Strategies for Generating Pipeline in Challenging Times

Leore S. · 2025-09-07 15:02:03.078109+00

Hey all - I’ve been thinking a lot about how much harder it’s become to generate pipeline lately. Feels like buyers are harder to reach, cycles are stretching, and the usual plays don’t land the same way. Curious to hear from you personally: what have you tried recently that actually helped create pipeline right away? Even small wins, creative ideas, or scrappy tactics. WE are a B2B startup in the security space.....

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Strategies for Generating Pipeline in Challenging Times | RevGenius

6 comments

Lara D.
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Leore S. Security pipeline lifts come from intent layering. What's been working: problem-framed content to build demand, then a sales assist that triggers when first-party behavior crosses a threshold. I would run a 3-asset sequence (threat model checklist, ROI calculator, de-risking guide) and route only named accounts with repeat engagement to an AE. Did this play recently and shortened cycles by 23 percent.
Sourabh A.
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Totally hear you, Leore — pipeline has definitely gotten harder across the board lately, especially in security where buyers are extra cautious. A couple small wins I’ve seen: layering personalized micro-lists instead of broad outreach (e.g., 50 highly targeted accounts with enriched context), and combining email with a quick multi-channel touch (LinkedIn + calendar-drop). We’ve been helping B2B startups build scrappy but effective outbound motions like this — happy to share a few GTM tactics that have been working well if you’d like to compare notes. Best, Sourabh – GTM Expert (panopticanalytics.com)
Chandana P.
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Leore S. I work with a SaaS startup in the medical cosmetics industry and am seeing the same problem. One quick win for us was running ‘lighthouse campaigns’ around compliance topics. Example: Cosmetics GMP 2025 guide + webinar, repurposed into email/LinkedIn sequences and sales enablement. Joseph E. Have you tried any ABM strategies?
Joseph E.
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Its a good question - Im not sure there is an exact answer as to what works best now. But a few things that Im experiencing:
With the new challenges, ensuring you have enough volume of outreach is essential. More = Similar results to previous times.
Personalized outreach is the only way to go.
Webinars are working well for us. Just a couple of follow up discussions are making the event worthwhile.
slowing the process down, email/linkedin connect etc, BUT offering the prospect something first. E.g we have a report / a case study from your industry etc. Def dont ask for time straight away now.
FYI im using Amplemarket now for my prospecting. Its getting me similar results but with a lot less time. Also takes care of fhe mailbox warm up and protection which is a b*ll ache otherwise. BTW - Post Discovery call, im using Storylane for instant custom demo experiences. Saves me a lot of time as it shows the prospects activity and behaviour on the demo. For additional or faster mailbox warmup, instantly still works very well in just two weeks. Good luck!
Sai M.
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Leore S. Totally agree—it’s definitely getting harder to cut through. One thing that’s been working for us is doubling down on relevancy. Instead of blasting generic outreach, we’ve been very intentional about reaching out only to people who face the problems we solve. By reaching out to prospects with relevancy and context, the results were surprisingly strong as we did linkedin cold outreach. These are stats of our linkedin cold outreach campaign. Out of 398 invitations, 215 accepted and 98 actually responded. That’s ~45% response rate. Happy to share the exact template/strategy if you think it'll be useful for you
Daniel C.
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Custom loom videos to prospects via email. Videos on Linkedin messages as well

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Lara D.
·
·
Leore S. Security pipeline lifts come from intent layering. What's been working: problem-framed content to build demand, then a sales assist that triggers when first-party behavior crosses a threshold. I would run a 3-asset sequence (threat model checklist, ROI calculator, de-risking guide) and route only named accounts with repeat engagement to an AE. Did this play recently and shortened cycles by 23 percent.
Sourabh A.
·
·
Totally hear you, Leore — pipeline has definitely gotten harder across the board lately, especially in security where buyers are extra cautious. A couple small wins I’ve seen: layering personalized micro-lists instead of broad outreach (e.g., 50 highly targeted accounts with enriched context), and combining email with a quick multi-channel touch (LinkedIn + calendar-drop). We’ve been helping B2B startups build scrappy but effective outbound motions like this — happy to share a few GTM tactics that have been working well if you’d like to compare notes. Best, Sourabh – GTM Expert (panopticanalytics.com)
Chandana P.
·
·
Leore S. I work with a SaaS startup in the medical cosmetics industry and am seeing the same problem. One quick win for us was running ‘lighthouse campaigns’ around compliance topics. Example: Cosmetics GMP 2025 guide + webinar, repurposed into email/LinkedIn sequences and sales enablement. Joseph E. Have you tried any ABM strategies?
Joseph E.
·
·
Its a good question - Im not sure there is an exact answer as to what works best now. But a few things that Im experiencing:
With the new challenges, ensuring you have enough volume of outreach is essential. More = Similar results to previous times.
Personalized outreach is the only way to go.
Webinars are working well for us. Just a couple of follow up discussions are making the event worthwhile.
slowing the process down, email/linkedin connect etc, BUT offering the prospect something first. E.g we have a report / a case study from your industry etc. Def dont ask for time straight away now.
FYI im using Amplemarket now for my prospecting. Its getting me similar results but with a lot less time. Also takes care of fhe mailbox warm up and protection which is a b*ll ache otherwise. BTW - Post Discovery call, im using Storylane for instant custom demo experiences. Saves me a lot of time as it shows the prospects activity and behaviour on the demo. For additional or faster mailbox warmup, instantly still works very well in just two weeks. Good luck!
Sai M.
·
·
Leore S. Totally agree—it’s definitely getting harder to cut through. One thing that’s been working for us is doubling down on relevancy. Instead of blasting generic outreach, we’ve been very intentional about reaching out only to people who face the problems we solve. By reaching out to prospects with relevancy and context, the results were surprisingly strong as we did linkedin cold outreach. These are stats of our linkedin cold outreach campaign. Out of 398 invitations, 215 accepted and 98 actually responded. That’s ~45% response rate. Happy to share the exact template/strategy if you think it'll be useful for you
Daniel C.
·
·
Custom loom videos to prospects via email. Videos on Linkedin messages as well