The video angle
Record once. [First Name] is the only variable — swapped by Sendspark at send time. When recording, lead with warmth and genuine congratulations — you have a relationship here, use it. Reference what they've seen you accomplish in general terms. Position the next conversation as a natural next step between two people who've already built trust. Script: "[First Name], congratulations on the new role — genuinely. You've already seen what we can do. And I know the first 90 days in a new seat are really about [the most common early priority for people who just moved into this type of role]. I'd love to see if we can help you move faster. Scan the code when you're settled in."
Automation & CRM triggers
- Integration: Sales Navigator job change alerts → Zapier → CRM creates new account + new contact record automatically
- ICP validation: new company must match your ICP firmographic criteria before the box fires. Don't send to companies outside your market.
- Simultaneous: add new company to your ABM watch list and assign an AE. The champion has just created a new qualified account.
- Notify the former AE or CSM before the box fires — they should reach out personally on LinkedIn the same day the box ships. The relationship precedes the product.
- Post-delivery: auto-create a 'New Account Opportunity' deal record linked to the champion contact
The QR landing page
A 'welcome back' page — a short 'here's what's new since you last worked with us' overview (2 minutes max), your most recent case studies, and a meeting link with the familiar face from your team. The page should feel like reconnecting, not re-selling.
Follow-up sequence
- Day 0: LinkedIn message from their former rep — sent the same day the box ships: 'Saw the news — congrats on the new role. Sent you something.' First mover advantage.
- Day 2 post-delivery: Phone call from their former rep. This is the one call they'll actually pick up. Lead with the relationship, not the pitch.
- Day 7: AE email — 'I'd love to understand what you're building in the new role and see if we can support it.'
- Day 14: Invite them to an upcoming customer event, webinar, or relevant conversation — a low-pressure way to stay in their orbit while they get settled
Reading the signals
- QR scan within 3 days = they're moving fast in the new role and are interested. Schedule a discovery call this week — don't let it sit.
- They reply to the former rep's LinkedIn message = the relationship is the signal. Hand off to AE quickly but smoothly — make the introduction feel warm, not transactional.
- No response after 21 days = they're likely in an observation period at the new company. One more personal note in 30 days — not a box, just a message. Then let it develop naturally.