Empire Selling

Empire Selling The social selling and marketing methodology. We teach modern techniques for client acquisition and account management.
Empire Selling has just completed its first 12 months in business and what a ride it has been. Our mission was to provide critical social selling and marketing training to employees at companies around the world. We ended 2018 having provided classroom training to more than 2,000 employees at companies ranging from small startups in New York to Fortune 100 companies including American Express and MasterCard. We even got to visit Sydney, Australia and hang out with SAP.

Empire Selling is the world’s only true digital selling methodology. It provides an operating framework for sellers to execute proven strategies and tactics to thrive in an increasingly digital world. We have made the program available online for individual sellers on an annual subscription basis through cutting edge video technology. Companies that are solving for digital selling across the sales organization can license a corporate version on a per user basis which is customizable to the company’s solution, target market and buyers. Why? Prospecting techniques like cold calling and cold emailing are increasingly ineffective and actually damage your professional brand. Sales methodologies that do not seamlessly incorporate industry shifting trends like the internet, social media and mobile technologies are obsolete. To remain relevant, sellers and their leaders can no longer carry on as they used to with out-dated sales methodologies, strategies and tactics. Buyers have changed the way they buy. Sellers need to become just as digital as their customers.

Mission: Our mission is to provide sales professionals and executives with the skills to survive and thrive in an increasingly digital world. We do this through a proven successful combination of onsite, remote and online training.

Disturbing read from HBR:"Bad behavior at work can have very real consequences. People who experience workplace rudeness...
07/29/2019
Why People Get Away with Being Rude at Work

Disturbing read from HBR:

"Bad behavior at work can have very real consequences. People who experience workplace rudeness, for example, report lower engagement, suffer more mental and physical health problems, and are more likely to burn out and quit their jobs. And nearly all of us are affected by rudeness and other types of workplace misbehavior, like interrupting and exclusion: Estimates suggest 98% of employees are on the receiving end over the course of a year.

Given bad behavior’s prevalence and impact, surely leaders take reports of it seriously, get the facts, and punish offenders, right? Some scholars have noted that, when information about misbehavior surfaces, savvy leaders know better than to blame the messenger. Unfortunately, research paints a picture that is much bleaker".

Managers go easier on high performers and friends.

Empire Selling's cover photo
07/09/2019

Empire Selling's cover photo

In the popular press, it’s easy to find articles that will convince you that companies with a good culture, such as Go...
07/01/2019
5 Keys To Business Culture That Are Counter-Intuitive - AlleyWatch

In the popular press, it’s easy to find articles that will convince you that companies with a good culture, such as Google, do it by lavishing perks and benefits, including some combination of free meals, trips and parties, financial bonuses, gyms, and a dog-friendly environment. These things are clearly good for morale, but it’s not so clear that they translate into a competitive advantage.

In my own years of experience as a business advisor, improving the company culture is still a major challenge to company leaders, many of whom were raised in a different era, or struggle trying to balance the rising costs of perks and benefits against measurable growth in productivity and profits. They are still looking for key leadership feedback that culture is driving their business.

What do you think?

Improving the company culture is still a major challenge to company leaders, many of whom were raised in a different era, or struggle trying to balance the rising costs of perks and benefits against measurable growth in productivity and profits.

We just hired a VP Marketing to tell the world about our role specific empire selling programs. We are ready! Sales Deve...
06/25/2019

We just hired a VP Marketing to tell the world about our role specific empire selling programs. We are ready! Sales Development Representatives, Account Executives, Account Managers, First Line Managers, Marketers and Executives.

06/24/2019

The office is taking shape. Can’t wait for the newbies to join 💥

06/20/2019

Woah. We now have a Manhattan 5th Avenue Address. As cool as that is, I still spent the afternoon assembling desks for the newbies. Two more desks on Monday. Go time in July. Time to tell the world at scale about the power of digital for B2B sales and marketing. #selling #saleseffectiveness #sales #salestips #salesfunnel #selling #digitalselling #digitalsales #socialselling #socialmedia #socialmediamarketing #b2b

Light spring cleaning before our new hires join us 😂 #selling #socialselling #digitalselling #modernselling #empirese...
06/18/2019

Light spring cleaning before our new hires join us 😂 #selling #socialselling #digitalselling #modernselling #empireselling

