1. iSell for Salesforce User Guide

2. Index Page……….3 What is iSell for Salesforce [iSell4SF]?
Page……..4-5 iSell Tab & iSell QuickProfile
Page.… Building your first Prospect List
Page… Populating the QuickProfile
Page.……..15 Updating Accounts & Leads w/iSell Data
Page……...16 Adding Contacts from the QickProfile
Page… Prospect List Main View
Page… Company Detail Page
Company Summary
Contacts
Corporate Family
News
Competitors
SWOT
Financials
Industry
Jobs
Page… Send to CRM: Importing Prospects from iSell into Salesforce
Page… Send to CRM: Other Ways to Import Prospects into Salesforce
Page……...35 Building & Editing Additional Prospect Lists
Page……...36 Managing Triggers
Page……...37 News Searches & Creating Custom Triggers
Page……...38 Managing User Settings
Page….…..39 Feedback & Help Resources

3. What is iSell4SF?
iSell4SF is a personalized prospecting tool providing comprehensive executive, company & industry information directly into Salesforce
Improves sales productivity
Direct integration with Salesforce allows you to push records
Improves the quality of data in Salesforce
Provides the right contacts at the right time with Trigger events
Access to and direct dial phone #’s
Prospectability rating method prioritizes potential opportunities
Is applicable to new prospects and managing existing accounts
NOTE: The following pages will use examples and screenshots of Salesforce.com. Please be aware that depending on your implementation of Salesforce and individual user privileges, the screens shown here may be different.

4. iSell Tab
You will notice a new iSell Tab which was created during the installation of iSell4SF.
If you do not see the iSell tab, click on the + at the end of your tabs menu. Then click on the Customize My Tabs link in the upper right corner of the window pane to add the iSell tab to your view.
The first time you click on the iSell Tab or the QuickProfile on the following page, you will be instructed to build your first prospect list. The instructions on page 6 of this guide will walk you through these steps.

5. iSell QuickProfile
In addition to the iSell Tab, you will also notice a new iSell QuickProfile within your Lead, Account and/or Opportunity page layouts (see page 12 for more information on the QuickProfile).
The first time you click on the iSell Tab or the QuickProfile on the previous page, you will be instructed to build your first prospect list. The instructions on page 6 of this guide will walk you through these steps.

6. Building Your First Prospect List
Upon the first login, users will be prompted to build and Name their first prospect list and select the desired Currency/Scale using a Wizard style menu.
Click Start.
*Note: You may already have your first list created. If so, skip to page 9.

7. Building Your First Prospect List cont.
Tell iSell the types of companies that your target, check all that apply. If you choose Named Accounts you will be taken to a screen which will allow you to add companies individually or populate a template for uploading.
Click Next.

8. Building Your First Prospect List: Geography
Use any combination of variables in Geography Criteria group. Click on the desired variable.
Type in the specified criteria.
Click the Add button to select or select from the Drop-Down Menu and the chosen criteria will display in the column to the right.
As you add variables, your Prospect Count will display at the bottom of the screen. Since you have not yet described the contact types that you sell to, prospects will equate to companies.
Click Next.

9. Building Your First Prospect List: Company Size
Use any combination of variables in Company Size Criteria group.
Type in the specified criteria. Click the Include Not Available Values box if you wish to not exclude companies for which the variable may not be known.
Click the Add button to select or select from the Drop-Down Menu and the chosen criteria will display in the column to the right.
If you choose multiple variables in your selection you have the option to require that All Must Match or At Least One Must Match.
As you add variables, your Prospect Count will display at the bottom of the screen.
Click Next.

10. Building Your First Prospect List: Company Type
Use any combination of variables in Company Type Criteria group.
Type in the specified criteria.
Click the Add button to select or select from the Drop-Down Menu and the chosen criteria will display in the column to the right.
As you add variables, your Prospect Count will display at the bottom of the screen
Click Next.

11. Building Your First Prospect List: Contact Type
The # of companies matching your criteria is displayed. Click Next to be taken to the Contact Type.
You can search by Function or Level.
You have the option to Browse each category.
For all relevant contact types, Check the desired Function/Level.
Click Add Selection in the upper right corner.
On the next page click Next. The selections you make for contact type will be saved as your default contact type when building future lists. This default can always be overwritten within each list and can be changed in the user settings at any time (see Managing User Settings on page 24).

12. Building Your First Prospect List: Triggers
Select the Trigger events that are most relevant to you.
Click Finish.

13. Populating the QuickProfile
Now that you have built your first prospect list, you can populate the QiuckProfile and augment iSell content into your standard Salesforce accounts, leads & opportunity records.
1. Go to the Accounts or Lead tab and Click New to create a new account.
2. Enter the name for the new Account you would like to add.
3. Click Save or Save & New.

