Noble Guide for Sales Teams

VALUE TO SALES TEAMS

Every sales motion is different, but there are some things that remain constant for prospects regardless of the product they’re buying. 82% of B2B prospects backchannel to their network when they evaluate a new purchase and 50% will buy the products their friends use or recommend. By using Noble, your Sales Team can unlock a lot of value, including:

• Helping prospects find the people they already know who use your product (your curated “happy customers” list we received during onboarding) vs. them randomly backchanneling to customers who may have already churned or who may not be getting the best value from your product.
• Showing confidence and transparency in your product vs. using the same pocket reference every time a prospect requests one.
• Speeding up your sales velocity by allowing prospects to have these word of mouth conversations with people they already know earlier in the buying cycle.
• Improving win rates because of all of the previously mentioned benefits.

HOW TO GET STARTED

It’s very easy to get started. Here are the basic steps:

1. Have your Sales and Marketing teams add the Noble Chrome Extensionsome text
   1. To enable the best experience possible for your prospects, Noble built a browser extension that will safely pull first and second degree LinkedIn connections. By adding this extension, Noble will be able to match your prospect’s LinkedIn connections with your happy customer list. The more team members that add the Noble extension, the more seamless the onboarding experience will be for our prospects.
   2. Once the extension is installed, click the Noble extension icon and then click Get Started
   3. See the appendix for an example email you can send to your teams.
2. Send prospects to your company’s Noble experiencesome text
   1. Use the URL provided to you by your Noble Admin. It will look something like this: https://buyers.thatsnoble.com/?company=[your_company_name]
   2. If you have Noble installed on your website, you can also send prospects there and tell them to click on the Noble widget.

OTHER WAYS TO USE NOBLE

Noble customers are leveraging the experience in many ways. Here are some of the best ways to leverage Noble with your prospects:

• Add the Noble link to your auto-signature with a headline like “Click here to see which of your connections use [your product]”
• Use the Noble experience as a new offer type in an outbound sequence vs. the usual demo, content, event invites. Warm the prospect up and when they’re engaging, offer Noble to them.
• In a conversation with a prospect, ask if they’d like to know which of their connections use your product and send them to the link if so.
• Use Noble on a form submission “Thank You” page. For example, after a prospect books a demo on your site, offer to let them see which of their connections use your product.
• After a demo request - send an automated email that offers to connect the prospect with customers they already know.
• Use your imagination and if you find an interesting way to leverage Noble, let us know!

FAQ

→ Why do prospects need to accept a connection request? 

For prospects who are connected to one of your team members who has the Noble extension added, we can access the prospect’s connections via that extension. As such, these prospects do not need to accept a new connection request. This is why we encourage all sales/marketing team members to add the extension. 

If the prospect is not connected to someone with the Noble extension, Noble will send them a connection request from one of our own team members. By accepting the invite, we can then cross reference their connections with a list of customers to show them which customers they know.

→ Why do some prospects receive a connection request from a Noble team member and others from one of your team members?  

Sellers have asked Noble to send a connection request from their team instead of from the Noble team. As such, for sellers who add the extension, Noble can automatically send a connection request on their behalf. 

→ What happens if prospects don’t receive their connection request?

Sometimes the connection request may take a few minutes to arrive. In the future we will play a video so that prospects know what to expect and after the video plays, the connection request should have arrived. 

Sellers have asked Noble to send a connection request from their team instead of from the Noble team. As such, for sellers who add the extension, Noble can automatically send a connection request on their behalf. 

→ Why do prospects need to make their connections visible on LinkedIn?

Some LinkedIn members (~15%) do not allow their connections to see who else they are connected to on LinkedIn. To ensure we can show prospects which of your customers they know, we ask users to turn their connection visibility on (see link here). They can turn it off after using Noble if they choose. 

Sometimes the connection request may take a few minutes to arrive. In the future we will play a video so that prospects know what to expect and after the video plays, the connection request should have arrived. 

→ How do we determine which customers show up in the search results for a given prospect? 

Noble cross references a prospect’s LinkedIn connections with the customer list provided by your team. In doing so, Noble will identify which of the prospect’s connections work at the same company and in the specified role(s) of the users/buyers. Noble does use a “fuzzy match” to avoid false negatives (i.e., not showing a customer because their title on LinkedIn doesn’t match the buyer personas provided by your team). If there are connections who show up in the search results that do not use your product (or aren’t aware of it), the draft email that Noble provides does ask if they could introduce the prospect to someone else at their company who is more familiar with your product.