Miller Heiman Blue Sheet — Excel ((top))

Who evaluates the technical specifications? Coach: Who helps you navigate the internal politics?

The term "Blue Sheet" and the concepts of Economic Buyer, Technical Buyer, and Coach are proprietary intellectual property of the Miller Heiman Group (now part of IMG). This guide is for educational purposes regarding how to structure a similar strategic analysis tool in Microsoft Excel.

If you want, I can:

Are you designing this template for an or an entire sales team ?

A table listing every identified vulnerability alongside its corresponding mitigation plan. miller heiman blue sheet excel

Deal Name,Sales Rep,Date,Value,Close Date,Influence Name,Role,Red Lights,Green Lights,Business Results,Attitude,Influence,Position,Next Action,Due Date,Expected Outcome Acme Corp,Jane Doe,4/18/2026,500000,6/30/2026,John Smith CFO,Economic Buyer,Avoid budget cut approval,Wants faster close,20% margin improvement,Neutral,High,Neutral,Send ROI model,4/25/2026,Agree to meeting

is an emotional or personal benefit to the individual buyer (e.g., getting a promotion, working fewer hours, looking good to management). Who evaluates the technical specifications

=COUNTIF(BlueSheet!O:O,"<="&TODAY()+7)