In this issue of the OneSource News:

Sales 2.0 & Social Media
Selling Smarter by Leveraging New Media

Social Media is a hot topic these days, but does it drive sales?

Download this new whitepaper for some insights on social media and "social CRM" strategies that your can employ to drive more effective selling. The white paper includes information on:

• How tops companies are successfully employing social media to drive revenues;
• Social media tools for B2B sales and marketing professionals: how do you begin reaching out to highly targeted audiences?
• Tips on "social CRM" and best practices for integrating social media into workflows;
• Best practices for building on the fundamentals: good contact lists, good company data, strategic business insights

Business Pulse: Survey Highlights


Key Findings from Recent Survey of Sales Professionals Highlight Pipeline Trends and Most Reliable Lead Generation Tool...

OneSource's B2B Sales Pulse Survey aggregated responses from sales executives across the US. Survey respondents offered professional insights a variety of critical topics: were sales cycles stretching out, was pipeline growing even while the number of closed deals stagnated, which channels were most reliably producing good leads?

Two highlights from the study: first, outbound prospecting is still king for sales teams looking to drive revenue; and second, pipelines are "somewhat" or "significantly" longer for nearly all respondents.

How can OneSource help address these issues? By providing verified, targeted contact data at millions of public and private entities, worldwide, reps can quickly build contact lists based on a variety of key selection criteria, including geography, industry, company size and more. By enabling sales reps to go deeper and wider into target accounts—armed with strategic news and insights about these companies—reps can drive the sale to close faster and more consistently.

Learn more about building prospecting lists: click here.

infoGroup Client Summit
Join Other infogroup Clients in Las Vegas

This February customers of infoGroup companies, like OneSource, will gather in Las Vegas. The summit is designed to empower you with a top to bottom view, from industry experts identifying the new trends in the marketplace, to hands-on interactive sessions on techniques that will drive your sales strategy.

• When: February 22nd - 24th, 2010
• Where: Red Rock Casino, Resort and Spa, Las Vegas, NV

• Peter Ostrow, Research Director, Aberdeen Group
  Peter Ostrow is the Research Director for the Sales Effectiveness practice at the Aberdeen Group, a leading provider of fact-based research focused on the global technology-driven value chain.
• “Branding Yourself” (Harry Campbell)
• "Social Media: Both a Threat and An Opportunity" (Ann Kennedy)
• “How to Sell in the 'New Normal'” (Jeff Koser)

On-Demand Webinars Offer
Sales & Marketing Insights

In our ongoing efforts to provide valuable content to clients OneSource has produced a variety of sales & marketing focused webinars:

• Developing Content for Social Media
• Optimizing Your Website for Social Media
• Taking Your Email from Average to Awesome

Geographically-Based Sales Prospecting
Geography Still Top Criterion for Sales Pros

When Joel Cantos, New Accounts Launch Rep, first works with customers he is often asked is "What's the most effective way to do geographically-based prospecting?" Cantos has several recommendations to help clients build quality, targeted lists:

• First, think about the macro-level sort you want to use: will you be searching by state, zip, major metropolitan area? Obviously, the more targeted the better; if you are preparing to speak to a group of prospects who share similar challenges call preparation is simplified.
• Second, combine geographic criteria with other specific selectors; Cantos suggests company size, industry. If your initial search produces too many results, consider adding in titles to focus your data set.
• Third, segment lists based on priority: attack those companies and contacts most closely fitting your "ideal prospect profile" as a priority and you are likely to see better return on time spent.

• "How can you get more business from existing customers?"
• "Sales prospecting by geography: save on travel budgets"
• "How are best-in-class organizations responding to today's challenges?"