So in one way, ‘blue sheet’ has become a generic term for a sales process document. I think it most likely comes from the phrase I’ve heard associated with the Miller Heiman ‘strategic selling’ approach. Two ‘blue sheets’? Both on sales process? A coincidence? Well, hardly. So he’d adapted something he called the Haworth Blue Sheet. He mentioned he wanted a project analysis system embedded for major accounts (like the impressive £1.4m Telegraph paper’s deal from 06 they’d won). They’d just re-structured so that separate teams now handled dealer or major project sales. We sold some wonderful Unix boxes I remember, the RS range being a favourite.Īnyhow, yesterday I demo’d to a fella selling really funky office furniture. ICL were UK plc’s only real computer hardware manufacturer back in those days, prior to being taken over by Fujitsu. One person said ‘to learn something like the ICL Blue Sheet selling process’. The trainer asked the usual ‘what do you hope to get out of this course’ intro. When I was a wee lad, I was on a selling course with a load of experienced software reps.
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