Job Change Outbound Play

Overview

When a contact changes jobs, three opportunities open simultaneously: (1) the old company lost a champion and may need replacement support, (2) the contact is now at a new company with new budget and tool evaluation, and (3) you have a timely, personal reason to reconnect. This play covers all three.

Authoritative Foundations

• Winning by Design — SPICED — Discovery framework — Situation, Pain, Impact, Critical Event, Decision; a champion's new role is the critical event.
• UserGems — Champion tracking — Track past buyers and users as they change companies and reach out in their first months, when they set new priorities.
• LinkedIn Sales Navigator — Lead alerts — Save champions as leads to get job-change alerts without manual monitoring.

When to Use