RumRum

Enterprise AE

What do you look for in a 10K?

Hi all,

I am researching F500 companies to try to break into them. I've heard of looking at 10Ks as part of that research, but what do you look for?

what else do you tend to research when going after these top accounts, to then write a message to the higher ups?

🧠 Advice

😎 Sales Skills

31 comment

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jefe

Arsonist

🍁

Only thing I can think of is a 10km run, in which case my answer is 'a downhill route'.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

lmao. don't go too fast, might fall down instead of running.

jefe

Arsonist

🍁

Heh too true. I have done downhill 10K's though - much preferable to flat land ones.

Mobi85

Politicker

Regional Sales Manager

my right knee just hurts thinking of any type of 10k.

jefe

Arsonist

🍁

Couldn't walk properly for days after my first. That's when I realized I needed physio.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

I want to run one in the future. Right now, I am dealing with partial paralysis/restriction of use in my legs due to a lower back issue,

jefe

Arsonist

🍁

That doesn't sound fun. I hope you have a speedy recovery.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Thanks man. It's bearable. It's been about 16 months since it started. I went from not being able to walk at all to walking ok. I'm just glad I can play with my boys. I'm too young for this though. I'll be 31 in 2.5 weeks.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Oh no. You're awfully young to be having such severe issues. Assuming you're getting medical care for this. One thing that has helped my husband, who has chronic issues, has been no impact core exercises he got from physical therapy. When he does them religiously, he has fewer issues overall. Of course, this is all dependent on what your Dr/physical therapist work out, but take them seriously and don't forget to do any exercises given to you.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Oh yeah, I am getting help with it. I am about to hire a trainer soon that specializes in lower back injuries as well.

jefe

Arsonist

🍁

DEFINITELY too young for this shit.. Put the work in and take care of yourself.

Tres

Politicker

Account Executive

Look at their top priorities for the year, any risks they've identified. It kind of depends on what you're selling to answer what you look for.

TennisandSales

Politicker

Head Of Sales

yep this is a great starting point!

TheIncarceration

Politicker

SDR Manager

To add onto this, sometimes companies will also clearly highlight what initiatives they'll be working on in the near future

CallahanAuto

Opinionated

Manager, Enterprise Life Science Partnerships

For those curious, 10-K annual corporate filing (usually including Q4), 10-Q quarterly corporate filing (Q1-3), 8-K is more of a corporate notice to show current standing (ie. Major corporate events). They’re all SEC filings that are typically filled by the corporate function within in-house legal departments.

As far as what to look for, I don’t know lmao. Financial health and buisness lines possibly? It’s a lot of heavy reading, I’d think you’d be better of connecting with current reps but more research never hurts.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yeah, I don't slog through the charts and all the math. I do look for statements about plans, risks, areas of growth (or scale back), acquisitions, etc. Anywhere where what I sell can provide benefit and/or an overall understanding of their business and outlook.

But yeah, most of it is for forensic accountants. :)

braintank

Politicker

Enterprise Account Executive

I use 10k's to help sort out complex businesses (i.e. what each division does and how they make money).

antiASKHOLE

Tycoon

Bravado's Resident Asshole

I'm not sure what you mean by 10k, can you clarify?

Sunbunny31

Politicker

Sr Sales Executive 🐰

Financial reports you can find on a company's website.

antiASKHOLE

Tycoon

Bravado's Resident Asshole

Thank you for the clarification.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yep, very helpful when you're working with large public companies and trying to get your arms around their business.

CuriousFox

WR Officer

🦊

You can use it to read more into what they do, how many companies they have/industries they are in, etc.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Business trends, initiatives, etc. I use it to sort out LOBs (lines of business) as well.

You're looking for their projections for the future, what they expect to affect their business, whether as risks or opportunities. Of course, you'll use that to speak their language and know what's driving them for the future.

nomdeguerre

Executive

Account executive

They are great if you can’t sleep, those things knock me right out 😂

Kosta_Konfucius

Politicker

Sales Rep

Do you mean just public companies?

I typically use my network what places are good to work at and get referred

TennisandSales

Politicker

Head Of Sales

10ks? like the race? i HIGHLY doubt mentioning that would make them want to talk to you. unless they are the person creating that event.

I would google: "company name 2023 vision" i bet you will find things these orgs care about. then try to find out WHO in the org cares about it and how your product can help them achieve that.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Googling those things plus news articles on the CEO, President, etc., are also good to get a lens on the business and what they are disclosing.

TennisandSales

Politicker

Head Of Sales

yeah for sure! even do that for the VPs! but it never hurts to be looking at the things the CEO cares about

YoursTruly

Politicker

Account Executive (SaaS)

How are there multiple in here who don’t know what a 10k is?

Forward statements are defined at the beginning. I use those to angle my language. Look at risks. And then other sections are dependent on what you are solving for.

FranchiseSalesQB

Politicker

Franchise Sales QB

A shortcut?

RumRum

Good Citizen

Enterprise AE

Thank you everyone! And sorry to those that thought I meant a race, should’ve clarified, but now you and I learned a thing or two ;)

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What do you look for in a 10K?

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