Guides

An Expert Guide to Pipeline Generation Strategy (Updated)

Harry McKay

June 29, 2026

Table Of Contents

Are you tired of feeling like you're on a never-ending rollercoaster ride with your business revenue? You pour time, money, and effort into your marketing campaigns, hoping to see that lead graph shoot up.

But instead, you're left with a sinking feeling as you watch it plummet down. It's like standing on the edge of a cliff, desperately trying to hold on to every lead that comes your way, knowing that one misstep could send you tumbling down.

And with each lost lead, you're left feeling more and more frustrated and defeated. If this sounds familiar, then it's time to take action.

The key to consistent revenue growth lies in creating a lead generation pipeline that delivers quality, reliable leads that you can count on. With a solid pipeline in place, you'll never have to worry about the ups and downs of unpredictable lead generation again.

In this expert guide, we'll dive into the pain points of traditional lead generation and show you how to create a winning pipeline generation strategy that leads to consistent revenue growth.

Let's dive in.

What is Pipeline Generation?

Pipeline generation is a process that allows you to build and maintain a pipeline of potential buyers who are interested in your product or service. This marketing strategy aims to create a steady flow of leads by sparking interest in what you offer.

Pipeline generation is an essential part of lead generation because it allows you to determine which companies are likely to buy from you and when, as well as how much money they might spend. In other words, it helps you identify your target market and find people who have expressed interest in your product or service but are not yet committed.

Significant Differences Between Pipeline Generation and Lead Generation

The main difference between pipeline generation and lead generation is that the former only focuses on people who have shown interest in your product or service. At the same time, the latter requires marketing to a larger audience to generate leads.

Because of the emphasis on volume over quality, lead generation tends to focus on tactics like form-fills and gated content. Pipeline generation focuses on long-term activities that create awareness among potential leads, who eventually become customers. Pipeline generation happens after/with the lead generation.

In addition to these differences, here are the other key differences between lead generation and pipeline generation:

Check out: What is sales pipeline?

Importance of Pipeline Generation

The importance of pipeline generation is that it helps you build relationships with your potential customers. These people will eventually become leads and customers, so you want to ensure they feel comfortable with your business before asking for their commitment to your product.

Here are some essential reasons why you should have a pipeline generation in place:

1. Consistent revenue

Pipeline generation helps avoid the ups and downs of unpredictable lead generation methods, leading to a stable and predictable source of revenue. By understanding the sales process and optimizing it, pipeline generation can increase conversion rates, further contributing to consistent growth. This approach leads to a sustainable revenue source and helps businesses confidently plan for the future.

2. Better forecasting

Pipeline generation helps you predict what leads are likely to convert into customers, which allows you to forecast future revenue. By tracking the number of sales-ready leads in your pipeline over time, you can better understand how many prospects are likely to become buyers.

This gives businesses a clearer picture of their overall financial health and helps them make more accurate plans for growth.

3. Increased efficiency

Pipeline generation is a critical component of a sales process. It allows you to track how long prospects can move through each pipeline stage, which helps you identify bottlenecks and inefficiencies in your sales process.

This can lead to better strategic planning and the ability to adjust your strategy as necessary—without manually updating spreadsheets or reports every time something changes.

4. Increased transparency

Pipeline generation allows you to track the progress of each prospect through their journey. This helps you identify gaps in communication or when prospects may be falling off track. You can then use this data to understand better why prospects aren’t moving forward and adjust your strategy accordingly.

5. Better alignment between sales and marketing

Pipeline generation helps ensure better alignment between sales and marketing teams by clearly defining their roles and responsibilities and providing a shared understanding of the sales process.

This helps you better align your sales and marketing teams on the type of content that needs to be created and how it should be used.

Challenges in Pipeline Generation

While pipeline generation can help you more effectively generate sales leads, some challenges come with the territory. Here are the five most significant challenges you may face when using a pipeline generation system:

1. Creating a meaningful sales funnel

The first challenge is creating a meaningful sales funnel. While most companies create content and then use their marketing automation software to send it out to their target audience, this doesn’t always result in leads for your sales team.

