What would be the best practice in sales if let’s say contact with 5 closed deals left his company and moved to a different company of the same industry you are servicing. You’ve built a relationship with the contact and he has the potential to bring in more leads and customers from his new company. What should we do with the deals he closed with us, obviously these are still attributed to his previous company?
If we are to remove those deals from him and transfer them to another contact, wouldn’t that impact our lead scoring?
I guess my question really is what should we do with the deals associated to contact when he transfers to another company within our records? We need to factor in the impact to lead scoring and reporting.
We typically create a new Contact, with their new email address, in a new Company. Leaving the old Contact attached to the Deal.
We use our own Primary Contact integration (proud smile and shameless plug) to select a new Primary Contact for the Deal so we know who the main contact is.
Then, we pin a note to the top of the Contact Records linking between the Contacts (old to new and new to old).
And we’d opt out the old email address so they aren’t enrolled in any workflows.
It’s also a good opportunity to call the old Company and ask who to contact – great opportunity to build rapport.
Hi @jettzter ,
Once your contact moved to another company , you shouldn’t change the associated company and deals with it. This will only lead to conusion only. Rather create a new contact record for the person and then start all teh converstaion from the scratch, associate him with new company and deals. If you want to keep a record of his previous comany also or with which comoany he was associated previously then you can create a poperty like ‘Previous company Domain’ amd keep updating that field so that you can segment that out whenver you want.
Hope this helps!
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Thanks and Regards.
There are different opinions on this. Personally, I’d recommend creating a new contact record as the majority of their engagement was related to their role at the previous company. (Or in other words, I wouldn’t rely on segmenting or automating based on the earlier information as it might not be accurate to their new situation.)
To keep the “link” between the old and new, I’d pin a note to the top of each contact record that includes a link to the other contact record, for easy reference.
I’d also make sure that the old email address isn’t being included in any marketing or sales activity anymore, either by putting it on a suppression list or opting it out of email communication – to avoid a hard bounce.
It looks like you’re on a Professional subscription which also gives you access to association labels. This would allow you to create an Inactive or Left the company label. This can be useful to exclude contacts from workflows, for example, and simply for having a visual clue when you check the deal records.