Spot new hires using Sales Navigator

Overview#

As new hires often coincide with additional budget allocations, is is an ideal time to initiate a sales conversation with a target account. This template demonstrates how to set up a signal-driven allocation workflow triggered by a Sales Navigator data model to track new hires in 'Chief Information Security Officer' positions.

Detect new hires in target positions and assign them to reps inside a Cargo workflow#

Step 1 - Set variables#

Set up your input variables to the workflow

Inputs used in the workflow are set up in the variables node at the beginning of the workflow. This node is used to define the parameters that will be passed through the rest of workflow as inputs to the rest of the nodes.

To power this workflow, the following variables are needed:

• crmOwnerID: The ID of the CRM owner who will be assigned the new account
• companyLinkedInURL: The LinkedIn URL of the company where the new hire is joining
• personLinkedInURL: The LinkedIn URL of the new hire
• companyName: The name of the company where the new hire is joining
• companyDomain: The domain of the company where the new hire is joining
• fullName: The full name of the new hire
• jobTitle: The job title of the new hire
• currentCompanyJoinMonth: The month when the new hire joined the company
• currentCompanyJoinYear: The month when the new hire joined the company

Step 2 - Deduplication#

Check for duplicate accounts in your CRM

The Sales Navigator search feeding this workflow may output companies that already exist in the CRM. To avoid recontacting them needlessly or over-enriching pre-existing account, add a search node for your CRM (e.g. Salesforce) followed by a filter node. If the search node finds duplicate company domains already in the CRM, the filter will stop the workflow from proceeding.

Some Cargo users go further by handling duplicate accounts based on their pipeline status. In the attached template, a branch node checks if the company exists in the CRM or is allocated to a generic owner (not a real sales rep). Adapt this logic to your sales process, e.g. you may add a condition to check if the account hasn’t been worked on by a sales rep in the last 60 days.

Step 3 - Allocation#

Upsert and allocate leads at new/unworked accounts

If the branch node's logic identifies that the new hire belongs to an account that is either new or not currently handled by a real sales rep, the workflow will proceed to enrich, upsert, and allocate the contact or lead to a sales representative.

For enrichment, we recommend using an aggregator tool like Waterfall, Fullenrich, or PeopleDataLabs for maximum result coverage. You can also use your preferred enrichment tools at this stage.

For allocation, you can use a CRM integration or the allocate node from the node catalog. The allocate node offers Cargo's territory and capacity features, which simplify sales territory management and helps balance the sales team's workload while handling out-of-capacity situations with fallback members. Refer to our documentation for more details.

This stage may also be an opportunity to upsert a new account in the CRM based on your organization's rules. Additionally, many Cargo users use the Slack integration to notify the allocated owner via Slack, significantly reducing lead activation time, which is crucial as the signal's value diminishes over ti

Step 4 - Upsert contact to CRM#

Upsert contacts for duplicated/ previously worked accounts and contact in the CRM

Similar to the previous step, upsert the new contact's information into the CRM under an existing account. This provides your sales team with additional contacts to leverage, helping them triangulate opportunities. Given that this involves a new hire, it can also serve as a useful trigger to reactivate dormant sales conversations.