Champion Chaser Playbooks
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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