21 December 2009 | Miller Heiman

If you could only ask one question of your sales team this week to move sales forward, ask this:

Are we pursuing opportunities we have with customers to strengthen or expand the business?

Many times, trends in a customer’s world can translate into opportunities for your company. The trick is learning how to recognize these opportunities and position your company’s products or services as a valuable solution. Consider looking for:

• Trends that will have at least a one-year impact
• Trends that have both a positive and negative effect on the customer’s organization
• Changes that have occurred in their market place
• Whether executives (if the company is public) have discussed challenges in quarterly reports or high-level addresses

To further understand if an opportunity is truly present, consider whether the solution will bring lasting value to the customer. If you aren’t confident, the answer is no.

Leveraged an opportunity with a strategic account recently? Don’t be shy – share your experience!