Turn siloed efforts into a unified, high‑output pipeline machine
When demand generation lives in separate functions—marketing chases MQLs, SDRs dial cold lists, AEs mine their own networks—the result is overlap, gaps, and finger‑pointing.
A team‑based lead‑generation POD flips that script: everyone who can influence pipeline sits in one virtual squad, owns one shared number, and wins (or misses) together.
Sales led, owned by everyone
1. One pipeline, three coordinated motions
- Marketing‑driven inbound – Corporate campaigns, partner events, and product launches create air cover and surface high‑intent hand‑raisers.
- Marketing outbound / ABM – Target‑account programs warm up buying committees before sales ever reaches out.
- Sales POD outbound – AEs, SEs, and SDRs orchestrate multi‑thread prospecting, backed by alliance and regional marketing managers who open doors and supply context.
Running these streams in isolation feels productive; syncing them inside a POD compounds their impact and removes blind spots.
2. Weekly “all‑brains‑on‑deck” workshops
Block one hour every week where AEs, SDRs, SEs, CSMs, marketers, and a sponsoring exec dissect a short list of target accounts. Each person brings:
- Account history and firmographic research
- Contact‑level engagement data
- Industry trends and active pain points
- Product or partner angles that raise relevance
The outcome: a single prospecting plan with ten personalised outreach actions per account and clear owners for each task.
3. Make compensation reinforce collaboration
Nothing kills joint pipeline ownership faster than mis‑matched incentives. Audit who gets paid for what—from first meeting to renewal—and make sure:
- SDRs earn on sales‑qualified opportunities, not just meetings booked.
- AEs and SEs share upside on closed‑won deals sourced by the POD.
- Marketing and alliance teams have variable comp tied to revenue from their target‑account programs.
When every role sees a direct line between POD success and personal reward, “my lead vs. your lead” arguments disappear.
Ready to deploy PODs that fill the enterprise pipeline—consistently?
We help founders and revenue leaders design the structure, rituals, and incentive plans that turn scattered efforts into a reliable growth engine. Let’s build your team‑based lead‑generation model. Contact us to start the conversation.