Empire Selling is the world’s only company-wide social selling methodology.

 
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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.
— Pat McCarthy, SVP and General Manager at SAP Ariba

Why DO COMPANIES DEPLOY OUr methodology?

Changing trends in buying behavior are forcing companies to shift the way they engage and sell to acquire new customers and deepen relationships with existing ones.


What are the changeS in buyer behavior?

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

  • Social sellers realize a 66% greater quota attainment than those using traditional prospecting techniques (Sales Benchmark Index)

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

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

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

  • 74% of modern B2B buyers conduct more than half their research online before they speak with a sales person (Forrester)

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

  • Buyers who use social media have larger budgets – typically 84% larger than the budgets of buyers who do not use social media (IDC)


Why Empire Selling?

Most traditional B2B sales methodologies were created more than 10 years ago and have struggled to adapt their core philosophies to changing buyer behavior. Empire Selling was created in direct response to changing buyer behavior by Dan Swift, the founder of LinkedIn Sales Solutions and LinkedIn Sales Navigator. The methodology is proven at companies across industries from start-ups to Fortune 100 companies.


Who do we train?

The short answer is sales teams. The longer answer is that sales teams are the ultimate beneficiaries of the training but cross functional partners learn specific aspects of the methodology to support sales teams effectively.

  • Sales teams use the methodology to build pipeline quickly, shorten sales cycles and maximize deal sizes.

  • Sales leaders learn how to coach and performance manage sales teams against the methodology.

  • Marketing teams learn how to produce content for their sales teams to use at every stage of the sales process.

  • Executive leaders learn how to sponsor programs effectively internally and externally.


How do we train?

The most effective programs include a combination of classroom, remote and online training. The methodology is taught on a module-by-module basis which lends itself 100% to remote training for companies with regionally dispersed sellers.


Does it work?

 
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The sales people that leveraged Empire Selling averaged results almost 20% higher than their peers and our software sales at SAI Global grew 35% year on year.
— Michael Orrick, EVP Commercial, SAI Global

Want to learn more?


2018 IN REVIEW

  • Provided classroom training to more than 2,000 sales professionals at companies across North America, EMEA and APAC.

  • Partnered with Fortune 100 companies including SAP, American Express and Mastercard to provide ongoing learning and development programs for executives, customer-facing professionals and their cross-functional partners.

  • Became the official training partner of Military Veteran Partners (MVP) providing sales training to Military Veterans and Veteran Family Members.