Contact External Moves

Personnel changes create great prospecting opportunities. For example, when a new executive is hired, they typically look to make their mark in the first 90 days, including evaluating existing technology and services and buying new ones. Getting in front of these new hires early gives you the chance to influence their agenda and increase your odds of winning a deal. Plus, a new job is a natural conversation starter, since people are already fielding plenty of congratulations from their extended networks. Personnel moves can also reveal strategic changes at a company. For example, knowing which companies are hiring new executives in data science or corporate finance can tell you a lot about where they’re headed in the near future.

<play> **PLAY NAME** Contact External Moves --- **🔁 Triggers** - Identify Scoop signals with specific scoop types and within specific departments at a company within your ICP (ideal customer profile),- Identify tracked contacts which recently moved companies (tracked by a specific user with a specific origin tag) --- **⚡️ Actions** - Discover a set number of ZoomInfo contacts which meet your contact filters - Export - Send records to your business system (CRM, MAT, SEP, CSV) - Assign to a User - Then enroll in a Campaign (optional) - Export - Send records to your business system (CRM, MAT, SEP, CSV) - Assign to a User - Then enroll in a Campaign (optional) --- **✅ Goal / Problem to Solve** ⏪ Winback --- **➡️ Channels** ✉️ Email, 📞 Phone, 📢 Ads --- **✏️ Summary** Personnel changes create great prospecting opportunities. For example, when a new executive is hired, they typically look to make their mark in the first 90 days, including evaluating existing technology and services and buying new ones. Getting in front of these new hires early gives you the chance to influence their agenda and increase your odds of winning a deal. Plus, a new job is a natural conversation starter, since people are already fielding plenty of congratulations from their extended networks. Personnel moves can also reveal strategic changes at a company. For example, knowing which companies are hiring new executives in data science or corporate finance can tell you a lot about where they’re headed in the near future.  --- **✏️ Default Natural Language** When there are **select scoops types** related to **any departments** for **any company** then discover **up to 20** ZoomInfo contacts which **select criteria** then export to **select system** as **record type** and **select campaign** and assign to **select user** --- **Explainer-Video-Script** Want to get in touch with a prospect when they move to a new company? Use the prospect external move play! When prospects change jobs, new opportunities are created for you to win business. When new executives are hired, they’re typically looking to make their mark early on, and that includes evaluating existing technology and services — and buying new ones. And often, they bring with them certain technologies they’ve previously used. Track existing customers and set up a campaign to automatically reach out when they change jobs to say congrats and pitch your solution as part of their initial effort. Getting in front of these individuals right away gives you the chance to influence their purchasing decisions and increase your odds of being the chosen vendor! --- **🏷Features)** Contact Tracking, ABM Audiences --- **🏷️ZoomInfo Data Types)** Scoops, Contact Data, Company Data --- **📁 Sales Stage** Post-Sales --- **🚦 Difficulty** 🟦 - Intermediate --- **🧪Standard Operating Procedure (SOP)** ## 1. Monitor for Personnel Changes - Set up alerts for executive moves, new hires, and promotions - Configure system to track specific departments and company types ## 2. Define Target Criteria - Establish filters for company size, industry, and relevance - Set contact criteria (e.g., management level, department) ## 3. Automated Contact Discovery - Trigger contact discovery in ZoomInfo when personnel changes occur - Limit discovery to a set number of contacts (e.g., up to 20) ## 4. Data Export and Enrichment - Export discovered contacts to CRM/MAT/SEP - Enrich contact data with relevant company information ## 5. Lead Assignment - Automatically assign new leads to appropriate sales team members ## 6. Campaign Enrollment - Create personalized email campaign acknowledging the contact's new role - Enroll discovered contacts into the campaign ## 7. Multi-Channel Engagement - Implement outreach across email, phone, and targeted ads - Tailor messaging to highlight relevance to new role ## 8. Follow-up Scheduling - Set reminders for timely follow-ups (e.g., within 90 days of new hire) - Schedule personalized touchpoints throughout the engagement process ## 9. Performance Tracking - Monitor engagement rates and conversion metrics - Analyze success rates based on personnel change types ## 10. Continuous Refinement - Regularly review and adjust target criteria and messaging - Update playbook based on successful engagement patterns --- **🪙 RAG Inputs Used (Broad)** Contact Information, Company Information, Signals & Behavior, Account Data, Content Library, Messaging, Copilot AI Account Summary --- **🪙 Email tokens Used** Personalized.SubjectLine, Contact.FirstName, Contact.NewRole, CompanyName, Contact.Industry, Sender.Company, ValueProposition, Contact.Role, Company.Size, ContentLibrary.Resource, Sender.Name, Sender.Title, Sender.ContactDetails --- **🟨 Yield in $ Formula** Potential Yield = (VO * ADMER * CR / 10,000) * ADS --- **🟨 Yield Key Drivers** Champion Replacement Rate (CRR), Average Deal Size (ADS), Target Account Volume (TAV), Conversion Rate (CR) --- **🟨 Yield Driver Definitions** Champion Replacement Rate (CRR) This metric measures the success rate of identifying and establishing a new champion within an account when the original deal champion leaves the organization. The CRR is expressed as a percentage - a higher CRR suggests a more effective strategy in maintaining and strengthening relationships within the account despite changes in personnel. Average Deal Size (ADS) This refers to the average revenue generated from each successful deal. Maximizing the average deal size is essential for increasing overall revenue, especially when the number of conversions is limited. Target Account Volume (TAV) This is the total number of target accounts that are identified for this strategy. Conversion Rate (CR) This metric indicates the proportion of leads that convert into customers. A higher conversion rate suggests a more effective engagement and follow-up strategy. --- </play>