Using Linkedin Sales Navigator with N.Rich intent data

Background

N.Rich provides intent data on the account level, which could be problematic from sales outreach perspective. The question is always; “Who should I get in touch with?”. For this purpose it’s very useful to utilize contact data tools like Linkedin Sales Navigator, Zoominfo or Cognism. This tutorial focuses on the most popular one of these; Linkedin Sales Navigator.

Tutorial video: How to use Linkedin Sales Navigator with N.Rich (6:09)

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Tutorial video: Using N.Rich intent data with Linkedin Sales Navigator

Simple steps

1. Identify account with high intent (on N.Rich or CRM)

2. Check the locations where the intent is coming from, focus on country at this stage

3. Go to Linkedin Sales Navigator and use “Lead filters” to find the contact. Use the following fields:

   1. Current company

   2. Personal geography on country level

   3. Job title functional area

   4. Job title seniority

4. If you can’t find any contacts, remove the country filter. If you have too many contacts, try to drill down to a more accurate location level starting from the region and narrowing down to the city. The location should never be used as an absolute truth, but simply as a positive signal should you find a match.

5. Copy the contacts to CRM or start outreach from Linkedin or email

6. Go back to N.Rich / CRM to see what are the interests of the account, ie what have they engaged with. Based on the interests this create personalised outreach that emphasises the propositions or key points included on the ad they engaged with.

7. Launch your outreach on Linkedin Inmail, Linkedin connect requests, Email or by calling if you have an access to the phone numbers.