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Whether you’re looking to amplify growth, reduce sales cycles or increase conversions, tracking job changes can give you an edge. These signals help you put your foot forward and forge connections with customers as they move along in their careers.
Job tracking provides a thread of relevance, for both job recruiters and B2B businesses alike. As people navigate the workforce or search for a new gig, the signals can help B2B companies rekindle relationships with past buyers and make connections when buyers move into a new role.
It is clear tracking job change signals could give you a unique leg up on your competition.
But, what else can it do? How can it help you grow?
Here are five reasons you need to start tracking job change signals to grow your business.
Job change data signals are reflected in various types of intent data, including job title updates, new geographical locations, and industry changes. B2B businesses can use these data signals to identify if a prospective buyer has been promoted, moved to a new company, changed roles, and more.
Ultimately, these signals allow you to add more qualified prospects to your account lists. It populates your account lists with past contacts you’ve already developed relationships with and new contacts that may be settling into recently vacated their roles. This way, you’ll be closer to understanding subtle shifts in decision-making dynamics across companies that are in your ICP. And, since you may already have past contact, it provides an organic opening for outreach and reconnection.
The first reason you need job change tracking is to help your marketing and sales campaigns. Job change tracking cut the time you’d normally spend on researching contacts, allowing you to focus more of your attention on selling. If you’re reaching out to a new person, you’ll be fully prepared with key updates to make that outreach personal.
This is because job change tracking populates your CRM with up-to-date contact info of your buyer each time your customer changes roles or makes a new move in their career.
If you’re looking to obtain a referral, spotting a former customer’s job change in the form of a new title or company could be your edge. Your point of contact may be in a new position to make decisions, with a potentially new set of people. You’ll also be able to reach out as soon as you note the new role and can potentially expand your access to new departments, companies, or markets.
After all, according to Forrester, being the first one in front of buyers can substantially increase your chances of winning.
Job change signals could also highlight growth within a company, revealing plans for organizational expansion (or growing budget and spending capabilities) via signals such as increased hiring. This could signal growth opportunities within the company, as well as more revenue and more willingness to buy.
As the companies build out their teams, they may also be seeking new tools or technologies to support their growing ambitions. This is a way to further uncover new business opportunities for companies.
On the flip side, job change signals can reflect changes in headcount. This can show you which companies you should focus your efforts toward and which ones you should deprioritize. For example, if a business downsizes a particular department, your team can use this information to interpret that this company is no longer a target account. Essentially, you’ll be better equipped to see where the opportunities are and when it’s time to grab them.
Finally, job change tracking can help you rekindle relationships with your former connections. When you clock changes with a key contact’s employment status, such as them entering a new role in a brand new company, you can use it as a means to get your foot int eh door with a new account.
Once an old contact is established at a new firm, you should begin driving engagement with them. Start by reaching out to celebrate their new role with them and begin building strong connections in their new company. You’ll have an edge with your connection, as these invaluable connections can relay the benefits of your services while introducing you to a whole new buying circle.
You can start tracking job changes with ease by centralizing the process under an ABM platform that’s already automating the process of following intent signals. Propensity can help set you up with the best job change signals to ensure you’re reaching former customers and new prospects to build a better pipeline guided by strong relationships.
With Propensity, all of your important job change insights and data will come directly from your CRM, updated automatically and in real time. You’ll also get access to your top 100 in-market accounts, simply by taking our free In-Market Accounts Assessment.
Backed with the best information, you’ll always be ready to create impactful messaging that hits home with your customers — whether they’ve started a new role at a different company or finally achieved that promotion.
Job change signals are just one more way you can gain a competitive edge. However, when you focus on the right signals, you’re in a better position to succeed. You’re also setting your sales team up for success by following the intent and leading them towards hot leads (instead of having to spin their wheels attempting to convert cold ones).
Propensity automatically creates and updates in-market account data into your CRM system daily. That way, not only can you keep up with your favorite buyers' job movements, you can also grow your SQL pipeline cohesively.
Learn more about how we can help you stay in touch with your customers and track job changes even after contacts move companies. Start improving your conversion rates and building a pipeline that works for you by booking a demo today.
A Note to Our Readers:
It is Critical to Collect Data Signals Ethically
It’s important to acknowledge that sourcing signals like job change signals must be done with care. Propensity strives to be transparent for our customers, this is why we only source publicly available data, meaning you can rest assured that the data you’re receiving is stamped with the users’ consent. For example, our social signals are sourced from publicly available LinkedIn posts and other consented materials to help you identify key behaviors as well as prospects in roles you’re looking to reach.
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