Proud to partner with such a great company @sap #socialselling #empireselling #digitalselling #socialmediamarketing #sal...
06/12/2019

Proud to partner with such a great company @sap #socialselling #empireselling #digitalselling #socialmediamarketing #sales #marketing

11 Qualities of People With Amazing Emotional Intelligence. Such a great read.They’re self-aware.They’re empathetic....
06/09/2019
11 Qualities of People With Amazing Emotional Intelligence - AlleyWatch

11 Qualities of People With Amazing Emotional Intelligence. Such a great read.

They’re self-aware.
They’re empathetic.
They have mental awareness.
They’re agents of change.
They’re not perfectionists.
They’re grateful.
They’re deep, creative thinkers.
They’re balanced.
They focus on the positive.
They can distinguish between wants and needs.
They know when to say “no.”

Thoughts?

#emotionalintelligence

Emotional intelligence is the ability to identify and manage your own emotions and the emotions of others.

06/08/2019

Only 20% of buyers want to talk during the decision stage, once they're decided which product to buy.

Why do you think this is? How do you ensure the buyer has everything they need from you during the sales process?

#sales #selling #digitalselling #buyingbehavior #empireselling

06/07/2019

Almost 6 in 10 buyers want to discuss pricing on the first call.

How do you tackle the request when you don't know enough about the prospect's business. Do you give 'ball parks'?

Curious to hear from buyers and sellers alike... thoughts?

I read a lot of books when I first got into sales and then sales leadership. I still do. These would be at the top of my...
06/06/2019
HBR's 10 Must Reads for New Managers Collection (4 Books)

I read a lot of books when I first got into sales and then sales leadership. I still do. These would be at the top of my list if I were a first time manager today.

HBR's 10 Must Reads for New Managers Collection (4 Books)

These days you can find a coach to help you with everything from your golf swing to your marriage to your life. That's b...
06/05/2019
Sales Coaching is Broken — Here's How to Start Fixing It

These days you can find a coach to help you with everything from your golf swing to your marriage to your life. That's because we've realized that we get better faster when there is a detached and knowledgeable observer helping us along.

That certainly applies to sales skills. If you are a sales manager, director, or VP, it's important to realize that sales coaching is key to getting better results. This realization is especially crucial if you are tasked with getting bigger numbers from a sales team that's not going to get any bigger.

Unfortunately, though, many sales leaders could be better at coaching. But with just a simple shift in approach, you can break out of this stereotype and become a great sales coach.

With just a simple shift in approach, you can break out of the stereotype of being a weak sales coach and become a great sales coach.

In a time where buyer behavior has rendered cold calling executives nearly obsolete, successful sales prospecting begins...
06/04/2019
Empire Selling's Dan Swift on leveraging social media for sales

In a time where buyer behavior has rendered cold calling executives nearly obsolete, successful sales prospecting begins with using tools like live chat and social media to build relationships. #digitalselling #empireselling

Dan Swift, a former sales leader at LinkedIn and Sprinklr, shares his tips for sales hiring, sharing content, driving leads with social media and more.

One of my favorite interviews with Matt Eversmann and Veterans Nation #empireselling #digitalselling
06/03/2019
The Veterans Nation: Tori and Matt welcome international sales expert Dan Swift to the Veterans Nation where they talk transition, leadership and the art of social selling

One of my favorite interviews with Matt Eversmann and Veterans Nation #empireselling #digitalselling

Dan Swift, CEO and founder of Empire Selling joins Matt and Tori on TVN.  Dan is a sales expert recognized around the world for his social selling methodology.  Dan shares some fantastic life lessons that must be mastered well before a sale begins.  Veteran or not, is you are looking....

Fun digging into the memory banks to explain how wholesalers leveraged LinkedIn effectively at a leading bank to secure ...
06/02/2019
How One Firm Successfully Engaged a Former LinkedIn Insider to Increase Sales with Dan Swift

Fun digging into the memory banks to explain how wholesalers leveraged LinkedIn effectively at a leading bank to secure meetings with financial advisors. #digitalselling #empireselling

Yes, we’ve covered LinkedIn here before – and never like this. What happens when you take a former LinkedIn insider/senior leader and put them to work helping a firm develop and impleme…

The IDC found that 75% of buyers use social media to learn about potential vendors. That means 3 out of 4 prospects when...
06/01/2019
Educate, Differentiate, Position, Motivate.

