S of differentiation Opportunities to improve your position Worry Overed Base, New Players/Reorganization, Uncertainty/Lack of Data S strategy leverages Strengths ces or eliminates Red Flags. Rate how well your base is covered with each Buying Influence for Drag and drop Red Flags & Strengths from abov 3.īuying Influence attains when important measurable business esults are delivered. Uncovered Base, New Players/ReorganizationĪreas of differentiation Opportunities to impį CURRENT POSITION (Enter in cell to the right)Ĭlick here to go to Competition Analysis Sheet 2. Hould only use this sheet if you have been r Heiman Strategic Selling. Competition Place in Sales Funnel Timing for PrioritiesĪ short statement of the personal Win that a Buying Influence attains when important measurable business Results are delivered.Ī good sales strategy leverages Strengths and reduces or eliminates Red Flags. ADEQUACY OF CURRENT POSITION (Enter in cell to the right)ĬOMPETITION Competition Type Specify Competitor(s) My Position vs. You should only use this sheet if you have been trained in Miller Heiman Strategic Selling. Urgent Active Work it in Later Ratings and Match +5 +4 +3 +2 +1 -1 -2 -3 -4 -5

Competition Only Alternative Front Runner Shared Zeroĭegree of Influence Place in Sales Funnel H M L Salesperson Account/Prospect Total Potential VolumeīUYING INFLUENCES INVOLVED Name, Title, Locationīuying From Someone Else Using Budget for Something Else Using Internal Resources Doing NothingĮuphoria Great Secure Comfort OK Concern Discomfort Worry Fear Panic

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