Watch the 5 moves build, then make move 1 below today.
Answer yes or no for your last 5 champions who changed jobs.
2 or more yes: run this play.
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Scan your past champions for anyone who moved in the last 90 days.
Move: export closed-won and closed-lost champions into one sheet, check each on LinkedIn, and flag every move in the last 90 days.
Input: your CRM export of champions and buyers, plus a LinkedIn login.
Time: 45 minutes.
Done when: the sheet shows every mover with new company, start date and one relationship-first note drafted for the top 3.
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Why now: champions who moved this autumn are building their 2027 plans now, and the first vendor they hear from sets the shortlist.
| Metric | How to count it | Your number today |
|---|---|---|
| Warm intro sourcing | Meetings booked through past champions and the intros they make, per month | ___ meetings |
Leading signal you see first: champion notes sent inside 4 weeks of the move, rising from zero to every top mover.
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My rule: never let the warmest signal you own run on memory.
The warmest pipeline I ever had walked out the door without me noticing.
Champions left for new companies, already sold, with budget. Most of the time nobody on my team caught the move until a competitor had landed.
Warm outbound is infrastructure, not a burst of activity: one signal, one owner, one response window.
The mistake I see most is the lazy congrats. Name the outcome you drove together, then make a soft ask.
AI can scan, score and draft. You own the relationship and the send.
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