SocialADM.com Has sponsored this document for your free use. SocialADM.com is a Strategic Sales Tool provided as a Service (SaaS) and designed by Sales Executives to help other Sales Executives in their daily Sales Processes from Lead-to­‐Order. SocialADM is especially designed for Strategic, Complex, Value and Solution Selling Process.

1. Re-­‐Think
Account
Due
Diligence
In
2012
Authored
by:
h;p://twi;er.com/kalleheinonen
h;p://www.linkedin.com/in/kalleheinonen

2. About
This
Document
About
This
Document
This
document
gives
a
framework
for
planning
your
Account
Due
Diligence.
You
are
free
to
re-­‐use
this
plan
as
is
or
modify
it
to
be;er
fit
your
purpose.
Who
Should
Read
This?
This
document
is
planned
for
anyone
interested
in
making
sense
of
Strategic
Sales,
Complex
Sales,
SoluJon
Selling
and
Value
Selling.
Main
Target:
Directors,
Sales
Team
Leaders,
Business
Owners,
Sales
ExecuJves,
Others
Interested
About
SocialADM
SocialADM.com
is
a
Strategic
Sales
Tool
provided
as
a
Service
(SaaS)
and
designed
by
Sales
ExecuJves
to
help
other
Sales
ExecuJves
in
their
daily
Sales
Processes
from
Lead-­‐to-­‐Order.
SocialADM
is
especially
designed
for
Strategic,
Complex,
Value
and
SoluJon
Selling
Process.

3. Due
Diligence
Making
You
Extraordinary
Proposal
&
Closed
Planning
Discovery
SoluJon
NegoJaJo
Legal
Won/Lost
n
What
will
make
You
the
Extraordinary
Sales
Professional?
“He
knows
an
important
thing
about
company
that
I
didn’t
know
of..”
“He
helps
me
make
more
money.”
“He
makes
my
life
easier..”
“He
knows
who
I
and
my
team
work
with.”
“Thanks
to
him,
I
got
a
promoJon..”

4. Due
Diligence
–
How
can
it
help?
Proposal
&
Closed
Planning
Discovery
SoluJon
NegoJaJo
Legal
Won/Lost
n
“How
will
you
learn
to
know
the
important
thing*
about
your
customer’s
company
that
they
didn’t
know
of..”

5. Due
Diligence
–
The
Important
Thing.
Proposal
&
Closed
Planning
Discovery
SoluJon
NegoJaJo
Legal
Won/Lost
n
Look
closer
at
*the
important
thing.
•
It
is
informaJon
that
comes
from
data,
right?
•
What
data
do
we
need?
•
Where
should
we
start
looking
for
the
data?
•
What
data
should
we
focus
in?
•
What
data
should
we
NOT
LOOK
INTO?
•
How
can
we
uJlize
tools
the
data
delivery?

6. Due
Diligence
–
What
data
needed?
Proposal
&
Closed
Planning
Discovery
SoluJon
NegoJaJo
Legal
Won/Lost
n
What
data
do
we
need?
•
The
People
influencing
the
sales
•
The
Company
–
General
informaJon
(even
if
you
know
them)
•
The
Products
&
Technology
•
The
CompeCCon
(Who
are?
How
do
they
gain
advantage?)
•
The
Performance
(Analyst
reports)
•
The
PrioriCes
(Strategic
imperaJves)

7. Due
Diligence
–
Where
to
look
for
data?
Proposal
&
Closed
Planning
Discovery
SoluJon
NegoJaJo
Legal
Won/Lost
n
Where
should
we
look
at
the
data?
•
Social
Networks
(People,
Product
reviews,
CompeJJon)
•
Blogs,
Talks,
Calls
(Events,
People,
Products,
CompeJJon)
•
Official
financial
filings
•
Analyst
reports
•
Trade
PublicaJons
•
Business
PublicaJons
•
Events
•
Company
website

8. Due
Diligence
–
What
Data?
Proposal
&
Closed
Planning
Discovery
SoluJon
NegoJaJo
Legal
Won/Lost
n
What
Data
should
we
focus
in?
Company;
General
InformaJon
–
familiarize
them
Browse
through
their
website
to
get
an
idea
of
•
what
they
do
•
whom
they
do
it
for
and
•
how
they
do
it.

9. Due
Diligence
–
What
Data?
Proposal
&
Closed
Planning
Discovery
SoluJon
NegoJaJo
Legal
Won/Lost
n
What
Data
should
we
focus
in?
People
CURRENT
AND
YOU
EX
CUSTOMERS
2nd
•
Decision
Makers
1st
degree
2nd
3rd
•
Team
Members
2nd
degree
CURRENT
AND
EX
PARTNERS
3rd
•
Partner
ConnecJons
CURRENT
AND
EX
COLLEAGUES
2nd
degree
3rd
•
Old
Customers
Decision
Maker
•
Old
Team
Members
•
Old
Decision
Makers

10. Due
Diligence
–
What
Data?
Proposal
&
Closed
Planning
Discovery
SoluJon
NegoJaJo
Legal
Won/Lost
n
What
Data
should
we
focus
in?
Products
•
New
launches
•
Product
reviews
(Most
of
the
Analyst
are
also
bloggers)
•
Rumors
(from
reliable
source
and
only
if
it
has
meaning
to
your
business)
•
People
-­‐
Meet
and
talk
to
people
who
know
and
people
who
can
affect:
See
Social
Networks
DD
of
Influence
Network

11. Due
Diligence
–
What
Data?
Proposal
&
Closed
Planning
Discovery
SoluJon
NegoJaJo
Legal
Won/Lost
n
What
Data
should
we
focus
in?
Company
/
Performance:
Official
Financial
Filings
•
Annual
Turnover
YoY
/
QoQ
•
Profit
YoY
/
QoQ
•
Market
Share
YoY
/
QoQ
•
Other?
Make
it
to
your
context

12. Due
Diligence
–
What
Data?
Proposal
&
Closed
Planning
Discovery
SoluJon
NegoJaJo
Legal
Won/Lost
n
What
Data
should
we
focus
in?
CompeJJon
/
Performance
/
PrioriJes
;
Analyst
data
Look
for
AGM’s,
SHM’s,
Analyst
MeeJng
transcripts
–
for
any
meeJngs
and
press
releases
focus
on
Q&A
•
Annual
Turnover
YoY
/
QoQ
•
Profit
YoY
/
QoQ
•
Market
Share
YoY
/
QoQ
•
New
launches
&
reviews
•
PrioriJes
&
ImperaJves

13. Due
Diligence
–
Quick
Wins
Proposal
&
Closed
Planning
Discovery
SoluJon
NegoJaJo
Legal
Won/Lost
n
Quick
Wins
to
focus
(SJll
making
YOU
Extraordinary)
Annual
Report:
•
Strategic
ImperaJves
from
3
previous
year
Annual
reports
(CEO
Le;er)
•
Turnover
development
Year
on
Year
the
past
3
years
•
Changes
in
management
over
past
3
years
LinkedIn
or
Xing
(Social
Networks):
•
Decision
Maker
Background
•
Influencers
Latest
Analyst
Call
or
Report
•
PrioriJes
today
•
Challenges
today
•
Market
Share
today

14. Re-­‐Think
Your
B2B
Sales.
Our
Website:
h;p://www.socialadm.com
Our
Blog:
h;p://salesgonesocial.wordpress.com
In
2012
Authored
by:
h;p://twi;er.com/kalleheinonen
h;p://www.linkedin.com/in/kalleheinonen