Sales Detective Bulletin

Sales Detective Bulletin

Brought to you by Industry Gems Sales Intelligence

Issue #1 - February 2009

In This Issue

Bank of America

Starbucks

Walgreen Co.

If you have certain accounts or verticals you are interested in, let us know. We can customize future
bulletins to match your interests!

Greetings!

Welcome to the first issue of the Sales Detective Bulletin! Inside, we hope you find some noteworthy events to help you open new doors at top revenue accounts.

We all know that the first step in the sales process is to establish a solid relationship with your prospect. Often, this is easier said than done, especially during these challenging times.

That's why we've spent time to create this bulletin. We're committed to helping salespeople initiate strategic conversations with new clients. Let us help you find a reason to call your top prospects!

Bank of America (HQ: Charlotte, NC)

For those of you who want new business with Bank of America, we found a nice "gem" of an interview with SVP Robert Kee. Robert is responsible for the Electronification of Paper at BofA. His team's goal is the removal of paper from processes.

The interview is about 10 minutes long and was done on January 28th, 2009. Any salesperson who can help Robert find efficiencies by digitizing paper and streamlining processes can call him.

Establish immediate rapport with Robert by letting him know you watched his interview!

Interview Date: January 28th, 2009
Interview Link: www.MeetTheBoss.tv (look to the right for his interview)

Interviewee: Robert Kee, SVP at BofA

Tip: It took us a while to view this interview. We had to download the Adobe Flash Player and fix some ActiveX controls on our browser. You may have to do the same, but we think you'll find the interview worth the effort.

Starbucks (HQ: Seattle, WA)

This article, which we found on CIO.com, is a cover story on Starbucks' (relatively) new CIO, Stephen Gillett. We liked the article because it provides some background on Stephen (he was a member of the University of Oregon Ducks football team). Make sure to read page 3. That's where he talks about his future projects and goals.

While Stephen mentions a few projects in the works, we picked one quote where he states: "Generating BI demand across the business and strong analytics is something that Starbucks is going to usher in." Nice for those of you who can help Starbucks "know their customer" (targeted marketing, business intelligence, CRM, analytics, customer data management, etc.)

Article date: January 9th, 2009
Article link: CIO Article Link

Walgreen Co. (HQ: Deerfield, IL)

In late December, Walgreens announced 3 new members of its management team. Based on these members' new roles, salespeople can probably find reasons to call all three of the new VPs (Merchandising, Strategy and Sales).

They've probably settled in by now...which means it may be a good time to introduce yourself (before others do). If you've sold successfully to a retailer/pharmacy before, you may be able to leverage that same application at Walgreens.

Also, check out their bios. Who knows, maybe they came from a company you already had business with...