You’ve done the calls, followed the script, hit quota a few times. But still—something’s missing.

This episode is for the reps stuck in the middle. The ones who should be crushing it by now… but aren’t. The Rankings revenue team—Zach Ramey (CRO of Revenue), Cole Castleberry (VP of Sales), and Scott Knudson (Sr. Director of Sales Enablement)—pull back the curtain on what actually separates good prospectors from great ones.

And it’s not a better subject line or tighter talk track. It’s what happens before the work even begins.

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What You'll Learn:

Why every great prospector has a personal routine—and why yours matters more than your tech stack

The surprising (but true) connection between life habits and sales performance

How to handle rejection like a professional athlete (because top reps train like one)

The difference between activity and actual output—and why most reps are fooling themselves

How to audit your own habits, mindset, and work ethic if you want to make the leap