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: BMC software Competition: 1. Matching Global Standards 3
Current Volume: Total Potential: 20 Million 2. Cost Effective solution 4
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 7
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:
Col K kiron E H G Project close to global standards within Budget for India 1 Need to approach the client
Rate contract with interface
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 kiren Need to meet kiran Shipra
All India Base very cost effective solution. Invite ben for factroy visit Edmond
RED FLAGS Information Needed From Whom
Client has rate contract with interface. When will the project start
Client free to use local products in july 20
© 2002 Miller Heiman, Inc. All rights reserved.
Extras for BMC software 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:
Col K Kiran E H Have local presence 2
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
Know client very well, need to meet him after the lockdown Make in india Need to invite him for factroy visit.
Pan india base.
RED FLAGS Information Needed Whom
Rate contract with interface
© 2002 Miller Heiman, Inc. All rights reserved.
COMMUNICATION NOTES for BMC software
Date Note(s)
1.0 Coming up with 50k sq ft of area, in Pune,
Rate contract with interface.
© 2002 Miller Heiman, Inc. All rights reserved.
!! Do Not Edit This Page !!
Report Date/Time: 6/1/2020 4:51:06 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: BMC software
Current Volume:
Total Potential Volume: 20 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: 4 Cost Effective solution
Point #3: Timeline
Point #4: Global Reach
Point #5: Overall comfort
Total: 7
Buying Influencs Involved (Role|Degree|Mode / Name, Title, Location)
Contact #1: E | H | G Col K kiron
Contact #2: | |
Contact #3: | |
Contact #4: | |
Contact #5: | | #REF!
Contact #6: | |
Contact #7: | |
Contact #8: | |
Contact #9: | |
Contact #10: | |
Contact #11: E | H | Col K Kiran
Contact #12: | |
Contact #13: | |
Contact #14: | |
Contact #15: | |
Contact #16: | |
Contact #17: | |
Contact #18: | |
Contact #19: | |
Contact #20: | |
Contact #21: | |
Contact #22: | |
Contact #23: | |
Page 4 of 11
Contact #24: | |
Contact #25: | |
Contact #26: | |
Contact #27: | |
Contact #28: | |
Contact #29: | |
Contact #30: | |
Contact #31: | |
Buying Influence's Key Win-Results Hidden Text - used to keep row from bing hidden
Contact #1: Project close to global standards within Budget for India
Contact #2: Rate contract with interface
Contact #3:
Contact #4:
Contact #5:
Contact #6:
Contact #7:
Contact #8:
Contact #9:
Contact #10:
Contact #11: Have local presence
Contact #12:
Contact #13:
Contact #14:
Contact #15:
Contact #16:
Contact #17:
Contact #18:
Contact #19:
Contact #20:
Contact #21:
Contact #22:
Contact #23:
Contact #24:
Contact #25:
Contact #26:
Contact #27:
Contact #28:
Contact #29:
Contact #30:
Contact #31:
How Well is Base Covered? (Rating/Evidence)
Contact #1: 1
Contact #2: #REF!
Contact #3:
Contact #4:
Contact #5:
Contact #6:
Contact #7:
Contact #8:
Contact #9:
Contact #10:
Contact #11: Have local presence
Contact #12:
Page 5 of 11
Contact #13:
Contact #14:
Contact #15:
Contact #16:
Contact #17:
Contact #18:
Contact #19:
Contact #20:
Contact #21:
Contact #22:
Contact #23:
Contact #24:
Contact #25:
Contact #26:
Contact #27:
Contact #28:
Contact #29:
Contact #30:
Contact #31:
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!
Strength #4:
Strength #5: All India Base
Strength #6:
Strength #7:
Strength #8:
Strength #9:
Strength #10:
Strength #11:
Strength #12:
Strength #13: Know client very well, need to meet him after the lockdown
Strength #14:
Strength #15:
Strength #16:
Strength #17:
Strength #18:
Strength #19:
Strength #20:
Strength #21:
Strength #22:
Strength #23:
Strength #24:
Strength #25:
Strength #26:
Red Flag #1: Client has rate contract with interface.
