How can I track strategic selling sales cycles in HubSpot?

Smart CRM & Sales Hub Tips, Tricks & Best Practices
1

Hello:

Is anyone out there familiar with the Strategic Selling sales methodology created by Miller Heiman. Strategic Selling (and the Blue Sheet) bring structure to the sales process and I would love to implement within HubSpot.

I’m also open to other tools companies are using to track and monitor long sales cycle sales processes with multiple buying influences.

Thanks for your help!

2

Hi @JSchmitz,

Thanks for reaching out to the Community!

This is a great question :slightly_smiling_face:

I wanted to invite our subject matter experts to see if they have any insight.

Hi @danmoyle, @Dan1, @himanshurauthan, @Jonno_Price, @Phil_Vallender - Are you familiar with this integration or other tools for tracking and monitoring long sales cycle processes?

Thank you!

Best,

Kristen

3

Hi @JSchmitz ,

Totally understand where you are coming from, in 2017 I worked for another software company where I headed up their account management team and we were using HubSpot sales and marketing Hub. We were only selling to Enterprise businesses, so we focused very heavily on strategic account plans and understanding the buying group and their roles.

We ended up creating an internal tool which helped with visually mapping out the buying group, it is now in Public Beta. Many of our customers have been through the Miller Heiman training, so instantly understand the value.

There are number of things you can do to incorporate them into HubSpot, probably the best thing to look at is the playbooks functionality. As it will help you establish a customised Strategic Account Plan to your requirements and ensuring the data is input into your HubSpot account, where it’s most useful.

Before playbooks came out we created a video on some alternative methods to entering your plan into HubSpot, this might also be useful for you.

I hope this helped?

Kind regards,

Dan Currin

Co-Founder

OrgChartHub

GeoMapper

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Moderator Note: this post was reviewed for relevancy and optimized for clarity on August 31, 2026. Thank you for your contributions to the HubSpot Community!

4

Hi everyone,

I know this thread is a bit older, but I recently finished a project where we implemented the entire Blue Sheet process at a customer’s, and the setup might still be helpful for anyone running into the same question.

Our approach:

  • We created a dedicated Blue Sheet tab inside HubSpot so the team enters all relevant information directly in the CRM. HubSpot stays the single source of truth — no parallel spreadsheets, no duplicated data.
  • With one click, a Make automation generates a PDF version of the Blue Sheet and attaches it to the deal.

The benefits we’ve seen so far:

  • The classic Blue Sheet at-a-glance view, ideal for deal update meetings
  • Always up-to-date and clean data inside HubSpot
  • No manual back-and-forth between tools

Happy to share more details on the technical setup if it’s useful for anyone.

Best,
Levka

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Such an interesting approach and it seems like this is rather easy to implement!

Would you say this also works without the Make.com automation if someone doesn’t have a Make account? Or would you say that is a crucial step in your process?

6

Good question!
There are different ways, but if you want an automated PDF, I would highly recommend working with Make.com. You can also use the free version to create around 100 blue sheets per month at no extra cost.

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The question is always what result is needed?
If a PDF that can’t be changed is needed, I believe you will need a solution like make.com

But if you are fine with an excel file or even better - google sheet, you won’t need anything but HubSpot and the right extensions.

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The good thing here is: the whole data input process and the management of the process stays in HubSpot while maintaining the option of having this convenient bluesheet onepager in an easily sharable format. Clever solution, Levka!

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Hello @LevkaBrodersen - I am very interested in learning more about your bluesheet implementation. I’d like to have something similar for our company’s business development team. However, I have no experience designing custom solutions in Hubspot. Are you able to share more details?

10

Hi @DarrenMagas ,
the Blue Sheet splits into two halves, and they need different answers in HubSpot.

The first half is opportunity data: competition, timing, ideal customer fit, and best action plan. That maps cleanly onto HubSpot deals.

The second half is the buying influences grid: economic buyer, user buyer, technical buyer, coach, degree of influence, and each person’s rating of you. That part doesn’t fit into properties, because it’s a picture of who sits where and who listens to whom.

It is what we built vizrm for: Buying roles and sentiment on a drag-and-drop chart on the HubSpot company record, influence lines between people who don’t sit in the same reporting line, and placeholders for roles you know exist but haven’t met yet. It reads and writes HubSpot contacts and associations, so it isn’t a second copy of your data.

I actually wrote a blog specifically covering Miller Heiman (been using it in practice for 11 years now) Account mapping in Miller Heiman, Challenger, Sandler and SPIN | vizrm

Cheers,
Markus

P.s. As a co-founder at vizrm I am specifically excited about these things :black_heart: