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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. 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®...
  3. 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...
  4. 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...
  5. 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...
  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. 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...
  8. 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...
  9. 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...
  10. 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...