenue) said something every seller needs to sit with:

“The world is changing so fast, it’s giving everyone anxiety. Nothing is predictable anymore. What’s working today is warm introductions. But no matter what happens in the future, relationships will always cut through the noise.”

That’s the game right now.

Outbound tactics are burning out faster than ever.
AI is speedrunning them into the ground.

And I suspect this is only going to get worse.

Budgets are tighter. Reply rates are sinking. And thanks to AI, new tactics are hitting the market (and the spam folder) faster than ever.

What used to work for six months now burns out in six weeks.

The result is a race to the bottom where everyone’s louder, more desperate, and less effective.

But there’s one tactic that’s powerfully immune to the hype cycle. It’s been around since the first caveman sold his neighbor a wheel.

Let’s break it down.

Your Network: The Channel AI Can’t Ruin

Relationships are the antidote to outbound burnout. 

And Go-to-Network (GTN) is how you scale them. 

At its core, it’s this simple: Warm intros > Cold outbound. And GTN gives you a system to consistently create more of them.

But here’s where most teams get tripped up: 

They treat GTN like a side quest. Something a rep might try at the end of the month when outbound’s dry and the forecast’s looking rough.

Or they: 

❌ Blindly ask execs, “Got any intros?”
❌ Blast their LinkedIn network with cold asks
❌ Manually scroll past coworkers’ birthdays looking for a pipeline miracle
❌ Hope someone just happens to know someone at a target account

That’s not GTN. 

GTN done right is:

✅ Intentional
✅ Scalable
✅ Built into your weekly sales motion

And the numbers back it up.

So if your reps are just winging it with their network…

It’s time for an upgrade.

GTN Doesn’t Work If It’s Just Vibes

Everyone I talk to thinks they’re doing GTN.

A rep drops a name on a call.

Someone forwards an email to a “friend at [logo].”

You tag a coworker on LinkedIn with a “small world!” comment.

But that’s not a system.

That’s vibes.

And it’s why most teams fail to capture the upside.

Without a system:

❌ You’re relying on seller memory, not data
❌ You’re hoping for referrals, not generating them
❌ You’re leaving warm paths on the table every single week

A real GTN system:

✅ Surfaces the most valuable paths to target accounts
✅ Shows reps who can help and how to activate them
✅ Makes intros a shared, repeatable motion instead of a random one

And most importantly, it’s owned by the team, not just the top performer who “knows a lot of people.”

Look, I’m not saying teams should throw out outbound like it’s a flip phone. 

Instead, think of GTN as a much-needed upgrade. Faster, smarter, and more powerful. 

Ready to build your GTN motion? Here’s a step-by-step guide.

How to Start Running GTN (No Reorg Required)

You don’t need to scrap your entire playbook to get value from GTN.

You just need to start treating your network like the high-leverage channel it actually is.

Here’s how to get started:

1. Check out the full GTN Playbook

This newsletter’s just the appetizer. The full GTN for Sales playbook is the 7-course meal — with actual recipes your team can run tomorrow.

• The “3x3x3” message framework for turning your network into pipeline (no spammy intros required)

• Exact Slack messages and follow-ups that top reps use to land warm meetings in 48 hours

• A better way to score your network so you know who’s worth reaching out to (and who’s just gonna ghost)

Oh, and it has dinosaurs. Lots and lots of dinosaurs. 

2. Revisit how you define pipeline sources

Don’t just ask your reps “How many meetings did you book?”

Start asking: “How many came from your network?”

Adding Network-Sourced Pipeline as a KPI signals that warm intros and network plays aren’t “extra credit” — they’re a core channel.

3. Map and tier your reps’ networks

Use the Network Heat Mapping exercise to identify high-potential connections sitting one Slack intro away.

Segment them by:

• ICP fit

• Mutual connection strength

• Likelihood to engage

Then coach reps on how to activate each tier.

4. Build a repeatable GTN rhythm into your team’s week

Run a play we call the “GTN Power Hour.” 

One hour a week, every rep commits to:

→ Reconnecting with past customers
→ Mining mutual connections
→ Sending warm 3x3x3 messages

No guesswork. Just consistent, compounding effort.

Sure, rewiring your sales motion around GTN takes effort. But so does chasing cold leads that ghost you.

One builds compounding pipeline. The other builds burnout.

The Sales Math Has Changed, Has Your Motion?

When AI can burn through outbound tactics before your sellers can finish lunch, it’s time to rethink what actually gives your team an edge.

Not more dials. Not tighter subject lines.

Relationships.

With the GTN playbook:

1. Sellers stop winging intros and start running a real system. One that compounds week after week.

2. Pipeline gets warmer without adding meetings. Because trusted connections close 20% more.

3. Sales orgs future-proof their motion. AI can’t replace human connection (no matter how many GPTs you spin up).

Until next time,

Mac 🦕

P.S. Don’t forget to grab your copy of the GTN playbook. It pairs well with tea, pipeline anxiety, and your C-suite asking, “What’s the plan for next quarter?”