Empire Selling

Empire Selling Empire Selling is a digital sales training and go-to-market transformation company focused on helping global B2B organizations modernize, grow, and scale their revenue operations.
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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 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.

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.

Operating as usual

One of the many things we love about what we do, is meeting, teaching and learning from so many incredible men and women...
05/02/2020

One of the many things we love about what we do, is meeting, teaching and learning from so many incredible men and women from different companies around the world.

In the last 7 days, we have launched #digitalselling training and transformation programs with sellers in Germany, Poland, Russia, Austria, Switzerland, The Czech Republic, France, Slovenia, and here in the United States.

Thank for letting us into your lives and allowing us to do what we do and love to do.

#socialselling #socialnetworking #socialmedia #socialbusiness #digitalsales #digitalworld #digitalselling #digitalstrategy #empireselling

New Year, new digital you 💪 In our element today working with an incredible group of sellers here in #nyc.
01/09/2020

New Year, new digital you 💪 In our element today working with an incredible group of sellers here in #nyc.

Happy New Year from the team at @empireselling. All the best for 2020.#empireselling #happynewyear2020 #happynewyears #h...
01/01/2020

Happy New Year from the team at @empireselling. All the best for 2020.
#empireselling #happynewyear2020 #happynewyears #happynewyear #sales #selling #digitalselling

Most entrepreneurs believe they are “different,” but they can’t quite understand how. They usually explain it by insisti...
11/21/2019
Look For The Hunter Gene In Every New Founder - AlleyWatch

Most entrepreneurs believe they are “different,” but they can’t quite understand how. They usually explain it by insisting that they are driven to follow their passion, need to be their own boss, want to get rich quick, or want to change the world. I now believe that the roots of the difference may go back more than 10,000 years when hunting and farming became two different lifestyles.

entrepreneurs hunt for new innovative solutions to problems, new ways of beating competitors, new markets, and new customers. Farmers are the management that comes after the hunt, to build repeatable processes, do seasonal planning, and make sure all employees are well-fed and trained.

Most people still believe that technology drives business disruption. I’m more convinced that technology merely enables ...
10/29/2019
5 Strategies to Thrive in Customer-Driven Disruption - AlleyWatch

Most people still believe that technology drives business disruption. I’m more convinced that technology merely enables disruption, and changing customer interests and needs really causes it. Many companies try to recover with more advertising and rebranding, and discover that these strategies don’t work well in today’s market. Other companies keep the focus on their customers and seem to thrive on disruption, much less survive. They make it their top business priority to understand, anticipate, and gratify customers’ needs. #disruption #business

I find than most people still believe that technology drives business disruption. I’m more convinced that technology merely enables disruption, and changing customer interests and needs really causes it.

With 62% of workers reporting that work is their main source of stress, it is necessary for both employers and employees...
10/28/2019
Workplace Stress and How Mindfulness Can Help Reduce It - AlleyWatch

With 62% of workers reporting that work is their main source of stress, it is necessary for both employers and employees to be mindful of their mental wellbeing. There are several ‘easy to do’ solutions to the growing issue of stress, and the most efficacious of these is mindfulness. When mindfulness is practiced within the workplace, it has been shown to reduce the level of stress and boost workplace morale. #mindfulness #business #empireselling

Not all stress is bad stress… learn more in this article about mindfulness.

The team was with IZEA in beautiful Orlando this week sharing best practices to get meetings with economic buyers at tar...
10/02/2019

The team was with IZEA in beautiful Orlando this week sharing best practices to get meetings with economic buyers at target accounts. Super talented and engaged learners.

Imagine your sales team performing 19% better month after month. Sound nice. Of course. But how can you make this happen...
09/26/2019
Sales Coaching: The Ultimate Guide

Imagine your sales team performing 19% better month after month. Sound nice. Of course. But how can you make this happen?

Research from the Sales Executive Council (SEC) examined thousands of salespeople and found receiving quality coaching helped them improve long-term performance by upwards of 19%.

A separate study from CSO Insights reveals a correlation between quota attainment and coaching. When coaching skills exceed expectations, 94.8% of reps meet quota. When coaching skills need improvement, only 84.5% hit.

