# Generating new pipeline

*Agentforce Sales Foundations Study Guide · Pipeline Management · Last updated October 16, 2026 · https://www.certifyforce.com/study-guide/agentforce-sales-foundations/pipeline-management/generating-new-pipeline*

How reps keep new opportunities entering the pipeline: steady prospecting, inbound and outbound sources, referrals, events and current customers, the roles that create pipeline, and why qualified prospects beat raw volume.

- Certification: Salesforce Agentforce Sales Foundations
- Exam section: Pipeline Management
- Study guide: https://www.certifyforce.com/study-guide/agentforce-sales-foundations

**Official exam objective:**

> Actively identify and generate new pipeline.

## What the exam expects

- Explain why a rep keeps prospecting every week, even when this quarter's late-stage deals already cover quota.
- Tell inbound from outbound prospecting and add outbound sources when one inbound channel dries up.
- Pick quality pipeline sources: referrals, online communities and social platforms, events with follow-up, and cross-sell or upsell in current accounts.
- Match pipeline work to the right role (account executive, business development rep, sales development rep) and to the right marketing program.
- Choose fewer, researched, qualified prospects over a higher call or email count.

Key terms:
- **Pipeline:** the total dollar value of all the deals a sales team is working on, tracked on opportunity records.
- **Prospecting:** finding and developing potential customers; it builds the pipeline.
- **Outbound prospecting:** reaching out to people who have not contacted you yet.
- **Inbound prospecting:** following up with people who already showed interest, such as website visitors or newsletter sign-ups.
- **Ideal customer profile:** the industry, company size, location and pain points of the customers you want, used to filter prospects.

## Key facts

| Fact | Detail | Source |
|---|---|---|
| Pipeline defined | Total dollar value of all deals the team is working, tracked on opportunity records | [Build Your Pipeline Engine](https://trailhead.salesforce.com/content/learn/modules/business-pipeline-quick-look/build-your-pipeline-engine) |
| Leading indicator | Pipeline is the number one leading indicator of ACV | [Build Your Pipeline Engine](https://trailhead.salesforce.com/content/learn/modules/business-pipeline-quick-look/build-your-pipeline-engine) |
| Outbound vs inbound | Outbound is cold outreach; inbound follows up on shown interest such as a newsletter sign-up | [Manage Your Sales Pipeline](https://trailhead.salesforce.com/content/learn/modules/sales-pipeline-basics/grow-your-sales-pipeline) |
| Healthy flow | New opportunities entering and won opportunities exiting | [Build a Healthy Sales Pipeline](https://trailhead.salesforce.com/content/learn/modules/sales-pipeline-basics/build-a-healthy-sales-pipeline) |
| Who creates pipeline at Salesforce | AEs more than half; BDRs about a quarter (outbound); SDRs qualify inbound | [Build Your Pipeline Engine](https://trailhead.salesforce.com/content/learn/modules/business-pipeline-quick-look/build-your-pipeline-engine) |
| Marketing's goal | Help sales drive high-quality pipeline | [Build Your Pipeline Engine](https://trailhead.salesforce.com/content/learn/modules/business-pipeline-quick-look/build-your-pipeline-engine) |
| Event measurement | Pipeline registered, pipe in room, incremental pipeline after the event | [Build Your Pipeline Engine](https://trailhead.salesforce.com/content/learn/modules/business-pipeline-quick-look/build-your-pipeline-engine) |
| Referral timing | Ask at the three-month check-in after a sale | [Learn About the Sales Process](https://trailhead.salesforce.com/content/learn/modules/build-a-sales-process/learn-about-the-sales-process) |
| Prospecting's goal | Attention and Interest: "Yes, I want to learn more" | [Learn About Strategic Prospecting](https://trailhead.salesforce.com/content/learn/modules/prospecting-strategies/explore-the-benefits-of-strategic-prospecting) |

## Check yourself

- Why should a rep keep prospecting when this quarter is already covered?
- What separates inbound from outbound prospecting?
- When is a good time to ask a new customer for a referral?
- Why can fewer leads produce more revenue than a bigger call list?

## Sources

- [Manage Your Sales Pipeline](https://trailhead.salesforce.com/content/learn/modules/sales-pipeline-basics/grow-your-sales-pipeline)
- [Build Your Pipeline Engine](https://trailhead.salesforce.com/content/learn/modules/business-pipeline-quick-look/build-your-pipeline-engine)
- [Learn About the Sales Process](https://trailhead.salesforce.com/content/learn/modules/build-a-sales-process/learn-about-the-sales-process)
- [Learn About Strategic Prospecting](https://trailhead.salesforce.com/content/learn/modules/prospecting-strategies/explore-the-benefits-of-strategic-prospecting)
- [Understand the Importance of Prospecting](https://trailhead.salesforce.com/content/learn/modules/prospecting-to-improve-sales/understand-importance-prospecting-th)
- [Build a Healthy Sales Pipeline](https://trailhead.salesforce.com/content/learn/modules/sales-pipeline-basics/build-a-healthy-sales-pipeline)
- [How to Supercharge Your Sales Velocity](https://www.salesforce.com/blog/sales/sales-velocity/)
- [Review Pipeline Management](https://trailhead.salesforce.com/content/learn/modules/cert-prep-salesforce-certified-sales-representative/review-pipeline-management)

## About the full unit

The "Core concepts", "Exam traps" and "Worked scenario" sections of this unit, its 6 linked practice questions, and unlimited timed mock exams are included with the Agentforce Sales Foundations pack (USD $19): https://www.certifyforce.com/practice-exams