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Sales Due Diligence Whitepaper

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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.

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Sales Due Diligence Whitepaper

  1. 1. Re-­‐Think   Account  Due  Diligence  In  2012  Authored  by:    h;p://twi;er.com/kalleheinonen  h;p://www.linkedin.com/in/kalleheinonen  
  2. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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. 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  

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.

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