How to Use Valley for Competitor-Based Lead Generation
Table of contents
Try Valley
Make LinkedIn your Greatest Revenue Channel ↓
Saniya Sood
How Does Valley Identify Prospects Engaging With Competitor Content?
Your competitors invest heavily in LinkedIn content marketing, thought leadership, and brand building. Their posts generate engagement from prospects actively researching solutions in your category.
Valley captures this engagement and converts competitor attention into your pipeline.
Traditional competitive intelligence focuses on tracking competitor announcements, pricing, and features. Valley takes a different approach: identifying the prospects your competitors are attracting through content and engaging them before competitors convert that attention into deals.
The Competitor Content Opportunity: When someone engages with a competitor's LinkedIn post about solving a specific problem, they signal active interest in solutions within your category. They're not just passively aware of the challenge—they're actively researching approaches and evaluating vendors.
These in-market buyers represent your ideal prospects: problem-aware and solution-aware, actively evaluating options in your category, demonstrating LinkedIn engagement behavior that predicts response likelihood, and not yet committed to a specific vendor (or they wouldn't be researching content).
Valley systematically captures these prospects, qualifies them against your ICP, researches why they're interested in the topic, and initiates conversations that differentiate your approach from competitors they're considering.
► Book a demo and explore how Valley can support your use case
How to Set Up Competitor Post Scraping Campaigns in Valley?
Converting competitor content engagement into your pipeline requires systematic setup that identifies relevant competitor content and captures engagers effectively.
Step 1: Identify Competitor LinkedIn Accounts Create a list of direct competitors whose prospects align with your ICP: primary competitors (similar offerings to similar customers), secondary competitors (alternative approaches to same problems), and thought leaders competitors follow (industry influencers shaping market perspective).
Focus on competitors active on LinkedIn with consistent posting and engagement—inactive competitors won't drive sufficient prospect volume.
Step 2: Monitor Competitor Content for Relevant Topics Not all competitor content attracts your target prospects. Track posts covering:
Problem-focused content addressing specific challenges your solution solves Solution education posts explaining approaches to common issues Customer success stories and case study posts Product announcement and feature launch posts Industry trend analysis and market perspective posts
Posts with 50+ engagements from your target personas provide best prospect pools.
Step 3: Add Competitor Post URLs to Valley When you identify high-engagement competitor posts on relevant topics, copy the LinkedIn post URL and add it to Valley's campaign creation interface under "LinkedIn Posts URL" source.
Valley automatically scrapes all engagement (likes, comments, shares) from those posts.
Step 4: Configure ICP Filters Competitor posts often attract mixed audiences including customers, partners, job seekers, and irrelevant industries. Configure strict ICP filters:
Target job titles and seniority levels Company size ranges that match your sweet spot Industry and vertical focus Geographic requirements Exclude obvious competitor employees and customers
Valley automatically filters out engagers who don't meet criteria.
Step 5: Create Differentiated Messaging Your outreach should acknowledge competitor engagement while positioning your differentiated approach:
"I saw you engaged with [Competitor]'s post about [topic]. We take a different approach that [differentiation] rather than [competitor's approach]. Worth exploring?"
Valley's AI generates these differentiated messages automatically, but provide competitor positioning guidelines:
Key differentiators vs. each competitor Why certain customers choose you over them What gaps exist in competitor approaches How you solve problems their approach misses
Step 6: Enable Continuous Monitoring or One-Time Scraping Decide whether Valley should:
Monitor competitor accounts continuously, capturing new posts and engagement automatically One-time scrape specific posts you manually identify
Continuous monitoring works well for very active competitors. One-time scraping suits occasional high-engagement posts.
How Does Valley Research and Personalize Competitor-Based Outreach?
Generic acknowledgment that someone engaged with competitor content wastes the opportunity these signals provide. Valley researches why prospects care about the topic and personalizes accordingly.
Topic Analysis: Valley analyzes the competitor post content to understand what attracted engagement:
What problem or challenge does the post address? What solution approach does the competitor advocate? What outcomes or benefits do they emphasize? What objections or concerns do they acknowledge?
This analysis reveals prospect pain points and solution priorities.
Engagement Type Assessment: Valley differentiates engagement quality:
Comments indicate active interest and often reveal specific concerns Shares suggest strong agreement or desire to spread the idea Multiple engagements (like + comment + share) signal highest interest Likes alone represent passive acknowledgment with lower intent
Higher-quality engagement receives more personalized messaging.
Prospect Research Integration: Valley combines competitor engagement with comprehensive prospect research:
Role-based challenges (what problems does their job typically face?) Company context (recent growth, funding, initiatives creating need?) Technology stack (what tools are they using that you integrate with or replace?) Industry trends (market forces affecting their business?)
This research enables messaging beyond "I saw you liked [Competitor]'s post."
Differentiation Positioning: Valley references the competitor's approach and positions your difference:
"I noticed you engaged with [Competitor]'s post about [their approach to problem]. We help companies achieve [similar outcome] but through [your different approach], which [specific advantage]. Worth comparing?"
Differentiation should be specific and concrete, not vague superiority claims.
Multi-Signal Correlation: When prospects engage with competitor content AND show other signals (viewed your profile, visited your website, engaged with your posts), Valley acknowledges the full pattern:
"I saw you engaged with [Competitor]'s content on [topic] and also checked out our approach on our website this week. Clearly you're evaluating different options. Want to see how we're differentiated?"
This comprehensive acknowledgment demonstrates attention while highlighting their active evaluation.
How to Prioritize Competitor-Engaged Prospects?
