{"id":364,"date":"2015-05-07T16:29:22","date_gmt":"2015-05-07T16:29:22","guid":{"rendered":"http:\/\/testjbk2015redesign.noxgraphicscollaborations.com\/blog\/?page_id=364"},"modified":"2019-01-12T00:14:10","modified_gmt":"2019-01-12T00:14:10","slug":"account-due-diligence","status":"publish","type":"page","link":"https:\/\/jackbkeenan.com\/programs\/account-due-diligence\/","title":{"rendered":"Account Due Diligence\u2122<\/SUP>"},"content":{"rendered":"

In these times of diminished demand and increasing competition, how do your customers and prospects view your sales people? As credible, business consultants, comfortable and confident in initial conversations that are directly relevant to the critical priorities, plans, and projects? Who differentiate themselves early by the insights that their discovery questions demonstrate? Or as the more common, transactional, product representative focused on their own products and solutions and eager to present them at the first opportunity? How often do your sales people show up at a customer better prepared and more informed about a customer\u2019s business than the competition? <\/p>\n

Throughout the business world, sales executives and account managers have heard the call to be more of a strategist, to call higher, to sell the value of the business impact of the offering. The ability to engage in these higher level conversations with more senior people about high order value propositions is not simply an issue of motivation, but also one of comfort, confidence, and conversational relevance. And yet, how does sales person go about developing actionable insight into a customer\u2019s business? And do so efficiently?<\/p>\n

Account Due Diligence\u2122 <\/strong>(ADD) is a learning experience built for sales people and account executives who need to show up smarter than their competition in their most important accounts. In this working session, participants are introduced to a simple, six-step due diligence process that can be implemented in thirty-minute segments over the source of a typical working week. An example of the results of an efficient Due Diligence effort is presented to the participants to demonstrate the conversational relevance that can be developed in that short amount of time. Participants then complete their own Due Diligence on an important account of their own, and develop a contact and penetration plan \u2013 complete with contact-specific discovery questions \u2013 for that account. Participants receive feedback on their information, insights, and their discovery questions.<\/p>\n

Today, with the amount of information readily and publicly available through online, your people are competitively vulnerable to other sales people who get up a little earlier, are more motivated, and put in the small incremental work necessary to show up as credible, comfortable, and conversationally relevant to the customer\u2019s issues The days of \u201cgrip-and-grin\u201d meetings are behind us. Make sure that your team shows up smarter than the \u201ctypical\u201d sales person.<\/p>\n

OUTCOMES Upon completion of the Account Due Diligence<\/strong> workshop, participants will:<\/p>\n