In this episode, Sam dives deep into Account-Based Prospecting (ABP) to help recruitment agencies move beyond the reactive "feast or famine" business cycle.

Sam argues that by shifting focus from the 5% of companies actively hiring to the 95% who are playing the long game, recruiters can build lasting trust and become the go-to partner for future hiring needs. Throughout the episode, he outlines the core philosophy of ABP and breaks down the guiding principles of ABP — including: providing proactive value, earning the call, and focusing on business outcomes.

You'll walk away with a practical guide for building your own Ideal Client Profile (ICP) and a SPINE framework for crafting specific and insightful market intelligence. That's a LOT for a 17-minute episode, if you ask us. Sam wouldn't say this, because he's humble, but it's a MASTERCLASS — and it's just part one of a series, so stay tuned. 


Chapters:

00:00 - The account-based prospecting masterclass for recruiters
04:17 - The mindset shift that ends the feast or famine cycle
07:10 - Building your agency's ideal client profile (ICP)
09:30 - The SPINE framework for attracting your ideal clients
13:10 - Building your ABP playbook for consistent revenue





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