Why use N.Rich data for sales?
Utilizing N.Rich for sales can yield significant performance improvement for sales development:
Sales Velocity ICP will increase win rate / deal size / sales cycle by 30-200%
Roughly 20-35% of “Hot” intent accounts from your ICP should convert to new high-velocity opportunities
Most important step: Metrics and roll-out plan
Before you start utilizing N.Rich GTM Data for sales, you need to define the metric to measure performance. We recommend rolling out the project in 2-3 stages, each of which should have its own goal that needs to be exceeded in order to move to the next stage:
Initial pilot, 1-2 SDR’s, 2-3 months
Stage 1 scaling, 3-5 SDR’s, 1-2 quarters
Stage 2 scaling, all SDR’s and AE’s
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Quarterly goal (example)
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Pilot
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Level 1 scaling
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Level 2 scaling
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Number of conversations with ICP accounts
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Number of meetings or demos with ICP accounts
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Number of new opportunities from ICP accounts
In order to successfully convert N.Rich GTM Data to revenue, you need to ensure commitment from Sales leadership, who will take day-to-day responsibility for the performance. You should also consider rewarding SDR/BDR with a bonus when the goal level is exceeded.
What GTM Data will be available and how is it beneficial for the sales?
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Type of data
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Where to access
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Use case
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Business metric
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High velocity ICP
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CRM
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Prioritise highest velocity accounts
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Sales velocity of opportunities: win rate, deal size, sales cycle
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Intent and engagement
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CRM
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Prioritise accounts with highest propensity to buy
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Conversion to opportunity
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Account insights
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CRM and N.Rich
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Design talking points and determine next best action
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Conversion to opportunity
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Best practice process for sales development
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Stage description
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Responsibility
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1
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Use N.Rich to identify high sales velocity ICP account profile
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Marketing & Revops
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2
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Set up Hot Demand intent report on N.Rich
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Marketing
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3
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Integrate all N.Rich GTM Data to CRM (Salesforce, Hubspot)
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Marketing & Revops
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4
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Use N.Rich for deep account insights (optional)
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Sales development
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5
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Use account engagement data to source contacts (optional)
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Sales development
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6
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Push prioritization data into Sales engagement platform (optional)
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Revops
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7
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Create high velocity opportunities
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Sales development
Demo: N.Rich GTM Data using Salesforce and Linkedin Sales Navigator
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The article is now available here: https://n.rich/en/knowledge-base/best-practices-sales-and-n.rich-gtm-data