sales due diligence whitepaper
DESCRIPTION
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.TRANSCRIPT
Re-‐Think Account Due Diligence
In 2012 Authored by: h;p://twi;er.com/kalleheinonen h;p://www.linkedin.com/in/kalleheinonen
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 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.
About This Document
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.
Due Diligence Making You Extraordinary
Planning Discovery SoluJon
Proposal &
NegoJaJon
Legal Closed Won/Lost
What will make You the Extraordinary Sales Professional?
“He knows an important thing about company that I didn’t know of..”
“He knows who I and my team work with.”
“He makes my life easier..”
“He helps me make more money.”
“Thanks to him, I got a promoJon..”
Due Diligence – How can it help?
Planning Discovery SoluJon
Proposal &
NegoJaJon
Legal Closed Won/Lost
“How will you learn to know the important thing* about your customer’s company that they didn’t know of..”
Due Diligence – The Important Thing.
Planning Discovery SoluJon
Proposal &
NegoJaJon
Legal Closed Won/Lost
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?
Due Diligence – What data needed?
Planning Discovery SoluJon
Proposal &
NegoJaJon
Legal Closed Won/Lost
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)
Due Diligence – Where to look for data?
Planning Discovery SoluJon
Proposal &
NegoJaJon
Legal Closed Won/Lost
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
Planning Discovery SoluJon
Proposal &
NegoJaJon
Legal Closed Won/Lost
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.
Due Diligence – What Data?
Planning Discovery SoluJon
Proposal &
NegoJaJon
Legal Closed Won/Lost
What Data should we focus in? People • Decision Makers • Team Members • Partner ConnecJons • Old Customers • Old Team Members • Old Decision Makers
Decision Maker
1st degree
2nd degree
2nd degree
YOU
2nd
2nd
3rd
3rd
3rd CURRENT AND EX PARTNERS
CURRENT AND EX COLLEAGUES
CURRENT AND EX CUSTOMERS
Due Diligence – What Data?
Due Diligence – What Data?
Planning Discovery SoluJon
Proposal &
NegoJaJon
Legal Closed Won/Lost
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
Due Diligence – What Data?
Planning Discovery SoluJon
Proposal &
NegoJaJon
Legal Closed Won/Lost
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
Due Diligence – What Data?
Planning Discovery SoluJon
Proposal &
NegoJaJon
Legal Closed Won/Lost
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
Due Diligence – Quick Wins
Planning Discovery SoluJon
Proposal &
NegoJaJon
Legal Closed Won/Lost
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
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