List Management & Never Run Out of Leads

How to maintain a steady pipeline by managing your prospect lists strategically.

List Health: What to Watch

Prospects Remaining

Check how many prospects are left in each active campaign. When a campaign is running low, it's time to refresh or create a new one.

ICP Fit Distribution

Review the breakdown of High, Medium, and Low ICP fits in each campaign. Higher concentrations of High fits indicate a well-targeted list and correlate with better reply rates.

List Cleaning

Delete Low ICP Fits Immediately

After launching any imported list campaign (SalesNav or CSV):

1. Open the campaign

2. Click the three dots menu on the campaign card

3. Select "Delete Low ICP Fits"

This removes prospects who don't match your ICP so you're not wasting daily sending volume on bad-fit targets.

Refreshing SalesNav Lists

When a SalesNav campaign's prospect pool gets thin:

1. Click the three dots on the campaign card

2. Select "Refresh"

3. Valley pulls new results from the SalesNav search

LinkedIn continuously indexes new profiles matching your search criteria. Each refresh typically surfaces new prospects you haven't reached before.

Never Run Out of Leads

Build a multi-layered system that keeps your pipeline full:

Layer 1: Warm Lists (Daily Auto-Replenishment)

Profile Viewers, Post Engagers, and Profile Followers replenish automatically every day as new people engage with LinkedIn content. These run continuously - don't switch them out. Just let them feed your campaigns.

Warm lists are your highest-quality layer. They get 4x the reply rate of cold outreach.

Layer 2: SalesNav Searches (Monthly Refresh)

Create 2-3 SalesNav searches targeting your ICP. Refresh them monthly via the three-dots menu to capture new prospects. Rotate between different search angles (different titles, industries, company sizes) to keep the pool diverse.

Layer 3: CSV Imports (As Needed)

Upload enriched lists from Clay, Apollo, your CRM, or other sources. Good for targeting specific accounts or segments that SalesNav can't easily filter for. Max upload is ~3,000 prospects per import.

Feeding Your Warm Lists

Warm lists need fuel. If your Profile Viewer or Post Engager lists are running dry:

• Post more content on LinkedIn (2-3 posts per week is ideal)

• Every post generates new Profile Viewers and Post Engagers

• Your warm lists will never run out if you're active on LinkedIn

Expanding SalesNav Coverage

If your SalesNav searches are running thin:

• Expand search criteria slightly (adjacent job titles, larger companies, new geographies)

• Search for complementary personas (not just your primary target)

• Combine multiple searches to broaden your total pool

Volume Expectations

With Sales Nav Advanced and all layers running:

• ~500 connection requests/month

• 500-800 InMails/month

• Warm lists feeding daily

• SalesNav refreshes adding new prospects monthly

This can sustain 5,000+ outreaches per quarter across all channels.