The Blue Sheet was designed to assist you in managing your opportunities for single sales objectives. It continues the Miller Heiman Group TM philosophy of interaction with thinking as an easy to use, intuitive user interface, while linking to your organizations' customer relationship/sales force automation contact management system. Real time data interchange. The Blue Sheet was designed to assist you in managing your opportunities for single sales objectives. It continues the Miller Heiman Group TM philosophy of interaction with thinking as an easy to use, intuitive user interface, while linking to your organizations' customer relationship/sales force automation contact management system.
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Strategic Selling Strategic AnalysisLast Updated
Date Salesperson Account/Prospect
Current Volume
Total Potential Volume
SINGLE SALES OBJECTIVEProduct/Service
Sales Revenue/Units Close Date
BUYING INFLUENCES INVOLVEDName, Title, Location
Role
Degree of Influence
SUMMARY OF MY POSITION TODAYSTRENGTHS
RED FLAGS
Competition Type Buying From Someone Else Using Budget for Something Else Using Internal Resources Doing Nothing My Position vs. Competition Only Alternative Front Runner Shared Zero Place in Sales Funnel Universe Above In Best Few Timing for Priorities Urgent Active Work it in Later Ratings and Match +5 +4 +3 +2 +1 -1 -2 -3 -4 -5
Adequacy of Current Position Euphoria Great Secure Comfort OK Concern Discomfort Worry Fear Panic Degree of Influence H M L Mode G T EK OC
This is the BLUE SHEET. You should only use this sheet if you have been trained in Miller Heiman Strategic Selling. ADEQUACY OF CURRENT POSITION (Enter in cell to the right)
COMPETITIONCompetition Type Specify Competitor(s) My Position vs. Competition Place in Sales Funnel Timing for Priorities
Miller Heiman Strategic Selling Blue Sheet
Mode
A short statement of the personal Win that a Buying Influence attains when important measurable business Results are delivered.
BUYING INFLUENCE'S KEY WIN-RESULTS
A good sales strategy leverages Strengths and reduces or eliminates Red Flags.
POSSIBLE ACTIONS
hould only use this sheet if you have been r Heiman Strategic Selling.
Red Flags Strengths
Uncovered Base, New Players/Reorganization
Areas of differentiation; Opportunities to imp Worry
F CURRENT POSITION (Enter in cell to the right)
COMPETITION
IDEAL CUSTOMER CRITERIA1.
Click here to go to Competition Analysis Sheet 2. 3.
4. 5.
UENCE'S KEY WIN-RESULTS
Buying Influence attains when important measurable business esults are delivered.
Rate how well your base is covered with each Buying Influence for Drag and drop Red Flags & Strengths from abov
HOW WELL IS BASE COVERED?
Rating (-5 to +5)
Evidence to support your Rating
Miller Heiman Strategic Selling Blue Sheet Template
SSIBLE ACTIONS
BEST ACTION PLANWhat
s strategy leverages Strengths ces or eliminates Red Flags.
Information Needed
overed Base, New Players/Reorganization, Uncertainty/Lack of Data
s of differentiation; Opportunities to improve your position Worry
RITERIA
Match to Criteria (-5 to +5)
our base is covered with each Buying Influence for this sales objective. Drag and drop Red Flags & Strengths from above.
HOW WELL IS BASE COVERED?
to support your Rating
BEST ACTION PLANWho When
reserved. (US.Blue Sheet.0601_v.2)
2005 Miller Heiman, Inc. All rights reserved. (US.Blue Sheet.0601_v.2)
From Whom
MHI Strategic Selling Reinforcement Software
HI Strategic Selling Reinforcement Software, v3.0
Miller Heiman Strategic Selling Blue Sheets
COMMUNICATION NOTESDate
2005 Miller Heiman, Inc. All rights reserved.
MMUNICATION NOTESNote(s)
5 Miller Heiman, Inc. All rights reserved.
Add Competitor Table Competitor Website link 1 2 3 4 5 6 7 1 2 3 4 5 6 7
Strengths
Weaknesses
Probable Competitive Strategy
Tribal's Competitor Strategy
Competitor Website link 1 2 3 4 5 6 7 1 2 3 4 5
Miller Heiman Strategic Selling Blue Sheet Download
Strengths
Weaknesses
Weaknesses 6 7
Miller Heiman Strategic Selling Blue Sheet Pdf
Probable Competitive Strategy
Tribal's Competitor Strategy
Miller Heiman Strategic Selling Blue Sheet
ompetitor Table
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