Introduction: The Hidden Goldmine in Your CRM — Your Champions
Every sales team has them — customer champions who believed in your solution, fought for budget, and helped close deals.
But what happens when those champions leave their company?
If you’re not tracking them, you’re losing pipeline every month.
In 2025, buyer mobility is at an all-time high. Studies show that:
- Over 25–30% of B2B buyers change jobs each year.
- A single champion leaving can cause 20–40% of open pipeline to stall or die.
That’s why champion tracking has become one of the most important revenue motions in modern GTM.
And for many teams, the first place they start is LinkedIn Sales Navigator.
What Is Champion Tracking (and Why It Matters)
Champion tracking is the process of monitoring your customers and key contacts after they change jobs — so you can:
- Re-engage them at their new company (they already trust you).
- Protect active deals when a buyer leaves mid-cycle.
- Identify new opportunities as your champions move into leadership roles.
Done right, champion tracking turns customer churn into a source of warm pipeline — one built entirely on existing relationships.
💡 Example: Your former buyer at Acme Corp moves to a VP role at a new company. If you reconnect early, you could close another deal 2× faster because trust is already established.
How to Use LinkedIn Sales Navigator for Champion Tracking
LinkedIn Sales Navigator is a natural place to start champion tracking — since it gives you visibility into when contacts move roles, get promoted, or change companies.
Here’s how to do it step-by-step.
Step 1: Save Key Contacts as Leads
After a deal closes, save your primary buyers and champions as leads in Sales Navigator.
This ensures LinkedIn will notify you when they update their profiles — such as changing jobs or titles.
You can organize them by account, role, or segment for easier monitoring.
Pro Tip: Add both your primary and secondary champions — even influencers and end users — to ensure full visibility.
Step 2: Enable Job Change Alerts
Once leads are saved, enable Job Change Alerts in Sales Navigator.
You’ll get notifications when:
- A contact changes roles or companies
- They start a new position
- They update their LinkedIn headline or experience
These alerts appear in your dashboard and email summaries.
⏱️ Timing is critical — reaching out within 2 weeks of a job move increases reply rates by up to 45%, according to LinkedIn research.
Step 3: Reconnect Strategically with Warm Outreach
When a champion moves, your goal is to reintroduce yourself and re-establish the relationship — without sounding salesy.
📨 Example Message:
“Hey [Name], congrats on the new role at [Company]! It was great partnering with you at [Previous Company]. I’d love to hear what you’re building in your new role — and explore if we can help again.”
This friendly, trust-based approach works because it’s rooted in shared history — not cold outreach.
Step 4: Use TeamLink to Identify Mutual Connections
If your champion moves to a company where you have mutual connections, use TeamLink to request an introduction.
This strengthens your outreach and often opens doors faster than a direct message.
Example: If a teammate is connected to your champion’s new CRO, you can ask them for a warm intro — making your approach natural and credible.
Step 5: Update Your CRM Manually (Or Automate It)
Finally, update your CRM with the champion’s new details:
- New company
- New title
- Updated contact information
You’ll also want to tag the relationship as a “former customer champion.”
⚠️ This step is critical — but also where most teams fail. Manual updates take time, and if you have hundreds of accounts, it’s impossible to scale.
That’s where automation becomes the game-changer.
How Boomerang AI Automates Champion Tracking (Beyond LinkedIn)
While Sales Navigator helps you detect job changes, it doesn’t act on them.
That’s where Boomerang AI comes in — turning champion tracking into an automated, revenue-driving motion.
Boomerang integrates directly into Salesforce, Slack, Teams, and Outreach, and uses AI Relationship Agents to manage the entire process automatically.
Here’s how:
ChallengeSales NavigatorBoomerang AIJob-change detectionManual alerts in dashboardReal-time detection via CRM + LinkedIn dataCRM updatesManual entry requiredAuto-updates contact data instantlyFollow-up workflowsRequires manual actionAI triggers re-engagement emails or tasksRelationship mappingLinkedIn-only (TeamLink)Cross-platform (meetings, shared accounts, internal overlaps)Pipeline protectionAlerts onlyIdentifies at-risk deals and notifies account owners
Example: Narvar’s Champion Tracking Success
One Boomerang AI customer, Narvar, used relationship intelligence to recover and grow pipeline lost from job changes.
- 1,700+ warm leads sourced through job-change tracking
- $17M in influenced pipeline within 90 days
- $1.2M+ in new revenue from re-engaged champions
By automating champion tracking inside Salesforce, Narvar turned what used to be reactive outreach into proactive relationship growth.
Champion Tracking Playbook: The Hybrid Strategy
The best approach combines LinkedIn Sales Navigator + Boomerang AI:
Workflow StepSales Navigator’s RoleBoomerang AI’s RoleSave championsSave as leadsSync leads automatically to CRMDetect job changesJob-change alertsReal-time detection + CRM updateRe-engageSend InMail manuallyAuto-trigger personalized outreachMap new relationshipsTeamLink networkInternal + external relationship graphProtect dealsManual monitoringAI alerts when champions leave open opps
This hybrid strategy ensures no champion falls through the cracks — and your pipeline keeps compounding.
Why Champion Tracking Is a GTM Superpower in 2025
Champion tracking is no longer a “nice-to-have.”
In a world of high buyer mobility and complex buying groups, it’s the fastest path to warm pipeline.
With Sales Navigator, you get visibility.
With Boomerang AI, you get velocity.
Together, they help GTM teams:
- Turn job changes into revenue opportunities
- Automate CRM hygiene
- Strengthen long-term buyer relationships
- Protect and grow existing pipeline
Conclusion: Relationships Don’t End When Jobs Do
Your best leads aren’t cold contacts — they’re the champions who already trusted you once.
LinkedIn Sales Navigator gives you the signals to know when they move.
Boomerang AI ensures you act on those signals automatically, turning every job change into a chance to re-engage, rebuild trust, and restart the sales conversation.
In 2025, the smartest GTM teams don’t chase new leads — they follow their champions wherever they go.
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