Replace Deal Champion
Accelerate deals and win the business
Sales Stage
Pre-Sales
Difficulty
Intermediate
Impact
High
Channels
Overview
How often have you spent time and resources to build up a champion at an account, only for them to make a career move and leave? Losing your strongest connection doesn’t mean you have to lose the account. The Replace Champion Play is a great way to stay on top of accounts that might be at risk when your main point of contact leaves. It identifies up to 20 contacts at the account and drops them into a nurture campaign. This sets you up to reach out and quickly build a relationship with your next champion.
Key Features
Data Types
Triggers
- A tracked champion starts a new role at another company
Actions
- Identify up to 20 new contacts from the account
- Enroll them in a nurture campaign to develop a new champion
- Assign the appropriate sales representative to reach out and build relationships
Default Natural Language Configuration
When a tracked champion starts a new role at another company for any company, then:
- Discover up to 20 ZoomInfo contacts that meet select criteria
- Export to select system as record type
- Enroll in select nurture campaign
- Assign to select sales representative
Standard Operating Procedure
1. Track Champion Movement
- Set up alerts for tracked champions' job changes
- Monitor for champion departures from current accounts
2. Rapid Response Activation
- Trigger Replace Deal Champion play upon champion departure
- Notify assigned sales representative
3. New Contact Identification
- Utilize ZoomInfo to identify up to 20 new contacts within the account
- Focus on roles relevant to buying committee
4. Contact Data Enrichment
- Gather comprehensive data on new contacts
- Enrich contact profiles with relevant information
5. Nurture Campaign Setup
- Design tailored nurture campaign for new potential champions
- Configure campaign in marketing automation tool
6. Campaign Enrollment
- Add identified contacts to nurture campaign
- Ensure proper segmentation and personalization
7. Multi-Channel Outreach
- Implement outreach strategy across email, phone, ads, and mail
- Coordinate timing and messaging across channels
8. Sales Representative Assignment
- Assign appropriate sales representative to the account
- Brief representative on account history and current status
9. Relationship Building
- Initiate personalized outreach from sales representative
- Schedule introductory calls or meetings with potential new champions
10. Progress Monitoring
- Track engagement metrics for nurture campaign and sales outreach
- Identify most responsive contacts for focused attention
11. New Champion Identification
- Assess potential champions based on engagement and influence
- Designate new account champion(s)
12. Strategy Adjustment
- Refine approach based on response and engagement data
- Continuously optimize nurture campaign and outreach tactics
Yield Model
Yield in $ Formula
Potential Yield = (VO * ADMER * CR / 10,000) * ADSKey Drivers
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.
AI Agent Prompt Template
I. Prompt Instructions - Overview
This email template targets accounts where a tracked champion has started a new role at another company. The goal is to identify and nurture new contacts within the account to develop a new champion, ensuring continuity in the relationship and preventing potential loss of the account.
II. Information Included
The email will include personalized information between <context></context> for proper dynamic insertion:
- Company Information: Insight into the prospect's company, including identified pain points and behavior from engagement history.
- Signals & Behavior: Details on the account's engagement history and recent intent signals.
- Account History: Includes documented CRM account history along with a complete history of conversation data recorded via Chorus Conversational Intelligence.
- Contact Information: A group of five contacts across the buying committee, including the contact's role, persona information, and other details to personalize the email.
- Content Library: Relevant content, such as upcoming webinars, whitepapers, or downloadable content that can be included as part of the follow-up.
- Messaging: A comprehensive messaging library that addresses persona-specific and segment-specific pain points, delivering tailored content that aligns with the account's segment and the contact's role.
III. Email Structure
<email> <subject>{{Personalized Subject Line}}</subject> <body> <p>Hi {{Contact.FirstName}},</p> <p>I hope this email finds you well. I recently noticed that {{PreviousChampion.Name}} has moved on to a new role, and I wanted to reach out to introduce myself and ensure we continue to provide the best support for {{CompanyName}}.</p> <p>Our records show that {{CompanyName}} has been utilizing our {{Product/Service}} to {{SpecificValueProposition}}. I'd love the opportunity to discuss how we can continue to support your team and potentially explore new ways we can add value to your operations.</p> <p>To that end, I thought you might be interested in {{ContentLibrary.RelevantResource}}, which addresses {{SpecificPainPoint}} that many of our clients in the {{CompanyIndustry}} face.</p> <p>Would you be open to a brief call next week to discuss your current priorities and how we can best support {{CompanyName}} moving forward? I'm available {{ProposedMeetingTimes}}.</p> <p>Looking forward to connecting with you.</p> <p>Best regards,</p> <p>{{Sender.Name}}</p> <p>{{Sender.Title}}, {{Sender.Company}}</p> <p>{{Sender.ContactDetails}}</p> </body> </email>IV. Context
<context> <Company Information> **`{{Company Information}}`** </Company Information> --- <Signals & Behavior> **`{{Signals & Behavior}}`** </Signals & Behavior> --- <Account History> **`{{Account History}}`** </Account History> --- <Contact Information> **`{{Contact Information}}`** </Contact Information> --- <Content Library> **`{{Content Library}}`** </Content Library> --- <Messaging> `{{Messaging}}` </Messaging> </context>V. Optimizations
- Subject Line Personalization: E.g., "{{Contact.FirstName}}, let's discuss {{CompanyName}}'s evolving needs"
- Engaging Opening: Acknowledge the change in personnel and express interest in maintaining a strong relationship.
