After reviewing countless pipeline generation plans, I've developed a framework that helps AEs 2x their pipe gen.
After reviewing countless pipeline generation plans, I've developed a framework that helps AEs 2x their pipe gen. Here's the exact template and AI-powered process I use:
1) Target Account Selection
Enterprise: Focus on 1-2 key accounts
Mid-market: Target 3-5 accounts
SMB: Include 5-15 accounts
2) Strategic Contact Mapping
For each target account, identify 3-15 key prospects based on your market:
Above-the-line contacts: Directors, VPs, C-Level executives
Below-the-line contacts: Managers and individual contributors
Enterprise should focus on more per account, SMB fewer per account.
3) Pain Point Analysis
Document specific challenges your target accounts face today. This isn't about your product features – it's about their business problems you can solve.
4) Value Hypothesis Development
Create a clear statement of how your solution addresses their specific challenges. This becomes your north star for all account engagement.
5) Relevant Success Stories
Have customer stories ready that mirror your target account's industry, size, or challenges.
These become your social proof in conversations.
6) Setting Strategic Weekly Goals
This is where most reps get it wrong: they default to "set a meeting" as their only goal.
The best PG plans I see often keep the same account in focus for multiple weeks.
Here's what that progression might look like:
Week 1: "Identify current feature management solution through engineering team outreach"
Week 2: "Uncover engineering team KPIs through manager-level conversations"
Week 3: "Secure director+ meeting leveraging gathered intelligence"
Building a great PG plan could take you hours each week.
Or, it could take you a few minutes with AI.
I built a “PG Plan” AI skill that runs this process for you.
You can get it (plus 3 others I use to run my business today) here: https://lnkd.in/gJggnC3R