Looking to track your customer accounts and/or target prospect accounts for job changes? Or missing contacts? But unsure which account types to monitor and how best to prioritize.

Especially when new decision-makers join these accounts so that your customer success (CS) and sales teams can optimize their outreach strategy for these accounts.

On the CS side, monitoring accounts for job changes ensure you prevent churn risk and identify up-sell and cross-sell opportunities. While on the sales side of things, this helps you engage buyers at the beginning of their buying journey—when they still have a budget and hopefully haven’t spoken to the competition.

Here’s how we segment at UserGems to ensure we cover all opportunities:‍

1. Enterprise/ABM accounts

The best way to sell into Enterprise is via a previous champion who can help you navigate all the key stakeholders and rally the troops.

There are often many key contacts within an Enterprise account. So, it’s important to know who’s joining and leaving so you can engage at the right time.

This protects your status within the account if it’s an existing customer or accelerates the deal if it’s a prospect account.

Monitoring your ABM target accounts for new prospects helps align your sales and marketing efforts. Thereby maximizing your return on investments.‍

2. Competitors' customer accounts

It’s always great to know if a pesky detractor who prefers the competition has left and someone new has taken over.

Maybe they’re a previous champion, maybe not.

Either way, it’s an excellent opportunity to get a foot in the door with a company that has a known need for a solution like yours, and you (of course) can help them better than your competition.

3. Customer accounts

One way to prevent the risk of churn on a customer account is knowing when a new decision maker joins the helm.

As an incumbent solution selected by someone else, the new decision-maker might re-evaluate your product or ask for a renegotiation of terms.

So, it is even more crucial for your CSM/Account Managers to reach out to the new decision-makers on time. That way, you can understand their priorities and update them (if necessary) on the impact (ROI) your product/solution has provided their team and business.

4. Closed lost and churned accounts

Remember that dream account where you lost the deal or that key customer that didn’t renew but should have? Voila! A new hire means your second chance!

Even better if it’s someone who has previously used or evaluated your product (but didn’t buy due to budget constraints).

Final thoughts

Monitoring your prospects for job changes is a great way to know, which leads to prioritize. It all gets easier if it’s a former champion or power user. These warm paths are the fastest ways to close deals and grow revenue.

If you aren’t sure which contacts to track for job changes, check out our article here.

Why UserGems

UserGems is the future of outbound sales and marketing teams. We use AI to help companies like yours identify the warmest paths to open opportunities and close more deals faster.