1. The Power of Trigger-Based Selling
How to Find and Sell to Prospects 8x More Likely to Buy

2. Accelerating Sales Prospecting: Key to Driving More Revenue
Sales professionals spend over 20 percent of their time on
lead generation and conducting research on accounts.
Jim Dickie, CSO Insights
Sales teams ranked outbound prospecting as their number
one source of qualified leads.
2010 B2B SalesPulse Survey by OneSource

3. Critical B2B Sales Prospecting Challenges
Getting to the hottest opportunities at the right time
It’s difficult to find companies right at the start of the buying cycle, so much time is spent
prospecting companies that are not ready to buy or losing deals when a competitor has
gotten in earlier and defined the RFP or set the stage
Finding the right executive and management contacts
The person in charge of the buying cycle may not be the senior executive – finding the
right person requires broad and deep contact information
Crafting a compelling reason for a discussion
Prospects are stretched thin and don’t have a lot of time for exploratory discussions. Sales
professionals have to have something compelling and relevant right out of the gate, and
this requires more preparation and research
Spending more time on selling, not researching
Sales professionals are getting swamped researching different websites and social media
trying to find good prospecting information, leaving less time for selling

4. Sales Triggers Help Uncover Opportunities at the Right Time
Look for Sales Trigger Events to help uncover More Sales Triggers
potential opportunities at the right time… Executive Changes
Conferences, Speeches & Shows
Executive Changes Product Launch
New execs are charged with making a difference and doing it fast. They need FDA Approval
to buy solutions and services to make it happen. It’s also easier for them to Contract Win
change a service because they can point out that a previous bad choice was Joint Ventures & Partnerships
made by the former executive. Venture Capital
Mergers and Acquisitions
New Funding Public Offering
Debt & Equity
Companies with new funding are 8x more likely to buy many services than Earnings Announcement
companies without these events. Funding is meant to drive growth which
Earnings Results
means purchasing new solutions and services to help with sales, marketing,
Dividends
product development, operations, and even finance.
Accounting & Regulatory Issues
Legal
Product Launches Bankruptcy
The launch of a new product requires companies to purchase many services Divestitures
and solutions ranging from marketing services to sales training to e-commerce Commercial Real Estate
systems or CRM systems. New products need to show rapid growth, which Opening New Office
creates demand for service and solution providers who can demonstrate that Closing Facilities
they can help fuel that growth. Corporate Relocations
Hiring Initiatives
TIP: Look to the list on the right for ideas on relevant triggers for your Layoffs
sales cycles. Using these will help you find hotter sales opportunities. SEC Filings

5. Prioritize Opportunities to Maximize Revenues
1. Right Company 3. Right Timing
Company fits right into your
sweet spot (target industry, Getting in touch with the
size, geography, etc.) company when they are just
starting the buy cycle
Hottest Opportunities
2. Right Person 4. Right Issues
Contact has the right title and Finding the most relevant
role for being a key decision- business issues that the
maker for your offering prospect is facing
TIP: Grow revenues by prioritizing prospects up-front using all 4 of these criteria – most sales teams
can prioritize by company or title but often don’t have access to triggers than can uncover timing
and issues early in the prospecting process, while building the target prospecting list.

6. Maximizing Sales Productivity & Driving More Revenue
Imagine your day where the hottest opportunities are
prioritized for you by what’s most valuable to you…
• Companies selected based on your
specific target markets
• Contact Titles based on who is your
key buyer – powered by millions of
direct dial numbers and emails
• Timeliness prioritized by relevant sales
triggers and how well they fit your
sweet spot
• Key Issues highlighted through rich
information about your target
companies and prospects
Get a FREE TRIAL of OneSource iSell. See how it does this for you, so you can focusing on selling:
http://www.onesource.com/isell

7. Experts are Talking About iSell
“The sales triggers delivered by OneSource iSell are invaluable for helping sales teams identify
and prioritize new prospecting opportunities as well as staying on top of target accounts. iSell
also provides compelling talking points sales professionals can use to gain the interest of potential
prospects during those crucial first few moments of a prospecting call.”
-Tibor Shanto, Principal at Renbor Sales Solutions
“Essentially, such tools as iSell allow the sales and marketing professions to constantly adapt to
real-time opportunities. Ultimately, these prospecting tools look less like a convenient way to find
hot leads and more like a vehicle for understanding where sales reps should invest their time to
win more business.”
-Geoffrey James, SellingPower
“[With iSell] Each rep now has their own ‘command-central’ where they create a highly
personalized sales prospecting environment that lets them work the way that best supports their
sales process.”
-Nancy Nardin, Smart Selling Tools
“Sales prospecting used to involve tedious sifting through news stories, annual reports, and
such, but new technologies have thankfully come to the rescue. [iSell] not only taps a broad
range of relevant content but is also designed to deliver context, a personalized experience, and
an automated feed of hot prospects.”
-Paula J. Hane, Information Today
Visit http://www.onesource.com/isell for a free trial.