Strategic Selling Blue Sheet Software

Strategic Analysis
Date: 6/1/2020 Updated: 6/1/2020 Adequacy: Comfortable IDEAL CUSTOMER CRITERIA: Match to Criteria:
Salesperson: Shipra Tiwari -5 to +5
Account/Prospect: Credit suisee Competition: 1. Matching Global Standards 3
Current Volume: Total Potential: 2 million 2. Cost Effective solution 2
SINGLE SALES OBJECTIVE My Position Vs. Competition: Not Clear at this stage 3. Timeline
Product/Service: Place in Sales Funnel: In the Funnel 4. Global Reach
Sales Rev/Units: Timing for Priorities: Engaged 5. Overall comfort
Close Date: 8/30/2020 TOTAL 5
BUYING INFLUENCE ROLES DEGREE OF INFLUENCE MODE Rating: Rate how well your base is covered with each
E = Economic H = High G = Growth NOTE: Win-Results Statement: a short statement of the 'Buying Influence' for this sales objective.
T = Technical M = Medium T = Trouble personal Win that a Buying Influence attains when Red Flag: Uncovered Base, New Players/Reorganization,
U = User L = Low EK = Even Keel important measurable business Results are delivered. Uncertainty/Lack of Data
C = Coach OC = Overconfident Strengths: Areas of differentiation; Opportunities to
improve your position
BUYING INFLUENCES INVOLVED Degree BUYING INFLUENCE'S KEY WIN-RESULTS HOW WELL IS BASE COVERED?
Name, Title, Location Role of Mode
Influence Win-Results Statement Rating: Evidence to support your Rating:
Avinash sakharkar E H G Project close to global standards within Budget for India 0 Need to met the client
Uttam dasgupta E H G Need to get in touch 1 Met him, Approchable but not very friendly
Functionality and Aesthetics 1 Good relation
Main decision maker 5 Need to capture this fellow.
Client has prefrence with Milliken

SUMMARY OF MY POSITION TODAY POSSIBLE ACTIONS BEST ACTION PLAN

A good sales strategy leverages Strengths and reduces or eliminates Red Flags.
STRENGTHS What Who When
Approved Global vendor Need to get in touch with global team Need to meet Avinash after the Shipra
All India Base very cost effective solution. Invite ben for factroy visit Edmond
Rate Contract in Place along with Product Specifications

RED FLAGS Information Needed From Whom

Client has prefrence with Milliken When will the project start
Client free to use local products in Aug 20

© 2002 Miller Heiman, Inc. All rights reserved.

Extras for Credit suisee Close Date: 8/30/2020
BUYING INFLUENCES INVOLVED BUYING INFLUENCE'S KEY WIN-RESULTS HOW WELL IS BASE COVERED?
Name, Title, Location Role Degree Mode Win-Results Statement Rating: Evidence to support your Rating:
Avinash sakharkar E H G Prefrence with Milliken 2
Uttam dasgupta E H G

SUMMARY OF MY POSITION TODAY POSSIBLE ACTIONS BEST ACTION PLAN

A good sales strategy leverages Strengths and reduces or eliminates Red Flags.
STRENGTHS Need to stablish good connection with client What Who When
make in india Global approach should be their Plant visit with client
Pan india presence

RED FLAGS Information Needed Whom

© 2002 Miller Heiman, Inc. All rights reserved.

COMMUNICATION NOTES for Credit suisee

Date Note(s)

1.0               Coming up with 1 lakhs SQ ft of area, in

Pune in Aug .

© 2002 Miller Heiman, Inc. All rights reserved.

 !! Do Not Edit This Page !!
Report Date/Time: 6/1/2020 5:09:06 PM
Strategic Selling® Blue Sheet (v3.1)
Strategic Analysis
Account Information Hidden Text - used to keep row from bing hidden
Date Created: 6/1/2020
Date Last Updated: 6/1/2020
Sales Person: Shipra Tiwari
Account or Prospect: Credit suisee
Current Volume:
Total Potential Volume: 2 million
Single Sales Objective
Product or Service:
Sales Revenue/Units: 560
Close Date: 8/30/2020
Position Information Hidden Text - used to keep row from bing hidden
Adequacy: Comfortable
Competition:
My Pos vs Competition: Not Clear at this stage
Place in Sales Funnel: In the Funnel
Timing for Priorities: Engaged
Ideal Customer Criteria (Match/Criteria)
Point #1: 3 Matching Global Standards
Point #2: 2 Cost Effective solution
Point #3: Timeline
Point #4: Global Reach
Point #5: Overall comfort
Total: 5
Buying Influencs Involved (Role|Degree|Mode / Name, Title, Location)
Contact #1: E | H | G Avinash sakharkar
Contact #2: E | H | G Uttam dasgupta
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Contact #5: | | #REF!
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Contact #1: Project close to global standards within Budget for India
Contact #2: Need to get in touch
Contact #3: Functionality and Aesthetics
Contact #4: Main decision maker
Contact #5: Client has prefrence with Milliken
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How Well is Base Covered? (Rating/Evidence)
Contact #1: 0 Met him, Approchable but not very friendly
Contact #2: 1 #REF!
Contact #3: 1 Good relation
Contact #4: 5 Need to capture this fellow.
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Summary of My Position Today Hidden Text - used to keep row from bing hidden
Strength #1: Approved Global vendor
Strength #2: #REF!
Strength #3: #REF!
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Strength #5: All India Base
Strength #6: Rate Contract in Place along with Product Specifications
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Red Flag #1: Client has prefrence with Milliken
Red Flag #2: Client free to use local products
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Action #2: Need to get in touch with global team
Action #3: very cost effective solution.
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Plan #1: When:

Who: Shipra
What: Need to meet Avinash after the lockdown
Plan #2: When:

Who: Edmond
What: Invite ben for factroy visit
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Information: When will the project start
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