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According to the 2017 CSO Insights Sales Enablement Optimization Report, all sales enablement efforts must support the customer, specifically an alignment to how customers make decisions. From awareness to buying to implementation, customer expectations vary over the journey. Therefore, tight alignment is required as a pre-requisite for successful enablement.

Unfortunately, according to the 2017 World-Class Sales Practices Study, over half of sales organizations (54%) do not formally align their sales process, or other aspects of how they sell, to the specific journeys taken by their customers. Those that do have such alignment report quota attainment rates of up to 14% greater than the average.

With more than 60 percent of sales reps expecting to miss their quotas this year and only 1 in 4 sellers getting invited back for a second meeting. I have one question for CROs and CMOs. How is your organization performing?


With more than 2.5 billion people using it around the world, social media provides an unprecedented business opportunity for companies to drive revenue and deepen relationships with customers. But without a concerted effort to infuse social media into marketing, sales and business operations, companies and their people risk drifting further away from buyers and ceding customers and revenue to more digitally savvy ones.

The Empire Selling methodology aligns the entire organization on one single go-to-market social media strategy. Executives learn strategies and tactics to become the face of their organization to customers, the voice for their industry, and the catalyst for internal alignment for explosive growth. Sales teams and their leaders learn simple and effective ways to find the people that matter the most at target accounts, relate in ways that differentiate them from the competition and engage with buyers in the way they want to be engaged. Marketing teams learn how to produce content that aligns to each stage of the buyer journey and how to make it available to sales teams for them to effectively target different buying personas and maintain engagement throughout the sales cycle to close.

Our training programs challenge conventional thinking, are easy to implement and show immediate results.


Refer us to your Chief Revenue Officer (CRO) or Chief Marketing Officer (CMO) and we will pay you 10% of the contract value if we sign a contract with your company from your referral.


Educate, Differentiate, Position, Motivate.


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.


Best practices for using LinkedIn in 2019.

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.


Over the years, I have been fortunate to have worked in London, Sydney and now New York with highly talented people at high growth, innovative companies including GE Capital, Complinet, Thomson Reuters, LinkedIn, Sprinklr and now my own company Empire Selling.

Launching the social selling business unit at LinkedIn, bringing LinkedIn Sales Navigator to market and creating LinkedIn’s profile optimization program for sales professionals ‘Resume to Reputation’ afforded me the opportunity to meet thousands of sales leaders and sellers around the world across all industries. It was a lot of heavy lifting but was blessed to be recognized by Onalytica Research as one of the leading ‘social selling influencers globally’.

My experience as VP Sales at Sprinklr expanded my knowledge from social selling with LinkedIn to social selling and marketing with Twitter, Facebook and 21 other social channels globally, the broader web, video and mobile technologies. Sprinklr is now valued at $1.8bn.

At Empire we believe that traditional sales approaches have been disrupted by changing buyer behavior, the rise of social media and digital more broadly. As a global sales training organization, we teach companies how to leverage these channels to serve customers and drive revenue. Our training programs challenge conventional thinking, are easy to implement and show immediate results.

What gets me out of bed every morning? Coaching people to realize their true potential allowing them to provide the best lives for themselves and their loved ones. If I can be of any assistance, please don't hesitate to reach out.
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