It provides clearer visibility for sales leaders into the sales process, informs sellers where they should spend their time, and identifies the steps needed to accelerate and close deals. To meet the needs of today’s sales organizations, we’ve now integrated the Blue Sheet with Korn Ferry Sell, our new cloud-based sales analytics platform available on the Salesforce AppExchange. Today’s evolution: Now integrated with Korn Ferry Sell, a native Salesforce application Win-Results: A dotted line drawn down the heart of the Blue Sheet to create a better understanding of how business results and personal wins are linked.Providing Perspective to Whom: Knowledge or insight that will expand a customer’s understanding of one or more business issues.Competitive Preference (by Buying Influence): The ability to break down the competitive preference of each Buying Influence rather than at the company level.Opportunity Scorecard: An easy-to-use tool to identify the criteria for determining the likelihood of winning and the strategic actions sellers need to take.opportunities to add value and insight that exceed the customer’s expectations.Evaluation of Objective: Examining the customer’s stated objective for.Customer’s Stated Objective: How a customer expresses a desire to avoid a threat, solve a problem, or capitalize on an opportunity.New features and updates to the Blue Sheet at that time included: We also updated the Blue Sheet to help address the technology needs of sales organizations, synchronizing it with the release of a cloud-based sales analytics platform, Scout by Miller Heiman Group. A new Blue Sheet for a changing marketplaceĪs recently as 2018 we evolved the Blue Sheet to synchronize with our updated core sales methodology, Strategic Selling with Perspective, with an increased focus on leveraging insight and expertise to benefit both the customer and the seller. Better yet, it aligned sellers’ activities with methodology, improving sales organizations’ ability to consistently manage and win complex deals.Īs more companies realized the benefits of the Strategic Selling methodology, adoption of the Blue Sheet skyrocketed, establishing it as a fixture in high-performing sales organizations around the world. The Blue Sheet gave sellers a formal strategic analysis tool for approaching those opportunities.
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When Miller Heiman introduced the Blue Sheet in 1978, it revolutionized the sales industry because it gave sellers a practical and consistent framework for applying the innovative Strategic Selling methodology.īefore the Blue Sheet, sellers relied on instinct to navigate the sales process, using a series of best guesses to identify influencers, competitors, actions and other details that impacted the outcomes of high-value opportunities. Customers then started referring to it as the “blue sheet” – and an icon was born.Īlthough we can’t imagine it any other color, Bob’s choice of paper had little to do with the Blue Sheet’s success. Rather than wait for new stock to arrive, Bob had to use blue paper which was all that was available at the time. The Blue Sheet changed the way we sellĮver wonder why we call it the Blue Sheet? According to company legend, when Bob Miller assembled the first batch of documents to accompany the Strategic Selling framework, the printer ran out of 11 x 17 white paper. But the Blue Sheet has remained a constant, a tool relied upon by generations of sellers because it works no matter how complicated sales gets. The sales industry has changed a lot since Robert Miller and Stephen Heiman launched Strategic Selling in 1978. A staple in sales organizations across the world for decades, the Blue Sheet brings structure to the sales process, aligning strategies for winning complex deals with our highly successful Strategic Selling® with Perspective methodology.
In the sales industry, few resources are more iconic than the Blue Sheet, powered by Miller Heiman sales methodology.
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