One moment you think you’ve got a handle on your contact list, and the next it’s all out of date. People are changing jobs faster than you can ask, “who’s the decision-maker?” Even in “normal” economic times (not that there really is such a thing), there’s constant change. Take this for example: on average, 20 […]
One moment you think you’ve got a handle on your contact list, and the next it’s all out of date. People are changing jobs faster than you can ask, “who’s the decision-maker?” Even in “normal” economic times (not that there really is such a thing), there’s constant change.
Take this for example: on average, 20 CEOs leave their jobs every 30 minutes. That’s one major job change every minute and a half – and we’re only talking about the CEOs here, let alone every other job title that might fit your ideal customer profile. And at any given moment, 65% of American workers are actively on the hunt for a different job. So if you haven’t had a key contact switch jobs on you yet, it’s bound to happen sooner or later.
It’s a common source of frustration for SDRs and BDRs on the front lines of prospecting. But with the right tools to know when someone’s snagged a new position, it doesn’t have to be. In fact, it can actually be a great opportunity.
Here’s how you turn that job change into a chance for new business.
How job change alerts bring opportunities right to you
Gone are the days where you have to wonder if your prospect still works at the place you have listed for them. With job change alerts from a sales intelligence platform like Lusha, you can get notified when a key contact switches roles within their company or starts somewhere completely new.
That’s already pretty useful, but it’s not just about being up to date with your contacts’ information. You can also use that new insight to customize your messaging. When you reach out to that prospect, you can mention the new job and personalize your value proposition based on their new responsibilities.
Plus, you can explore opportunities with decision-makers who are fresh to the role and ready to talk business. When managers and executives start a new job, the first quarter or two are huge for making an impression. And after they’ve spent time observing the culture of their new company and settling into their role, they’re gonna be ready to make some changes. Like purchasing new technologies.
Why it pays to reach out to contacts with new roles
So we all know it’s pretty hard to build up a new relationship from scratch, right? When your old contact has a new job, there’s definitely a few benefits to having that existing relationship.
- There’s already trust. You might have had a conversation or two (or many!) with a contact before they switch roles. That means you’ve already done some of the groundwork for building up your credibility and gaining trust. That can translate into a quicker sales cycle.
- They might have more buying power. Did your contact switch into a higher role? Then you’re in luck, because they’re probably even more receptive to your proposal. They probably want to make an impact in their new role– and might have more budgetary sway than before.
- They can champion you. They might have a new role, but your contact knows you and your product already, especially if they’re a previous customer. That means that even if they’re not a decision maker at a new company, they can vouch for you and help move the sale further along.
- You’ve got insights to lean on. When you’ve already talked to someone, you have the advantage of already knowing some of their pain points or what they look for in a new product. Sure, some of those details probably aren’t the same with a new role or a new company, but you can use that knowledge you already have alongside insights about their new position.
How to find even more opportunities with job changes
The value of looking at job change information doesn’t end with people you already know. Remember how we mentioned people in a new position want to make an impact and explore changes? That means people who are fresh to their roles are in a great position to hear your pitch.
It’s a strategy we like so much that we use it here at Lusha. Giuliana LaRose, a Business Development Representative at Lusha, has her strategy down:
“I’ve started some conversations with the job change filter when I need to go cold with prospecting. Looking for someone who started a new role within the last 90 days is perfect. If you catch them too new to the job, they might not have any clue what’s going on yet. But if you catch them at the right time, 2-3 months into a new role, they usually have some understanding of processes and want to kickstart their initiatives.”
She’s even got a search saved in her Lusha account filtered by her ICP and job changes within the last 90 days. That way, she can stay on top of any new opportunities that come her way from job changes.
Giuliana’s extra pro tip? Layer your buyer insights. “I also cross-check with Intent to see if maybe they’ve started those purchasing conversations already.”
Better data for better opportunities
Your prospecting is only successful if you’ve got good data. Make sure you’re always up to date with job change alerts, the job change filter, and regular data enrichment to keep that data clean and ready for action. When you keep your data adaptable, you set yourself up for more selling success.
Key Takeaways
- People in new roles are often ready to make an impact – meaning they might be more open to investing in a new product or service like yours.
- Lusha’s job change alerts let you know when a key contact has switched roles or moved to a new company, creating a new opportunity for you to make a sale.
- Prospecting with Lusha’s job change filter allows you to target potential buyers in new roles who are ready to start initiatives at companies that fit your ICP.
We'll help you understand if Lusha can solve your business needs.
