Account Based Selling- Getting Access to Power with SEC Filings Personalization

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Hacks for Account Based Selling Getting Access to Power with SEC Filing Personalization Nicolette Mullenix – Director of Sales Development @ Dynamic Signal

Transcript of Account Based Selling- Getting Access to Power with SEC Filings Personalization

Hacks for Account Based Selling

Hacks for Account Based SellingGetting Access to Power with SEC Filing Personalization

Nicolette Mullenix Director of Sales Development @ Dynamic Signal

End of the Year - Make it Count! Sales is busy trying to close the year Sales Development is trying to maintain momentum Companies are finalizing 2017 BudgetsPublically traded companies will release quarterly & annual reports

Your attending these sessions to understand a few hacks that can get you ahead in Q4 and even establish a strong Q1!

Sales is busy closing deals for the year while

Sales Development is working to keep momentum during a slow period and trying to book meetings for the beginning for the year.

Were all starting to reflect on 2016, plan for 2017 while making sure Q4 ends strong for all of us!

Account Based SellingSelect targeted named accounts

Personalize based on relevant and crafted conversations relevant to the business or industry

Strategic approach with emphasis on high-value engagements such as meetings to share insight or trends

(Engagio)

This is a good time to plan out your account based selling approach

Best Places to Research Company NewsGoogle AlertsCrunchbase Companys Website Mission statement, career page, blogSales NavigatorOwlerTwitterIndustry BlogsSEC Filings

What is a SEC Filing?SEC filings represent the financial reports and statements filed with the Securities and Exchange Commission by public traded companies

Theres a few specific reports you should look at to get the right information from the filings.

A 10-K is an annual report typically filed within 90 days after the end of a companys fiscal year.

What can you learn from SEC ReportsAll important planning for the fiscal yearUrgency of initiatives and projectsRisks theyre experiencing or forecast to occurEntrance to new marketsQuarterly and Annual earningsEtc...

10-K Report10-K is the annual financial filing form required of all companies within 90 days of closing year.

The 10-K is the single most complete description of a company. It will include an explanation of a companys operations, finances, how it makes its money, the markets in which it currently operates and risks the company faces.

The 10-K is comprised of several parts:

Business Summary Management Discussion & Analysis (MD&A)Financial Statements

10-K The annual financial filing form required of all companies. The 10-K is the single most complete description of a company. It will include an explanation of a companys operations, finance, how it makes its money, the markets in which it currently operates and risks the company faces.

The 10-K is comprised of several parts:

The "business summary" describes the company's operations, business segments, history, real estate, marketing, research and development, competition and employees.

The management discussion and analysis (MD&A) provides a good explanation of the company's operations and financial outlook.

Financial statements can include the balance sheet, the income statement and the cash flow statement.Other sections discuss the company's management team and legal proceedings.

10-Q ReportThe 8-K includes major developments that investors should know about are described in the 10-K or 10-Q, but if those developments don't make the two filings in time, they are presented in the 8-K.

The 10-Q is the quarterly filing of financial reports filed within 45 days of the closing of the quarter.

It details the company's latest developments and provides a preview of the direction it plans to take.

8-K Report

10-Q The 10-Q is the quarterly filing of financial reports. It often does not have the three-year history of financials as the 10-K does, though some companies include this. The 10-Q must be filed within 45 days of the closing of the quarter. There is no 10-Q for the fourth fiscal quarter, as the 10-K fulfills this function.8-K The 8-K includes major developments that investors should know about are described in the 10-K or 10-Q, but if those developments don't make the two filings in time, they are presented in the 8-K. This unscheduled document addresses specific events and provides further detail and exhibits, such as data tables and press releases.

Where to find them and what to look for...Where you can you locate these reports: SECfilings.comSEC.govHooversLast10k.com

You can make an account on SECfilings.com and set alerts for the accounts youd like to monitor. Youll get notified via email when these companies release their reports

SEC.gov is the US governements website

Hoovers - if you have licenses its easy to locate them here

Then what?

Start ResearchMake a List of Keywords Relative to Your Business:Industry, Company, & Value Prop KeywordsRisk or Challenge KeywordsSearch SECfilings.com and locate10-K, 10-Q, or 8-K ReportsCommand + F for key words

Prospect: Target

My Product: Cyber Security

2013 Security Breach

In addition, hardware, software, or applications we develop or procure from third parties may contain defects in design or manufacture or other problems that could unexpectedly compromise information security. Unauthorized parties may also attempt to gain access to our systems or facilities, or those of third parties with whom we do business, through fraud, trickery, or other forms of deceiving our team members, contractors, and temporary staff.

An important component of our business involves the receipt and storage of information about our guests, team members, and vendors. We have a program in place to detect and respond to data security incidents. However, because the techniques used to obtain unauthorized access, disable or degrade service, or sabotage systems change frequently and may be difficult to detect for long periods of time, we may be unable to anticipate these techniques or implement adequate preventive measures?

Best ways to utilize this data:This information allows you to have a peer-to-peer conversation with above the line folks. Be able to communicate your value in relation to their SEC filings: Brainstorm on how you can help their business based on their SEC filingsUse the 10:80:10 and start your outreachMake templates or cadences specific to this company using this information Build quick talk tracks Send a direct mail with a handwritten note

Crush Q4!

Try this out & crush Q4!

Email or InMail me if you need help:

[email protected]