Blue Sheet - Version 6.0 New Features
New Features include:
1. Manager Notes – the ability to have/add more text entry fields with user-defined labels.
2. Buying Influence - the ability to add a placeholder for Economic Buying Influence (EBI) that automatica...
Blue Sheet Overview
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.
Toolbar Navigation- Blue Sheet
The toolbar in the top right of the screen allows you to access many features of the sheet.
Fig. 7, Toolbar Navigation
Icons and their Functions- Blue Sheet
You will see various icons on the sheet. Each icon has a specific function.
Clicking this icon activates Flag Mode. This allows you to identify strengths or...
Flags & Strengths
Strengths - Strengths are elements that make your solution significantly different from those being offered by your competition.
Red Flags - Red Flags are symbols used for highlighting areas of strategy that require furthe...
Adequacy of Current Position
Fig. 9, Adequacy of Current Position
Select your position by simply clicking on the word. Your selection will appear in the header bar.
The Adequacy of Current Position enables you to assess how you feel about you...
The Opportunity Details section displays a summary of the basic opportunity information from your CRM including Close Date, Sales Person (Owner), Account Name, Current and Potential Volume, and Single Sales Objective (Product, Revenue, and Close D...
Competition / Sales Funnel
The Competition / Sales Funnel section displays a summary of the Competition Type, Place in the Sales Funnel and Timing For Priorities.
Fig. 11, Competition / Sales Funnel
Competition Type - Multi-Sel...
Fig. 12, Specify Competitors
Click the Add icon to create a new entry. If the Repository icon is available for selection of suggested competitors that your organization has identifed. If it is not visible then there are no &...
Ideal Customer Profile
Note: If your organization is using the Funnel ScoreCard® tool, you will not see the Ideal Customer Profile section in your Blue Sheet.
The Ideal Customer Profile section is a predictive device to help you determine which customers wil...
Buying Influences Involved
Buying influences directly relate to anyone who has a positive or negative impact on your selling activity - whatever their position, company or role in a given sale. Buying Influences can be within your customer's organization, your own organiz...
Summary of My Position Today
The Summary of My Position Today section displays a summary of the Strengths and Red Flags.
Fig.15, Summary of My Position Today
Strengths that are unique will help the ...
It is always important to list out all of your possible actions prior to determining your Best Action Plan. There must be at least one action to leverage or reinforce each strength, and at least one action to reduce or eliminate each Red Flag.
Best Action Plan
The Best Action Plan section displays a summary of the Possible Actions flagged as Best Actions, as well as identifying Information Needed.
Fig. 17, Best Action Plan
Creating Best Actions
Best Actions are not create...