Instead, you need to create content that supports each stage of the buying process and helps readers move through it towards making a purchase decision on your product or service. Here’s an example of how you can create content for different stages of the buyer’s journey,

2. Aligning sales and marketing

Aligning a sales and marketing team’s goals throughout an organization can be difficult, mainly when the company is large.

Without an understanding of what drives qualified leads and opportunities, the marketing team cannot tailor its efforts to reach a similar audience. The same goes for the sales team. If the sales team can't track where leads are coming from, they might be missing out on opportunities to personalize their pitch and convert more customers.

3. Lead nurturing

Lead nurturing is engaging with a prospect to help them reach a point where they are ready to buy. It can include everything from newsletters and emails to sending out informative content that builds trust with those potential customers.

Lead nurturing is all about communicating with your prospects in a way that makes them feel like they know you while also providing them with helpful information that keeps their interest at peak levels.

But properly nurturing leads through the sales process can be time-consuming and requires a deep understanding of customer behavior and preferences.

4. Lack of proper tools

Many companies don’t have the proper tools to help them with their lead nurturing efforts. For example, they might not have a CRM system that allows them to store information about their prospects and customers, or they might be using clunky software that doesn’t allow them to quickly create the types of content they need.

That's why companies need to invest in the right lead-nurturing tools that will help them better manage their efforts.

5. Adapting to changing market conditions

Pipeline generation requires ongoing adaptation and refinement to accommodate changing market conditions, such as changes in consumer behavior or new competitors entering the market.

If your business is competitive, it’s essential to stay ahead of the curve by continually testing and refining your lead nurturing process. This can include changing how often you send emails or which types of content are most effective at attracting new customers.

Steps to Create a Winning Pipeline Generation Strategy

The key to generating a steady flow of qualified leads is to create a pipeline generation strategy that builds upon the one you used for lead nurturing. Here are some steps you can take to implement this strategy:

1. Identify your ideal customer profile

Before generating leads, it’s essential to know exactly who you want them from. This will help ensure that your marketing efforts reach the right people at all stages in the buying process.

You can begin this by creating a buyer persona. A buyer persona is a fictional character that represents your ideal customer. It could be a single individual or group with similar characteristics and behaviors. You can use this persona to help you create content and messaging that resonates with your target audience and define your buyer personas’ journey through the sales funnel.

2. Create an effective content strategy

A whopping 80% of B2B businesses generate leads through content marketing. This proves why content is more important for your pipeline generation. It’s a way for you to connect with your customers, build trust, and educate them about the value of your product or service.

To do this effectively, you need to have an in-depth understanding of your target audience and what they want from their experience with you.

This will help ensure that your content aligns with their goals and needs so they can readily find it when searching for information related to what they’re looking for.

3. Align your sales and marketing teams

Sales and marketing teams are both responsible for generating leads, but they often have different goals and objectives. This can lead to miscommunication, making it difficult for either team to succeed in their role.

To align your sales and marketing teams, ensure they’re on the same page regarding your business goals and how they can help each other succeed. This will ensure that your sales team generates leads that align with what your marketing team needs, so they can easily pass through the pipeline and result in sales.

4. Invest in tools that help to fill your pipeline

Many businesses rely on a simple email drip campaign to generate leads. While this is fine for some, it’s not enough to fill your pipeline and grow revenue fast, especially in this competitive B2B space.

If you want to expand your reach and scale faster, invest in tools that will help you automate the process of generating leads and connecting with prospects.

For example, you can use Storylane to create and embed interactive product demos on your website for lead generation. When the user wants to access the demo, they will be asked to provide their email address. This way, you can fill your pipeline with product-qualified leads and increase your revenue faster.

