Miller Heiman Strategic Selling Blue Sheets

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Strategic Selling Strategic AnalysisLast Updated

Date Salesperson Account/Prospect

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.

Blue Sheet Strategic Analysis Version: 1.0 Date: November 2008 Page 5 timing, the information required and an events log that will help focus the next phase of the account management. Summary The Blue Sheet approach is a helpful process in that it provides an analysis of the obstacles present in the account today along with. Miller Heiman / Strategic selling is a proven framework to make sure your sales guys will do a thorough job of covering a given account. You can use the framework in fairly sophisticated ways and some, including myself, would call it cumbersome: document/plan every aspect in writing. At the center of the Strategic Selling® with Perspective methodology is the industry’s iconic Blue Sheet, a tool that guides sales professionals through action planning for a sale. The effectiveness of the Blue Sheet hinges on its ability to foster collaboration and sales coaching. The Strategic Selling and Conceptual Selling programs combine to offer a process to strategically pursue complex opportunities by understanding both the buying and selling processes at work. The program, which uses both the Blue and Green Sheets, helps map out both the sales opportunity being pursued and the expected outcomes of each critical.

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

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.

Miller Heiman Strategic Selling Blue Sheets Online

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

SSIBLE ACTIONS

BEST ACTION PLANWhat

Miller Heiman Strategic Selling Blue Sheets Reviews

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)

Miller Heiman Strategic Selling Blue Sheets Price

From Whom

MHI Strategic Selling Reinforcement Software

HI Strategic Selling Reinforcement Software, v3.0

COMMUNICATION NOTESDate

MMUNICATION NOTESNote(s)

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

Strengths

Weaknesses

Weaknesses 6 7

Probable Competitive Strategy

Tribal's Competitor Strategy

Miller Heiman Strategic Selling Blue Sheet Download

ompetitor Table

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Strategic Selling® Strategic Analysis

The Blue Sheet is an electronic version of the Strategic Analysis Worksheet you learned how to use in Strategic Selling®. A Blue Sheet is launched from the opportunity record in your CRM.

The Blue Sheet was designed to assist you in managing your opportunities for single sales objectives. It continues the Miller Heiman Group^TMphilosophy 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 with real time results!

Miller Heiman Strategic Selling Blue Sheets -

Fig. 6, Blue Sheet Overview

1. Opportunity Details - Displays a summary of the basic opportunity information from your CRM.
2. Single Sales Objective - This shows what the sales objective is, the expected revenue figure and the opportunity close date.
3. Adequacy of Current Position- Enables you to assess how you feel about your probability of success in this opportunity relative to this Single Sales Objective.
4. Competition / Sales Funnel- Displays a summary of the Competition Type, Place in Sales Funnel, and Timing For Priorities.
5. Specify Competitors - This shows the known competitors with this opportunity.
6. Ideal Customer Profile - A predictive device to help you determine which customers will be your best prospects and to distinguish them from the ones who will prove to be liabilities.
7. Buying Influences Involved - Directly relates to anyone who has a positive or negative impact on your selling activity.
8. Buying Influence's Key - Win Results - This shows the key win results for each buying influence.
9. Buying Influence – How Well Is Base Covered? – Allows you to rate how the buying influence feels about your proposed solution, and provide evidence to support the rating.
10. Summary of My Position Today - Displays a summary of the Strengths and Red Flags.
11. Possible Actions - Displays a list of all your possible actions.
12. Best Action Plan -Displays a summary of the Possible Actions flagged as Best Actions.
13. Information Needed - Shows additional information that may be needed to help win/understand the opportunity.

When using the Blue Sheet on your mobile device then the responsive view is displayed as:

Toolbar icons are accessed via the three dots icon in the top right.

Miller Heiman Strategic Selling Blue Sheets 2017

Fig. 6b, Responsive Blue Sheet mobile view