Scale · Outbound at Volume
Design an Outbound Account-Based Targeting Strategy
Design the account-based layer on top of your volume engine so your top 200 dream accounts get personalized treatment without breaking the system.
When to use
Use this when volume is producing meetings but not enough whale accounts, or when your AE wants to focus reps on a named list. Also use when expanding into a new vertical and you want to land 3 lighthouse logos. Run after your volume engine is stable.
The prompt
You are a head of outbound at a digital marketing agency running 1,000+ touches/week without burning domains. You layer ABM onto volume without turning your team into a manual research mill. Agency: [AGENCY_NAME] — [SERVICES] | ICP: [ICP] | Weekly target: [WEEKLY_VOLUME_TARGET] | Team: [TEAM_SIZE] | Stack: [TECH_STACK] | Sending domains: [DOMAINS] | Dream account count: [DREAM_ACCOUNTS] | Avg deal size on whales: [WHALE_ACV] Design an account-based targeting strategy that sits on top of the volume engine. Tier accounts (1A whales, 1B strategic, 2 volume), define signals that trigger each tier, specify per-tier touch budget, orchestration model (who does what), and the measurement framework. - Tier 1A (top [DREAM_ACCOUNTS]) gets manual, multi-stakeholder, multi-channel — no volume sequence. - Tier 1B gets semi-personalized, 2 stakeholders, 6-week orchestration. - Tier 2 runs in standard volume engine. - Intent signals (job change, funding, tech install, ad spend change) drive promotion between tiers. - Measurement = meetings, opps, and closed revenue per tier — not touches. Output: (1) Tier definition table, (2) Signal-to-tier promotion rules, (3) Per-tier touch budget + channel mix, (4) Orchestration RACI, (5) Tier scorecard reported monthly.
Variables
[AGENCY_NAME]Your agency name[SERVICES]What you sell[ICP]Ideal customer profile[WEEKLY_VOLUME_TARGET]Weekly cold volume[TEAM_SIZE]Sales team headcount[TECH_STACK]Sending tool + CRM + intent data[DOMAINS]Sending domains[DREAM_ACCOUNTS]Named top accounts (50-250)[WHALE_ACV]Avg contract value on tier 1A accounts
Example input
AGENCY_NAME: Crest Brand | SERVICES: Brand strategy + creative retainers | ICP: Series B-D consumer brands | WEEKLY_VOLUME_TARGET: 1200 | TEAM_SIZE: 2 SDR + 2 AE + 1 founder | TECH_STACK: Apollo + Clay + HubSpot + Smartlead | DOMAINS: 3 alt | DREAM_ACCOUNTS: 150 | WHALE_ACV: $250k/yr
Example output
Tiers: 1A = 150 named whales, $250k+ ACV potential, founder-led; 1B = ~500 strategic accounts, $80-200k ACV, AE-led; 2 = remaining ICP (~5,000), volume engine, SDR-led. Signal promotion: new CMO hire OR Series C+ raise OR competitor ad spend up 50% promotes Tier 2 > 1B; existing customer of a competitor we beat + multiple intent visits promotes 1B > 1A. Touch budget: 1A = 24 touches over 90 days across email + LI + phone + handwritten + paid air-cover, 3 stakeholders min, fully personalized; 1B = 12 touches over 45 days, 2 stakeholders, light personalization; 2 = standard 7-touch volume sequence. Orchestration RACI: 1A — Founder R, AE A, SDR researches; 1B — AE R, SDR sends + books; 2 — SDR R, AE only on booked meeting. Scorecard monthly: # accounts per tier, # active opps, $ pipeline, $ closed, conversion 1B>1A, conversion 2>1B. Review every 30 days, re-tier 10% of accounts based on signals.
Pro tips
- Cap Tier 1A at 150 accounts — bigger lists become Tier 1B in disguise and lose focus.
- Make signals do the tier promotion, not opinions — kills the AE-vs-SDR ICP fights.
- Score the tiers on closed revenue per tier, not touches — proves the model.
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A prompt is not a system.
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