Selling strategically requires a deep understanding of clients' business environments and priorities. In order to align appropriately, one must do thorough research. This presentation demonstrates what is important, where to find it and how to use it to build effective business plans.

1. Strategic Sales Research
Prioritizing Resources and Generating Opportunities
Presented by Jason Mesiarik
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2. Objectives
Identify and navigate research tools
Locate key account information
Categorize & analyze the company
– External industry drivers
– Business initiatives
– Operational issues
Primary & support business activities
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3. Selling in Today’s Market
Savvy, educated buyers
No budgets
More process and governance
Non-traditional competitors
How do we change their opinion?
Sales professionals must change
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4. Benefits of Effective
Preparation
Conversations versus Presentations
– Industry analysis
– Business discussions
– Consultative interviews
– Executive engagements
– Operational planning
Builds Confidence & Credibility
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5. Basic Principle of Selling
Find the Need
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6. If Research is So Important,
Why Don’t We Do It?
Many say it’s because……
– No time
– Don’t know where to look for Information
– Don’t know what’s important to know and what’s not
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7. Territory & Account Planning
Segment by industry verticals
Know each company
Industry drivers & pressures
Business objectives & initiatives
Internal challenges & operational issues
Core business operations & support activities
Know that geography
Socioeconomic & political conditions
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8. Where to Research Industries
Industry Associations & Publications
Fuld & Company
Management Consultancy Industry Practices
Deloitte, McKinsey, PWC et al.
Top B-Schools
Harvard Business, Wharton, MIT-Sloan, et al.
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9. Where to Research Companies
Client Organization’s Investor Relations Site
Presentations
Annual Report
SEC.gov EDGAR database filings
10-K
Items1. Business, 7. MD&A, 11. Executive Compensation
DEF 14A (Proxy)
10-Qs
SeekingAlpha.com
Transcripts + Q&A
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10. Industry Associations
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11. Consultancy Publications
McKinsey Quarterly
Strategy+Business
Deloitte
Ernst & Young
and others…
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12. Top Business Schools
Harvard Business
Review
Knowledge@Wharton
MIT Sloan
Management
Review
Knowledgebase
Stanford GSB
and others… Powerpoint Templates

13. Client’s Investor Relations Site
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14. Investor Presentations
Investor Presentations
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15. Annual Report
Annual Reports
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16. AnnualLetters to the Shareholders
Report
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17. Annual Report Filings: 10-K
Regulatory
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18. SEC EDGAR Database
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19. Form 10-K
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20. Form 10-K
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21. 1. Business
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22. 1. Business
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23. 6. Select Financial Data
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24. 7. M D & A
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25. 7. M D & A
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26. Form DEF 14A - Proxy
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27. Board of Directors
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28. Executive Compensation
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29. Basic Principle of Selling
Follow the
Money
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30. Executive Compensation
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31. Executive Compensation
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32. Basic Principle of Selling
The best
relationships
are based on
value
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33. LinkedIn
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34. Google & Yahoo! Finance
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35. Basic Principle of Selling
Diagnose before
you prescribe
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36. Company Analysis
Industry Drivers
Financial, Operational, Suppliers
Partners, Customers, Competitors
Business Initiatives
Operational Issues
Primary & Support Acitivities
Organizational interdependence
Capabilities Needed
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37. Summary
Identify and navigate research tools
Locate key account information
Investor Presentations
Annual Report
SEC Filings
Industry Dynamics
Analyze the company to create your plans
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