The Ultimate Guidebook To Building a Strong Sales Pipeline

Understanding the Anatomy of a Winning Pipeline Generation Strategy

The key to a successful pipeline generation strategy is in aligning your entire go to market organization to contribute toward revenue expansion. When sales, marketing, demand generation and revenue operations teams work in tandem, you eliminate inefficiencies and maximize pipeline generation opportunities, ultimately resulting in increased sales pipeline volume and velocity.

In this guidebook to building a multi-million dollar sales pipeline, we will unravel strategies that teams across the entire go to market organization can use to scale growth.

Pipeline Generation Is a Team Sport

Welcome to our detailed, six chapter series on how to build a winning sales pipeline with proven pipeline generation strategies. The underlying theme of this six chapter series is that pipeline generation is a team sport. In the six chapters, we have described, in detail, proven tactics, plays and strategies that can help sales, marketing and revenue operations teams to get aligned. As a result, GTM teams can effectively build, execute and scale their pipeline generation strategy to expand their sales pipeline faster. 

The chapters in this guidebook are specifically designed to help key personas within the go to market organization – from Marketing to Sales to RevOps – to understand crucial pipeline generation tactics. These tactics have helped several B2B SaaS C-Suite leaders to scale their sales pipeline to multi-million dollars.   

Get started, explore our six chapter series.

1. Chapter 1: How to Use Your Ideal Customer Profile to Drive Sales Pipeline
2. Chapter 2: The Ultimate Guide to Growth Hacking Your Pipeline Generation Strategy
3. Chapter 3: How Leaders Can Create a Winning Pipeline Generation and Sales Planning Strategy
4. Chapter 4: Releasing April, 2023, stay tuned!
5. Chapter 5: Releasing May, 2023, stay tuned!
6. Chapter 6: Releasing May, 2023, stay tuned!

Pipeline Generation Is a Team Sport – Chapter 1

From ICP to Revenue Growth: How to Use Your Ideal Customer Profile to Drive Sales Pipeline

A well-defined, quantifiable target market is foundational to predictable revenue forecasting and growth. In this chapter we’ll cover why and how to define your Ideal Client Profile (ICP), where the benefits come from, the biggest roadblocks, the ideal process for overcoming them, and finish with step-by-step instructions for your ICP definition.

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Pipeline Generation Is a Team Sport – Chapter 2

The Ultimate Guide to Growth Hacking Your Pipeline Generation Strategy

Before investing heavily in sales, paid ads, and other high-cost campaigns, you want to earn your leads on your own. Better to make your mistakes, learn about your audience, and find what resonates with your audience before paying for lead generation. In this chapter, we’ll cover the overall strategy for growth hacking and then deep dive into finding the right content for your audience, test your ABM/ABX approach, and build a solid marketing automation foundation for scaling your sales pipeline.

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Pipeline Generation Is a Team Sport – Chapter 3

From ICP to Sales Pipeline: How Leaders Can Create a Winning Pipeline Generation and Sales Planning Strategy

Sales leaders must utilize the GTM team to generate sales pipeline. Having understood how your RevOps team should take ownership of building out your ICP, and how you can use your ICP for growth marketing, now is the time to get your ICP into the hands of your sales team. Learn how sales can understand and use your ICP to predict revenue, improve outbound sales efficiency, scale your sales team, and overcome expected challenges. Rev your sales engine and start seeing your results multiply.

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