This is because you’ll be able to focus on closing deals with those who are ready for a conversation instead of spending time searching for new prospects.

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5. Establish a lead nurturing system

Lead generation is part of the process, but if you fail to educate them throughout your pipelines, even the hot leads will grow cold. This is why you need to establish a lead nurturing system that will help you keep your prospects engaged until they are ready to buy.

The best way to do this is by creating an automated email sequence that educates potential buyers on the benefits of working with your company and offers them resources they can use to learn more about your services.

As you nurture your lead, you will also build their trust. Once they reach a certain point in the buying process, they will feel more confident about working with your company.

6. Optimize your website for lead generation to fill your pipeline

Most of your marketing efforts focus on driving visits to your website. Though you can optimize everything, you can't expect leads to flow in until you show the transformation by using your product.

This is where the role of interactive product demos comes in. A product demo is like a sales assistant who shows you how to use the product. It helps your customers understand why they need the solution and what it can do for them. This way, you can build your pipeline with product-qualified leads who are more likely to convert. With Storylane, you can create interactive product demos in minutes. With our drag-and-drop builder, you can easily create a walkthrough highlighting your product's key features and benefits.

Check out Storylane's interactive demo👇

Target your hottest prospects with Storylane's interactive demos

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An example is Ignition. They used interactive product demos on their home page to educate the value of their product and the problems it could solve for their customers. It's a great way to showcase your product without being salesy.

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This approach helped them to grow their conversion rate by 20%.

7. Use paid marketing to get traction

Paid marketing is one of the best ways to get traction and attract new customers. You can use paid marketing to generate awareness, build brand authority, generate leads, and drive traffic to your website or sales page.

For example, you can use paid ads on Google Search, Facebook Ads, or LinkedIn Ads. The key is knowing what works for your business and testing different variations using split testing tools.

8. Measure, iterate, and optimize

The most important thing to do is to measure, iterate and optimize. You need to know which marketing channels are working for you and which ones aren’t. Then, use that data to decide how much time and money you should spend on different channels.

For example, cut back on your spending if you’re spending a lot of money on Facebook Ads and not getting any conversions. If you’re spending very little on Facebook Ads but getting lots of leads or sales from Google Search, increase your budget for that channel.

Check out: Guide to sales pipeline management

How Can Storylane Help?

Your pipeline will be solid only if you fill the pipeline with product-qualified leads, as these leads know the features and benefits you bring to the table. One way to do this is an interactive product demo.

With Storylane, you can create a demo for your product that shows how it works and customize it to fit the needs of your audience. You can also personalize the demo using Storylane’s drag-and-drop interface and auto-personalization features.

Experience Storylane personalisation features yourself 👇

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This helps you automate the process without losing personalization. You can use the demo from your website to email campaigns to get in front of the prospects who matter who can invest in your product. Moreover, with real-time analytics and Slack notifications, you can track how your prospects interact with your demo. This helps you customize your sales pitch and increase the chance of closing the deal.

Another advantage of using Storylane is that you can enable your sales team better with the product knowledge that they need to close more deals. You can create multiple demos for each use case and help your sales team to better understand your product. When they have a good understanding of your product, they can handle objections well and push the prospect close to closing the deal.

Want to know more about building a solid pipeline that helps you capture, nurture and convert leads? Schedule a free demo with us, and we will show you how.

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Research

July 3, 2026

6 min read

68,000 deals, 3 findings: Measuring the ROI of interactive demos

This report analyzes ~68,000 deals (~50,000 of them closed) across 20+ anonymized B2B SaaS pipelines to measure what interactive demos actually do for pipeline metrics..

Ranga Kaliyur

This report analyzes ~68,000 deals (~50,000 of them closed) across 20+ anonymized B2B SaaS pipelines to measure what interactive demos actually do to pipeline metrics. Most demo benchmarks stop at engagement rates and time on page. I wanted the part that matters: do deals where buyers use a demo do better than deals where they don't?

