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Sales prospecting with event triggers: iSell review
Tuesday, 24th July 2012

By Jan Knight

Abstract:

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. 

Article:

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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By Jan Knight

Jan Knight is an independent market research consultant and President of Bancroft Information Services. She provides customised business intelligence and secondary market research to consultants and companies in all industries. Her work helps to shape business plans, marketing strategies and new business development for a diverse set of clients including start-ups, technology companies, marketing strategists, and small and medium businesses.

She is a frequent presenter on market research topics at the Arizona Center for Innovation, the Technology Business Incubator associated with the University of Arizona in Tucson. Jan holds an MA in Information Resources & Library Science from the University of Arizona, and a B.A. in Renaissance/Humanities Studies from the University of California, Berkeley. Originally from England, Jan moved to Tucson in 1984 and has worked in both the advertising/marketing and publishing industries before starting her own business in 2001.

Jan can be reached at jan.knight@freepint.com

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