Accelerate Deals with Past Champions

Accelerate Open Opps

Past Champions joining current open opps can result in higher win rates and faster deal cycles, but oftentimes AEs don’t know how to find this information. And when they do find it, they aren’t quite sure how to use it.

More often than not, typical AEs aren’t working out of Sales Engagement Platforms like SDRs so typical job change plays might not work the best here. Instead, take a 2 step approach with alerts like Slack or Email paired with an email action that the AE can send off from the notification. 

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Send notifications to the Opportunity Owner

Sales teams work mostly in email, slack and whatever tool they’re taking meetings on. First we recommend setting up an alert where they work out of most to alert them of any valuable changes in their opportunities. This works best in Slack, but can also be in your CRM or email.

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Set up Slack Actions in UserGems

Slack Actions allow Sales to fire off an email to the prospect directly from this notification instead of navigating to another tool. Consider customizing an email like this for Sales teams to get past champions involved in their deals. 

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Filtering for only the most relevant past champions 

Disrupting deal cycles or adding more to your AE’s plates should only be done in certain scenarios. Consider filtering the past champions to send to sales to only the ones most likely to push the deal along. 

We recommend trying this out with the following criteria:

• Past Closed Won Opp Contact - person was directly involved in the purchase previously
• High seniority - use this play to bring someone in above the line if you can. A good place to start could be Director level and above.

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Additional Resources

• Finding Warmer Paths into Your Account
• 5 tips to maximize champion lifetime value