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Sales Velocity ICP will increase sales velocity metrics by 30-200% ( win rate , / deal size , / sales cycle )by 30-200%
Roughly 20% of “Hot” intent accounts from your ICP will convert to new high-velocity opportunities
Most important step: Metrics and roll-out plan
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Initial pilot, 1-2 SDR’s, 2-3 months
Level Stage 1 scaling, 3-5 SDR’s, 1-2 quarters
Level Stage 2 scaling, all SDR’s and AE’s
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Type of data | Where to access | Use case | Business metric |
|---|---|---|---|
High velocity ICP | CRM | Prioritise highest velocity accounts | Sales velocity of opportunities: win rate, deal size, sales cycle |
Intent and engagement | CRM | Prioritise accounts with highest propensity to buy | Conversion to opportunity |
Account insights | CRM and N.Rich | Design talking points and determine next best action | Conversion to opportunity |
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Best practice process for sales development
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