All in all, these plans are not easy, considering they fall outside the traditional transactional boundaries of crm out there, and inevitably every company will have their own bespoke document which’ll be notoriously difficult to re-create from a set of magical ‘user-defines’….Brand analysis is something that can assist any business in understanding the current situation that your company or brand is in. Both Miller Heiman, and the other player that likes to think of themselves as a gorilla, Huthwaites, are in bed with to have their templates accessed, probably as part of the AppExchange global domination efforts. What is interesting for me, is that a hot race is on to ‘automate’ such processes. (Eventhough neither of the above docs bear much resemblence to this one).
So in one way, ‘blue sheet’ has become a generic term for a sales process document.
I think it most likely comes from the phrase I’ve heard associated with the Miller Heiman ‘strategic selling’ approach. Two ‘blue sheets’? Both on sales process? A coincidence? Well, hardly. So he’d adapted something he called the Haworth Blue Sheet. He mentioned he wanted a project analysis system embedded for major accounts (like the impressive £1.4m Telegraph paper’s deal from 06 they’d won). They’d just re-structured so that separate teams now handled dealer or major project sales. We sold some wonderful Unix boxes I remember, the RS range being a favourite.Īnyhow, yesterday I demo’d to a fella selling really funky office furniture. ICL were UK plc’s only real computer hardware manufacturer back in those days, prior to being taken over by Fujitsu. One person said ‘to learn something like the ICL Blue Sheet selling process’. The trainer asked the usual ‘what do you hope to get out of this course’ intro. When I was a wee lad, I was on a selling course with a load of experienced software reps.
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