Contact Internal Moves

Personnel changes create great prospecting opportunities. For example, when an executive is promoted internally, 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 executives 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 expanding in data science or corporate finance can tell you a lot about where they’re headed in the near future.

<play> **PLAY NAME** Contact Internal Moves --- **🔁 Triggers** - Identify Scoop signals with specific scoop types and within specific departments at a company within your ICP (ideal customer profile) --- **⚡️ 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) --- **✅ Goal / Problem to Solve** ✅ Cold / New Leads --- **➡️ Channels** ✉️ Email, 📞 Phone, 📢 Ads --- **✏️ Summary** Personnel changes create great prospecting opportunities. For example, when an executive is promoted internally, 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 executives 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 expanding 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 make sure you stay in touch with people as they move to new roles? Use the prospect internal move play! When people take on new roles, especially in new departments, your relationship there can still be fruitful. Track existing customers and set up a campaign to automatically reach out when they change jobs to say congrats and ask for a meeting or a referral to the person in their department you’re looking to speak to. Whether this person moves to a new role that has purchasing power or not, engaging them with this congratulatory message is sure to help you to navigate your way to that next meeting. --- **🏷Features)** Contact Tracking, ABM Audiences --- **🏷️ZoomInfo Data Types)** Scoops, Contact Data, Company Data --- **📁 Sales Stage** Pre-Sales --- **🚦 Difficulty** 🟦 - Intermediate --- **🧪Standard Operating Procedure (SOP)** ## 1. Set Up Scoop Monitoring - Configure system to track specific scoop types (e.g., promotions, new hires) - Focus on relevant departments within target companies ## 2. Define Target Criteria - Establish filters for ideal customer profile (ICP) - Set contact criteria (e.g., management level, department) ## 3. Automated Lead Discovery - Monitor for new scoops meeting defined criteria - Trigger contact discovery process in ZoomInfo ## 4. Data Export and Enrichment - Export up to 20 discovered contacts to designated system (CRM/MAT/SEP/CSV) - Enrich contact data with additional ZoomInfo information ## 5. Lead Assignment - Automatically assign leads to specified sales team members ## 6. Campaign Enrollment (Optional) - Create personalized nurture sequence acknowledging the personnel move - Enroll discovered contacts into the campaign ## 7. Multi-Channel Engagement - Implement outreach across various channels (email, phone, ads) ## 8. Personalized Outreach - Craft congratulatory messages for new roles or promotions - Highlight relevant services or products based on the contact's new position ## 9. Follow-up Strategy - Schedule follow-up actions within the first 90 days of the contact's new role - Prepare to discuss how your offering can support their new objectives ## 10. Performance Monitoring - Track engagement and conversion metrics - Analyze effectiveness of timing and messaging in relation to internal moves ## 11. Continuous Optimization - Regularly review and refine scoop monitoring criteria - Update outreach strategies based on success rates and feedback --- **🪙 RAG Inputs Used (Broad)** Contact Information, Company Information, Signals & Behavior, Account Data, Content Library, Messaging, Copilot AI Account Summary --- **🪙 Email tokens Used** Contact.FirstName, CompanyName, PersonnelMove.Type, PersonnelMove.NewRole, CompanyInformation, ValueProposition, ContentLibrary.Resource, Sender.Name, Sender.Title, Sender.Company, Sender.ContactDetails --- **🟨 Yield in $ Formula** Potential Yield = (TAV * CRR * 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>