Miller Heiman Blue Sheet Excel Better

Your internal champion. A Coach guides you through the prospect's internal politics, validates your information, and wants your solution to succeed. 3. Degree of Influence & Modes

| Col | Header | Description | |-----|--------|-------------| | A | Deal Name | Opportunity or project name | | B | Sales Rep | Owner | | C | Date Updated | Last review date | | D | Opportunity Value ($) | Estimated revenue | | E | Expected Close | Date | | F | Buying Influence Name | Person’s name & title | | G | Role | Economic Buyer, User, Technical Buyer, Coach | | H | Red Lights (Personal) | What they avoid | | I | Green Lights (Personal) | What they gain | | J | Business Results Desired | Measurable outcome | | K | Current Attitude | Advocate, Friend, Neutral, Adversary, Enemy | | L | Strength of Influence | High, Medium, Low | | M | Current Position | Support, Neutral, Blocking | | N | Next Action | Specific task | | O | Action Due Date | Date | | P | Expected Outcome of Action | e.g., “Will introduce to CFO” | miller heiman blue sheet excel

The objective, corporate benefit the organization receives (e.g., 20% cost reduction, 15% increased output).Your Excel sheet must map out both the business result and the personal win for every key stakeholder. 5. Competitive Position Your internal champion

If you don’t want to build from scratch, search for: Degree of Influence & Modes | Col |

Salespeople often mistake a friendly contact for a true Coach. A real Coach must have proven influence and a verified track record of helping you navigate the account.