My approach is simple. Using aggregated, anonymized Deal Intelligence data, I connected demo activity to real CRM outcomes, then compared deals with Storylane demos against deals without, inside each pipeline.

In summary

When buyers use an interactive demo, deals tend to...

Win 20% more often (38% vs 46% win rate), and it climbs the more they engage.
Reach 60% more of the buying committee (more stakeholders on the deal).
Land 2.75x bigger specifically in enterprise motions (flat in SMB and mid-market).

Methodology

Using Storylane's Deal Intelligence, I connected demo engagement to CRM deal records (HubSpot and Salesforce) across 20+ anonymized pipelines: ~68,000 deals, nearly 50,000 closed.
For each deal, I compared two groups: buyers who engaged with a demo (at least one demo session tied to the deal) and buyers who didn't. I measured win rate, deal size, and number of stakeholders.
I report the median within each pipeline, then across pipelines, so a handful of large accounts don't skew the average (Simpson’s Paradox). The findings come from the 20 pipelines where the demo-to-deal link was clean enough to compare.

One caveat worth stating up front: this is a pattern, not proof of causation. Reps demo the deals worth demoing, so demo use partly reflects deal quality. Read these as strong, repeatable signals.

1. Conversion Lift: Buyers that engage with interactive demos close 20% more often

This is the big one: deals where the buyer engaged with an interactive demo won 46% of the time, versus 38% for deals with no demo (about 20% more often), and it held in 14 of 20 pipelines analyzed.

The most interesting part is that the impact compounds with every session. The more a buyer returned to the demo, the higher the win rate. In our own pipeline the climb was steady: 87% (no demo) → 90% (1 session) → 91% (2–3) → 96% (4+ sessions).

Across the dataset, deals with 4+ sessions won more often than zero-session deals in 71% of pipelines analyzed. A single view nudges the odds; repeat engagement moves them.

The logic is intuitive: a buyer who keeps coming back to a demo is a buyer building conviction. A static page can tell someone your product is good; a demo lets them prove it to themselves, and repeat visits usually mean they're selling it internally too.

🥡 Takeaway: Treat repeat demo use as a buying signal. When an account keeps coming back, get Sales in early.

2. Stakeholder Reach: Demos bring 60% more people into the deal

Deals with an interactive demo carried about 60% more stakeholders: a median of 1.6 contacts per deal vs 1.0 without, and more stakeholders in 15 of 17 pipelines. The gap was widest in enterprise pipelines, where one averaged 4.6 stakeholders per interactive demo-influenced deal vs 2.7 without, and another 5.2 vs 3.8.

Here's why it matters: B2B software isn't bought by one person anymore, it's bought by a committee. A demo is the rare sales asset that's easy to forward and relevant across functions, so it travels. One champion shares it, and suddenly the economic buyer, a security reviewer, and two end users have all seen the product for themselves. Deals that reach more of the committee are the deals that close.

🥡 Takeaway: Multi-thread on purpose. Send shareable, role-specific demos so the whole committee sees the product firsthand, not just your champion's secondhand pitch.

3. ACV Lift: In enterprise, deals with a demo are 2.75x bigger

Demos don't inflate every deal, and that's the honest part. The deal-size effect depends entirely on who you sell to.

Enterprise motions (large, complex, multi-team deals like GRC/compliance and enterprise healthcare): deals with a demo were 2.75x bigger at the median, and larger in 4 of 5 such pipelines. In one, median deal size went from roughly $16k without a demo to $127k with one; in another, from about $170k to $468k.
SMB and mid-market: no size difference. Demos there still won more deals and reached more people, they just didn't make deals bigger.

This tracks with how big deals actually get done. The larger and more complex the purchase, the more people and the more scrutiny involved, and the more room a demo has to do the explaining across stakeholders, functions, and weeks of evaluation. In a quick self-serve motion there's simply less for it to move.

