Sales Gems Triggered Events Report 
Brought to you by Industry Gems Sales Intelligence 
September 2011  
In This Issue
Writing Good Emails
4 Co's Growing & Hiring
100 Fastest Growing Co's
5 Newly Created Roles
 
We customize each report to match your preferences and needs. 

 

The result?  

 

Engage high-level executives fast by directly addressing their top pain points and needs.

 

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In the previous issue, we highlighted "door-opening" articles on:

Weight Watchers, Big Lots, FMC Corporation, CIO 100 for 2011 and Breach Alerts for Healthcare.

 

See past issues of our reports at our:
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Industry Gems
Silvia Quintanilla
Silvia Quintanilla, Chief Sales Detective, Industry Gems Sales Intelligence
ARTICLE CORNER

Do you write prospecting emails?

If yes, I personally found value in this article by  Larry Prevost entitled:


Don't Be Boring: 4 Keys to Writing Effective Sales Emails 

 

 I especially liked the advice of including only one call-to-action in the email. Makes alot of sense!


 

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Greetings!

This month we've gone on the hunt and collected a variety of interesting news events for B2B sales pro's.

 

Use them to open new doors in leading companies.  

 

For example, for the new executives highlighted below (newly created roles), send them a congratulatory note, followed up with a targeted message on how you can help them be successful.  

 

This small act can build rapport and place you in the forefront as new solutions are being explored.  

 

Thanks for being a valued subscriber and we hope you enjoy this month's issue! 

Big Companies who are Growing and Hiring

Below we uncovered a few company "gems" who are growing. These can make the BEST companies for B2B sales to call on!

 

UPMC plans to hire 1,900 in 2012 

August 27th, 2011 - UPMC in PA is a leading $8 billion dollar hospital system. The organization reported their operating income had doubled in 2011. Good news for sales people who like to target financially "healthy" companies.

 

TRW Announces Business and Technology Investments for Continued Growth 

September 13th, 2011 - This $14 billion dollar (annual sales) auto parts manufacturer based out of Michigan is growing and hiring like gangbusters. See how you can help them expand.

 

Capital One to Hire 3,600 New Employees This Year 

September 20th, 2011 -  This $19 billion dollar company (annual sales) based in VA is also growing and hiring aggressively. The company has also announced their intention to acquire ING Direct USA, which would make them the 5th biggest U.S. bank.  

 

HSBC Canada: Still Hiring and Growing Despite Potential Sale 

September 12th, 2011 - HSBC plans to hire for commercial banking, global banking and markets, and retail banking and wealth management divisions. The article also states plans to make substantial investments in HSBC InvestDirect (their online banking service). Good news for those B2B sales looking to spot opportunities in financial services. 

100 Fastest Growing Companies

Fortune has come out with their annual list of the fastest growing companies. See the Full List here. Be sure to click on each company name for more details.  

 

Also, see this sub-list Fortune created for the 16 All Stars out of the 100.  

 

Newly Created Roles at Big Companies

Some of the best "trigger events" happen when a company creates a new role in their organization. Check out these 5 new roles we found over the last couple of months. How can you help the newly appointed executive be successful in their role?

 

1) Saks Incorporated - Retail Vertical

HQ: New York, NY - 2011 Sales: $2.79 Billion

#694 in Fortune 1000

 

Newly Created Role: Chief Marketing Officer

Article Excerpt: 9/14/11 - Saks announced that Denise Incandela, President, Saks Direct and Executive Vice President of Saks Fifth Avenue, has been named Chief Marketing Officer for Saks Fifth Avenue, a newly created role. She also will continue as President, Saks Direct.

Read More: Saks Incorporated Names Denise Incandela Chief Marketing Officer of Saks Fifth Avenue 


2) SCAN Health Plan - Insurance Vertical

HQ: Long Beach, CA - Sales: $1.61 Billion

 

Newly Created Role: Chief Operating Officer

Article Excerpt: 9/14/11 - SCAN Health Plan has named managed healthcare executive Bill Roth to the newly created role of chief operating officer, effective immediately. In that position Roth will report directly to president and CEO Chris Wing and will be responsible for several core operational areas including claims, healthcare services and information technology.

Read More: SCAN Health Plan Appoints Bill Roth Chief Operating Officer    

   

3) Actuant Corporation - Manufacturing Vertical

HQ: Menomonee Falls, WI - 2010 Sales: $1.16 Billion

 

Newly Created Role: EVP, Global Customer Relationships

Article Excerpt: 9/8/11 - William Axline transitions from the Electrical Segment role into this newly created position leading Actuant's global customer relationship initiative. As part of Growth + Innovation, he will leverage the broad range of products and services in the portfolio, working across the businesses to build higher level global customer relationships and leverage common customer and market positions on a worldwide basis.

Read More: Actuant Announces Executive Appointments  

 

4) United States Steel Corporation - Manufacturing Vertical

HQ: Pittsburgh, PA - 2010 Sales: $17.37 Billion

#148 in Fortune 500

 

Newly Created Role: SVP and Chief Risk Officer

Article Excerpt: 8/1/11 - In the newly created role of senior vice president and chief risk officer, Larry Brockway will be responsible for expanding the company's already comprehensive financial and business risk management practices to establish a more integrated, systematic and enterprise-wide approach to the assessment, analysis and monitoring of business risks and opportunities and the identification of strategies for managing risk.  

Read More: U. S. Steel Announces Executive Appointments in Corporate Risk Management and Finance Organizations 

 

 

5) Volkswagen of America, Inc. - Manufacturing Vertical

HQ: Herndon, Virginia - 2010 Sales: $168 Billion (Volkswagen AG)

 

Newly Created Role: VP, Volkswagen Customer Experience

Article Excerpt: 8/4/11 - Mark Barnes,current head of sales for the company, is appointed to the position of Vice President, Volkswagen Customer Experience.  In this newly created role, Mark will determine and implement strategies and initiatives to support the customer experience in all business activities.  This includes the integration and alignment of each customer interaction at both the dealership and VWoA corporate levels. The Volkswagen Academy, Customer Care, Customer Experience and the CRM/Loyalty functions will report to Barnes.

Read More:VW Creates Customer Experience Organization  

 

Do you have a sales colleague who could benefit from this information? Forward this email to them and ask them to subscribe!

 

Warm regards,
 
Silvia Quintanilla
President and Chief Sales Detective
Industry Gems Research & Consulting
5178 Mowry Ave., #2156 
Fremont, CA 94538-1046  
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