Customer champions take a long time to cultivate. The sales rep initiates the relationship through the sales process. Once the contact becomes a customer, the customer relationship manager supports the client’s needs and builds them into a champion. If a customer champion changes companies, there is an opportunity for your sales rep to reconnect with them and bring in new business.
If the new company does not have your product, you can reach out to the champion, reignite the relationship, remind them about the value of your product, and explain how you can help their new organization. A B2B data intelligence tool can automatically update contact information for your champions to ensure that you won’t lose touch if they change jobs.
- Advocate/influencer of your product changes employer
- Reach out to the champion to re-connect, remind them of the value of your product, and offer to help their new organization.