Hygiene and Job Changes
Outcome: a change-driven hygiene loop where leavers are flagged, their replacements found, and their moves surfaced as leads — instead of a blanket re-enrichment.
- Surface
- Sync GTM app and MCP server
- Level
- Intermediate
- Uses
- check_job_change · find_people_within_company · verify_email
- Credits
- ~1 per contact checked
- Prerequisite
- Lesson 06's working write-back
Detect, then repair
Re-enriching every contact quarterly is expensive and mostly redundant — around 98% of them have not moved in a given month.
The cheaper loop:
Check for change
check_job_change across contacts. Roughly a credit each, and it tells you exactly which records are now wrong.
Repair only the changed
Re-enrich title, company and email for movers only.
Leave the rest alone
Their data is still correct. Paying to re-fetch it returns the same values at full price.
On a 5,000-contact database this is roughly a twentieth of the cost of blanket quarterly re-enrichment, and it is more current.
Reference: check_job_change, Job change.
A leaver is three things at once
When a contact leaves, one detection produces three distinct outcomes.
| Outcome | Action |
|---|---|
| The record is now wrong | Flag the contact as departed, mark the email invalid, suppress it |
| The account has a gap | Find the replacement in the same role — a backfill lead at an account you already know |
| The person is a lead | They arrived somewhere new, warm and in-window — the Job Changes play |
Most teams do the first and miss the other two, which are where the revenue is.
If the departed contact was on an open opportunity, this is urgent rather than routine. A champion leaving mid-deal is one of the most common causes of a deal stalling, and finding out from a scheduled hygiene run weeks later is too late. Alert the deal owner the same day.
Backfill the replacement
An account where your contact left needs a new one.
- Find people in the same function and seniority at that account.
- Prefer the person who took the role — often detectable from a recent hire in that title.
- Enrich and verify.
- Attach to the account with a note explaining the predecessor relationship, so the rep has context.
This is a cheap lead: the account is already qualified, already in the CRM, and the reason to reach out is concrete.
Bounce feedback
The other half of hygiene, and it comes from your sending tool rather than from enrichment.
| Event | Action in the CRM |
|---|---|
| Hard bounce | Mark email invalid, suppress permanently, trigger a job-change check on that contact |
| Repeated soft bounce | Re-verify the address |
| Unsubscribe | Permanent suppression across all lists |
| Reply | Mark contacted, update last activity |
A hard bounce on a corporate address is a strong signal the person left — so it should trigger the change check rather than just a suppression.
What to flag versus delete
Never delete a departed contact.
contact_status active | departed | invalid | unsubscribed
departed_date
former_company
replacement_contact_idThe record holds the relationship history, and the history is what makes the champion play in Job Changes possible. Deleting it destroys an asset to save a row.
Do this now
Run the change check on active contacts
Monthly is a reasonable default.
Split moved and not moved
Flag departed contacts
Status, date, former company. Suppress the old address.
Alert deal owners immediately
Where the departed contact was on an open opportunity.
Find replacements at those accounts
Same function and seniority.
Route the movers to the champion play
They are leads, not just data errors.
Wire bounce feedback from your sequencer
Including the change check on hard bounce.
Check your work
- Repair is driven by change detection, not by a timer
- Departed contacts are flagged, never deleted
- Open-opportunity departures alert the deal owner immediately
- Replacements are found at affected accounts
- Bounces flow back and trigger a change check
Where this breaks
Deleting departed contacts destroys the relationship history that makes them valuable. That person is the warmest lead you will get once they surface somewhere new — and without the record of where you knew them from, they arrive in a future list as an anonymous cold prospect. Flag, suppress the address, and keep everything else.
Further automation
The change check is doing double duty already — hygiene and lead generation from one action. The natural third use is coverage: an account whose only contact departed has zero coverage until someone notices, and a simple “accounts with no active contact” view surfaces exactly the accounts a rep is about to lose touch with.
Next lesson
08 — Run it on a schedule, putting the whole loop on a timer.
Reference for this lesson: check_job_change, find_people_within_company, Job Changes & Champions, CRM integrations.