SDR: Good Morning, Am I speaking with Tom Harrison
Receiver: Hey, Tom is no longer with us.

Most of us have come across this or automatic emails stating the prospect no longer works with the company.

This happens when a prospect quits jobs, switches companies or departments, gets promoted, or is working from a new location.

One in five people changes jobs at the start of the year. According to the LinkedIn State of Sales report, the majority of sellers say they have lost deals in the past 12 months due to a key stakeholder leaving a client or prospect company. It’s a challenge for both sales & marketers to know that their prospects have changed jobs and they set out to manually search and track down their prospect’s new contact information. This can be really time-consuming and equally frustrating if organizations are not using a sales intelligence platform to fetch job change updates and feed them automatically to CRM.

Well, so what is Job Change Update?

A notification or an update you receive with the latest company and contact information when your prospect switches roles or moves to a different company. This kind of notification can be helpful for companies who are trying to keep track of their ICP. By knowing when someone has switched companies, they can adjust their marketing and sales strategies to ensure they are targeting the right people with the right details.

Why is it important to have Job Change Updates?

Salespeople and marketers put forth a lot of effort and follow-ups. And, when they realize that their mailings or phone calls are pointless because the lead or prospect, they are attempting to reach is no longer active, they proceed to manual research. This takes a lot of time and ultimately lengthens the sales cycle.

Alternately, if the company uses a sales intelligence platform like SMARTe, they get notified with the latest prospect details when prospects switch roles. This will shorten the sales cycle and save their reps time spent on manual research, allowing them to concentrate on lead conversion.

Here are five additional benefits of having Job Change Updates in addition to the importance already mentioned:

1. Warm leads offer more opportunities: A former satisfied customer or prospect is not a cold lead if they move jobs. Instead, they are already familiar with your organization and your offerings. By keeping in touch with them, your team can approach a new business through a person who is already familiar with your product, expanding your pipeline.
   
   2. Low Bounces: As the database has the most recent email addresses, there is a probability of low bounce rates if it is updated. This will help increase the effectiveness of your campaigns and attract more customers.
   
   3. Shorter sales-cycle: When SDRs have access to the latest updated information on role change, they can quickly identify potential leads and focus on creating relationships with them. This saves significant time that would otherwise be spent researching.
   
   4. Low customer churn risk: Keeping customer churn low is essential for all businesses, especially now since acquiring new customers is more expensive than keeping the ones you already have. Even when leads switch jobs or organizations, it’s important to keep up with and nurture existing contacts to keep the connection going. As a result, your risk of customer churn is reduced because it is less likely that you will lose touch with these clients.
   
   5. Updated CRM data: CRM data can quickly become outdated as people switch jobs. However, you can keep your databases up-to-date by setting up alerts to track changes using a sales intelligence platform.

Which data platform provides Job Change Updates?

There are numerous tools on the market that offer this functionality, but I’ll list the finest ones below:

1. SMARTe: SMARTe is a sales intelligence data platform that provides detailed information on global decision-makers. Data attributes like accurate mobile numbers and direct dials of key contacts will enhance your dial-to-connect ratio, which will ultimately lead to closing more deals. You get notified with every update as and when your contact changes jobs. With easy integration in place, your CRM gets cleansed and enriched in real-time.
   
   Ø Strengths:
   • Real-time CRM data enrichment to keep prospect information updated
   • The best industry match rate with the 90-day refresh rate
   • Easy integration with any CRM and MAP.
   • Appends your database with over 55+ data attributes like mobile numbers, emails, location phone etc.
   • Double opt-in, human-verified data from 202+ countries
   •Sales-ready data of 207 M contacts from 20 M companies across the  Globe.
   
   Ø Weakness:
   • Basic (but improving) UI/UX as compared to ZoomInfo, LinkedIn etc.

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2. LinkedIn Sales Navigator: LinkedIn Sales Navigator is a sales management tool that helps sales teams identify new leads and manage their pipeline using LinkedIn data.

Ø Strengths:
• User-updated data on LinkedIn.
• Notifications and lead recommendations in real-time.

Ø Weakness:
• Too pricey with less features
• Limited integrations with other software.

3. ZoomInfo: ZoomInfo is a lead generation tool that assists sales teams in identifying leads, as well as building and maintaining their pipeline. It uses data-driven insights to assist with prospecting, allowing you to identify and connect with the right leads.

Ø Strengths:
• Access to a large B2B contact database
• Integrations with other key B2B software

Ø Weakness:
• High cost with limited features
• The database is mainly focused on North America

You must provide the right information to help your sales team perform well. Therefore, it is imperative to keep track of job change updates so that your team stays connected with their target customers.

If you are looking for platforms that can track job changes, you should automate data enrichment to keep your CRM updated and refreshed in real time.

Learn more about how SMARTe can help you stay in touch with your existing prospects and customers to improve your conversion rates and build a pipeline that works for you.
Book a demo today!