Best practices: Sales and N.Rich GTM data
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
Quarterly goal (example) | Pilot | Level 1 scaling | 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 |
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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?
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 |
Best practice process for sales development
| Stage description | Responsibility |
|---|---|---|
1 | Use N.Rich to identify high sales velocity ICP account profile | Marketing & Revops |
2 | Set up Hot Demand intent report on N.Rich | Marketing |
3 | Integrate all N.Rich GTM Data to CRM (Salesforce, Hubspot) | Marketing & Revops |
4 | Use N.Rich for deep account insights (optional) | Sales development |
5 | Use account engagement data to source contacts (optional) | Sales development |
6 | Push prioritization data into Sales engagement platform (optional) | Revops |
7 | Create high velocity opportunities | Sales development |
Demo: N.Rich GTM Data using Salesforce and Linkedin Sales Navigator