Strategic Selling Blue Sheets (Miller Heiman)
The bible of strategic, enterprise sales is Miller Heiman's "Strategic Selling." This > 30 year old tome was a seminal body of work for organizations like IBM, GE, XEROX, and on and on.
At its core it is based on something called a Blue Sheet which originally was a single piece of paper (suggested to be blue in color to stand-out in a customer's file) that summarizes "our" position in selling a solution to the customer, and the specific next-steps for each of the stakeholders in the customer's org involved in the purchase. The premise was that in the car ride to the meeting with your boss, she could read the blue sheet and immediately know what we were trying to accomplish in this next meeting with "Tom."
Since the original writing of the book, most CRMs like SaleForce and Dynamics have either built or partnered with orgs to embed and create Blue Sheet like capability directly into the CRM.
Does anyone know of this capability with Zoho?
I suspect I can build it. But it may require a massive effort. For example, a key element would be to extend the Contact Roles within a Deal. And I suspect this requires custom coding.
Anyone tried anything like or have examples of Blue Sheet capabilities in Zoho CRM?
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