01
What
What do we need to do?
Build a predictable pipeline generation system that fills your funnel with qualified opportunities.
Demand Capture Mechanism
Pipeline Too Small
You can't close deals you don't have. It's time to build a systematic engine for pipeline generation.
02
Why
Why do we need to do it?
Without enough at-bats, even the best closers can't hit quota. Pipeline is oxygen for sales.
03
Who
Who is responsible?
Marketing owns top-of-funnel. SDRs qualify. AEs must also prospect. Everyone contributes.
04
Where
Where should it be done?
Multi-channel approach: outbound, inbound, referrals, events, partners. Don't rely on one source.
05
When
When does it need to be done?
Audit current state: Week 1. Build new motions: Weeks 2-4. Scale what works: Months 2-3.
06
How
How will we do it?
Define ICP. Build outbound sequences. Optimize inbound. Create referral program. Track and measure.
Expected outcomes
3x pipeline coverage ratio
Predictable deal flow
Reduced reliance on marketing alone
Better quality opportunities
Hit quota consistently
NEXT MOVE
Ready to solve this challenge?
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