The IDC found that 75% of buyers use social media to learn about potential vendors. That means 3 out of 4 prospects when looking for a new product, service or solution for the first time, or changing an existing vendor relationship, are turning to social media platforms like LinkedIn as part of their due diligence process. With this in mind, take another look at your LinkedIn profile and answer these questions. #digitalselling #empireselling

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.

One of the biggest challenges for many sales people is getting a seat at the table with the person that matters the most...
05/31/2019
Getting a seat at the table with the person that matters the most.

One of the biggest challenges for many sales people is getting a seat at the table with the person that matters the most. The economic buyer. The person with budget and discretionary spending authority to make decisions quickly. It's not one of the biggest challenges because these people are awful human beings who don't want to speak with us. Most economic buyers are very nice people. It's the biggest challenge because they are suffering from what is becoming known as 'seller fatigue'. Let me explain with an example from this week. #digitalselling #empireselling

One of the biggest challenges for many sales people is getting a seat at the table with the person that matters the most. The economic buyer. The person with budget and discretionary spending authority to make decisions quickly. It's not one of the biggest challenges because these people ar

You can now subscribe to the Empire Selling blog for the latest digital selling trends and stories. #digitalselling
05/30/2019
Blog | Empire Selling

You can now subscribe to the Empire Selling blog for the latest digital selling trends and stories. #digitalselling

We help companies achieve and maintain explosive growth. Our digital sales and marketing programs ensure participants learn strategies and tactics to build pipeline, maximize deal sizes and shorten sales cycles. Rolling up our sleeves and working side-by-side with our customers allows us to align th

Are you planning a sales kickoff? If so, this is for you.#sales #saleskickoff #saleseffectiveness #salesenablement #digi...
05/29/2019
Sales Kickoffs | Empire Selling

Are you planning a sales kickoff? If so, this is for you.

#sales #saleskickoff #saleseffectiveness #salesenablement #digitalselling #digitalmarketing

We help companies achieve and maintain explosive growth. Our digital sales and marketing programs ensure participants learn strategies and tactics to build pipeline, maximize deal sizes and shorten sales cycles. Rolling up our sleeves and working side-by-side with our customers allows us to align th

When you send a connection request to another LinkedIn member, LinkedIn provides you with the opportunity to hit 'send n...
05/28/2019
Keep it human when networking online.

When you send a connection request to another LinkedIn member, LinkedIn provides you with the opportunity to hit 'send now' or to customize your request before hitting 'send invitation'. The only situation, in my humble opinion, when you should just hit 'send now' without customizing your connection request is when the recipient will 100% know you and will 100% accept. Why? #digitalselling #empireselling

You have to keep it human when it comes to online networking. If you went to an in-person networking event, would you go up to every single person at the event and introduce yourself by saying: "I think I have something that will be of interest to you" or "I think it would make sense

Increasing revenue, reducing cost and mitigating risk all while delivering outstanding customer experience. Those are th...
05/27/2019
An open letter to the CEO of your company.

Increasing revenue, reducing cost and mitigating risk all while delivering outstanding customer experience. Those are the main things that you care about, right? With more than 2.5 billion people using social media around the world, why the heck are you not embracing and owning the adoption and integration of social media at scale into business processes and across your company? And equally importantly, why are you not embracing social media yourself? #socialmedia #empireselling

Ten years ago, I would have been way more compassionate and agreed that 'being social' might be a little risky. But it's 2018. Having a digital strategy integrated across multiple channels is the new mandate to neutralize criticism. It’s become critical to transparently tell the co

05/25/2019
Territory Planning

How you prioritize your activities into your sales territory is one of the most important considerations for SDRs and AEs in today’s customer first world.

Done well. You will likely crush it. Done poorly, you may find yourself looking for your next play 😬

Unfortunately many of you might have received poor or misguided advice over the years.

Consider these 3 things when deciding where you spend your time in 2019. It’s not too late to switch it up and have a material impact on your performance this calendar year.

#accountplanning #digitalselling #empireselling

How you prioritize your activities into your sales territory is one of the most important considerations for SDRs and AEs in today’s customer first world. Do...

Connect with every single person every single day with whom you have a meaningful business interaction. Say you have a m...
05/24/2019
If you are not doing these things, you are leaving money on the table.