Who are the best sales coaches in your career to date?

Learn how to excel at sales coaching and get your team to reach at least 100% quota.

"When sales are disappointing, Marketing blames the sales force for its poor execution of an otherwise brilliant rollout...
09/25/2019
What Is Revenue Alignment?

"When sales are disappointing, Marketing blames the sales force for its poor execution of an otherwise brilliant rollout plan. The sales team, in turn, claims that Marketing sets prices too high and uses too much of the budget, which instead should go toward hiring more salespeople or paying the sales reps higher commissions." - Harvard Business Review article from 2006

What is revenue alignment?

Let's spend time reviewing how a Revenue Aligned organization is positioned to deliver on the customer-centric promise of the modern business.

Deciding to be an entrepreneur is a lifestyle move, and should be part of a long-term strategic plan. You shouldn’t be m...
09/23/2019
10 Key Components Of Every New Startup Strategic Plan - AlleyWatch

Deciding to be an entrepreneur is a lifestyle move, and should be part of a long-term strategic plan. You shouldn’t be making this decision just because you are mad at your boss, or you would like to be rich, or someone else thinks you have a good idea. In these changing times, if you already have a startup, with no plan, maybe it’s time to think ahead for a change.

The key elements you should think about as part of the process of building a strategic plan for your startup.

Recognizing and interpreting weak signals into timely decision making is critical to your business, and it takes skill a...
09/22/2019
8 Change Triggers Every Entrepreneur Must Spot Early - AlleyWatch

Recognizing and interpreting weak signals into timely decision making is critical to your business, and it takes skill and focus.

When the economy tanks as it did in the last recession, that’s a strong signal that things have to change, and it’s hard to miss. But most of us in business have to deal most of the time with weak signals, or change that is happening in a far more subtle way

Sales professionals devote time to understanding a target company’s strategic roadmap to determine where their solutions...
09/20/2019
Executives Not Returning Your Calls? Develop a Sales Roadmap to Change That

Sales professionals devote time to understanding a target company’s strategic roadmap to determine where their solutions might fit in. Unfortunately, these same professionals don’t always give equal consideration to their own strategies for getting in the door to talk to executive buyers. As a result, busy executives aren’t returning their calls.

#linkedin #empireselling

Here are some tips to help you develop a solid sales roadmap that will incent executives to pick up the phone.

Great teams are not defined by simply having the best players. They are defined by depth, balance, and cohesion. Whether...
09/19/2019
This Week’s Big Deal: Essential Roles on a Modern Sales Team

Great teams are not defined by simply having the best players. They are defined by depth, balance, and cohesion. Whether in business, sports, music, or otherwise, the highest-performing teams tend to include a diverse range of skills. Together, the team becomes a well-rounded whole greater than the sum of its parts.

This is especially true In the complex world of modern selling. It would be tough to find any single sales pro who embodies every element of an ideal skill set for the job today. But with the right skills represented in your team, you can work toward a well-rounded squad that checks every box.

Drawing inspiration from some of the latest trending sales articles on the web, here’s LinkedIn's breakdown of the key roles you should look to fill when bringing new talent into the fold.

#teambuilding #sales #empireselling

Great teams are not defined by simply having the best players. They are defined by depth, balance, and cohesion. Whether in business, sports, music, or otherwise, the highest-performing teams tend to include a diverse range of skills. Together, the team becomes a well-rounded whole greater than the....

Women score higher than men in most leadership skills. Not surprised. Still, the disturbing fact is that the percentage ...
09/16/2019
Research: Women Score Higher Than Men in Most Leadership Skills

Women score higher than men in most leadership skills. Not surprised. Still, the disturbing fact is that the percentage of women in senior leadership roles in businesses has remained relatively steady since we conducted our original research. Only 4.9% of Fortune 500 CEOs and 2% of S&P 500 CEOs are women. And those numbers are declining globally.

#leadership #business #womeninleadership #empireselling

According to analysis of 360-degree reviews.

Most of us have experienced the misery of working for a boss who intimidates employees while charming superiors and cust...
09/15/2019
Does Your Leadership Style Scare Your Employees?

