How Shubh Built Valley's $1.5M monthly pipeline machine ( Full Breakdown)
Cold outbound is broken. Let's not pretend otherwise. The endless spray-and-pray emails, the single-digit reply rates, the constant fight for a sliver of attention—it's an exhausting, inefficient grind.
Cold outbound is broken. Let's not pretend otherwise. The endless spray-and-pray emails, the single-digit reply rates, the constant fight for a sliver of attention—it's an exhausting, inefficient grind. Meanwhile, paid advertising costs are soaring, gating content feels like a relic of the past, and founders and lean GTM teams are stretched thinner than ever.
But what if there was a different way? A way to fill your pipeline with genuinely interested, qualified leads without spending a fortune on ads or building a complex, brittle GTM stack?
There is. It's a system we call the Warm Outbound Engine, and it’s how we’ve been able to consistently add 10–20 qualified demos per month, generating a significant pipeline without any support from paid marketing. This isn't about reinventing the wheel; it's about being smarter, more intentional, and listening to the signals the market is already giving you.
The "Signal Blindness" Epidemic
The real problem isn't that your ICP is unreachable. It's that you're blind to their signals.
Every day, potential customers are interacting with you and your brand in ways that clearly signal their interest. They're viewing your LinkedIn profile, following your company page, engaging with your posts, and spending time on your website. These are not random acts; they are digital breadcrumbs leading directly to your next customer.
Ignoring these signals is like a retail store ignoring a customer who has been browsing the same aisle for 15 minutes. It’s a massive missed opportunity. The current hacks—generic Sales Navigator campaigns, robotic cadences, and delayed follow-ups—fail because they lack context and timeliness. They treat every prospect the same, regardless of their demonstrated intent.
The Orbit Strategy: From Outer Circle to Inner Sanctum
Before we dive into the engine itself, it's crucial to understand the foundational concept: the Orbit Strategy. Your goal is to pull your Ideal Customer Profile (ICP) into your gravitational pull. You do this by consistently publishing valuable content, sharing insights, and participating in relevant conversations on platforms like LinkedIn.
As people engage with your content, they move from the "outer circle" (unaware) to your "inner orbit" (aware and interested). They might follow you, view your profile, or visit your website. Once they are in your orbit, they are no longer cold prospects. They are warm leads who have given you a reason to reach out. This is where the Warm Outbound Engine kicks in, turning that interest into a conversation.
The 4-Step Warm Outbound Workflow
This engine is built on a simple, repeatable 4-step process: Scrape → Qualify → Segment → Outreach.
Step 1: Scrape (Capture All Intent Signals)
The first step is to systematically capture every intent signal you can. This is your raw material. We’re looking for a variety of digital triggers:
LinkedIn Profile Viewers: People who have recently viewed your personal profile.
LinkedIn Followers: New followers of your personal profile.
Company Page Followers: New followers of your company's LinkedIn page.
Post Engagers: People who have liked, commented on, or shared your posts.
Website Visitors: Individuals who have visited key pages on your website (more on this in a moment).
To do this at scale, you'll need a couple of key tools. We recommend using PhantomBuster or Valley to automate the scraping of these lists from LinkedIn. These tools will run in the background, collecting the profiles of everyone who shows these signals.
Step 2: Qualify (Filter for Your ICP)
Not every signal comes from a qualified lead. A student who likes your post is different from a VP of Engineering at a target account. The next step is to enrich this raw data to see who fits your ICP.
Take the lists of profiles you've scraped and run them through an enrichment tool. This will append crucial firmographic and role data to each contact.
You'll be looking for specific titles, company sizes, industries, and locations that match your ideal customer. This filtering step ensures your sales team spends their time only on high-potential prospects who have already demonstrated interest.
Step 3: Segment (Score by Intent Strength)
This is where the magic happens. Once you have a qualified list of prospects who have shown intent, you need to prioritize them. All signals are not created equal. A "like" is good, but a visit to your pricing page is a flashing neon sign of buying intent.
We segment and score leads based on the strength of their signal:
High-Intent (Immediate Outreach):
Pricing Page Views: If someone spends more than a minute on your pricing page, they are actively evaluating solutions. As one expert noted, "if they were on your pricing page for 3 minutes... that means they are seriously in the buying journey probably deciding between competitors and that is the perfect moment you want to reach out to them."
Demo or Contact Form Non-Bookers: They started to convert but didn't finish.
Medium-Intent (Warm Nurture):
LinkedIn Profile Views: A direct look at your profile is a strong indicator of interest.
New Followers (Personal & Company): They've opted-in to see more from you.
Low-Intent (Add to Nurture/Orbit):
Post Engagers: Liking or commenting on a post is a good first touch, placing them firmly in your orbit.
For high-intent signals, you need a strict Time-to-Touch SLA (Service Level Agreement). A prospect who was on your pricing page 3 minutes ago should be contacted within the hour, not next week. Speed is your competitive advantage.
Step 4: Outreach (Send High-Quality, Context-Aware Messages)
Now that you have a scraped, qualified, and segmented list of high-intent prospects, it's time for outreach. This is not a numbers game; it's a quality game. Because you are reaching out based on a specific action they took, your message will be relevant, timely, and personalized.
The results speak for themselves. While cold outreach struggles to get a 2% reply rate, this method consistently achieves 30-40% reply rates. We've even seen campaigns with 100% connection acceptance rates and 60% reply rates.
Here are a couple of outreach frameworks:
Framework 1: The Pricing Page Visitor
Subject: Quick question
Connection Request: Hi {FirstName}, saw you were checking out [Your Company]. Noticed we're both connected to {Mutual Connection} / interested in {Shared Topic}. Open to connecting.
Message 1 (After Connection): Thanks for connecting, {FirstName}. I saw you were on our pricing page earlier. Usually, when folks are looking there, they're weighing their options for {Problem You Solve}. Are you currently exploring ways to {Achieve Outcome}? Happy to share a quick one-pager if it's helpful.
Framework 2: The New Follower
Subject: Thanks for the follow
Connection Request: Hi {FirstName}, thanks for the follow! I see you're a {Title} at {Company}. I often post about {Topic}, so I hope you find the content valuable. Open to connecting as well.
Message 1 (After Connection): Hey {FirstName}, appreciate you connecting. I noticed your work in {Their Industry/Field}. We're helping companies like yours achieve {Benefit} with our work in {Your Solution}. No pressure at all, but would you be open to a brief chat next week to see if we could help you, too?
Operationalizing the Engine
Building this engine isn't a one-time setup. It's a living system that requires process and rhythm.
The "Post-After-Banger" Play: When a LinkedIn post performs exceptionally well, it pulls new people into your orbit. This is the perfect time to run your scraping and outreach plays to capitalize on the new reach.
Gating with Value: Instead of just pushing for a demo, offer a valuable, gated asset. A calculator, a checklist, or a template can be a great way to capture intent and provide value upfront.
Weekly Rhythm: Set a weekly cadence for scraping, enriching, and outreach. This ensures a consistent flow of new, qualified leads into your pipeline.
The Result: A Predictable Pipeline Machine
By implementing the Warm Outbound Engine, you transform your go-to-market strategy from a frustrating game of chance into a predictable, scalable machine. This is how we've been able to book over 300 meetings and scale our outreach to 130-140 demos every single month.
The best part? Our AEs rarely have to send a cold email. Their calendars are filled weeks in advance with qualified prospects who are already familiar with our brand and are open to a conversation.
Stop shouting into the void. Start listening to the signals. The future of pipeline generation isn't about working harder; it's about working smarter. Build your Warm Outbound Engine, and start turning intent into opportunity.
