Samantha McKenna describes a variant of the job-hopper list for people who wanted to purchase but couldn't make it happen, for example because the wider buying team went another way. They still know you and want to work with you, so you want to know if they move into your territory. She notes that a manager can track this across their direct reports' deals and help AEs prospect directly.

“you want to think about the people who wanted to purchase from you and couldn't make it happen.”

Listen to the episode Episode Pipeline & demand generation Link to this