In the dynamic world of B2B business, staying on top of opportunities and changes in customer roles is essential. Here are some of the key playbooks we recommend:
1. Champion has changed roles
Ideal for:
Lantern leads that are your previous customers (buyers)
Their current company matches your Ideal Customer Profile
Their current title matches your target Persona
Sequence: 10 Steps - 4 Emails, 3 Calls, 3 LinkedIn - 25-Day sequence
Trigger: Alert sales of a new potential lead via CRM, as well as alerting CS via CRM/Email/Slack that the champion has left
Day 1 - Initial Email
Day 3 - LinkedIn Request
Day 3 - Call Attempt #1
Day 8 - Follow-up Email
Day 10 - Call Attempt #2
Day 10 - LinkedIn Message
Day 14 - Manual email
Day 18 - Engage w/ their LinkedIn Posts
Day 21 - Call attempt #3
Day 25 - Manual Follow-Up Email
2. Target Account has a new executive
Ideal for:
Lantern lead is your target title, recently hired or promoted
Their current company is your target account
Sequence: 9 Steps - 3 Emails, 3 Calls, 3 LinkedIn - 15 Day Sequence
Trigger: Alert Sales reps via SFDC/Slack/Email that one of their target accounts has a new executive in your buyer persona, can automate to place in a sequence
Day 1 - Manual Email
Day 3 - LinkedIn Request
Day 7 - Call Attempt #1
Day 7 - Manual Email
Day 9 - LinkedIn Message
Day 11 - Call Attempt #2
Day 13 - Engage with their LinkedIn Posts
Day 15 - Final Manual Email
3. A Power User changes jobs to a Target Account
Ideal for:
Lantern leads that are your previous customers (Power users)
Their current company matches your Ideal Customer Profile
Their NEW title does NOT match your target Champion Persona
Sequence: 7 Step Sequence - 2 Calls, 3 Emails, 2 LinkedIn Activities - 15 day sequence
Trigger: Alert sales of a new potential lead via CRM, along with AI-Intent Scorecard showing they are a hot lead. As well as alerting CS via CRM/Email/Slack that the champion has left
Day 1 - Automated Email
Day 3 - LinkedIn Connection Request
Day 5 - Automated Email
Day 7 - Call Attempt #1
Day 10 - LinkedIn Message
Day 12 - Call Attempt #2
Day 15 - Final Automated Email
4. A Previous Customer joins an account with an Open Opportunity
Ideal for:
Lantern leads that are champions or power users and change jobs to an active Open opportunity
Sequence: 7 Step Sequence - 2 Calls, 3 Emails, 2 LinkedIn Activities - 15 day sequence
Trigger: Alert sales rep with the open opportunity, a new potential DM has joined an open opp, the sequence aims to leverage them to move the deal along
Day 1 - Manual Email
Day 3 - LinkedIn Connection Request
Day 5 - Manual Email
Day 7 - Call Attempt #1
Day 10 - LinkedIn Message
Day 12 - Call Attempt #2
Day 15 - Final Manual Email
5. Prevent Churn when a new Executive joins a customer
Ideal for:
CS/AM teams that are looking to be proactive to get ahead of churn and potential upsell and expansion opportunities with the new executive
Sequence: 7 Step Sequence - 2 Calls, 3 Emails, 2 LinkedIn Activities - 15 day sequence
Trigger: Alert CS of a new Exec joining via CRM/Slack/Email. We can also place directly in a sequencing tool
Day 1 - Manual Email
Day 1 - Call Attempt #1
Day 4 - LinkedIn Connection Request
Day 6 - Automated Reply Email
Day 8 - LinkedIn Message
Day 10 - Call Attempt #2
Day 13 - Final Manual Email
