If you’re in sales, you know the real challenge isn’t finding names—it’s zeroing in on the folks who’ll actually buy. That’s what separates top closers from everyone else: they don’t just grind through lists, they work the right lists. This guide is for anyone who wants to use Opnbx to spot high-value prospects, not just “activity metrics.” No fluff, just what works (and what doesn’t).
1. Get Your House in Order: Clean Data First
Before you start slicing and dicing in Opnbx, make sure your data isn’t a trash fire. Opnbx, like any tool, is only as good as the info you feed it.
- Check for duplicates: If you have “Acme Corp” and “Acme Corporation,” merge them.
- Update stale contacts: If Bob left Acme a year ago, get his replacement in the system.
- Scrub junk fields: Delete or update records that are obviously fake or dead.
Pro Tip: If you’ve inherited someone else’s CRM mess, don’t try to fix everything at once. Clean the accounts you’re actually working right now.
2. Define “High Value” for Your Business
Not all “big” prospects are actually worth your time. What makes a prospect “high value” for you? Don’t let the tool define this—set your own standards.
Ask yourself: - Who are your best customers, really? (Look at revenue, deal size, retention—not just logo size.) - What do closed/won deals have in common? (Industry, size, pain points, trigger events?) - Are there red flags you want to avoid? (Long sales cycles, tire kickers, procurement nightmares?)
Write down your “high value” criteria. You’ll need these for the next step.
3. Import or Sync Your Data Into Opnbx
Now, bring your cleaned-up, prioritized data into Opnbx. Depending on your stack, this might mean:
- Connecting your CRM (Salesforce, HubSpot, etc.)
- Uploading a CSV of target accounts or leads
- Syncing with another data provider
Opnbx’s import tools are straightforward, but double-check the mapping—especially on fields like “Industry,” “Revenue,” and “Contact Role.” Mismatched columns here will ruin your filters later.
What to Ignore: Don’t get distracted by “enrichment” features unless your core contact and account data is solid. Shiny data doesn’t fix bad basics.
4. Build Your Prospect Segments
This is where Opnbx starts to pay off. Use the filtering and segmentation tools to carve your master list into chunks that fit your “high value” criteria.
Example filters: - Industry: Healthcare, SaaS, Manufacturing, etc. - Company size: Revenue or employee bands - Title/seniority: Decision-makers only - Engagement: Has responded to outreach in the last 30 days - Geography: If territory matters
Stack filters so you’re not just pulling “big companies,” but “big companies in our sweet spot who’ve actually replied to us.”
Pro Tip: Save your top segments as dynamic lists. That way, as new accounts enter your funnel, Opnbx will flag them if they match your criteria.
5. Score and Rank Prospects
Opnbx lets you assign scores to prospects based on custom rules. Here’s where most people get too fancy and outsmart themselves. Keep it practical:
- Assign points for must-haves: e.g., “+10 if revenue > $50M,” “+5 if VP or higher,” “+20 if inbound demo request”
- Subtract for deal-breakers: e.g., “-10 if no budget authority,” “-15 if RFP-only buyer”
Build a simple points system that reflects what actually closes for you.
What works: Simple, transparent scoring you can explain to a colleague in one minute.
What doesn’t: Black-box AI scores that no one understands. If you can’t defend why a lead is “92/100,” ignore the number.
6. Prioritize and Assign Outreach
Now you’ve got a ranked list—don’t just start at the top and go down. Cross-check your top prospects against your team’s bandwidth and expertise.
- Distribute high-value prospects to your best reps.
- Set daily or weekly focus lists. (Opnbx can automate these.)
- Don’t waste time on low-scorers unless you have extra capacity.
Pro Tip: If you see a prospect stuck on the list for weeks, dig in. Is it really high-value, or is something broken in your process?
7. Track Engagement, Not Just Activity
Opnbx gives you dashboards galore. Here’s what actually matters:
- Who’s opening emails and clicking links (not just “delivered”)
- Who’s booking meetings or replying
- Where prospects are dropping off in your sequence
Skip: Vanity metrics like “number of calls made.” Focus on signals that show real interest.
Use these signals to tune your outreach—double down where you’re getting engagement, drop or tweak what’s not working.
8. Iterate, Don’t Automate Everything
It’s tempting to set up a bunch of automations and call it a day. Resist. The best sales orgs revisit their segments, scoring, and approach every few weeks.
- Are your “high value” criteria still right?
- Are you missing any surprise winners?
- Is your team actually following up on the best leads?
What to Ignore: Shiny “AI-powered recommendations” that don’t match your gut or your win data. If it feels off, it probably is.
9. Common Mistakes (And How to Dodge Them)
You’ll save yourself a ton of headaches by watching out for these:
- Chasing logo size, not fit: Don’t get starry-eyed about big brands if they never buy.
- Letting your list get stale: Update or purge old prospects monthly.
- Overcomplicating your process: If you need a spreadsheet to explain your scoring, it’s too much.
- Ignoring rep feedback: The people on the phones know when a scoring rule is bogus.
10. Keep It Simple—And Review Often
The whole point of using Opnbx for prospecting is to save time and close more deals—not to build some Rube Goldberg machine for your pipeline. Set up your criteria, score honestly, focus on what’s working, and revisit your process every month or so.
You’ll never have a “perfect” prospect list. But with a sharp tool and a little discipline, you’ll spend way more time on the people who are actually likely to buy—and that’s what moves the needle.
If you’re feeling stuck, start with one segment, keep your process simple, and tweak as you go. The best prospecting systems are the ones you’ll actually use.