Build pipeline

Outbound that gets replies, and inbound that compounds while you sleep.

What founders use for build pipeline, ranked by how many answers lean on it.

  1. Koomen took Optimizely to $100M ARR and breaks the enterprise funnel down for technical founders who find the pitch meeting... Y Combinator Startup Library Video · Talk Enterprise Sales for Founders Pete Koomen
  2. Podcast · ~85 min Building a world-class sales org Jason Lemkin
  3. Compares direct sales, channel and marketing-led entry for an Indian company going abroad, and makes the case that the US may... Inc42 Article · ~12 min read Indian SaaS And The Art Of Going From Local To Global Sandeep Chawda
  4. The practical companion to the openers research: talk to listen ratios, when in the day to dial, the collaborative language... Gong Article · long read Essential cold calling tips: 17 proven techniques for success Chris Orlob
  5. The clearest definition yet of the role that is quietly reshaping outbound teams, with how Intercom, Canva, Notion and Ramp... Clay Article · long read GTM Engineering: What It Is, How It Works, and How to Hire Mishti Sharma and Varun Anand
  6. The plainest definition of attract, engage, delight from the company that coined the term and built a public company on it.... HubSpot Article · short read What Is Inbound Marketing? HubSpot
  7. The reference explanation of all eight letters from the people who own the methodology, free to read. Use it as a deal... MEDDICC Article · long read MEDDIC / MEDDPICC Sales Methodology and Process MEDDICC
  8. The mistake is not the hire, it is stepping out of sales afterwards, which Lemkin reckons about two thirds of founders do and... SaaStr Article · short read The #1 Mistake I See Founders Make When They Hire Their First VP of Sales Jason Lemkin
  9. A first-hand account of moving from product-led growth to enterprise sales and the pricing changes that made the revenue work,... Prime Venture Partners Podcast Podcast · podcast episode Why Private Equity Paid $8.4 BILLION for Smartsheet Prime Venture Partners with Praerit Garg
  10. The reference account of India's biggest product-led company: a Chrome extension that reached 20 million developers with no... Forbes India Article · long read Emerging Indian SaaS Leaders: Postman's Abhinav Asthana, Ankit Sobti and Abhijit Kane Harichandan Arakali
  11. Uses the same frequency and importance graph as the pricing piece to work out which product behaviours to build growth around,... SeedToScale by Accel Article · long read Product-led Growth for SaaS Companies Dr. Ajay Sethi
  12. Actual job posting data instead of opinion: GTM posts down 15 percent, SDR posts down 21 percent, support down 37 percent,... Growth Unhinged Newsletter · 10 min read Who's actually hiring in GTM right now? AI companies are doubling SDR hiring Kyle Poyar
  13. The clearest single page on the boring setup nobody explains to a first-time sender: why you buy secondary domains, what SPF,... Unify Article · 15 min read Cold Email in 2026: Domains, Deliverability, Replies Austin Hughes
  14. Gmail is the judge, so read the judge's own rules rather than a blog's summary of them. This is where the 0.3 percent spam rate... Google Workspace Admin Help Article · 20 min read Email sender guidelines Google Workspace Admin Help
  15. Gives you a number to judge yourself against before you conclude the spam folder is the problem: 3.43 percent average reply... Instantly Report · 20 min read Cold Email Benchmark Report 2026: Reply Rates, Deliverability and Trends Instantly
  16. The mechanical walkthrough: search filters, what Sales Navigator adds over the free version, how to read a profile before you... HubSpot Article · 18 min read LinkedIn for Social Selling: How to Research, Prospect, & Sell on Platform Justina Thompson
  17. The readable version of the report above, with the 55 percent phone, 30 percent LinkedIn, 15 percent email activity ratio... Cognism Article · 14 min read 5 Steps to a Winning Outbound Strategy in 2026 Sam Gocher
  18. 231,818 cold emails scored for quality and then matched to reply rates, broken out by seniority and department. It is the best... Lavender Report · 20 min read The Cold Email Benchmark Report Will Allred
  19. A concrete pattern for what goes in touch two or three when you have already made your first point: show the gap between their... joshbraun.com Article · 6 min read Before & After Cold Emails Josh Braun
  20. Built on over a million executive sales cycles, and it answers the timing question specifically: win rates drop about 6 percent... Gong Article · 12 min read When (and how) to multi-thread when selling to executives Dan Morgese
  21. The number that makes the case in one line: winning deals carry around eight email contacts against three in losing deals. Read... Gong Article · 9 min read Building an army of champions: why it's essential to closing more deals Devin Reed
  22. Shows the specific places AI earns its keep in outbound (closed-lost re-engagement, champion job-change tracking,... Growth Unhinged Newsletter · 15 min read The best AI-native GTM plays you're not running Kyle Poyar and Brendan Short
  23. The counterweight to every AI SDR pitch deck, with the failure modes named and numbered: sender reputation collapse,... Digital Applied Article · 18 min read The Case Against AI SDRs: Contrarian Analysis 2026 Digital Applied
  24. A full walkthrough of the artefact you need before you hire rep three: the 30 day multi-channel sequence, the openers, the... 30 Minutes to President's Club Video · 60 min watch How to Build Your Outbound Process From Scratch Nick Cegelski and Armand Farrokh

Show the next 24

The questions

Outbound that works 16

Cold email, cold calls, LinkedIn, sequences and lists. How to start conversations with people who have never heard of you.

I have never sent a cold email in my life. Where do I even start? 4 → I am a founder in India and my buyers are in the US. How do I get a stranger twelve time zones away to reply? 4 → My cold calls die in the first ten seconds. What do I actually say when they pick up? 4 → How do I build a target list that is worth working instead of scraping ten thousand random companies? 4 → When do I hire SDRs, and how many AEs can one SDR feed? 4 → All 16 questions in Outbound that works →
Inbound, content and demand gen 16

Getting buyers to come to you. Content, SEO, community and the demand engine behind them.

Everyone says do content. What does inbound actually mean for a startup with no audience? 4 → I write blog posts and nothing happens. What am I doing wrong? 4 → How do I decide what to write about so it brings in buyers and not just traffic? 4 → Our product is self-serve. How do we get users without a sales team? 4 → How much of my pipeline should come from inbound versus outbound, and when do I add the second channel? 4 → All 16 questions in Inbound, content and demand gen →
eChai Partner Brands The partnership →