Those who will personally use the product or service.
By mapping these on a printable PDF, you can visually see where your weaknesses lie. If your position is "Low" with the Economic Buyer, no amount of schmoozing the Users will save the deal. You have a strategic gap. printable miller heiman blue sheet pdf
This is the specific outcome you want to achieve. A strong SSO is measurable, specific, and includes a timeline. Instead of "selling software," an SSO would be "Closing a $50k annual subscription for the CRM module by December 15th." 2. Buying Influences Those who will personally use the product or service
Downloading the PDF is step one. Using it to close business is step two. Follow this workflow to maximize the tool. printable miller heiman blue sheet pdf