The average job tenure is around 3 years, and even shorter for younger workers, as 40% of 18 to 34-year-olds have been in a position for 12 months or less (Pew Research, 2022).
That gives room for a lot of opportunities.
When getting a promotion, whether internally or in a new company, you want to have an impact.
Your promotion in this new role has to make a difference so you will be changing processes, tools… and challenging the “how we do things around here”.
In this playbook, we’ll show you how to automate identifying people in new positions of interest, getting their contact information, and reaching out to them.
You’ll be able to get fresh new leads each week without having to do any extra configuration.
Establishing your target
The most updated database to get the latest job information is LinkedIn.
The first thing you want to do is open LinkedIn Sales Navigator on a Lead search and select the spotlight “changed jobs in last 90 days”.
As you can see, MANY people change jobs from month to month.
As I’m writing this more than nine million people have switched jobs in the last 3 months.
Try it yourself with this search.
Of course, you’re not going to reach out to everyone.
You will filter out people by entering your Ideal Customer Profile and Buyer Persona filters.
I’d recommend just filtering on company headcount in terms of ICP filter for now and then refining it later down the line.
The most important thing here is going to be to decide which new positions you want to target.
In our example, we’ll take people in Revenue Operations and Sales Operations.
You can combine your different job titles in the same search but it is recommended to do a different search - and a different campaign - for each new position to get a better idea of the volume and more importantly increase personalization and conversion through A/B testing.
My nine million people search has already decreased to 560 results as of today (here’s the link if you want to see for yourself), with these two additional filters.
Now, you could just save this search and get a notification each time a new person comes in, look at their profile quickly, and send them a message.
Or you could automate your outreach in 10 minutes - not surprisingly, that’s what we’re going for.
Fresh new leads coming in daily without lifting a finger
We’ll take the same approach as what you would want to do manually, but automate it:
- Get the people in new positions who match your filters
- Extract their profiles
- Enrich both profile and company
- Find their contact information
- Send them to your favorite tools
In our case, we’re using Captain Data’s Find leads with email from Sales Navigator Search.
You will have only 2 things to configure:
- Add (paste) your LinkedIn Sales Navigator search(es) URL(s) as input
- Choose which tools you want to use as part of the email waterfall
What’s the secret of getting new leads each day/week/month without having to do anything? The schedule.
What can you do after this?
- Use the versions of this workflow that directly pushes data into your CRM (Salesforce, Hubspot…)
For example, your leads are automatically added from the Captain Data workflow to a Hubspot list that excludes anyone already in your sales cycle and is directly linked to your Lemlist campaign.
- In the same light, use the version that sends your leads directly into your outreach tool (Lemlist, Reply..).
New leads are added directly in the right campaigns each week and you just have to review them. - Create a webhook on this workflow and do whatever you want with the data in Make, n8n, or Zapier.
For example, you could get your Captain Data job results in Make, check if the lead or its companies are already in the CRM, and depending on this either send them to your outreach tool or your CRM.
For this, checkout our official Captain Data Make Integration.
Conclusion
Innovative outbound experiments usually fade out after a certain time but people in new positions are one of the few exceptions.
Even if they don’t end up buying your product straight away, they will appreciate the knowledge and are very likely to reach out again when the problem you’re solving becomes their top priority.
What’s great about this playbook is that it literally requires a 10-minute setup (especially if you’re targeting more than one position) and then you can reach out to very interesting leads every week without having anything to do.
