Our Entire Team Generates Pipeline

What’s up, it’s Zayd.

We do something unique at Valley: Our entire team generates pipeline.

Design, ops, engineering, customer service - everyone - spends 30 minutes/day approving messages and reviewing responses.

It’s simple, but one of the most impactful things we’ve done to grow our outbound motion to where it’s at.

Now, around 40-50% of our booked meetings come via outbound.

Here’s how we set this up.

Forwarded this email? Get Enabled in your inbox each week.

Zayd’s Picks

My favorite finds of the week.

• Prevent time from killing deals (link)

• How to compete with $100b SaaS companies [a must read] (link)

• Top tools B2B companies use in 2024 (link)

• Best in class cold email with just 2 tools (link)

• Growth 101 (link)

• Consistently close sales in 30 min meetings (link)

• Navigate sales cycles in long enterprise deals (link)

Why Our Entire Team Functions as SDRs

As a sub-$20m ARR business, our main focus is generating pipeline, booking calls, closing deals, and growing revenue.

To do this, I knew we needed a strong outbound motion. But we only had 2 sellers and myself.

That’s just 3 LinkedIn accounts to work with - and I knew we needed more.

Hiring more SDRs would cost around $5k/mo though, and I didn’t want to spend that.

So I equipped everyone on the team with a Valley account.

How This Works

It’s pretty simple. Every single employee at Valley - whether they’re in design, operations, engineering, customer service, product, or sales - has a Valley account set up for them.

Then every day (as long as it doesn’t detract from doing their core role), they spend around 30 minutes approving messages and reviewing responses.

The messages get sent via their LinkedIn accounts. They ultimately approve what gets sent out.

But on the back-end, our sellers are the ones managing the entire thing.

They’re the ones uploading campaign lists, setting the limits, and handling responses.

It’s like having 18 SDRs, but it’s managed by 2 people.

Using this process, we’re getting roughly 40-50% of our booked meetings from outbound. And our engineering team has become our second-most successful cohort of accounts (insane).

Is This the Future of Outbound?

I didn’t have this clairvoyant vision like Oh, this is how outbound should be run!

I simply needed more sellers but didn’t want to spend $80k/mo on salaries for it. Equipping everyone on the team with Valley just made sense.

And a lot of companies are in a similar boat.

For larger companies with ~300 people, they’d be looking at $1.5m/mo if each one were an SDR (assuming $5k/mo SDR salary).

For 1/10 of the cost, you can turn each of those employees into - effectively - an SDR, but pay just a couple SDRs to oversee the outbound motion.

You’d have an army of 300 SDRs, all actively generating pipeline.

It’s a no-brainer - and where I think outbound is headed.

Instead of having hoards of SDR teams, I think we’re going to see a lot of 2-5 person teams managing all the other accounts.

How I Can Help

Let me book sales calls for you while you’re cooking dinner. Seriously.

I built Valley to be your automated SDR and empower AEs. Get started today and watch your calendar fill up with qualified leads.