There are three pillars of digital activities that great social sellers use:

The tactic with the fastest ROI is the digital trigger—advocate job change alert. Unfortunately, I’ve found that, though it’s claimed to be understood by sales professionals, it almost never fully is. Don’t let your sales team claim to understand this when they say, “Of course, I know when people in my network are changing jobs.” If they say this, they absolutely don’t understand how this works.

Here’s how to execute on this sales play.

Step 1: Build a Saved Search of “Past, Not Current” Advocates Leaving Your Customers

Reverse-engineer your customer base to look for past advocates who no longer work at your customers today. This includes people who are second- and third-degree connections to you today on LinkedIn but were past users, champions, etc., of your solution.

The important part of developing a strong job change sales strategy is to not just focus on the C-suite. While churn is inevitable, make sure you understand the managers, directors, and vice-presidents who can be super-champions in your new logo and broker introductions.

Linkedin profiles

Step 2: Turn These Reports into a Weekly Sales Cadence

Don’t focus on the old data (the original search). This is, well, old data. The saved searches are providing you net new job changes. This is where the diamonds sit. But no data or list has value if you can’t indoctrinate it into your daily/weekly sales routine.

Saved searches

I recommend that you have a time blocked in your calendar each week for the following:

      1. Checking and scrubbing the data. (There will be coal mixed in with your diamonds.)

      2. Crafting a personal message and reaching out (which takes me 10 minutes per new job change)

Step 3: Be First and Add Value within 90 days of Their New Role

To me, there is nothing more powerful than video for the first touch. Humanize yourself. Now you can also showcase your market knowledge by synthesizing insights from various sources and adding value. Here is a live video example from me:


Of course, I then take an opportunity to drive a call-to-action for a next step—but only after I’ve provided data, insights, and value first. This is the Law of Reciprocity: Give first. Here is an example of an article I would share and add my perspective on via video:

Jamie Shanks

Author: Jamie Shanks

Jamie Shanks is a world-leading Social Selling expert and author of the book, "Social Selling Mastery - Scaling Up Your Sales And Marketing Machine For The Digital Buyer". A true pioneer in the space of digital sales transformation, Jamie Shanks has trained over 10,000's of sales professionals and leaders all around the world.

Leave a Reply

Login First!

Related Blogs

Mar 18, 2020 8:00 am
Critical First Step: Leadership Communication Plan

When sales enablement, marketing or sales leadership decide to roll out a skills and competency-based training program, they often overlook a critical first step. They will typically reverse-engineer time periods where sellers are best suited for learning, such as the summer months, down times between quarters, or in preparation for Q4. They execute training programs … Continue reading “Critical First Step: Leadership Communication Plan”

Mar 10, 2020 8:00 am
Mission 100%: Learning Is The Ultimate Leading Indicator To Success

It’s interesting that as you grow and evolve in business, you see in hindsight mistakes in the way you communicated the value proposition of your product or service. And I confess that I made a giant mistake in the way I boasted about our certification process. Let me first explain the process, then the mistake … Continue reading “Mission 100%: Learning Is The Ultimate Leading Indicator To Success”

Mar 3, 2020 8:00 am
Leadership Training Has Gone From: Nice To Have, To Absolutely Critical

A couple of weeks ago I was listening to a podcast. It was talking to sales leaders, discussing how leadership development has moved into a critical state. In most companies, too many sales leaders are new to their role – and fresh to management. The company has spent a lot of time, money, and energy … Continue reading “Leadership Training Has Gone From: Nice To Have, To Absolutely Critical”

Feb 25, 2020 8:00 am
Post-Sales Kickoff Prospecting Slump? Now What?

We’re approaching the end of sales kickoff season. Companies have brought their sales teams together, and have started planning new go-to-market strategies. They’ve added new product features, benefits, and new territory plans to their sales bags. With the best companies (unfortunately, most companies don’t do this enough), there is a new skills-based learning deployed at … Continue reading “Post-Sales Kickoff Prospecting Slump? Now What?”