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Losing touch with a champion mid-deal is more common than anyone likes to admit. They were engaged, moving things forward, and then the responses stopped. Your existing contact data isn't connecting. The work email bounces. The phone goes to voicemail. Before you write the deal off, the first step is a B2B contact lookup to confirm the information you have is still current.
The problem
Finding updated contact information manually means cross-referencing multiple tools, checking LinkedIn for any role change clues, trying a different email format, and hoping something works. It's a 20-minute job that reps often put off because it feels like searching in the dark. And if the champion has actually moved to a new company, you're unlikely to find that out until you've burned another week on follow-up.
The play
Navigate to your champion's LinkedIn profile with the extension open:
"Find me a verified work email and direct dial for this person."
If the profile doesn't return enough:
"They work at [company]. Can you find additional contact information for someone in their role there?"
If you suspect they may have changed jobs:
"Has this person's role or company changed recently? What does their current title look like?"
The result
You get verified contact information pulled against real-time data, not a database entry from six months ago. If your champion has moved on, Lando surfaces that too. That's a different problem, but it's better to know now than after another two weeks of dead follow-up.
When to run this play
- When a champion goes quiet mid-deal and your existing contact info isn't reaching them
- Before sending a high-stakes follow-up after a proposal to confirm the contact is still current
- When you're multi-threading into an account and need direct contact info for a new stakeholder
Lando is built into the LeadIQ browser extension. To see more plays like this one, check out the full list of Lando use cases. Or if you'd rather see it live with your own accounts and CRM, book a demo and we'll walk through it together.
