The sales flow that generated $966K ARR in 30 days

A close friend of mine runs a sales company. I’ve watched them quietly build this system over the last year, and it produced just under $1M in new ARR in 30 days. Here’s the breakdown of their sales operating system:

1. Pre-call qualification (this is where most teams bleed time)

They don’t let everyone book.
Calls only get booked if the prospect is a real fit. Qualification happens automatically through:

• Smart inbound routing
• Short VSL-style videos before booking
• Website pages that pre-educate the buyer
• LinkedIn connection automation for long-term nurture

Outcome:
Closers talk only to real buyers. Time-wasters are filtered before a human ever gets involved.

1. Discovery & research (without manual prep)

Before every call, the rep already knows:

• Funding stage
• Company size
• Who the real decision-maker is
• Strategic initiatives
• Recent hiring signals
• Timing indicators

All of this is auto-aggregated and summarized before the call even happens.
So when the rep joins, they’re already fully briefed, without spending 45 minutes digging.

1. Follow-up & nurturing (where most revenue is actually won)

Most prospects don’t buy on the first call. Their follow-up stack runs:

• Automated value-driven follow-ups
• Personalized video follow-ups (not just text spam)
• Multi-threading across LinkedIn to hit all stakeholders

No “just checking in.”
No chasing ghosts.
No pipeline rotting.

1. Why this closed $966K in one month

From what I’ve seen, the leverage came from 4 things:

• Only qualified buyers reach closers
• Prospects arrive educated (less friction, faster decisions)
• Automation removes admin from the sales cycle
• Content warms people up before they ever talk to sales

That’s how they turned attention into real pipeline, and $966K ARR in 30 days.

If you were running this system, what would you improve or change first to squeeze out more revenue?