![]() ![]() That is a ton of information! And, when you stop and think about the amount of research required to know all of those things, get them right and keep them current, it’s easy to see why this approach was limited to a small set of strategic accounts. Strengths, weaknesses, relationships, contracts.Specifically, the blue sheet was built to capture: This strategic analysis that was once filled in with paper and pencil captured everything from opportunity to buying influences to key drivers, and most importantly, how to execute a plan to advance your opportunity. Let’s pull up the most famous of all Miller Heiman sales tools, the blue sheet: This insight led us to beg the question: If it’s not new, what’s the big deal? We covered how ITSMA launched the buzz back in 2004, how Don Peppers and Martha Rogers wrote about it in The One to One Future back in 1993 and even covered how the original blue sheet of the Miller Heiman Strategic Selling incorporated it back in 1976. In the last post, we talked about the evolution of Account-Based Marketing (ABM), the hottest little 40-year-old trend around. ![]()
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