What we hear
“We need better content from Marketing”
The best marketing organizations create content that sales organizations can leverage at each stage of the sales process to engage economic buyers, champions and coaches and keep them engaged to close and into the customer journey.
“Business is changing. Customers have different expectations of sales professionals - We have to add value immediately and continue to add value at every touch point. Empire Selling provides us with the strategies and tactics to thrive in an increasingly digital world. Shifting the focus to digital selling is having dramatically positive results for our sales development, account executives, and sales leaders” – Katie Mevis, VP, SAP SuccessFactors
“We need more leads from Marketing”
The best salespeople do not wait for leads to come from marketing. They leverage social channels and digital tools to own their own ongoing lead generation process.
“We gained a playbook for social selling, networking and content that are the pillars of our strategy forward. Sessions are engaging for the audience (even fun) with individually tailored advice for the staff to revamp profiles and inspire new behavior. Having sales and support staff trained by Empire Selling is a fundamental step towards growth” – Chase Marshall, VP, Corporate Insight
“We need to improve outreach response rates”
90% of decision makers do not respond to cold outreach. The best salespeople build and nurture their professional networks and leverage them for warm introductions to decision makers.
“We engaged Empire Selling 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. We are very excited for the ongoing learning and development that comes with the program. Empire Selling is already a strategic and significant part of our go-to-market approach for the rest of 2019 and beyond!” – Ron Spratt, VP Sales, Financial Services, Informatica
“We need to sell more deals and increase average order value”
The best salespeople know what critical steps to take throughout the sales process, on and off digital, to build the right value that ensures mutually beneficial outcomes.
“Empire Selling provides digital sales and marketing training to our new business, account management, community management and leadership teams. We were very impressed with their eagerness to understand our business model, solutions, target markets, buying personas and competitive landscape. The training materials were highly customized and our entire team have a clear operating framework to leverage social media effectively for business. I highly recommend Empire Selling to companies looking to build pipeline, maximize deal sizes and shorten sales cycles” – Ben Robinson, SVP Sales, Zeel Wellness
“We need to improve forecast accuracy”
Deals slip when buying committees have not been engaged effectively. The best salespeople leverage social media and digital tools to find, relate and engage with the people in today’s consensus purchase and recommend solutions that incorporate the needs of everyone.
“I encourage you to listen to Dan - all it takes is one conversation and he will literally change your thinking. We were looking to better understand social media and give our sales team an edge. Dan and Empire Selling delivered. 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” – Lee Shufro, VP & GM, American Express Business Travel
80% of companies believe they deliver ‘super experiences’, only 8% of customers agree. The best salespeople know how to identify and execute net new opportunities by going wide and deep into customer accounts while ensuring phenomenal customer experience.
“B2B buying behavior has changed significantly in recent years. We partner with Empire Selling to ensure we engage with our customers in the way in which they want to be engaged. It is critical that every single customer facing professional adds value at every single touch point. Our sales development, account executive and sales leadership teams are learning critical sales, marketing and business skills to thrive in an increasingly digital world” – Annie Neubrech, COO, SAP SuccessFactors
“We need our leaders to become effective coaches”
The most effective business leaders know how to leverage social media and digital tools. They leverage team meetings and 1-on-1s to unstick deals, introduce their people to decision makers at target accounts, and empower them to sell higher up
“Our Team started our journey with Empire Selling with 2 days of classroom training. The first day was focused on learning the sales and marketing methodology and the following morning was executing against the methodology (i.e. real-life prospecting). Our team secured more than 100 meaningful interactions with potential economic buyers and champions in under 2 hours. Empire Selling's Social Selling methodology is the first training in a long time from which the Team experienced immediate results and impact, and is now a core part of our go-to-market strategy. Our leadership Team spent the afternoon of Day 2 learning how to coach our Team members using the approach. I'm excited for the sheer opportunity that Empire Selling presents to my team and Informatica more broadly” – Ben Kennedy, Regional Sales Director, Informatica