Hta IT - Tracks Job Changes and Re-Engages Prospects

The Company

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Enrico Marchini is the Sales Director at Hta IT, a SME company operating in a niche B2B market. In a world of fast-paced career shifts, staying connected with buyers and influencers has become more difficult — yet more important than ever.

Like many B2B teams, Enrico’s sales reps rely on long-term relationships. But those relationships were harder to maintain as contact turnover increased.

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The Challenge

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Enrico’s team was struggling to keep CRM data up to date. Many key contacts had changed jobs — sometimes without notice — and opportunities for re-engagement were being missed.

• High turnover among prospects and customers
• Outdated CRM data led to missed opportunities
• No scalable way to track job changes across thousands of contacts

“In the last few years, it has been very frustrating to stay ahead of job changes. Turnover is increasing and we were constantly behind.”

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The Solution

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Enrico’s team implemented Reverse Contact’s API via Make.com, a no-code automation platform, to enrich CRM contacts with LinkedIn profile data and monitor for changes.

• CRM integration with Pipedrive
  Reverse Contact is now fully connected to their CRM, enabling continuous updates.
• No-code automation
  Using Make.com, the setup was done without custom development, keeping costs and complexity low.
• Job change alerts for sales reps
  Sales reps are now informed when contacts change roles, creating automatic re-engagement triggers.

“We integrated Reverse Contact’s API with our CRM using Make.com — no code needed. Now we track job changes automatically.”

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The Results

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• Proactive relationship management
  Sales reps can now reconnect with past contacts as they move into new roles or companies.
• More re-engagement opportunities
  Job changes became natural touchpoints for outreach and upselling.
• Stronger sales pipeline
  By staying ahead of turnover, the team maintains influence across multiple companies — not just individual accounts.

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“My sales representatives stay ahead of job changes. They’re now provided with many new occasions to recontact prospects and customers.”
– Enrico Marchini, Sales Director

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Conclusion

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By connecting Reverse Contact to their CRM through Make.com, Enrico’s team transformed contact turnover from a challenge into an opportunity. Automated job tracking now fuels more timely, relevant outreach — helping maintain relationships and uncover new revenue paths.

If you manage long B2B sales cycles and want to keep your CRM dynamic, this is how you make turnover work in your favor.

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