Thank you for your interest in LoneScale! This overview which kind of contacts you should track for job changes.
We advise you to read:
Which customer job changes should you track? (= this article)
#4 -> the use case
Tier 1: Contacts associated with customer accounts
Make tracking key contacts linked to customer accounts your priority. These individuals already hold a positive rapport with your team and are familiar with your product or service.
You’ll want to track:
Primary contacts
Decision-makers
Champions and influencers
Depending on how well your team has been adding and maintaining contact information and opportunities, you may want to track all contacts associated with your customer accounts.
Tier 2: Contacts from closed lost opportunities
Two significant benefits emerge:
Absence of Previous Blockers: In their new role, they might not encounter the same obstacles that hindered the deal before.
Fresh Opportunity with Replacement: When a contact who previously impeded a deal leaves their role or the company, it offers a chance to connect with their replacement, creating a new avenue for a potential sale and relationship building.
Tier 3: Contacts from churned accounts
Handling this situation requires a distinct approach from other scenarios. Here, the contact ended the relationship due to dissatisfaction or mismatch with their previous company.
Despite the past disconnection, a potential opportunity arises when they switch jobs to a new company.
Consider reaching out to understand if the concerns or issues that led to non-engagement with your product or service in their previous role apply to their new company. Addressing these concerns directly and presenting potential solutions can foster trust and demonstrate your commitment to resolving previous challenges, potentially rekindling the relationship.
Tier 4: Contacts from open opportunities
Tracking decision-makers and influencers linked to ongoing opportunities is crucial for your sales team.
These contacts represent warm leads, already familiar with your product and having established relationships with your sales team. Such familiarity often expedites the sales process, facilitating quicker conversions.
Tier 5: Product users
Product users are another key group that your team will want to track.
These individuals know your product, sometimes exceeding better than decision-makers. They frequently serve as powerful advocates for your product or service in their new roles.
Product users include:
Admin users
Power users
Regular users with high Net Promoter Scores