The individual with final approval authority over funds. There is only one EB per deal.
Use formulas to automatically calculate buying influence ratings or project health. Low Cost: No expensive software license is required. Key Components of a Blue Sheet Excel Template
Mastering Strategic Selling: The Ultimate Guide to the Miller Heiman Blue Sheet Excel Template
The gatekeepers who judge your solution based on technical specifications, compliance, IT security, or legal requirements. They cannot say "yes," but they can say "no." miller heiman blue sheet excel
Who evaluates the technical specifications? Coach: Who helps you navigate the internal politics?
| Column Name | Description | Data Validation / Formula | | :--- | :--- | :--- | | | First & Last name | Text | | B: Title | Job title (e.g., CTO) | Text | | C: Buyer Role | Economic, User, Technical, Coach | Dropdown list (Eco/User/Tech/Coach) | | D: Influence | High, Medium, Low | Dropdown list (High/Med/Low) | | E: Position | Supporter, Neutral, Opponent | Dropdown list (Pro/Neutral/Con) | | F: Personal Win | What do they personally want? (Promotion, budget, safety, fame) | Long-text cell | | G: Coverage Status | Who on our team owns this relationship? | Text (e.g., "CEO," "Sales Rep") | | H: Last Touch | Last meeting date | Date picker |
This section compares the current opportunity against your company’s perfect customer profile. In Excel, you can use a checklist scoring system (e.g., scale of 1-10) to determine if this deal is genuinely worth pursuing. 7. Action Plan The individual with final approval authority over funds
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Complex sales involve multiple stakeholders. Miller Heiman categorizes every individual into one of four distinct buying roles. A single person can hold multiple roles, or multiple people can share one role.
They have an immediate problem to fix. They are highly motivated to buy. Low Cost: No expensive software license is required
: Identifying Economic, User, and Technical Buyers, as well as Coaches, to understand who truly holds power. Red Flags and Strengths
With these components in mind, you can build your template. Here is a recommended structure for your workbook. It should consist of at least three distinct sheets .
Every Friday, sort by "Influence" (High to Low). Review the "Last Touch" column for High-influence players. If you haven't spoken to a High influencer in 14 days, create a task.