Red Flag #2: Client free to use local products
Red Flag #3:
Red Flag #4:
Red Flag #5:
Red Flag #6:
Red Flag #7:
Red Flag #8:
Page 6 of 11
Red Flag #9:
Red Flag #10:
Red Flag #11:
Red Flag #12:
Red Flag #13:
Red Flag #14: Rate contract with interface
Red Flag #15:
Red Flag #16:
Red Flag #17:
Red Flag #18:
Red Flag #19:
Red Flag #20:
Red Flag #21:
Red Flag #22:
Red Flag #23:
Red Flag #24:
Red Flag #25:
Red Flag #26:
Red Flag #27:
Red Flag #28:
Possible Actions Hidden Text - used to keep row from bing hidden
Action #1:
Action #2: Need to get in touch with kiren
Action #3: very cost effective solution.
Action #4:
Action #5:
Action #6:
Action #7:
Action #8:
Action #9:
Action #10:
Action #11:
Action #12:
Action #13:
Action #14:
Action #15:
Action #16:
Action #17:
Action #18:
Action #19:
Action #20:
Action #21:
Action #22:
Action #23:
Action #24:
Action #25:
Action #26:
Action #27:
Action #28:
Action #29: Make in india
Action #30: Pan india base.
Action #31:
Action #32:
Action #33:
Page 7 of 11
Action #34:
Action #35:
Action #36:
Action #37:
Action #38:
Action #39:
Action #40:
Action #41:
Action #42:
Action #43:
Action #44:
Action #45:
Action #46:
Action #47:
Action #48:
Action #49:
Action #50:
Action #51:
Action #52:
Action #53:
Action #54:
Action #55:
Action #56:
Action #57:
Action #58:
Best Action Plan Hidden Text - used to keep row from bing hidden
Plan #1: When:
Who: Shipra
What: Need to meet kiran
Plan #2: When:
Who: Edmond
What: Invite ben for factroy visit
Plan #3: When:
Who:
What:
Plan #4: When:
Who:
What:
Plan #5: When:
Who:
What:
Plan #6: When:
Who:
What:
Plan #7: When:
Who:
What:
Page 8 of 11
Plan #8: When:
Who:
What:
Plan #9: When:
Who:
What:
Plan #10: When:
Who:
What:
Plan #11: When:
Who:
What:
Plan #12: When:
Who:
What:
Plan #13: When:
Who:
What: Need to invite him for factroy visit.
Plan #14: When:
Who:
What:
Plan #15: When:
Who:
What:
Plan #16: When:
Who:
What:
Plan #17: When:
Who:
What:
Plan #18: When:
Who:
What:
Plan #19: When:
Who:
What:
Plan #20: When:
Who:
What:
Plan #21: When:
Page 9 of 11
Who:
What:
Plan #22: When:
Who:
What:
Plan #23: When:
Who:
What:
Plan #24: When:
Who:
What:
Plan #25: When:
Who:
What:
Plan #26: When:
Who:
What:
Information Needed
Needed Info #1: From:
Information: When will the project start
Needed Info #2: From:
Information: in july 20
Needed Info #3: From:
Information:
Needed Info #4: From:
Information:
Needed Info #5: From:
Information:
Needed Info #6: From:
Information:
Needed Info #7: From:
Information:
Needed Info #8: From:
Information:
Needed Info #9: From:
Information:
Needed Info #10: From:
Information:
Needed Info #11: From:
Page 10 of 11
Information:
Needed Info #12: From:
Information:
Needed Info #13: From:
Information:
Needed Info #14: From:
Information:
Needed Info #15: From:
Information:
Needed Info #16: From:
Information:
Needed Info #17: From:
Information:
Needed Info #18: From:
Information:
Needed Info #19: From:
Information:
Needed Info #20: From:
Information:
Needed Info #21: From:
Information:
Needed Info #22: From:
Information:
Needed Info #23: From:
Information:
Needed Info #24: From:
Information:
Needed Info #25: From:
Information:
Needed Info #26: From:
Information:
Needed Info #27: From:
Information:
Needed Info #28: From:
Information:
Page 11 of 11
