Sales prospecting with event triggers: iSell review
Tuesday, 24th July 2012
Writing a recent product review of iSell from OneSource almost made me wish I were involved in sales! As a researcher I love people to ask me things like “How did you find that?” or “How do you know that?” A sales person might well hear those same questions from a prospect during a cold call if they’ve used iSell as their prospecting tool.
Writing a recent product review of iSell from OneSource almost made me wish I were involved in sales! As a researcher I love people to ask me things like "How did you find that?" or "How do you know that?" A sales person might well hear those same questions from a prospect during a cold call if they’ve used iSell as their prospecting tool.
OneSource iSell has over 50,000 users worldwide representing customers from over 900 companies. US, UK and Global versions are available. OneSource describes its iSell product as a "transformational sales prospecting tool" that allows users to "connect with the right person, at the right time, with the right context".
Content is collected from over 60 leading information suppliers and over 20,000 publications, and provides information on over 21 million companies and 40 million individual contacts. Sources range from financial news, events, patents, search engines, events, jobs, web forums and much more, to a number of social media tools.
The ability to build a list of prospects that also attempts to rank those prospects in terms of "prospectability" provides iSell with a valuable differentiator as does its use of Triggers to help identify optimum times to contact companies and individuals. The product not only can support a user’s sales strategy but iSell also provides the ability to integrate its product with Salesforce.com, a leading enterprise cloud computing Customer Relationship Management system used worldwide. OneSource also has plans to integrate the product with other CRM solutions in the future.
iSell's "trigger based" sales approach is one of the most powerful aspects of the product. It integrates real-time sales intelligence with a more standard list building application. Triggers can be company focused or executive-focused so if a sales team is interested in when a contract is awarded to a company, or new personnel are hired, or the company has received funding, or a new product is being announced, they can then choose to have contact with their prospects upon learning of these events from iSell. By being alerted via Triggers to any pertinent changes or events that take place within their various prospect lists, users can contact individuals at those companies with this knowledge in hand and knowledge is sales power.
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