A short, highly specific statement defining what you want to sell, to whom, by when, and for how much.
This replaces the classic "Ideal Customer Profile" and is used to evaluate the overall strength of the opportunity and identify key deal gaps. miller heiman blue sheet excel
The real power of the Blue Sheet isn’t the Excel file—it’s the . Use Excel’s Comments or Notes to capture political nuances. Then before the meeting, review each Red Light and plan a specific question to uncover if it’s still active. A short, highly specific statement defining what you
The gatekeepers. They evaluate the feasibility, IT security, legal compliance, and technical specifications of your offer. Their job is to weed out vendors; they cannot say "yes," but they can say "no." Use Excel’s Comments or Notes to capture political nuances
+-----------------------------------------------------------------------+ | BLUE SHEET: STRATEGIC ANALYSIS | +-----------------------------------------------------------------------+ | Account Name: [ ] | Revenue Potential: [ ] | | Single Sales Objective (SSO): | Target Closing Date: [ ] | +-----------------------------------------------------------------------+ | 1. BUYING INFLUENCES & STAKEHOLDER ANALYSIS | +-----------------------------------------------------------------------+ | Name | Title | Role (E/U/T/C) | Preference | Influence | Buyer Mode | |------+-------+----------------+------------+-----------+--------------| | | | | | | | +-----------------------------------------------------------------------+ | 2. WIN-RESULT MATRIX | +-----------------------------------------------------------------------+ | Buyer Name | Business Result Needed | Personal Win Achieved | |--------------+-----------------------------+---------------------------| | | | | +-----------------------------------------------------------------------+ | 3. RED FLAGS & STRENGTHS | +-----------------------------------------------------------------------+ | Red Flags (Vulnerabilities) | Strengths (Leverage Points) | |-------------------------------+---------------------------------------| | 1. | 1. | +-----------------------------------------------------------------------+ | 4. STRATEGIC ACTION PLAN | +-----------------------------------------------------------------------+ | Action Item | Assigned To | Due Date | Status | |-------------------------------+-------------+------------+------------| | | | | | +-----------------------------------------------------------------------+ Step-by-Step Guide to Filling Out Your Blue Sheet in Excel
The people who will directly use your product or service. They focus on functionality and daily operations.
Facts that enhance your position, such as a strong Coach or an executive in "Trouble" mode.