Enter your client name and specific sales objective.
Those who will use the product or service daily.
The Blue Sheet is a living strategic document used to manage and analyze complex sales opportunities. Named after the blue paper it was originally printed on in 1978, it forces sales teams to think proactively about stakeholder dynamics, competitive positioning, and win-win outcomes. Why use it in Excel?
Be careful not to undermine the methodology with bad Excel hygiene.
Use this space for deal metadata. This makes your sheet filterable later.
Comparing the current prospect against your organization’s criteria for a "perfect" client. Action Plan:
In this article, we will break down:
An internal ally who guides the salesperson through the organization's landscape.
In row 8, create your column headers:
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