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Top 3 Ways To Get The Most Out Of Your ISell For Salesforce Experience

Create a Watch List:  A Watch List is a list of companies that currently exist in Salesforce and have been linked to iSell content.  This is an effective way to isolate company & contact information for existing accounts, leads and opportunities.  This feature is ideal for Account Managers who work with named accounts or for individuals who look for new opportunities generated as leads in Salesforce through other 3rd party tools.

 

  • Click the iSell Tab
  • Select the CRM Watch List link under the Build/Edit A List
  • Choose the source Field: Accounts, Leads or Opportunities
  • Name your list
  • Choose the Salesforce fields which you would like to build your list from (up to 3 fields can be selected)
  • Choose the desired Operators and Values variables for each Salesforce field(s)
  • Click Save

  

  • Click on the Name of the List located under the Prospects view in the left column.  Your list will be sorted based on Prospectability.  Prospectability is iSell’s scoring methodology to rate possible opportunities.  The basis of which is having specific information about the prospect or company, such as….…..

 

  • Having the name of a contact
  • Email address and direct dial
  • Recent triggers, providing a compelling reason to contact the contact/company
  • Presence of social media links from LinkedIn, Blogs, Facebook or Google+ page

 

  • Click on the View dropdown to customize and Include Extra Fieldswhich appear in the prospect card. You can also choose to always have the Triggers exposed by selecting the Expand Triggers option

Identify your Preferred Triggers & Activate the Email Notification:  A key component of the Prospectability score is the presence of a Preferred Trigger.  A Preferred Trigger should be considered a significant event related to selling opportunities for your business.  Turning on the email notification will reduce the likelihood of missing these important events.

For example:

  • A company selling safety equipment may find the trigger, “Product Launch” as an opportunity to speak with a manufacturing company about the possible need for additional employee safety training due to the presence of new equipment being used in the production process of the new product.
  • A Bankruptcy trigger can alert an Account Manager working with named accounts to a potential negative impact at renewal. Conversely, a Merger & Acquisition trigger could lead to a new opportunity at an existing client.

 

  • Click on the Triggers module in the left column
  • Click Manage My Triggers

 

  • The Triggers tab will be displayed

Expand each Trigger category type and leave only the Preferred Triggers selected, deselect all non-preferred triggers

  • Turn the Email Notification option to “On”
  • Choose the alert Format and Delivery Frequency for the trigger

 

  • Go to the top of the page and click Save. You will now receive email alerts on topics related to your preferred triggers on companies in your current lists (including subs and branches of those companies).

Creating a Custom Trigger:  There are over 21,000 sources of information that supply content for the triggers within iSell.  Creating a Custom Trigger can give users an extra level of detail when trying to identify events that may contain a specific keyword or pertain to a particular industry.  Sharing this knowledge with a prospect or client can reinforce your trusted advisor role as a partner or potential business partner.

  • Click on the Triggers module in the left column
  • Click Add a Custom Trigger

  • Enter any word or phrase relevant to your topic of interest in the Free Text
  • Multiple words or phrases  that need to appear in sequence require parenthesis i.e. “environmental impact”
  • Search across the 21,000 Publications and choose all relevant titles
  • Click Search and your results will appear at the bottom of the page
  • Name your Custom Search
  • Turn the Trigger option to “On” and click Save

Your custom trigger will now appear in your regular trigger feed via email.

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