🥡 Takeaway: if you sell enterprise, use demos as a late-stage lever, not just a top-of-funnel asset. That's where they move deal size.

How to read this report

The honest question is cause versus correlation. Demos land on the deals worth demoing, so some of this reflects deal quality alongside demo impact. To me that's what makes it worth taking seriously: across dozens of independent pipelines, the same three patterns keep showing up next to the deals that win, spread, and grow.

A few caveats. This is a first look at a subset of pipelines, deal values span multiple currencies, and a handful of accounts run against each trend. I've held an industry-by-industry breakdown for the next version, once there's enough data per vertical to say something solid.

What's next

A larger, cleaner dataset and a proper apples-to-apples comparison of similar deals with and without a demo, to turn these patterns into measurable lift, with industry and company-size cuts.

Guides

June 29, 2026

6 min read

Five ways B2B teams are using interactive demos that nobody talks about

What a conference booth in London, an EHR rollout for a differently-abled community, and a fintech triage system have in common — and what it tells us about where demo automation is actually going.

Ranga Kaliyur

What a conference booth in London, an EHR rollout for a differently-abled community, and a fintech triage system have in common — and what it tells us about where demo automation is actually going.

The standard demo automation playbook is predictable: marketing website tour, sales leave-behind, email nurture embed. That is what most companies start with.

But spend time in actual customer conversations and you see something different: teams using demos to solve problems the standard playbook never imagined.

This week, we reviewed a working session with an engineer at a large cloud computing company preparing for a technology summit in London. Her problem: she needed a product demo to play on a loop at her conference booth (no clicks, no one to navigate it, just a screen running in the background while conversations happened around it.)

Nobody markets demo automation as a conference booth tool. But that's exactly what she needed it for. And it wasn't the only unexpected use case this week.

1. Trade show and conference booth displays

The conference loop use case has specific requirements: autoplay enabled, 4-6 second transitions on title cards and pause slides, video clips set to 1.5-2x playback speed for longer recordings, and the entire thing downloaded onto the device. Conference WiFi is unreliable. You need the offline version ready before you walk in the door.

The structural formula that worked: technology stack slide (static) -> 4-second pause slide (blank) -> demo 1 with title card framing the problem ("Can I detect performance issues before they cause outages?") -> demo 2 -> repeat on loop. The problem-framing title cards are what make this work at a booth — a passerby reads a question they recognize and stops.

2. Staff onboarding for organizations with diverse accessibility requirements

A director of organizational performance at a nonprofit came to us mid-EHR transition. Her organization (200-plus staff, statewide) was moving to a new electronic health records platform and needed tutorials for everyone from clinicians to program administrators. Complicating factor: their staff includes a deaf and hard-of-hearing community.

Her requirements were specific: self-paced clicking rather than auto-advancing video, AI voiceover as an optional layer, and demos organized by function and embedded in SharePoint so staff could browse by department and role.

The training-center use case of interactive demos replacing annotated PDFs is not new. The accessibility angle is. When a demo is self-paced, the viewer controls the speed versus video. That's a meaningful accommodation for populations that need more time, and it requires zero additional effort from the team building the content.

3. Multi-system integration demos

"We get asked all the time: what do these integrations actually look like?" said a co-founder at an early-stage health tech company. They had been answering that question in live demos, switching between systems in real-time and hoping nothing broke.

What they discovered: you can capture from multiple platforms in a single demo session. Finish recording in system one, click "add to existing demo," then capture from system two. The viewer moves between platforms seamlessly — without any live switching, without any risk of a broken environment.

Live integration demos are high-risk, tedious (from a data management pov) and unrepeatable. Captured integration demos are neither. For a company whose primary sales objection is "show me exactly how the integration works," this is not a minor workflow change; it's a competitive differentiator.

