This chapter describes how sales professionals can use Miller Heiman's Strategic Selling methodology within the Siebel Sales application to close new business. The Strategic Selling module is a separately licensed product. Using the Strategic Selling module, sales professionals can enter sales objectives, assess buying influences, understand their competitive position, and create an action plan to execute the competitive strategy. This information is available in a report, called the Blue Sheet.

This chapter includes the following topics:

• Using Strategic Selling to Support the Sales Process
• Scenario for Strategic Selling
• Process of Strategic Selling
• Meeting the Single Sales Objective
• Adding Buying Influences Information
• Adding Position Summary Information
• Adding Possible Actions
• Viewing and Adding Best Actions
• Creating a Blue Sheet Report