Current Volume
Role
Degree of Influence
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.
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.
COMPETITION
4. 5.
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
SSIBLE ACTIONS
Information Needed
RITERIA
our base is covered with each Buying Influence for this sales objective. Drag and drop Red Flags & Strengths from above.
From Whom
COMMUNICATION NOTES
Date
MMUNICATION NOTES
Note(s)
Strengths
Weaknesses
Strengths
Weaknesses
Weaknesses 6 7
ompetitor Table