4.Inside sales automation for long-tail accounts

An inside sales leader at a fintech company described a problem his team lives with daily: they manage accounts "where we're seeing very less revenue and more effort going from an account manager's point of view." His team's solution was a self-serve portal paired with interactive demos that replace human demos entirely for lower-priority accounts. Reps focus on the accounts with revenue potential; the demo handles the education and qualification for everyone else.

He had used this approach at a previous company and was replicating it here. The key insight: he was not evaluating demo automation as a way to improve existing demos; He was using it as a triage mechanism for a coverage problem. Interactive demos let you maintain a presence in accounts that don't justify a rep's time. That's a fundamentally different value proposition than "make your demos better," and it's one that VP of Sales audiences will understand immediately.

5. Localized demos for non-English-speaking markets

An inside sales team at a fintech company with a large India-based sales operation had one specific question: how many languages does the AI voiceover support? The answer, over 30, prompted an immediate workflow: build the demo once in English, then translate and duplicate into regional languages.

In markets where English-language demos create friction in the sales process, this is not a nice-to-have. It is a conversion rate issue. Prospects engage more deeply with content in their first language. The ability to generate a localized demo without re-recording or hiring a voice actor changes the economics of localization for inside sales teams that are already stretched thin.

Research

June 29, 2026

6 min read

Interactive demos vs. product videos: why revenue teams are switching over

Should you use interactive demos or product videos for sales? Compare creation time, maintenance, personalization, and analytics to decide.

Ranga Kaliyur

When sharing async product demos, sales teams have traditionally reached for a couple of options: quick and dirty screen recordings (think Loom, Vidyard, etc.) and high-end video productions (think Camtasia, Consensus, etc.). While there’s a time and place for both; AEs, SEs, and PMMs are increasingly adopting a third format — interactive demos — as a “better than both worlds” alternative. Here's why:

Interactive Demos vs Video: Feature Comparison
Compare	Interactive demos (Storylane)	Screen recordings (Loom, Vidyard)	Video productions (Camtasia, Consensus)
Time to create	✅ Fast, capture and creation often completed in minutes	✅ Fast but requires narration, timing, retakes, etc.	❌ Slow, can take weeks to script, shoot, and edit
Editing	✅ Self-serve, easy: replace screens, tweak text, reorder steps; no re-recording	❌ Limited scope: re-recording, trimming, stitching clips, fixing audio	❌ Technical dependency: needs expertise in pro editing software
Polish and branding	✅ Professional, consistent themes built-in; no editing software needed	❌ Low production value. Harder to maintain consistency; requires design/video tools	✅ Cinematic quality but requires video editing expertise
Publishing	✅ One-click publish; instantly updates everywhere	❌ Requires re-uploading and re-sharing new versions	❌ Requires re-uploading and re-sharing new versions
Maintenance & Updates	✅ Replace screens and content in minutes, auto-update instantly	❌ Requires re-recording entire sections/full-video	❌ Requires re-producing entire sections/full-video
Personalization	✅ Personalize at scale with dynamic tokens	❌ Hard to scale: Requires re-recording	❌ Impossible to scale: Requires re-production
Analytics	✅ Granular: Track views, interests, completion, and time-spent per step	❌ Limited to views, no actionable analytics or Opinions	❌ Limited to views, no actionable analytics or Opinions
Buyer experience	✅ Interactive, two-way experience	❌ Passive, one-way experience	❌ Passive, one-way experience
Ideal for…	Across the board	Ad-hoc touches, quick Q&A	Top-of-funnel brand awareness campaigns

Why revenue teams are adopting interactive demos

Since our inception, we've noticed revenue teams of all sizes, from early-stage startups to Fortune 500 enterprises, switch over from videos to interactive demos. Here are the most common reasons we hear from customers.

Reason #1 - Speed without sacrificing quality

Screen recordings are quick and easy to produce but lack the polish and quality needed for high-value deals. On the other hand, producing polished video demos means days of planning, hours of environment prep, multiple recording attempts, and extensive editing. Interactive demos eliminate this friction entirely, especially now with AI, to instantly generate product-specific content (Guides, voiceovers, etc) from captured screens — no need for multiple takes.