- Value-Driven Content: Highlight specific benefits the company has experienced and offer relevant resources to address current challenges.
- Call to Action: Propose a specific time for a call to discuss the company's priorities and how to best support them.
- Polished Close: Keep the tone professional yet approachable, emphasizing the desire to continue supporting the company's success.
Merge Tokens Used
{{Personalized.SubjectLine}}{{Contact.FirstName}}{{PreviousChampion.Name}}{{CompanyName}}{{ProductService}}{{ValueProposition}}{{ContentLibrary.Resource}}{{PainPoint}}{{Company.Industry}}{{ProposedDateTime}}{{Sender.Name}}{{Sender.Title}}{{Sender.Company}}{{Sender.ContactDetails}}Play Description for LLM
<play> **PLAY NAME** Replace Deal Champion --- **🔁 Triggers** - A tracked champion starts a new role at another company --- **⚡️ Actions** - Identify up to 20 new contacts from the account - Enroll them in a nurture campaign to develop a new champion - Assign the appropriate sales representative to reach out and build relationships --- **✅ Goal / Problem to Solve** 🤝 Opportunity to Close --- **➡️ Channels** ✉️ Email, 📞 Phone, 📢 Ads, 📪 Mail --- **✏️ Summary** How often have you spent time and resources to build up a champion at an account, only for them to make a career move and leave? Losing your strongest connection doesn’t mean you have to lose the account. The Replace Champion Play is a great way to stay on top of accounts that might be at risk when your main point of contact leaves. It identifies up to 20 contacts at the account and drops them into a nurture campaign. This sets you up to reach out and quickly build a relationship with your next champion. --- **✏️ Default Natural Language** When a **tracked champion starts a new role at another company** for **any company**, then: - Discover **up to 20** ZoomInfo contacts that meet **select criteria** - Export to **select system** as **record type** - Enroll in **select nurture campaign** - Assign to **select sales representative** --- **🏷Features)** Contact Discovery, ABM Audiences, Contact Tracking --- **🏷️ZoomInfo Data Types)** Buying Committee, Company Data, Contact Data --- **📁 Sales Stage** Pre-Sales --- **🚦 Difficulty** 🟦 - Intermediate --- **🧪Standard Operating Procedure (SOP)** ## 1. Track Champion Movement - Set up alerts for tracked champions' job changes - Monitor for champion departures from current accounts ## 2. Rapid Response Activation - Trigger Replace Deal Champion play upon champion departure - Notify assigned sales representative ## 3. New Contact Identification - Utilize ZoomInfo to identify up to 20 new contacts within the account - Focus on roles relevant to buying committee ## 4. Contact Data Enrichment - Gather comprehensive data on new contacts - Enrich contact profiles with relevant information ## 5. Nurture Campaign Setup - Design tailored nurture campaign for new potential champions - Configure campaign in marketing automation tool ## 6. Campaign Enrollment - Add identified contacts to nurture campaign - Ensure proper segmentation and personalization ## 7. Multi-Channel Outreach - Implement outreach strategy across email, phone, ads, and mail - Coordinate timing and messaging across channels ## 8. Sales Representative Assignment - Assign appropriate sales representative to the account - Brief representative on account history and current status ## 9. Relationship Building - Initiate personalized outreach from sales representative - Schedule introductory calls or meetings with potential new champions ## 10. Progress Monitoring - Track engagement metrics for nurture campaign and sales outreach - Identify most responsive contacts for focused attention ## 11. New Champion Identification - Assess potential champions based on engagement and influence - Designate new account champion(s) ## 12. Strategy Adjustment - Refine approach based on response and engagement data - Continuously optimize nurture campaign and outreach tactics --- **🪙 RAG Inputs Used (Broad)** Company Information, Signals & Behavior, Account Data, Contact Information, Content Library, Messaging --- **🪙 Email tokens Used** Personalized.SubjectLine, Contact.FirstName, PreviousChampion.Name, CompanyName, ProductService, ValueProposition, ContentLibrary.Resource, PainPoint, Company.Industry, ProposedDateTime, Sender.Name, Sender.Title, Sender.Company, 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>