Outbound Squad [Playbook] Steal this PipeGen framework: How we generated $70M+ in new pipeline every week
6 snips
Nov 4, 2025 Marcus Chan, Founder and CEO of Bentley Consulting and a former sales leader, reveals his secrets to generating over $70M in weekly pipeline. He shares his six-step PipeGen framework, emphasizing reverse-engineering activity targets and the importance of team accountability through live scoreboards. Chan discusses creating a focused environment with mandatory prospecting blocks and coaching alongside reps. He also highlights the significance of structured onboarding, hiring for coachability, and removing ambiguity in processes.
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From Struggling Rep To Scaling Leader
- Marcus started as a bad sales rep in a new outbound division and nearly got fired early on.
- He refined systems, earned promotions, and led a 110-person sales org doing $200M/year.
Make Goals Real With Sales Math
- Reverse-engineer targets from sales math to set meaningful activity goals.
- Translate company goals into individual weekly meeting targets so reps understand the why.
Manage Change By Recruiting Internal Champions
- When shifting motions, engage locker-room leaders and build rollout committees before announcing changes.
- Expect and plan for higher turnover; staff hiring buffers accordingly.
