Key Account Profiling
Have you created a targeted list of accounts to pursue in 2011?
Dramatically elevate your win ratio by gaining important intelligence on each key account.
We dig deep to find the kind of information that gets top executives to call you back.
By demonstrating exactly how your solution can help them achieve their goals, you can shave months off your sales cycle.
Contact us today to begin uncovering important intelligence on your key accounts:
Silvia: 510-745-9956
silvia@industrygems.com
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CHECK OUT PAST REPORTS
In the previous issue, we highlighted "door-opening" articles on:
State Farm Insurance, Trader Joe's, Dunkin' Brands, Elite 8 Banking CIOs & America's 500 Fastest Growing Private Companies
See past issues of our reports at our:
Report Archive
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VISIT OUR SITE
Industry Gems
Silvia Quintanilla, Chief Sales Detective, Industry Gems Sales Intelligence | 
Are You Hiring?
Are you looking for top notch software salespeople to join your team in 2011 ?
Call Lee Slimm from FISales Executive Recruiting today.
Lee will help your sales explode next year by finding strong sales performers to join your growing team.
lee@fisales.com
925-718-5038
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Sales Tip of the Month
Do you have an upcoming call with an important prospect? Want to make sure you're prepared for the call?
A great way to do this is to review the company's presentations documents (if they're public). That's where you'll often find information on their strategies, goals and growth priorities.
Just locate the Investor Relations page on the company's website. Then click on the "Presentations" link.
As an example, check out Johnson & Johnson's presentation web page. We especially like the Q3 2010 Pharmaceutical Business Review PDF presentation!
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Greetings!
Happy holidays from Industry Gems!
It's our pleasure this month to bring you nuggets of information that can make a big impact on your sales. Take a look at the potential door-opening stories we found for companies in the retail, healthcare and manufacturing verticals.
Also in this issue: - Have plans to hire great salespeople in 2011? We have a valuable resource for you (see below left for info).
- A "Top 50" list for the food industry (50 great profiles on top executives)
- A super database for those of you who call into Marketing Exec's
Plus, we've included a research tip (see left hand pane). This idea can help you prepare for a successful initial call with a public company.
Lastly, if you are seeking new business from your Named Account or Key Account base in 2011, call us. That's our specialty. We help our clients win new six and seven-figure deals by understanding the top initiatives and projects within their key accounts.
Thank you for reading and we wish you all the best as you finish off 2010!
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Office Depot, Inc. - HQ: Boca Raton, FL
2009 Sales: $12 Billion
For those of you who offer sales, marketing, customer service or online solutions to the Retail vertical, this Fortune 500 company may need your help.
Office Depot's marketing division reorganized in 2010 and has introduced a new ""customer marketing" department. Read more about their new focus to see how you can help!
Office Depot fuses marketing efforts - November 1st, 2010
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Eli Lilly & Company - HQ: Indianapolis, IN
2009 Sales: 21.8 Billion
This is a nice Q&A article with Eli Lilly's CIO Michael Heim and VP Mike Meadows. We especially like the part where Meadows expresses an interest in finding solutions for the "middle layer of systems management" in a cloud computing environment.
We see opportunities for those of you who help with Security, Network, Computing, Application Development and Disaster Recovery, to name a few.
Q&A: Eli Lilly On Cloud Computing Reality - November 13th, 2010
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NACCO Industries, Inc. - HQ: Cleveland, OH
2009 Sales: $2.31 Billion
NACCO Material Handling Group (a subsidiary of NACCO industries) is growing again. The maker of Yale and Hyster brand lift trucks has just hired 400 new workers for its four manufacturing plants.
When a company hires like this, it's a clue that they may be looking to invest in other products and services as well. We think it's a great company for our B2B sales readership to call on!
NACCO Materials Handling Group hires 400 workers - November 22nd, 2010
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Companies That Are Growing Make Great Prospects
Salespeople know that it's much better to sell to a company that is financially healthy and growing. A great indicator of that is if they are hiring. That's why we like this recent article. It highlights 24 companies that are hiring as well as the positions that they are seeking to fill.
See if any of these companies match your sweet spot and then give them a call!
Companies Hiring This Month - November 2010
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SN Power 50 for 2010
We found a great list of prospects for our readers. This time, it's in the food industry (supermarkets, retailers, manufacturers). Supermarket News has compiled a Power 50 list, profiling the top "Power Players" in the industry.
We like the additional content you get from clicking on each of the executive names. See what strategies these leaders are using to grow their companies. Then, let them know how your solution can help!
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Do You Target Marketing Executives?
If you answered yes to that question, we have a partner resource that could help. The List, Inc. provides a powerful online service for B2B sales. Their database contains over 100,000 executive contacts, as well as important news stories devoted to the marketing and advertising industry.
If you'd like to check it out firsthand, give Caroline Amory a call at 404-372-8746. She can provide you with a 24-hour free trial to test run the service!
Learn more about The List, Inc. by going to www.thelistinc.com or by reading their brochure.
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Do you have a sales colleague who could benefit from this information? Forward this email to them and ask them to subscribe!
Silvia Quintanilla
President and Chief Sales Detective
Industry Gems Research & Consulting
5178 Mowry Ave., #2156
Fremont, CA 94538-1046
Dedicated to Helping Sales Professionals Win Deals in the World's Largest Companies.
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