Connect with every single person every single day with whom you have a meaningful business interaction. Say you have a meeting with a business owner. If two of his employees join the meeting and the meeting was arranging by his administrative assistant, that is a total of 4 people at the meeting in addition to yourself. Connect with all of them. You will be amazed at who knows who. Maybe the administrative assistant who arranged the meeting is married to another local business owner with whom you have been trying to get a meeting. Nurture the relationship and then ask for an introduction. #digitalselling #empireselling

Networking can be defined as “the exchange of information or services among individuals, groups, or institutions; specifically: the cultivation of productive relationships for employment or business” (Merriam-Webster). LinkedIn is the world’s largest professional network, with almost 550

This company secured a 35% increase in software sales and attributed it to digital selling. #digitalselling
05/23/2019
SAI Global Case Study | Empire Selling

This company secured a 35% increase in software sales and attributed it to digital selling. #digitalselling

We help companies achieve and maintain explosive growth. Our digital sales and marketing programs ensure participants learn strategies and tactics to build pipeline, maximize deal sizes and shorten sales cycles. Rolling up our sleeves and working side-by-side with our customers allows us to align th

Long gone are the days when B2B buyers were forced to rely just on information provided by you the salesperson. Buyers h...
05/22/2019
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. #empireselling #digitalselling

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.

05/21/2019
Empire Selling Veteran Mentor Program

Empire Selling is a proud partner of Military Veteran Partners (MVP) and its partner JDog Junk Removal & Hauling Companies.

Through our partnership with MVP, Empire Selling has committed to provide Veteran entrepreneurs and their sales organizations with world class sales skills to help grow their businesses and significantly impact Veteran unemployment and underemployment.

We continually search for corporate sales professionals who would like to spend ONE hour on the phone every month with one of our Veterans or Veteran family members. As a sales mentor, you are there to offer coaching to help Veterans capitalize on opportunities and provide insight into sales challenges. To be considered as a sales mentor, please complete the form at the bottom of this page. We will be in touch to discuss your application and if successful, pair you with a Veteran or Veteran family member.

On behalf of Empire Selling, MVP and our Veterans, Thank you! #veterans #digitalselling #empireselling

Empire Selling is a proud partner of Military Veteran Partners (MVP) and its partner JDog Junk Removal & Hauling Companies. Through our partnership with MVP,...

Pinch myself moment. So excited for what we are building and the lives that we are already impacting. #empireselling #di...
05/21/2019

Pinch myself moment. So excited for what we are building and the lives that we are already impacting. #empireselling #digitalselling #bringinghumanback #sales #selling

You have your account list or territory. Your compensation plan has been communicated. It's go time. First up. What comp...
05/20/2019
ABC (Always Be Connecting)

You have your account list or territory. Your compensation plan has been communicated. It's go time. First up. What companies are you going to focus on first? Great. Who are the people that you need to be speaking with at those companies? Fantastic. Who in your network can introduce you to these people? Ah... #digitalselling #empireselling

You have your account list or territory. Your compensation plan has been communicated. It's go time. First up. What companies are you going to focus on first? Great. Who are the people that you need to be speaking with at those companies? Fantastic. Who in your network can

SAP SuccessFactors solutions help bring your organization’s purpose to life and put more meaning into people’s work,...
05/19/2019
SAP SuccessFactors Case Study | Empire Selling

SAP SuccessFactors solutions help bring your organization’s purpose to life and put more meaning into people’s work, creating an engaged workforce that improves both performance and profit. Check out what they are doing in the digital selling space. #digitalselling

We help companies achieve and maintain explosive growth. Our digital sales and marketing programs ensure participants learn strategies and tactics to build pipeline, maximize deal sizes and shorten sales cycles. Rolling up our sleeves and working side-by-side with our customers allows us to align th

The definition of insanity is doing the same thing over and over again and expecting a different result. It's not too la...
05/18/2019
8 Ways to be Successful in 2019

The definition of insanity is doing the same thing over and over again and expecting a different result. It's not too late to address these 8 trends in buyer behavior and be successful in 2019. #empireselling #digitalselling

As sales professionals, we must align our sales activities to the changing expectations of our customers and potential customers. Here are 8 trends in buyer behavior that you'll need to address with your sales activities to be successful in 2019

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