14. Populating the QuickProfile cont.
Within the OneSource QuickProfile section, iSell will automatically try to find a match based on the information provided. The possible matches are listed highest to lowest based on the # of employees.
Use the Filters in the left column to narrow your list of potential matches or click on the company name hyperlink for additional information.
Once identified, click on the Radio Button next to the company name.
Click OK button at the bottom of the window.

15. Populating the QuickProfile cont.
The iSell QuickProfile will now display relevant information on the chosen location.
The QuickProfile will display a series of Descriptive Folders, providing you instant access to valuable company, executive and industry information. To see more detail on what each tab represents, jump to page 20.
To see the full company profile, click on the View Details link in the lower right corner of the QuickProfile.
If the selection was incorrect or if you wish to change it, click on the Wrong Company link to search again.
To import critical data points into your standard Salesforce Account or Lead fields, click on the Actions dropdown.
Tip: If your company uses the Chatter functionality in Salesforce, clicking on the Trigger Tab will allow you to share newsworthy Trigger events pulled from trade publications, press articles and news articles from nearly 3,000 sources. Events such as contract wins, opening new offices, M&A activity, joint ventures and executive changes, just to name a few.

16. Updating Accounts & Leads with iSell Data
Select Update Account from the Actions dropdown in the QiuckProfile.
The Stare & Compare screen appears which displays your current data on the left side of the screen. The right side displays the available fields for importing from iSell. Your Salesforce administrator has the ability to protect certain fields, so that they cannot be overwritten by iSell Content – these will appear grayed out. Yellow fields highlight where iSell data differs from existing content….this acts as a flag in the event the user chooses not to overwrite that particular field.
Check all applicable fields and click Update at the bottom of the page. You will then be returned to your Salesforce Account or Lead record with the relevant iSell content populated.
Tip: This process should be replicated periodically to ensure that you have the most current content available from iSell. If anything has changed since the last update, you will be able to see the differences as indicated by the row being highlighted in yellow.

17. Adding Contacts From the QuickProfile
Click Send Contacts from the Actions dropdown.
Check the Boxes on the left for the contacts you wish to add.
Click Next. iSell will search for potential duplicates. If duplicates are found, you will have the opportunity to resolve prior to importing. When completed, you will see the confirmation screen with the results of the import.

18. Prospect List Main View
Click on the iSell tab at the top of your page in Salesforce. Now locate your newly created prospect list in the left hand column under the Prospects header. You can view up to 25 lists in this view.
The default sort is by Prospectability and can be changed. Prospectability scores are calculated from 3 factors: a match to your search criteria, completeness of the contact data (i.e. direct dial, ) and the presence of a recent preferred Trigger event. Click on the Up/Down Arrow to change the sort. The Green Indicator Bar indicates the Prospectability level. The more green bars, the more Prospectable the record.
The Find in List Box under the gold bar allows you to search and filter across companies and contacts in the current Prospect view.
The Search Box at the top of the page allows you to search and filter across the complete universe of companies and contacts in iSell.

19. Prospect List Main View cont.
Use the Export dropdown to download your list into Excel and the More dropdown to Edit, Rename, Duplicate or Delete a list.
Use the Star Rating to tag your favorite prospects. All rated prospects can be isolated in the My Rated Prospects located in the left hand column.
From the Actions Bar, use the Add To to add record(s) to an existing prospect list or use the Feedback to communicate data inconsistencies to the iSell content group. Prospect records can also be “clicked & dragged” to other lists.
If your iSell administrator has enabled the Salesforce import feature, you will see the Send to CRM option in the Action menu. This will allow you to add a company and/or contact to your instance of Salesforce.com. More on importing on pages

20. Prospect List Main View cont.
The iSell Suggests will display similar contacts of interest based on industry & contact function across the iSell universe with the ability to limit to your existing prospect lists.
Click on the Company or Contact name to be taken to a full company profile or additional detail on a contact such as biographical, past employment and salary. If enabled, the Social Media icons next to a contact or company will display either a contacts or company’s Linked In, Twitter, Facebook, Google+ or blog.
The last 30 days of Trigger events are displayed when you click on the Flame icon. To set the default and always have the Triggers expanded, go to the View dropdown located under the gold search bar and select Expand Triggers. Preferred Triggers are noted with a star. Only Preferred Triggers affect the Prospectability rating, meaning that only companies with Triggers that you prefer will be prioritized. Define your preferred Triggers by clicking on the Trigger menu in the left hand column (see Managing Triggers on page 36).

