Lantern Champion Chaser Playbooks

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

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