Once upon a time, an old man named Strategic Selling lived with his 3 sons Calling, Emailing, and Social Selling in a village. All his 3 sons were hard workers. Still, none of them agreed with each other and quarrelled all the time by claiming I’m the best and you are dead/ old-schooled. The old man tried a lot to unite them, but he failed. While the villagers were surprised at their hard work and efforts, they also made fun of them on their fights.

Months passed by and the old man fell sick. He talked to Calling, Emailing & Social selling, his sons to stay united, but none of his sons heard his words. So, he decided to teach them a practical lesson so that they would shed off their differences and stay united.

The old man called as his sons. He told them, ‘I will give you a bundle of sticks. Separate each stick and you will have to break each stick into pieces of two. The one who breaks the sticks quickly will be rewarded more.’

All sons agreed.

The old man gave a bundle of 10 sticks to every one of them and asked to break it into pieces. All the sons broke the sticks into pieces in minutes.

And again they started to quarrel among themselves as who came first.

The old man said, ‘Dear sons, the game is not over. Now I will give another bundle of sticks to all of you. You will have to break the sticks as a bundle, not as separate sticks.’

The sons agreed and began to break the bundle of sticks. Unfortunately, they could not break the bundle. They tried very hard but failed to complete the task.

All sons said to the father about their failure.

The old man (Strategic Selling) replied, ‘Dear sons, See! You could easily break the single sticks into pieces, but you were not able to break the bundle! The sticks were same. So, if you stay united, nobody can make any harm to you. If you quarrel every time with your brothers, anyone can easily defeat you. I request you to stay united.’

The three sons understood the power of unity and promised their father that whatever be the problem, they would all stay together.

Moral: Unity is Strength!

Therefore, to get more sales in 2016, sales organization must use the multifaceted approach of Calling, Emailing and Social Selling to win more strategic accounts. None of the approach is dead and none of the approach is a silver bullet to break a large account.

Related Topics:

• How to Create Buyer’s Persona
• Cold Calling Framework
• Emailing Framework
• Social Selling- LinkedIn Triggers, Twitter Triggers

Sales leaders organize their selling organization into several distinct areas, starting with the customer, to set overall strategy for customer interaction, improve and support the salesforce, and make decisions to continue to improve performance and drive growth. This sales system was created by Miller Heiman to illustrate how a world-class sales organization views the critical elements that define a high ­performance environment.

Customer: Everything starts with the customer at the heart of all strategy and actions.

Create opportunities: World-class sales organizations keep their sales funnels filled with high-quality opportunities by applying well-defined prospecting plans.

Manage opportunities: World-class sales organizations have a clearly defined methodology to guide them in winning new business.

Manage relationships: World-class sales organizations are proactive in managing relationships and spend more time with key accounts,especially at the executive level.

People and organization: World-class sales organizations know why their top performers are successful and use that information to improve their salesforce's performance.

Operations and enablement: World-class sales organizations use infrastructure, technology, and programs to enhance sales performance.

Management execution: Management in world-class sales organizations aligns the organization to meet the needs of customers, and executive leadership takes an active role in the sales process.

(Source Miller-Heiman)