21. Company Detail Page
The Tabs located above the Business Description provide additional insight into the company’s Contacts, Corporate Family, News, Competitors, SWOT, Financials and Industry. *Not all tabs are available for all companies.

22. Company Record
The Company Record tab displays the Recent Triggers, Business Description, Industry Classifications, Key Financial Ratios & Stock Snapshot. *Some information is not available for private companies.
The right side of the page will display Key Contacts based on your default contact types selected during the creation of your first prospect list. The default contact types can always be modified later under the user settings (see Managing User Settings on page 24).

23. Contacts
The Contacts tab displays contacts across all levels and functions across the organization.
The view can be Sorted to display contacts by Structure or alphabetically by name.
Use the Search Box to search by name, job title or job function.
Use the Filter to filter contacts by job function.

24. Corporate Family
The Corporate Family tab displays the largest organizations within the family.
Click on the Export tab on the right side of the page to download to Excel or CVS file. The More tab allows you to add selected or all companies to an existing prospect list. To select specific companies, click the check box to the left of the company name.
If your iSell administrator has enabled the Salesforce import feature, you will see the Send to CRM option. This will allow you to add a company(s) to your instance of Salesforce.com. More on importing on pages
Note* iSell highlights Recent & Proposed Changes in Hierarchies due to mergers, acquisitions, joint ventures & bankruptcies.

25. News
The News tab default view displays the last 12 months of news and articles from thousands of publications.
Use the Search Box to screen for keywords related to a particular topic or event.
To narrow the results you can change the View to show the last 90, 60, 30, 7 and 1 day.
Clicking on the Google News link will pre-populate an external news search for the specific company using Google.
Clicking on PDF will allow you to download the page
Click Print allows you to print your screen.

26. Competitors
The Companies tab displays the current companies competitors, closest companies or closest peers in an industry.
Whenever a company record is Hyperlinked, clicking on the company name will take you to the full Company Profile.
Click on the Export, Print, PDF, or More tabs allow you to export, save and print your results. Selecting the checkbox at the bottom of each result allows you to export them to a list if desired.

27. SWOT [Strengths, Weaknesses, Opportunities & Threats]
The editorially derived SWOT tab provides strategic insight into a company’s strengths and weakness’ in addition to their opportunities and threats. Access to this type of information can make you better prepared in positioning your products or services.

28. Financials & SEC Filings
The Financials tab displays Annual Balance, Income & Cash Flow, Credit Report, Spending Insights, Payment & Risk Insights, and Annual Reports for the last 3 years. There is also a link to view recent SEC Filings.

29. Industry
The Industry tab displays meaningful content when gathering intelligence to better understand the climate of a prospect or client’s industry.
The Industry Sales Primer is an editorially derived report designed to help structure conversations across the different business units within an organization. It contains a list of top companies in the industry, leading questions by business segment, industry buzz words with definitions and links to related industry websites.
Key sections of the Industry Sales Primer report are also presented in a collapsible version making it easy to navigate to the various sections.
The Top 10 companies by sales within the industry are displayed. The display can also be changed to top 10 by assets or employees.
Click on The Related Industries list to be taken to a pre-populated prospect template allowing you to quickly identify like companies within the same industry.

30. Jobs
The Jobs tab displays meaningful content when gathering intelligence to better understand the positions that a company currently has open if there are any. These postings are pulled from simplyhired.com and updated in real time.

31. Send to CRM: Importing Prospects from iSell into Salesforce
Once Prospect Lists have been created the companies and contacts (Prospects) from these lists can be imported as new Leads, Accounts or Contacts into Salesforce. This information can also be imported and then used to update existing Leads, Accounts or Contacts in Salesforce. The ability to import and the # of prospects that can be imported at one time is determined by your organization.
Open the Prospect List which contains the company or contact that you would like to import.
Check the Actions box from the list.
Click Send to CRM in the gold navigation bar at the top of the view.
*If selecting more than 1 prospect, no s & direct-dial phone numbers will be sent.
However, multiple s and direct dials will import when conducting the import from the Contacts tab within a company profile or when sending contacts from the QuickProfile.

32. Send to CRM: Importing Prospects from iSell into Salesforce cont.
Click Send Selected Prospects Only or Send Entire List. The number of prospects that can be imported at once is determined by your organization.
Click Next.

33. Send to CRM: Importing Prospects from iSell into Salesforce cont.
Companies get sent to Accounts. From the Send New Contacts to dropdown, select Leads or Contacts.
Click Show Options to display additional assignment rules or to assign to a particular campaign (if applicable).
Click Next.

