does anyone track customers changing accounts and re-connect?

Wondering if people reach out to past-customers in new accounts, and its effectiveness.


Also how to set up sales nav for it if you have named accounts?

🔎 Prospecting
👑 Sales Strategy
☁️ Software Tech
12
antiASKHOLE
Tycoon
5
Bravado's Resident Asshole
I mean I always reach out to past customers. Most of the time it's an easy winback. But as far as creating a new account/opp, no.
scienceofsales
Fire Starter
0
Enterprise Account Executive
Awesome. How are you tracking them at scale? Or if they leave your patch?
thedue
Valued Contributor
4
VP of Sales
Yes bigtime.

Set up in Linkedin as ‘past account’ is a business your company, or.you have sold too.

Set weekly notifier to late you know when they've moved from a current customer, and get targeting and outreach to them when they land.

This is the single most effective sass automation in our business.

70% of deals we get are from someone who already knows us.

Slide into those DMS
Sunbunny31
Politicker
0
Sr Sales Executive 🐰
I learned something today. Thank you!
Killebrew
Valued Contributor
0
VP
I see Usergems touting that they do this, but I've found it's super easy with Sales Nav. Know anything about them?
thedue
Valued Contributor
1
VP of Sales
I'm old and can figure LinkedIn Nav out np
scienceofsales
Fire Starter
0
Enterprise Account Executive
Love this... Any way to see your set up in action?
thedue
Valued Contributor
0
VP of Sales
Is this to me? If yes, let's do it! Sharing is caring.
scienceofsales
Fire Starter
0
Enterprise Account Executive
haha yea! would love to see it in action. whats the best way to get in touch? I'm new here
SaaSyBee
Politicker
3
Founder
Absolutely. One of my favorite ways to get customers. Apparently there are also tools that can help with this like UserGems.
scienceofsales
Fire Starter
0
Enterprise Account Executive
How's the product experience? Worth an eval or the money? Thanks!
SaaSyBee
Politicker
0
Founder
I haven't personally used it, but a lot of my friends swear by it.

I've also had lots of luck just keeping track of where our customer admins go when we find out they're leaving their jobs. Even if it's semi-manual.
TennisandSales
Politicker
2
Head Of Sales
yess!! this is one of the main reasons for linked in haha! this is super helpful.

if you have names accounts just search for them on Sales nav and follow them. there might be a way to bulk upload them....but ive just done it by hand haha.
Kosta_Konfucius
Politicker
2
Sales Rep
Yeah I usually acknowledge that used us and mention improvements made with the product since they left
jefe
Arsonist
2
🍁
Awesome strategy, and I just learned about a few tools of which I wasn’t aware.

Thanks for the post !
Sunbunny31
Politicker
1
Sr Sales Executive 🐰
I made a whole year by getting my solution it at new companies where previous customer contacts had landed. If they used and liked your solution, and are comfortable with it, it's an excellent foot in the door. Why wouldn't you do it?
scienceofsales
Fire Starter
1
Enterprise Account Executive
how did you find this guy!!? Kudos, sounds like a big deal!
Sunbunny31
Politicker
0
Sr Sales Executive 🐰
It was many deals run the same way. Our target ICPs were Marketing Directors and above. So we’d have our solution in at a big tech company, one of our champion contacts would move to another company to get a promotion, and would call us or one of our partner contacts to bring us in. I went out of my way to take care of all my accounts so that when my contacts moved on, they’d give me a call. That was a fantastic territory to have. :)
Rallier
Politicker
1
SDR Manager and Consultant
This is a key strategy that many SDRs use. I used to do it. Great tactic
TheIncarceration
Politicker
0
SDR Manager
This is absolutely a tactic we use. We've gotten so many easy wins doing this. When I was an SDR I scraped through all our SFDC data and saved all our economic buyers on Sales nav. From there, Sales nav notifies you any time one of your saved leads changes jobs
scienceofsales
Fire Starter
0
Enterprise Account Executive
does that mean you are getting all your SDRs to run the same search? or are you notifying them when you get the alert?

would love to learn the workflow in more details, and understand when it works or doesn't work.
6

Keeping track of business vs personnel mileage

Question
7
10

Change my mind - It's impossible to get referral accounts in Saas as BDRs

Question
13
Do you have any referral accounts in Saas as a BDR?
29% Yes
49% No
22% No but I will say yes
104 people voted
14

What is more important - sales track record vs industry experience?

Question
12
Ideal Experience
83% SDR/Sales Experience
17% Customer Success Industry Experience
110 people voted