Miller Heiman | Blue Sheet Excel

A matrix where sellers rate the opportunity (0-10) on 5 criteria (e.g., Budget, Urgency, Access to EB). Excel automatically sums the score; a total below 35/50 triggers a "Stop Loss" warning.

If a player has High influence but their "Personal Win" column is blank, that is a massive risk. =IF(AND(D2="High", F2=""), "URGENT: Unknown Win", "OK") miller heiman blue sheet excel

| Role (Type) | Name & Title | Response Mode | Degree of Influence | Rating (Support) | Win-Result (Personal Win) | Leverage From/To | | :--- | :--- | :--- | :--- | :--- | :--- | :--- | | (Economic Buyer) | Who gives final approval? | Growth, Trouble, Even, Overconfident | Final | 1-5 (Enemies to Champions) | What is in it for them personally? | Who influences them? | | TB (Technical Buyer) | Who vets the specs? | ... | Gatekeeper | ... | ... | ... | | UB (User Buyer) | Who uses the product? | ... | Advisory | ... | ... | ... | | Coach | Your guide inside | N/A | Varies | N/A | ... | ... | A matrix where sellers rate the opportunity (0-10)

Modern sales teams often move away from static paper/Excel to dynamic systems. You can find digital versions and training through the following resources: | | TB (Technical Buyer) | Who vets the specs