Sales leads and opportunities are everywhere; you just have to look for them.
This Monster job post below was delivered to my inbox this morning and I wanted to share how I identified multiple sales opportunities from this one listing.  I have included the body of the post so you can follow along with my thought process.
To set the stage, I created a Monster account a long, long, time ago and I am now part of a smart list within Monster’s marketing automation system.  I receive sales job notifications from Monster on a daily basis. Because I offer sales and business development training I decided to not to remove myself from this list but leverage it as a continual source of leads for companies looking to fill sales and business development positions.
Right out of the gate, the post itself is Opportunity #1 – sales training, even before reviewing the job listing itself. If they are looking for a sales person, my training program is an ideal fit for them.
Opportunity #2 became evident as I read through the post.  The job is listed as sales & customer support but includes a lot activity around spreadsheets.  The job description describes a manual process of importing data to multiple spreadsheets and then redistributing them to internal employees and customers.  We provide consulting and services around data analytics so the details of the job description is the perfect scenario that can be easily automated.
Opportunity #3 is not quite as obvious but appears on item four which is “conduct the billing.”   The responsibilities “also include invoicing” tells me that this system is quite primitive and the process has been in place for some time if they intend for an individual with 1-2 years of experience be responsible for the billing.  The opportunity here is an accounting system upgrade or advanced automation for this process.
Opportunity #4 could possibly be centered on the AS-400 computer system.  Based on the context of the job description, the IBM system and associated software programs most likely have been around for some time and are a potential target for upgrade.

Opportunity #5 – I also provide products and services around marketing automation and after a quick review of their site and site code determined that this also was a solid opportunity. 

Looking out further for Opportunities #6 and beyond, if you are able to assist this organization with their immediate need of automating their spreadsheet woes, they are receiving spreadsheet info from other companies that no doubt are experiencing the same data consolidation problems.  This opens up an entire set of potential prospects where you have identified a known issue and have implemented a similar resolution with a business partner which enables you to paint the perfect picture.
I viewed their strategic partner’s web site (which I excluded from this post) and they are a valid potential prospect also and even part of their group of internal companies.  So you can see for this single job listing for a sales rep can turn into a myriad of potential opportunities for revenue, both proactive and reactive.
In summary, this prospect can hire a “perfect athlete” candidate, like a recent college graduate with petroleum focus, and I provide the new hire affordable professional training while automating their data collection and automation process. I save them both time and money and position myself perfectly for future business with them directly, and their business partners.
Always remember, it is all about Identifying, Generating, and Leveraging multiple Opportunities for every customer and prospect.
Listing from the Monster site
Sales & Customer Support Representative Job Summary
Company – An Oil Company
Location – PA  
Industries – Transport and Storage – Materials
Job Type –  Full Time Employee
Years of Experience – 1+​ to 2 Years
Education Level – Bachelor’s Degree
Career Level – Experienced (Non-Manager)
About the Job – Position Summary:  
 Support the Company’s efforts to provide improved service to its customers by being accessible to customers beyond normal business hours.  Work closely with sales, supply and strategic partner to identify and solve problems that occur outside of normal business hours.
Major Functional Areas and Description of Duties: (5-8 Major Areas with supporting duties as bullets) 
 1. Maintain the nightly supply direction process for sales orders, the load balance, and retail direction spreadsheet after prices are updated.  
·         Review the best delivered inquiry for sales orders delivering the next day and populate the load change spreadsheet with the lowest attainable terminal within a reasonable geography.
·         Makes changes to supply points as directed by the Vice President, S & T.
·         Review the best delivered inquiry to complete the load balance spreadsheet to provide direction to strategic partner for non-contractual gallons for large retail customers.
·         Review the best delivered inquiry to complete the direction spreadsheet to provide direction to strategic partner for supplied retail stations. 
·         Distribute the load change spreadsheet, the load balance spreadsheet, and the retail direction spreadsheet to the necessary and strategic partner employees.
·         Field and provide resolution to any inquiries from strategic partner and common carriers regarding the load change spreadsheet, the load balance spreadsheet, and the retail direction spreadsheet after distribution.
2. Customer service and support role.
·         Quote customers that require quotes to meet time sensitive standards.
·         Field customer calls after normal business hours.  
·         Enter after hour customer order.
3. Support strategic partner and common carriers on issues regarding customer orders and supply direction after normal business hours.
·         Provide direction to strategic partner and common carriers when encountering allocation and outage issues on customer orders.
·         Field and provide resolution to inquiries from strategic partner and common carriers regarding the load change spreadsheet, the load balance spreadsheet, and the retail direction spreadsheet after distribution.
·         Maintain customer keep fill programs in cohesion with strategic partner and common carriers.
4.  Support the sales department with various billing assignments.
·         Conduct the billing of a portfolio of accounts.
5.Pricing
·         Supplier Prices
o    Receive nightly pricing from suppliers through DTN, internet and email.
o    Learn to utilize the AS400 System
o    Enter prices into the system and check price, dates and times for accuracy.
o    Make sure there are no transmittal errors when suppliers send prices.
o    Learn and set-up different terminals and/or products
o    Communicate all information with the sales and supply team.
·         Rack Sheet
·         Input low rack prices for the different products and locations
·         Enter the daily settles from Reuters 
Qualifications/Competencies
#
Description
Importance*
1.
BS in Business Administration, Accounting, Marketing or equivalent work experience.
Required
2.
Proficient skills in Microsoft Office
Required
3.
Excellent communication skills both verbally and written.
Required
4.
In depth knowledge of the petroleum industry.
May be trained
5.
Customer service experience
Required