Not all competitor engagers deserve equal attention. Valley prioritizes based on engagement quality, ICP fit, and competitive positioning strength.
Engagement Strength Scoring: Comment on competitor post: High priority (9/10) - thoughtful engagement Share of competitor post: Very high priority (9/10) - endorsement Multiple engagements over time: Highest priority (10/10) - sustained interest Single like: Low-medium priority (5/10) - passive acknowledgment
ICP Fit Multiplication: Perfect ICP match × high engagement = Top tier immediate outreach Strong ICP match × medium engagement = Automated personalized campaign Partial ICP match × low engagement = Nurture sequence
Competitive Displacement Opportunity: Valley identifies high-opportunity displacement scenarios:
Competitor's approach has known limitations your solution addresses Prospect's specific situation better fits your offering than competitor's Competitor is weak in prospect's industry/use case where you're strong Pricing models favor you for this customer segment
These scenarios receive elevated priority regardless of engagement level.
Engagement Recency: Engagement in past 48 hours: Highest priority (1.5x score) Engagement in past 7 days: High priority (1.0x score) Engagement in past 30 days: Medium priority (0.75x score)
Fresh engagement indicates active evaluation—prioritize speed-to-contact.
Multi-Competitor Research Pattern: Prospects engaging with multiple competitors' content signal active evaluation:
Engaged with 2-3 competitors: Very high priority (clearly shopping) Engaged with 4+ competitors: Highest priority (comprehensive evaluation)
These prospects are likely creating vendor shortlists—get in early.
Trigger Event Enhancement: If competitor engagers work at companies with recent trigger events (funding, executive hire, expansion), they get additional priority because the trigger + competitor research suggests imminent purchasing decision.
► Check Out More of Valley's Incredible Outreach: A compilation of real time messages and responses!
What Differentiation Strategies Work Best in Competitor Displacement?
Converting competitor-engaged prospects requires clear differentiation that resonates with their specific situation. Valley enables multiple displacement approaches.
Feature Gap Positioning: Identify capabilities you offer that competitors lack:
"I noticed you engaged with [Competitor]'s post. One thing they don't address is [missing capability] which becomes critical when [scenario]. We built [your feature] specifically for that. Want to see how it works?"
This works when competitor gaps are well-known in the market.
Approach Differentiation: Many tools solve the same problem differently. Highlight philosophical differences:
"[Competitor] focuses on [their approach]. We take a different path: [your approach]. The practical difference is [specific outcome]. Depending on [prospect's situation], one might fit better than the other. Worth exploring?"
This consultative positioning invites comparison rather than claiming superiority.
Segment Specialization: If you serve specific segments better than generalist competitors:
"I saw you looking at [Competitor]'s approach. They're strong for [other segment], but teams in [prospect's segment] often find our [specialized feature] delivers better results because [specific reason]. Worth seeing the difference?"
Integration and Ecosystem: If your tool integrates better with their existing stack:
"I noticed your interest in [Competitor]'s solution. One consideration: we integrate natively with [tools in their stack] which [Competitor] doesn't support. That difference becomes important when [workflow scenario]. Want to see how the integration works?"
Pricing Model Advantage: If your pricing benefits their specific situation:
"[Competitor] is a solid option. One thing to consider: their pricing scales by [metric] while ours scales by [different metric]. For companies like [prospect's company size/situation], our model typically works out [X]% more cost-effective. Worth comparing?"
Customer Success Proof: Reference customers who switched from the competitor they're researching:
"I saw your interest in [Competitor]. We actually have several customers who switched from them to us—[Customer Name] in your industry saw [specific improvement]. Want to hear their story?"
Speed/Time-to-Value: If you deliver value faster:
"[Competitor] is comprehensive but typically requires [lengthy implementation]. We help teams get live in [shorter timeframe] which matters when [urgency scenario]. Given [prospect's situation], speed might be valuable. Want to see how we accelerate this?"
Valley's AI applies these differentiation strategies based on competitor positioning data you provide and prospect-specific context from research.
How to Track Competitive Displacement Results in Valley?
Understanding which competitor-sourced prospects convert helps refine targeting and messaging strategy.
Competitor Attribution: Valley tracks which competitor's content generated each prospect:
Prospects from Competitor A content Prospects from Competitor B content Prospects from industry thought leaders
This attribution reveals which competitors attract your best prospects and which generate low-quality engagement.
Conversion Metrics by Competitor Source: Track performance by competitor content origin:
Response rates from each competitor's audience Meeting booking rates Deal close rates Win rates in competitive evaluations
If Competitor A's content attracts prospects who convert well while Competitor B's audience doesn't respond, focus more monitoring on Competitor A.
Messaging Effectiveness Analysis: Test different differentiation approaches:
Feature gap messaging response rates Approach differentiation response rates Segment specialization response rates Pricing model response rates
Double down on positioning that resonates with competitor-engaged prospects.
Time-to-Conversion Tracking: Measure how quickly competitor-engaged prospects convert compared to other sources:
Average days from engagement scrape to first message Average days from first message to response Average days from response to meeting Total time from scrape to closed deal
Competitor-sourced prospects often convert faster because they're already problem-aware and solution-aware.
Content Topic Performance: Identify which competitor content topics generate best prospects:
Posts about specific features/capabilities Posts about industry challenges Posts about customer success stories Posts about company announcements
This intelligence guides which competitor posts to monitor most closely.
Systematic competitive intelligence through Valley transforms competitor content marketing into your lead source, capturing the prospects they educate before they convert them into customers.
► Btw, check Valley Warm Outbound Launch Video which we spent way too much money on.
VALLEY MAGIC
