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ABM Playbook

Penetrate strategic accounts with surgical precision — from a named-account list to a multi-threaded buying committee.
Agents & LLMs: a Markdown version of this page is available by appending .md to the URL, and the full documentation index is at llms.txt.
No named-account list yet? This recipe starts from a known company list. If you instead want to generate the list of decision-makers from an ICP definition (industry + size + persona), use the ICP List Building recipe which is built around the Find People endpoint.
The Challenge: You have a list of 500 “Dream Accounts” (ICP) in your CRM. The Old Way: Your SDRs spend days manually searching LinkedIn, copying random emails, and hitting “Send” to whoever they find. The Blitz Way: Automate the entire breakthrough process. Identify the buying committee, verify their data, and enroll them in sequences---instantly. This playbook demonstrates how to build an Account Breakthrough Engine using BlitzAPI.

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The Stack

  • Orchestrator: n8n or Make (to glue everything together).
  • Data engine: BlitzAPI (Waterfall ICP + Enrichment).
  • Source of truth: HubSpot / Salesforce (input).
  • Execution: Smartlead / Lemlist (cold email).

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The Workflow

We will move from a “Target Account List” to “Active Conversations” in up to 5 automated steps.
BlitzAPI’s Waterfall ICP endpoint takes a company_linkedin_url as its primary input — not a domain. A LinkedIn URL is the only reliable company identifier in our dataset. See Step 1 for how to handle both cases.
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0. Resolve the Company LinkedIn URL (if needed)

Your CRM account record must provide a Company LinkedIn URL to run the Waterfall search.
  • If the CRM stores the LinkedIn URL directly: use it as-is — skip to Step 1.
  • If only a domain is stored (e.g., stripe.com): call POST /v2/enrichment/domain-to-linkedin first to resolve it into a Company LinkedIn URL.
This returns the canonical company_linkedin_url to use in the next step.
2

1. Input: The Target List

Your workflow pulls the target accounts from your CRM. For each account, you now have a company_linkedin_url (either stored directly or resolved in Step 0).
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2. The 'Waterfall' Penetration

We don’t just want any contact. We want the Economic Buyer first, then the Champion.Send the company_linkedin_url to BlitzAPI with a strict priority hierarchy:
  1. Tier 1: C-Level & VPs (The Decision Makers).
  2. Tier 2: Directors (The Champions).
  3. Tier 3: Managers (The Entry Points).
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3. Enrich Emails & Phones

Pass each matched linkedin_url to POST /v2/enrichment/email (and /v2/enrichment/phone for US contacts). Emails are verified at source and re-tested every 30 days — no separate validation step needed.
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4. Contextual Sync

Push data back to the CRM with context tags:
  • Tag: Tier 1 - Decision Maker
  • Tag: Tier 2 - Champion
This allows Smartlead/Lemlist to send different scripts to the VP (Strategic value) vs. the Manager (Operational pain).

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Waterfall Configuration

This is the brain of the operation. By setting max_results: 5, we ensure we penetrate the account with multiple touchpoints without spamming the entire directory. Endpoint: POST /v2/search/waterfall-icp-keyword
Pro Tip: Notice the max_results: 5. BlitzAPI will fill these 5 slots starting from the top of your cascade. If it finds 5 C-Levels, it stops there. If it only finds 1 C-Level, it fills the remaining 4 slots with Directors. You always get the best possible seniority mix.

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Why the Unlimited Model Enables This

Traditional per-call providers make this strategy prohibitively expensive at scale. With BlitzAPI’s flat monthly subscription:
  • No metering: run the playbook on 1,000 or 100,000 accounts for the same price.
  • Refresh anytime: re-run quarterly to catch job changes and new hires without watching a meter.
  • Multi-thread freely: pull 5 personas per account instead of 1 to maximize reply rates.
Unlimited means unlimited for normal business use. Our Fair Use Policy applies to all plans.

Start Building in n8n

See our n8n templates to orchestrate this flow.

Start Building in Clay

Prefer spreadsheets? Run this logic inside Clay.