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      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:

      1. Initial pilot, 1-2 SDR’s, 2-3 months

      2. Stage 1 scaling, 3-5 SDR’s, 1-2 quarters

      3. Stage 2 scaling, all SDR’s and AE’s

      Quarterly goal (example)

      Pilot 

      Level 1 scaling 

      Level 2 scaling

      Number of conversations with ICP accounts

       

       

       

      Number of meetings or demos with ICP accounts

       

       

       

      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?

      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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      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