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

• Signal-Based Selling — Named methodology governing recommendations in this skill's process.
• Champion Tracking Methodology — Named methodology governing recommendations in this skill's process.
• Winning by Design — SPICED — Bowtie lifecycle model — align sales, marketing, and CS on stage-based outcomes.

When to Use