Miller Heiman Strategic Selling Blue Sheet
Miller Heiman Strategic Selling Blue Sheet
Miller Heiman Strategic Selling Blue Sheet Download

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. In the sales industry, few resources are more iconic than Miller Heiman Group’s Blue Sheet. A staple in sales organizations across the world for decades, the Blue Sheet brings structure to the sales process, aligning strategies for winning complex deals with our highly successful Strategic Selling® methodology.

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!

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.

Fig. 6b, Responsive Blue Sheet mobile view

Strategic Selling and Conceptual Selling

Aligning Buying and Selling Processes in Complex Sales

Miller Heiman Strategic Selling Blue Sheet

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 customer interaction.

In the Strategic/Conceptual Selling® Karaoke cd g creator pro keygen. program you will learn, apply, and practice the following opportunity management and identification strategies and tactics.

Strategic Selling®

Miller Heiman Strategic Selling Blue Sheet

Change

Understand how your customer reacts to change
Identify the most critical changes in your selling environment

Single Sales Objective

Clarify your current position by defining a Single Sales Objective for every opportunity

Miller Heiman Strategic Selling Blue Sheet

Euphoria-Panic

Determine how you feel right now about closing this Single Sales Objective
Define your position on the Euphoria-Panic Continuum

Install cracked ipa apps iphone. Define the Players: The Four Buying Influences

Avoid the common dead end by focusing on players' roles, not their titles
Learn why an uncovered base with any Buying Influence could give your sale to the competition

Degree of Influence

Differentiate the varying Degrees of Influence for each Buying Influence
Define the factors that affect the Degree of Influence, ranging from internal politics to organizational changes
Learn why it is important to cover people who have a low Degree of Influence

Modes

Learn how understanding each reaction to change helps predict receptivity to the sales proposal
Identify what sales approaches you can develop for each of the four modes

The Win-Win Matrix

Ensure wins for your customer and yourself
Discover the four possible outcomes of every sale, and why three of them are recipes for disaster

Getting to the Economic Buyer

Uncover the three problems in getting to the Economic Buyer. Dealing with the 'float factor,' the internal blocker, and intimidation
Establish your credibility by providing the one thing the Economic Buyer always wants

Competition

Learn the types of competition
Understand how focusing on the competition can be just as dangerous as ignoring it
Leverage a new strategy to use against competition

Ideal Customer

Measure the fit of your opportunity using the Ideal Customer Profile: a reliable tool for concentrating on win-win business
Sort and prioritize prospects according to this profile

The Sales Funnel

Maximize your most precious resource: selling time
Leverage the Sales Funnel for account tracking and territory management
Avoid the 'boom and bust' income cycle
Discover an effective balance between the four types of selling work

Strategic Analysis: The Blue Sheet

Pull it all together into an action-based strategy for a structured, proven, 60-minute sales analysis
Leverage a complete, detailed picture of your Single Sales Objective
Illustrate who should do what and when to move your sale toward a close

Conceptual Selling®

Customer's Concept

Understand what the Customer's Concept is and why it is necessary to understand it
Connect the Concept Sale and the Product Sale
Know why the Concept Sale always has to come first

Action Commitments

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