Legendary Field Guide: Pipeline Generation

Since launching the Legends of Sales and Marketing podcast, we’ve spoken to revenue leaders from companies like VMWare, Salesforce, and Microsoft on how they successfully scaled organizations and drove exponential revenue growth. One common thread: it all begins with pipeline.

This guide distills their wisdom into practical steps on how to generate the pipeline needed to consistently hit revenue targets. It covers:
  • Targeting the right accounts and personas
  • Leveraging personalized outreach to drive responses
  • How winning reps manage their time