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  1. 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. T...
  2. 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...
  3. What is Sales Access Managerâ„ ?

    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®...
  4. 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...
  5. Gold Sheet Overview

    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...
  6. Green Sheet Overview

    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...
  7. 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...
  8. 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   Launch eLearning: &n...
  9. 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...
  10. Opportunity Details

    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...