If you’re running B2B sales, you know the difference between a dead-end lead and a hot prospect is night and day. Your team has limited time, and chasing the wrong folks costs you deals. This guide is for anyone who wants to cut through the noise and use Champify to reliably spot which prospects are actually worth your effort.
Why High Intent Matters (and Why It's Hard)
Let’s be blunt: not everyone in your pipeline gives a damn about buying. Some are just kicking tires, some forgot they filled out your form, and some are just never going to get budget. High intent prospects—the ones with a real reason to act—are gold. But spotting them isn’t easy.
Most CRMs are filled with wishful thinking, not reality. Traditional lead scoring is often just a guessing game: opened an email? +10 points. Scheduled a demo? +20. But a lot of people “show interest” for all the wrong reasons.
That’s where something like Champify claims to help. It promises to find people in your pipeline who actually want to buy—by tracking real signals, not just engagement fluff.
Here’s how to actually use Champify to separate the real buyers from the window shoppers.
Step 1: Understand What Champify Actually Does
Before you dive in, know what you’re getting. Champify isn’t magic. It’s a tool that tracks when your users or champions change jobs, surfaces those people in your CRM, and flags when they land at new companies that might be a fit. The thinking: if someone liked your product before, and now they’re in a new place, they’re much more likely to buy again.
What it does well: - Finds “champions” (people who already know your product) at new companies. - Connects job changes with your pipeline, so you spot warm leads automatically. - Surfaces opportunities you’d otherwise miss—these people rarely fill out forms.
What it doesn’t do: - It doesn’t tell you why someone changed jobs or guarantee they want your product again. - It won’t fix messy CRM data or bad outreach—it just gives you a better starting list.
Ignore the hype: Champify is not a silver bullet. If your sales process is broken, or your product isn’t a fit, it won’t save you.
Step 2: Set Up Champify Without Making a Mess
Connecting Champify to your CRM should be pretty painless, but a few things make life easier:
- Start with clean data: Garbage in, garbage out. If your CRM is filled with duplicates or outdated contacts, Champify’s matches will be messy.
- Pick your champion criteria: Who counts as a “champion”? Customers, users, power admins? Get clear, or you’ll get noise.
- Sync just what you need: Don’t pipe in your entire contact list. Focus on roles and companies that actually buy from you.
Pro tip: Do a dry run with a small segment—like your top 50 accounts—before rolling out to everything. You’ll see if the data matches up and avoid embarrassing outreach.
Step 3: Identify High Intent Triggers That Actually Mean Something
Champify gives you a bunch of signals, but not all are equally useful. Here’s what actually matters:
1. Champions landing at target accounts
If someone who loved your tool at a previous job lands at a company on your target list, that’s your best shot. They know your value, and now they’re somewhere new with budget. Move fast.
2. Multiple champions at the same company
If you see several former users at one company, odds are higher you’ll get buy-in. This is way better than a single cold contact.
3. Champions moving into decision-maker roles
If your champion is now a VP or Director, their influence just grew. Prioritize these. If they’re still an individual contributor, don’t ignore them—but realize their pull is limited.
What to ignore:
- Champions moving to companies wildly outside your ICP (Ideal Customer Profile).
- Job changes with zero connection to your product’s use case. Don’t pitch a past user now in a totally unrelated role.
Step 4: Integrate Signals Into Your Sales Workflow
Spotting high intent is great, but it’s worthless if your team doesn’t act. Here’s how to actually put Champify data to work:
- Route hot signals directly to reps: Don’t bury them in a dashboard nobody checks. Pipe them into Slack, email, or whatever your team actually uses.
- Build specific playbooks: Don’t just treat these like cold leads. Reference your previous relationship: “Saw you joined Acme Corp—curious if you’re tackling [pain point] there too?”
- Track outcomes, not just activity: See which signals actually lead to meetings or closed deals. Over time, refine which triggers are worth your time.
Honest take: Some reps will ignore these leads if you don’t make it dead simple. Automate reminders and, if possible, tie Champify-sourced deals to compensation.
Step 5: Avoid Common Pitfalls
A few ways people screw this up:
- Spray-and-pray outreach: Don’t blast every champion with the same template. If you can’t personalize, you’re just another spammer.
- Chasing weak signals: Not every job change is worth a call. Focus on the highest intent—champions at good-fit companies, in real roles.
- Forgetting timing: If someone just changed jobs, give them a minute to settle in. The best window is often 30-60 days in, when they’re looking for wins.
Pro tip: Use filters and tags to mark “prime” leads and set reminders for the right timing.
Step 6: Measure and Iterate (Don’t Set and Forget)
Don’t assume it’s working just because you set it up. Actually measure:
- Response rates: Are these leads replying more than your average cold outreach?
- Meeting conversion: Do these contacts book meetings at higher rates?
- Deal velocity: Are these opps moving faster, or stalling like everything else?
- Closed revenue: At the end of the day, are you closing more deals from these signals?
If the answer is “not really,” adjust. Maybe your outreach is off, or maybe you need to tweak who counts as a champion. Don’t be afraid to cut what isn’t working.
What Actually Works (And What Doesn’t)
Works:
- Prioritizing champions in your ICP at target accounts.
- Personal, relevant outreach that reminds them of your past wins together.
- Tight integration with your sales process—signals go straight to the right rep, with a playbook.
Doesn’t Work:
- Treating every job change as a hot lead.
- Relying on automation without any human touch.
- Measuring “activity” instead of real results.
Ignore the vendor promises that say you’ll “never miss a deal again.” That’s not reality. But if you use Champify for what it’s good at—flagging the best, most actionable signals—you’ll waste less time and close more of the right deals.
Keep It Simple, Iterate, and Don’t Overthink It
Tools like Champify can help you spot high intent prospects, but they’re not magic. Clean up your data, focus on the right signals, and make sure your team actually follows up. Start small, double down on what works, and don’t be afraid to cut what doesn’t. The goal isn’t to chase every possible lead—it’s to spend more time with the people who actually want to buy. Keep it simple, keep testing, and you’ll end up with a pipeline that works for you, not against you.