THE MODERN SALES METHODOLOGY
Today, it’s much more difficult for companies and their sales organizations to get the attention of potential customers and build relationships with them. That translates into less-certain revenue and a much higher cost of sales. With more than 2.5 billion people using social media around the world, we believe that social media, and digital more broadly, provide an unprecedented business opportunity for companies and individuals to drive revenue and deepen relationships with customers.
Our mission is to provide sales professionals and executives with the skills to survive and thrive in an increasingly digital world. We do this through a proven successful combination of onsite, remote and online training. Founding the social selling business at LinkedIn and launching LinkedIn Sales Navigator in 2012 afforded me the opportunity to meet thousands of sales professionals, sales and marketing leaders, and executives from all industries around the world. Without a concerted effort to infuse social media into sales and business operations, companies and their people risk drifting further away from buyers and ceding customers and revenue to more digitally savvy ones.
Dan Swift, Founder & CEO, Empire Selling
Our curriculum is delivered via a learning framework combining behavioral change with situational competency. The most successful programs are cross-functional including sales, customer success, marketing and executive leadership.
Typical customer engagements start with customized onsite training that includes strategies, tactics, real-world stories, exercises and applications. Ongoing learning and development is provided through a successful combination of remote and onsite training delivered on a monthly and quarterly basis. Remote training is delivered through a series of face-to-face interactive sessions focused on live application to ensure adoption and results. Online sales training offers on-demand, real time access, which teams can leverage from anywhere.
Dan Swift launched LinkedIn's social selling business, brought LinkedIn Sales Navigator to market and created LinkedIn’s profile optimization program for sales professionals ‘Resume to Reputation’. This experience afforded him the opportunity to meet thousands of sales professionals and executives around the world and across industries.
His experience as VP Sales at Sprinklr, the world's fastest growing social media management technology company, expanded his knowledge to Twitter, Facebook and 21 other global social media channels. Dan launched Sprinklr's social selling program with 63% of revenue being influenced by the program and 10.4% larger deals. LinkedIn recognized the success of the Sprinklr social selling program. Sprinklr is now valued at $1.8bn.
Dan launched Empire Social Media LLC and the Empire Selling brand in 2015 to teach sales professionals and executives how to survive and thrive in an increasingly digital world. Onalytica Research named Dan as one of the leading social selling influencers globally. Dan has spoken around the world at industry conferences, universities and corporate sales events.
In the news
Dan Swift is a published author and social selling thought leader on Business 2 Community which covers breaking news and top trends in Social Media, Digital Marketing, Content Marketing, Social Selling, Social Business and More.
Best practices for using LinkedIn in 2018
Long gone are the days when B2B buyers were forced to rely just on information provided by you… the salesperson. Buyers have access to information like never before.
The Corporate Executive Board (CEB) found that buyers are 57% of the way through the purchasing process before they engage with sales professionals.
Forrester found that 74% of modern buyers conduct more than half of their research online before they speak with a salesperson.
IDC found that 75% of B2B buyers use social media to learn about potential vendors.
The internet changed the game. Buyers have the power to research your company, your products and services, your executives, your competition, and you!
Your LinkedIn Profile: Resume or Your Professional Reputation?
Many people join LinkedIn to get a job or to change jobs. They upload their resume or CV proudly boasting about their professional accomplishments in an attempt to appeal to recruiters and hiring managers. Others join, then do little more, presenting an empty page to the world.
Here’s the problem.
As I noted in my previous article, ‘Best Practices for using LinkedIn in 2018‘, the IDC found that 75% of buyers use social media to learn about potential vendors. That means 3 out of 4 prospects when looking for a new product, service or solution for the first time, or changing an existing vendor relationship, are turning to social media platforms like LinkedIn as part of their due diligence process.
If You Are Not Doing These Things on LinkedIn, You Are Leaving Money On the Table
Networking can be defined as “the exchange of information or services among individuals, groups, or institutions; specifically: the cultivation of productive relationships for employment or business” (Merriam-Webster).
LinkedIn is the world’s largest professional network, with almost 550 million members at the writing of this article. This presents an unprecedented opportunity to exchange services, cultivate relationships and secure referrals at scale.
First step: Build your network.
Please provide us with as much information as possible to help us provide a comprehensive response within 24 hours.