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Last Updated: 09/15/2016
in Blue Sheet 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.
T...
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Last Updated: 09/15/2016
in Blue Sheet 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...
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Last Updated: 09/15/2016
in Gold Sheet Large Account Management Process SM (LAMP®)
The online Large Account Management Process SM (LAMP®) Strategic Account Analysis Worksheet (Gold Sheet) looks almost exactly like the Gold Sheet in your training course with t...
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Last Updated: 12/13/2016
in Blue Sheet
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...
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Miller Heiman Group TM 's Sales Access Manager SM integrated software tool enhances, maintains and encourages interactive use of the Strategic Selling® Methodology.
Utilization of the tool re-enforces your Strategic Selling®...
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Last Updated: 12/21/2016
in Green Sheet Conceptual Selling® customer-Focused Interactions Meeting Plan
The Green Sheet is an electronic version of the Conceptual Selling® Customer-Focused Interactions Meeting Plan you learned how to use in Conceptual Selling®. The Green...
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Last Updated: 09/15/2016
in Blue Sheet 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...
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Last Updated: 09/15/2016
in Blue Sheet
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...
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Last Updated: 09/15/2016
in Blue Sheet
The toolbar in the top right of the screen allows you to access many features of the sheet.
Fig. 7, Toolbar Navigation
Launch eLearning:
&n...
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Last Updated: 09/15/2016
in Blue Sheet 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...