— Some consultants and sales ops professionals have created unofficial Excel versions that mimic the structure. Try searching:
Identification of competitive advantages (strengths) and potential deal-killers (red flags), such as missing information or a decision-maker's preference for a competitor. miller heiman blue sheet xls
Analysis of all competitors, including the "do-nothing" option or internal alternatives. — Some consultants and sales ops professionals have
Assessment of each stakeholder's attitude toward change (Growth, Trouble, Even Keel, or Overconfident). miller heiman blue sheet xls
Those who will use the product or service daily.