Another insightful episode of our Account Based Prospecting series — this time, exploring the operational intricacies of ABP with Sidney Waterfall, VP of Marketing at OpenBrand.

In this conversation, you'll discover how Sidney and her team meticulously design and implement ABP strategies — from building and segmenting target account lists to leveraging data for personalized outreach. You'll also learn about the importance of CRM integration, automation in tracking account engagement, and the balance between data-driven decisions and intuitive insights. The second episode in our series, this is a foundational building block for any recruiter looking to build & scale a prospecting function at their agency. 


Chapters:

00:00 - The recruiter's playbook for winning high-value clients
05:30 - Why ABP is key to predictable growth for your agency
08:10 - Building your Ideal Client Profile (ICP) from scratch
14:20 - Using buying signals to identify high-intent clients
25:30 - Personalization at scale: Crafting outreach that converts
32:33 - Launching your prospecting function: The first 90 days
41:50 - Balancing automation and the human touch in sales prospecting
45:40 - The multi-touch strategy for winning high-value clients
49:00 - Sidney Waterfall's playbook: Lessons from the prospecting front lines






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