Thank you for your interest in LoneScale! This overview explains why tracking customer job changes is important for GTM (sales, marketing, and CSM) teams.
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#1 -> Why tracking customer job changes is important for sales and marketing teams? (= this article)
Key purposes and ROI (return on investment):
A bigger pipeline with warm leads
Shorter sales cycle
Less manual tasks for GTM teams
Cleaner CRM data
Lower email bounce rates
Reduced risk of churn
A bigger pipeline with warm leads
Expanding the pipeline with warm leads is crucial. Convincing new leads demands time, effort, and resources. However, when a satisfied buyer or prospect transitions to a new role, they're not cold leads. They already know your team and product. Keeping in touch enables your team to penetrate a new company through someone already enthusiastic about your product, expanding your pipeline.
Shorter sales cycle
Past buyers and prospects are prime warm and hot leads. They already have a connection and interest in your solution or product.
Continuing engagement yields higher conversion rates than with cold leads, leading to faster deal closures, especially among previous purchasers.
Less manual tasks for GTM teams
Implementing a job change tracking tool saves your GTM & sales teams valuable time and reduces manual workload. (Average of 2 hours a week.)
Setting up triggers to notify the team about these changes prevents crucial information from slipping through the cracks and enables more effective follow-ups.
Cleaner CRM data
As folks switch roles, your CRM data can swiftly become outdated.
Leveraging B2B prospecting tools such as UserGems to create alerts for tracking changes ensures database accuracy. This empowers your sales team to promptly engage when key customers switch positions.
Moreover, a current CRM database eliminates the need for SDRs to manually hunt for contact details online, freeing their time for more productive tasks.
Lower email bounce rates
Lowering email bounce rates is pivotal for enhancing conversion rates. Monitoring job changes guarantees access to the most precise and current email addresses of your prospects and buyers, even amid role or company transitions.
Reduced risk of churn
Maintaining a low customer churn rate holds immense significance for businesses, given the higher cost of acquiring new customers compared to retaining existing ones.
Consistently nurturing and preserving relationships, even amid role or company changes, helps sustain connections. This proactive approach reduces the likelihood of losing touch with customers, mitigating the risk of customer churn.