"Video is really strong at capturing people's attention and welcoming them into your story. But the thing that video can't do is provide a “click-through experience” allowing users to actually get their hands on the product — to feel it, to see it, to understand what the actual day in and day out of working with your tool is going to be like. Especially with its AI and automation, Storylane allowed us to build demos in such a quick amount of time."
- Michael DeMarco, PMM, Phenom

Reason #2 - Asset maintenance and scalability

Traditional videos are like baked cakes — once ingredients (product screens, click path, narrative) are combined into a video, it’s difficult to swap individual components. When your product UI changes six months from now, you face full reproduction from scratch.

Interactive demos keep these elements separate. Update a screen in minutes without touching the narrative. Adjust messaging without re-recording. Reorder workflows without starting over. This durability enables demos to stay current as your product evolves.

Further, creating persona-specific, industry-tailored, or localized video content means producing multiple versions of each asset — a multiplication problem that quickly becomes unmanageable. Storylane's AI editor recontextualizes entire demos for different personas or industries in seconds. Dynamic tokens automatically swap prospect information without creating separate versions. One base demo adapts to dozens of scenarios without manual overhead.

Reason #3 - Modern buying preferences

Interactive demos respect buyer time by letting them jump to relevant sections, skip familiar concepts, and control their pace. Video forces a fixed timeline — even if viewers only care about one feature, they must scrub through the entire recording to find it. This level of control and self-serve flexibility reflects the preference of modern buyers, who'd rather click around a product tour for themselves than rely on a passive, one-way video.

"Nobody wants to watch a 5-minute video anymore. So my team sends a Storylane demo and the prospect sees the demo in 5 clicks."
- Jon Dolan, Sales Director, Cognism

The difference in analytics is equally striking. Video platforms show watch time and opens. Interactive demos reveal which features prospects explored, where they spent time, which stakeholders engaged, and where they dropped off. These step-level Opinions enable targeted follow-up conversations that video simply can't support.

An Expert Guide to Pipeline Generation Strategy (Updated)

What is Pipeline Generation?

Significant Differences Between Pipeline Generation and Lead Generation

Importance of Pipeline Generation

1. Consistent revenue

2. Better forecasting

3. Increased efficiency

4. Increased transparency

5. Better alignment between sales and marketing

Challenges in Pipeline Generation

1. Creating a meaningful sales funnel

2. Aligning sales and marketing

3. Lead nurturing

4. Lack of proper tools

5. Adapting to changing market conditions

Steps to Create a Winning Pipeline Generation Strategy

1. Identify your ideal customer profile

2. Create an effective content strategy

3. Align your sales and marketing teams

4. Invest in tools that help to fill your pipeline

5. Establish a lead nurturing system

6. Optimize your website for lead generation to fill your pipeline

7. Use paid marketing to get traction

8. Measure, iterate, and optimize

How Can Storylane Help?

Related Reading

Killer demos for every stage

Related Articles

68,000 deals, 3 findings: Measuring the ROI of interactive demos

In summary

Methodology

1. Conversion Lift: Buyers that engage with interactive demos close 20% more often

2. Stakeholder Reach: Demos bring 60% more people into the deal

3. ACV Lift: In enterprise, deals with a demo are 2.75x bigger

How to read this report

What's next

Five ways B2B teams are using interactive demos that nobody talks about

1. Trade show and conference booth displays

2. Staff onboarding for organizations with diverse accessibility requirements

3. Multi-system integration demos

4.Inside sales automation for long-tail accounts

5. Localized demos for non-English-speaking markets

Interactive demos vs. product videos: why revenue teams are switching over

Why revenue teams are adopting interactive demos

Reason #1 - Speed without sacrificing quality

Reason #2 - Asset maintenance and scalability

Reason #3 - Modern buying preferences

Make buying easy with Storylane