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.

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).