How Valley uses Valley
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Saniya Sood
Pipeline? Not a Challenge
The biggest benefit of building a sales automation tool is that pipeline is never a challenge for us - but something else is.
In the past 6 days, Valley alone has booked us 41 demos and we don't even have a single SDR in our team. I'll quickly tell you how I run this operation, and then as a result, the challenges we face.
The simple checklist is this:
We have two account managers who manage Valley.
• One is responsible for keeping all the campaigns fed and ensuring that all the LinkedIn accounts of team members are connected to the tool at all times.
• And the other is responsible for making sure that every prospect is responded to within 10 minutes.
We build our list from two to three channels:
1. Sales Navigator export. We always ensure that they have posted within the last 30 days because only those leads are active.
1. People who have engaged with my content or viewed my profile on Linkedin.
2. Lists built using Exa websites.
3. Scraping posts by popular thought leaders and competitors.
Most users have to worry about enriching all their contact details via a waterfall enrichment and then spending time putting them into complex CRM systems with formulas to qualify each lead to score them. We don't do any of it.
Step 1: We just upload them to Valley, and Valley marks every lead as a high fit, medium fit, or a low fit.
Step 2: We delete every low-fit and medium-fit, and only keep high-fit individuals.
Step 3: We follow up with every lead, which values automatically does that for us. We have a few one-pagers and Loom videos to answer basic questions about the product.
Step 4: I just track all of this data, put it into ChatGPT, and it tells me what types of campaigns are performing best and which types of audiences we're getting the most amount of meetings from. That decides what our next list is going to be.
The result is in the image you see below, this is the calendar of Valley's founding AE Alex. Founder's calendar looks similar.
Problems we face:
• We're generally not that great at setting up sales systems and processes. That means our follow-ups are not on time, and no-show rates sometimes become a huge problem.
• We are sub-par at setting up our CRM and tracking a bunch of these metrics including attribution of where a lead came from.
• So many sales calls reduce attention towards every prospect and hence reduce conversion rates.
We are trying to solve a lot of this by a bunch of Al agents and any time automations. Let me know if you have any advice.
Some other things we're doing:
Looking into tools like Revenue Hero and with Surface for better routing and qualification.
Have built an Al agent using n8n and ChatGPT that automatically qualifies every lead after researching their website and sends it on slack.
Have launched a new website that makes our positioning even more clear on exactly how we help.
I've created several circleback workflows that automatically calculate deal probability, source, and a review of every sales call and send it on our Slack channel.
Oh, and it you want your calendar to look like this, then just book a demo with Valley.
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