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Blue Sheet

This document appears to be from a sales strategy software that allows a user to analyze opportunities, competitors, and develop an action plan. It includes sections to input information on the current volume and potential for an account/prospect, key buying influences, strengths and weaknesses of the user's position, details on competition, an ideal customer criteria matching analysis, and a proposed action plan with assigned tasks. The document provides a template to organize relevant sales data and strategize how to best approach an opportunity.

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Adrian Stock
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© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
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Download as XLS, PDF, TXT or read online on Scribd
35K views78 pages

Blue Sheet

This document appears to be from a sales strategy software that allows a user to analyze opportunities, competitors, and develop an action plan. It includes sections to input information on the current volume and potential for an account/prospect, key buying influences, strengths and weaknesses of the user's position, details on competition, an ideal customer criteria matching analysis, and a proposed action plan with assigned tasks. The document provides a template to organize relevant sales data and strategize how to best approach an opportunity.

Uploaded by

Adrian Stock
Copyright
© Attribution Non-Commercial (BY-NC)
We take content rights seriously. If you suspect this is your content, claim it here.
Available Formats
Download as XLS, PDF, TXT or read online on Scribd
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Strategic Selling Strategic Analysis


Last Updated

Date Salesperson Account/Prospect

Current Volume

Total Potential Volume

SINGLE SALES OBJECTIVE


Product/Service

Sales Revenue/Units Close Date

BUYING INFLUENCES INVOLVED


Name, Title, Location

Role

Degree of Influence

SUMMARY OF MY POSITION TODAY


STRENGTHS

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)

COMPETITION
Competition 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 CRITERIA


1.

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 PLAN


What

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 PLAN


Who 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

COMMUNICATION NOTES
Date

2005 Miller Heiman, Inc. All rights reserved.

MMUNICATION NOTES
Note(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

Strengths

Weaknesses

Weaknesses 6 7

Probable Competitive Strategy

Tribal's Competitor Strategy

ompetitor Table

Click for Home Sheet

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