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ISell Top 10 Best Practices

Welcome to the Quick Resource Guide on how to get started with iSell and get you selling to the right prospect at the right time.  iSell is a tool built specifically with the sales person in mind, so you will find functionality in iSell that you will not see in other tools.  To make the most of your iSell experience, follow these tips below.  Happy selling!

 

  1. Get Started – The first time you use iSell, you’ll walk through Get Started.  This allows you to define what types of Companies and what types of Contacts you target.  Your first list of prospects must be under 50,000 so use criteria that will get you under this mark.  The list can be driven by geographic criteria, industry, company size, etc.  Make sure you specify the types of contacts you sell to as well. 

 

  1. Prospectability – After you have created your first list, iSell gives you a list of prospects sorted by Prospectability. This is our definition of who you may want to focus on first.  We take a look at how much information is available for the prospects (email, direct dial, etc.) and see if there are any recent trigger events.  Getting a good contact with and email, direct dial and a reason to call allows you quickly get to work.

 

  1. Manage Your Triggers – Tell iSell specifically which triggers are important to you and iSell will prioritize (via Prospectability) your prospects based on only those new triggers. For instance, if you know that a Merger & Acquisition event may lead to an opportunity, make sure that this type of trigger is selected. All trigger types are turned on as a default for new users.  Triggers you select are called “preferred”.

 

  1. Turn On Notifications – While you are selecting your preferred triggers, turn on your notification settings so that triggers are either immediately emailed to you or summarized daily or weekly.

 

  1. Research The Company & Contact – Click on any company or contact name and identify the key variables and information such as sales, employees, SWOT report, Industry Primer, Corporate Family and help make your call successful

 

  1. View Triggers – Prospects at the top of your list may have trigger events. These are “reasons to call” and could provide important talking points for your prospecting efforts.  When you see a flame on a prospect card and a relative time (e.g. 1 hour ago) click it to see the trigger event. 

 

  1. Create Custom Triggers – In addition to the standard triggers, you can create your own custom trigger.  Click on News, define your search and save it.  Enable the search as a Custom Trigger and each morning you will see new stories and new opportunities that match your criteria. 

 

  1. Manage Your Prospects – Create new Prospect Lists to help manage your workflow. For instance, after setting up your main list, grab the top 50 and move them into a list called “Today’s Calls”.  Or, create a new list called “Hot Prospects” and move prospects into this list after you’ve had a good call. 

 

  1. Build New Lists – Go to the Build A List page and find new prospects to sell to. You can create an entire new list of prospects or just tweak the criteria to get a new set of contacts.  Save the list and you’ve got a whole new set of leads to review sorted by Prospectability!

 

  1. Use Support! - At the top right of iSell is a Support link which enables you to view user guides or use our Live Support feature to instantly chat with a customer support representative.  Or go to the self-help support page to view videos, see quick tips and FAQs or schedule a more in-depth training session. 
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