By my second year at Marakia Tourism, referrals accounted for 30% of my entire pipeline. That didn’t happen by accident — it was a deliberate system. Here’s how I built it. The Problem with “Asking for Referrals” Most sales training says: “After you close a deal, ask …

Your pipeline is probably lying to you. Industry research shows the average sales pipeline is inflated by 30-40% with deals that will never close. I learned this the hard way — and then built a system to fix it. The Inflated Pipeline Problem Early in my career at ThreadLine, I tracked prospects in a …