With two months left in the year many Account-Based sales and marketing professionals are switching their focus to closing out the year and planning for 2018. If you are one of these people let me say one thing. STOP! There is still time left to add to the pipeline this year if you know what you are looking for.
Find your old customers at their new job. Think about all the branding, familiarity, and trust you have built with your customers that just walks out the door when they take a new job. It’s maddening! Unless that person contacts you when they start their new gig – it is all but impossible to find out where they landed. We live in a transient society where the workforce turns over 2-3% every month so this is a problem for all of us – or better stated an opportunity.
RampedUp tracks employment history on our contact records and our CLEAN functionality will identify the loyal, raving fans that have left their old company. We will also tell you where they are employed today in the form of a lead in Salesforce.com – complete with title, email and phone number to reconnect. The process is so simple and impactful it can be done today literally with the push of a button. Account-based sellers can go to their book of accounts – press the CLEAN button on RampedUp – then create leads of old customers that have moved to new companies.
Think of the shortened sales process a former customer requires to move your service into their new company. You have already branded, marketed, sold, and serviced this person. Go find them to make an impact this year!
Find new executives at their new job. New executives are brought in with new agendas and initiatives. Craig Elias – author of Shift – Turn Prospects into Customers states, “A new Vice President of Sales will spend close to a million dollars in new projects in their first hundred days.” It goes without saying that new executives are empowered with decisions that are not dictated by the calendar and want to make in impact between now and the first of the year – so help them.
RampedUp monitors the news wires for triggering events and provides our customers with the very first Trigger Event search engine. We categorize our triggering events into 13 categories but perhaps the most popular is the PERSONELL field. Users can select the PERSONELL field, and firmographic filters important to them such as company size, location, industry or technology the company uses. The result is an actionable of new executives that fit search parameters. Last week alone we identified 4000 new executives – all with new agendas that you can help execute.
A little trick in building instant credibility with these new executives is to send them a LinkedIn invite and congratulate them on their new role. This will almost always get accepted as the new executive doesn’t know if you are a current vendor, friend of the firm, or well wisher.
In summary – it’s not too late to impact this year’s pipeline. Look for your old customers at new companies and help them get your solution in its rightful place. OR find new executives that aren’t going to wait until next year to get their agendas off the ground. Let us know if we can help you with either or both.