Understanding how to sell, market AND LEAD IN today’s increasingly digital world is paramount to business success

CUSTOMER ACQUISITION, RETENTION & EXPANSION

 

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Empire Selling is trusted by the world’s leading companies

We partner with companies of all sizes and across all industries globally to drive digital transformation across the sales, marketing and leadership teams.


EMPIRE SELLING WAS CREATED IN DIRECT RESPONSE to CHANGING BUYER BEHAVIOR

Companies are alienating potential customers and must infuse modern approaches, channels, tools and thinking into their go-to-market approaches.

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more than 90% of C-level executives said they “never” respond to cold calls or e-mail blasts

But salespeople frequently tell us that potential customers are surprisingly responsive to short messages sent via social media.

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just 20% of sales people are currently seen as valuable by their buyers, ” but 74% of buyers choose to work with the sales representative who first added value.

the perceived value of the sales rep may depend on the type of product or service being purchased.

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75% of B2B buyers and 84% of C-level/vice president (VP) executives surveyed use social media to make purchasing decisions.

Online professional networks are the number 1 information preference of buyers in the final stage of the purchase process.


PROGRAMS

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LEE SHUFRO, VP & GM, AMERICAN EXPRESS GLOBAL BUSINESS TRAVEL

We were looking to better understand social media and give our sales team an edge. Empire Selling delivered. We partnered with the team at Empire Selling due to their expertise in digital sales and marketing. Shortening the time to first meeting with the right people at targeted accounts along with educating and motivating the market through the LinkedIn presence of our sales organization has delivered immediate wins. The Empire Selling program as a key part of our go-forward plan.

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RON SPRATT, VICE PRESIDENT OF SALES, INFORMATICA

We engaged the Empire Selling social sales and marketing methodology to help modernize our prospecting efforts for the financial services vertical at Informatica. We saw immediate results with everyone from Business Development Managers, Inside Sales Managers, Account Executives and Sales Leaders securing connections, warm introductions & meetings with our target buyers during the actual on-site training. In addition, we are very excited for the ongoing learning and development that comes with the program as well. Moreover, Empire Selling is already a strategic and significant part of our go-to-market approach for the rest of 2019 and beyond!

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PAT MCCARTHY, SVP & GM, SAP

Empire Selling takes ‘social’ to the next phase of maturity, which is a quantum leap ahead aligning the whole organization around engaging with clients and prospective clients holistically and with authenticity. This means Marketing, Sales and the Executive team all have a role to play - and that is a real game changing approach.


SALES KICKOFFS

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ED CARTER. CHIEF REVENUE OFFICER, ZERTO

Empire Selling received the highest rating possible (5 out of 5) at the Zerto 2019 Sales Kick-Off. By the end of the session, 300+ Zertonians were equipped with modern prospecting techniques to build pipeline, maximize deal sizes and shorten sales cycles. Empire Selling was a great investment. I’d recommend Empire Selling without reservation.

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JOE HEALEY, CHIEF SALES OFFICER & MANAGING DIRECTOR, SOVOS

We brought Empire Selling in for our global SKO meeting, consisting of 210 people from 11 countries around the world. While the content and Empire’s presentation style kept the entire audience engaged, it was the tailored preparation that most impressed me. Empire Selling was a great investment, and I’d recommend them without reservation.

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MICHAEL ORRICK, EVP COMMERCIAL, SAI GLOBAL

The solutions sales people who implemented the Empire Selling techniques averaged results almost 20% higher than their peers and our software sales at SAI Global grew 35% year-on-year. As I looked back on all the numbers, Empire Selling was the single best investment that I made in our Americas sales team last year.

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ANDY MONFRIED, FOUNDER & CEO, LOTAME

My team used Empire Selling to help us understand the complexities of a constantly changing, and evolving business sales cycle, that exists between buyer and seller. The delivery to our entire sales and client success team was a resounding success. My team deployed the model within hours of the training, and got new meetings, connections, and recommendations. I highly recommend Empire Selling for any company looking to differentiate their approach and style, to win more business and drive better revenue.


Empire Selling engages and aligns stakeholders internally to achieve explosive growth externally

Companies must align stakeholders to a common vision for customer engagement, move faster as a unified team, and create strategic business value. Rolling up our sleeves and working side-by-side with our customers allows us to align the entire company to your growth objectives.

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IT STARTS WITH EXECUTIVE LEADERSHIP

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Empire Selling isn’t your average training PROGRAM

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Our role specific programs are highly customized making them highly relevant to the people, target industries, buying personas and competitive landscape for your company. Our focus is on early adoption and then continuous reinforcement, learning and development.

Understand

We gather necessary insights about your company, organizational structure, products, services, industry, buying personas, competitive landscape, sales process and sales methodologies. We use these insights to ensure the Empire Selling program is customized to the needs of your company and resonates with participants. This stage is pivotal because it sets the stage for alignment.

Alignment

High-impact workshops leveraging what we learned from the ‘Understand’ stage ensures Executives along with senior members from your sales and marketing teams are certified in the Empire Selling methodology. Leaders need to be able to coach against the methodology before companies roll it out to the entire organization. Our clients tell us repeatedly that these alignment workshops get them to a place cross-functionally that results in bottom-line impact.

Production

We integrate the information secured from the ‘Alignment’ stage into the baseline curriculum. We also identify and develop any new materials that are needed to support the sales training and ensure adoption. During this process, we make sure that you are in full agreement with what we are presenting to your teams during delivery. Pre-work is made available to participants ahead of the ‘Delivery’ stage.

Delivery

Delivery is when the program is launched to the sales organization with the training materials that were created during the previous stages. Our approach is based on state-of-the-art adult learning models. The majority of the instruction consists of workshops, role plays and practical exercises that leverage real-world selling scenarios.

Adoption

We ensure that the desired behaviors are adopted in the short-term and sustained in the long-term, resulting in the necessary ROI for this initiative. Immediately after training, remote reinforcement modules are scheduled for attendees that drive consistent reinforcement of the methodology. All participants are invited to a closed LinkedIn group strictly for your organization where they can ask questions of Empire Selling and their peers to maximize the investment.