QUICK OPPORTUNITY ASSESSMENT CHECKLIST

What is the probability of winning this order?

• How good is our access to strategic information?

• How high is the account's urgency to buy?

• What level of support do we have from powerful people?

  • Who do we mean by executive?

  • How should we gain access to executives?

  • What do we do with these executives once we are in front of them?

  • What are the expected outcomes of executive interactions?

• How strong is our Solution Fit on this sales situation?

• How strong is our Business Fit on the sales situation?

• How strong is our Philosophical Fit with this account?

What are the order and account value issues?

• What is the short and long-term revenue potential?

• How profitable is this business likely to be?

• What, if any, strategic marketing value is there?

• What, if any, unusual risks do we assume by pursuing or winning this business?

• What level of internal company resources will be required to pursue this sales situation?

Every sale is not worth competing for.
Answer some of the question on the check list with the low, neutral, high. With other questions, write down the names of executives or the relevant numbers.

Then look at your notes and make a business decision.