34. Send to CRM: Importing Prospects from iSell into Salesforce cont.
iSell automatically searches for Potential Duplicates.
If potential duplicates are found, Click to Resolve.
Depending on the conflict, you can Create or Update records. Select the appropriate action.
Click Send and the record will be imported as specified. You will see the confirmation on the next screen.

35. Send to CRM: Other Ways to Import Prospects
By clicking on a executives name to open the Contact profile.
By clicking on a company name to open the Company profile.

36. Send to CRM: Other Ways to Send Records cont.
From the Contacts Report in a company record.
From the Corporate Family Report in a company record.

37. Building & Editing Additional Prospect Lists
Locate the Build/Edit A List in the left hand column. The Wizard option will guide you through the various steps similar to the way you built your first prospect list. The Do it Yourself option presents a dashboard view of all available variables.
A prospect can be a company or a contact. Each list must contain fewer than 50,000 prospects. Control your results by restricting the search to Companies only, Contacts only or expand the list using a combination of companies and contacts with the Blended option.
iSell stores up to 200 Saved Lists. Click here to view, edit or delete your saved criteria. Users can edit the criteria used in an existing list and save with a new name, preserving the original list. To delete lists of prospects, see page 18, bullet #5.
To define your variables, simply click on the Descriptive Links & enter the required parameters for each category. You can use as few or as many categories as you like….so long as your results are less than 50,000 (you will not be able to save or view the results until your results are less than 50,000). For new lists, the Contact Type will auto-populate with your Contact Type preferences saved in My Settings but each list can changed by adding or removing specific types.
Click View to see your results. You can also click Clear to remove all the search criteria and start with a clean template.
Once all the criteria has been entered, Name Your List and click Save. Your list of prospects will then appear in the left hand column sorted alphabetically.

38. Managing Triggers
To view your feed of preferred Triggers, locate Triggers in the left hand column.
Use Filters to isolate specific Triggers by Type and by Prospect lists.
The Find In List feature provides the ability to search for keywords.
A key component of the Prospectability score (see page 11) is the presence of a Preferred Trigger. By default, iSell assumes all Trigger types are preferred. Click Manage My Triggers to view and edit your Trigger settings.
You can also access this in Settings, Triggers tab
Behind the scenes, iSell uses hundreds of search phrases and search terms to structure each Trigger event. Deselect irrelevant business topics
Set your Notifications settings, which will Triggers based on your desired delivery frequency and format.
Click Save in the upper right corner. This will adjust the Triggers shown in your Trigger feed, how Triggers are presented in the prospects view, and which Triggers are included in your notification (if enabled).

39. News Searches & Creating Custom Triggers
Locate the News Search link in the left hand column. You can also navigate to this screen by selecting “Add a Custom Trigger” at the top of the Trigger feed.
Click on the Advanced Search at the top of the page. The Simple Search options offers the ability to conduct broad free text searches ideal for a quick search with broad results. The Advanced Search provides more refined results by using iSell’s structured search taxonomies.
To define your search, simply click on the Descriptive Links & enter the required parameters for each category.
Once all the criteria has been selected click Search in the lower right corner.
Enter your desired Title of your search criteria.
Name your search in the Save Search box.
To save your search click Save. If you wish to make this a Custom Trigger, which can be viewed in the Manage My Triggers View, click the On button next to Trigger. The Search Results will be displayed at the bottom of the page.
Use the Find In Results Box to search for keywords within your results.
To narrow the results you can change the View to show the last 90, 60, 30, 7 and 1 day.

40. Managing User Settings
Select Settings in the upper right corner. This takes you to the Preferences tab.
When you built your first prospect list you selected certain Contact Types. These types and functions appear as default variables when building future lists. Modify your default contact types by adding or removing specific functions and/or levels..
The Content Settings allows you to add individual or mass upload a list of companies that you wish to be excluded from your prospect lists. This list can be modified at any time.
View your plan details, including content set and renewal date on the Plan tab.
Select your preferred Currency (USD, GPB and EUR) and Scale (Millions or Thousands)
Your Preferred Trigger types can be modified by clicking the Triggers tab (see Managing Triggers on page 36).

41. Feedback & Help Resources
There are two ways to provide feedback to OneSource. For feedback related to a prospect record, hover your cursor over the Actions Bar and click on the Feedback link.
Check the box next to the field you wish to edit along with any suggested content.
Click the Send button.
General feedback related to all content outside the prospect record can be entered by clicking on the Feedback sub group under the Support dropdown located in the upper right corner on all pages throughout iSell. There are also links to our HelpGuides and a 24/5, M-F LiveSupport instant messaging tool.