Account Based Prospecting Expert Series

At Loxo, we know that growing your business is just as important as the rest of your workflow.

Which is why we brought together a roundup of marketing, sales, and business development experts to share their wisdom on the subject. And when we say experts...these people are literally the best of the best.

Throughout this Account Based Prospecting series, you'll learn everything you need to grow your recruiting business.

Episode 214: Positioning & Unique Value Propositions ft. Anthony Pierri

In this episode, Anthony Pierri — co-founder of FletchPMM and haver of hot takes on Linkedin — joins us to share the significance of positioning, the benefits & challenges of niche marketing, and the frameworks that can help businesses articulate their unique value propositions. We start here because understanding your value and being able to articulate and repeat it to the market as much as you can is how you make a name for yourself — and how you become the first to come to mind when a hiring need in your niche strikes.

Episode 216: Using Data to Build a Repeatable, Scalable Prospecting Engine ft. Sidney Waterfall

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.

Episode 218: The 4D Approach to Account Based Prospecting ft. Mason Cosby

From exploring the importance of niching down, to identifying the right audience, and some of the challenges organizations face when implementing ABM strategies. Mason shares tactical steps for building an effective ABM program, emphasizing his 4D approach. We're not being cheeky when we say these are assets and advice you'd typically have to pay someone to give you — so listen, take notes, and be well on your way to improving your marketing and prospecting efforts...just. like. that.

Episode 220: The 5 Cs of Social Selling ft. Morgan J. Ingram

Anyone active on LinkedIn has probably come across Morgan's profile, and if you have, you'll understand why he's basically the unofficial king of social selling. In this episode, Morgan shares his 5 Cs of Social Selling — Clarity, Connection, Conversation, Comment, and Content — as a framework for building authentic relationships and driving business. Sam and Morgan also discuss how to prepare for and execute the first sales call, emphasizing the importance of doing thorough research and providing value to prospects. Morgan introduces us to his five-step process, including a "LinkedIn loop" to maintain engagement after the meeting.

At the end of the day, the conversation highlights the value of personalized, human-centered outreach over generic, automated messages — demonstrating how a thoughtful approach can lead to better results in recruitment and sales.

Episode 222: The Art of the Close: How to Win Deals ft. Jen Allen-Knuth

We close the series out strong with the one and only Jen Allen-Knuth, founder of Demand Jen. Sam and Jen dive deep into a pretty critical part of the sales cycle: closing the deal. Jen shares her expert insights on why most prospecting messages fall flat and how to approach outreach with a human-first mindset. We’re talking about moving beyond the "copy-and-paste" cold email templates and focusing on relevance, not just personalization. Jen also explains how she stopped trying to "win" arguments with prospects and instead startedcompeting against the status quo by seeking to understand the buyer's challenges.