What is Empire Selling?

We teach modern techniques for client acquisition and account management with a focus on building pipeline, maximizing deals sizes and shortening sales cycles. Our programs challenge conventional thinking, are easy to implement and show immediate results. Customers range from start-ups to Fortune 100 companies including American Express, SAP and Mastercard.

2019-01-17 15.12.19.jpg

AMERICAN EXPRESS

One of the best experiences I've had in my professional career.

Scott Miller, Director of Sales, American Express

ES_ARIBA_6.jpeg

SAP

Empire Selling takes 'social' to the next phase of maturity, which is a quantum leap ahead.

Pat McCarthy, SVP & GM, SAP

ES_MASTERCARD_1.jpg

MASTERCARD

We would highly recommend Empire to any sales team looking to embrace social selling.

Sheldon Jones, SVP Sales, Mastercard

Our History

 

Our CEO launched LinkedIn Sales Navigator in 2012. Despite being an industry changing product, one of the biggest challenges for Sales Navigator was user adoption. Sales leaders could see the value but struggled to get sellers to leverage it effectively. Empire was conceived during those early years at LinkedIn. There was an obvious gap in the market to provide highly customized social selling and marketing training. We are here to help companies build their Empires.

 

 
eMarketer

eMarketer

Prudential Capital

Prudential Capital

SOVOS

SOVOS

 

Engagements

We engage with companies on an annual basis. Activation and the initial role-specific curriculum tends to be delivered via classroom training. Ongoing learning and development is provided via remote training (classroom options available) and access to company specific closed LinkedIn group for Q&A. The methodology is taught on a module-by-module basis lending itself entirely to remote training for companies with regionally dispersed sellers.

Activate

Many companies leverage SKOs or company meetings to activate their employees. Activation includes:

  1. Understanding changing buyer behavior

  2. Profile optimization and transition to customer-first

  3. Building a professional network for warm introductions

  4. Sharing content for brand awareness and lead generation

Role-specific curriculum

All employees must be certified in the fundamentals before continuing their journey on a role-specific curriculum. Participants are certified on both their knowledge of best practices and their muscle-memory around execution of strategies and tactics. Submissions are reviewed, scored and reported back to our customers for learning and development:

  • SDRs: Modern prospecting techniques to secure executive meetings.

  • SMB & ENTERPRISE SELLERS: Modern prospecting and sales techniques to build pipeline, shorten sales cycles and maximize deal sizes.

  • SALES LEADERS: Modern coaching and performance management techniques.

  • MARKETING: Produce content for all stages of the social selling process.

  • EXECUTIVES: Align your company internally for explosive growth externally.

 
 
LinkedIn

LinkedIn

LinkedIn

LinkedIn

LinkedIn

LinkedIn

Process

 

1. Understanding

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.

2. 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 rolling it out to the entire organization. This stage is pivotal because it sets the stage for alignment. Our clients tell us repeatedly that these alignment workshops get them to a place cross-functionally that results in bottom-line impact.

3. Production

We integrate the information secured from the ‘Align’ 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 also make sure that you are in full agreement with what we are presenting to your teams during delivery. 

4. 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. Pre-work is made available to participants ahead of the ‘Delivery’ stage.

5. 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 answer questions of Empire Selling and their peers to maximize the investment. 

 
Zerto

Zerto

Zerto

Zerto

Zerto

Zerto

Changing Buyer Behavior

 

The only sales methodology that has been created in direct response to changing buyer behavior:

90% of decision makers say they never respond to cold outreach (HBR)

80% of the B2B buying process will occur without any human interaction (Gartner)

97% of the time cold calling doesn’t work (IBM)

Buyers are 57% through the purchasing process before they engage sales (CEB)

75% of B2B buyers use social media to learn about potential vendors (IDC)

84% of Executives use social media to make purchasing decisions (IDC)

 

 
Corporate Insight

Corporate Insight

SAP

SAP

Coretelligent

Coretelligent

Military Veteran Partners

Military Veteran Partners