Most of us have experienced the misery of working for a boss who intimidates employees while charming superiors and customers. But it’s hard to figure out if you may be that kind of boss. You might think you are doing a good job, getting results by pushing people past their comfort zones, but what if they experience it as being afraid of you?

#business #leadership #leadershipstyle

Even if you think the answer is “no,” it might be “yes.”

Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect ...
09/14/2019
How B2B Sales Can Benefit from Social Selling

Outbound B2B sales are becoming less and less effective. In fact, a recent survey found that connecting with a prospect now takes 18 or more phone calls, callback rates are below 1%, and only 24% of outbound sales emails are ever opened. Meanwhile, 84% of B2B buyers are now starting the purchasing process with a referral, and peer recommendations are influencing more than 90% of all B2B buying decisions.

Why are more and more buyers avoiding salespeople during the buying process? Sales reps, according to Forrester, tend to prioritize a sales agenda over solving a customer’s problem. If organizations don’t change their outdated thinking and create effective sales models for today’s digital era, Forrester warns that 1 million B2B salespeople will lose their jobs to self-service e-commerce by 2020.

#sales #selling #business #stopcoldemailingnow #socialselling #digitalselling #empireselling

Forget cold emailing.

We toured venues today for Empire Selling 2020.It’s a humbling experience when your passion for helping others become mo...
08/23/2019

We toured venues today for Empire Selling 2020.

It’s a humbling experience when your passion for helping others become more productive and successful becomes your day-to-day business.

Have a great weekend everyone.

#peoplematter #bringinghumanback #socialselling #digitalselling #sales #selling #marketing #abm #accountbasedmarketing #salesenablement #salestips #salesoperations #salessuccess #empireselling

For a few, delegating comes easily, maybe too easy. For others who are perfectionists, letting go of even the most trivi...
08/22/2019
8 Steps To Stop Killing Yourself as a Micro-Manager - AlleyWatch

For a few, delegating comes easily, maybe too easy. For others who are perfectionists, letting go of even the most trivial task is almost impossible. If you are in this second category, you probably don’t like the references behind your back that you are a “control freak” or a “micro-manager.”

You should also read this article.

For a few, delegating comes easily, maybe too easy. For others who are perfectionists, letting go of even the most trivial task is almost impossible. If you are in this second category, you probably don’t like the references behind your back that you are a “control freak” or a “micro-manager...

A buddy of mine who runs a company makes every meeting optional. That’s provocative, but is it practical? How would that...
08/21/2019
6 Reasons Your Next Meeting Should Be Optional - AlleyWatch

A buddy of mine who runs a company makes every meeting optional. That’s provocative, but is it practical? How would that work? Does anyone do that?” It sounds like a radical policy, but when you look more closely, you’ll see that it’s a no-brainer.

Business leaders want to make the most out of meetings and so do employees, so is making meetings optional everyone's best bet?

CEO Dan Swift reunites with Urjanet CRO Mike Logan. We’re excited to partner with Urjanet on their digital selling trans...
08/10/2019

CEO Dan Swift reunites with Urjanet CRO Mike Logan. We’re excited to partner with Urjanet on their digital selling transformation.

#socialselling #digitalselling #socialmediamarketing #sales #salestraining #linkedin #business #salesenablement #urjanet #empireselling

Every startup lucky enough to get some traction gets to the point where they decide to hire some “regular employees” for...
08/02/2019
7 Myths And Reality On Employees Thinking Like Owners - AlleyWatch

Every startup lucky enough to get some traction gets to the point where they decide to hire some “regular employees” for sales, marketing, and administrative tasks. Then they are surprised to see productivity and creativity take a big dip. What they should be doing is hiring only “entrepreneurs,” meaning people who think and act as if this is their own business.

AMEN!

Every startup lucky enough to get some traction gets to the point where they decide to hire some “regular employees” for sales, marketing, and administrative tasks. Then they are surprised to see productivity and creativity take a big dip. What they should be doing is hiring only “entrepreneur...

If your role specializes in social media, audience growth, or online engagement -- or if your company targets the early-...
08/01/2019
5 New Social Media Platforms Marketers Should Watch in 2019

If your role specializes in social media, audience growth, or online engagement -- or if your company targets the early-adopters in Gen-Z or millennial age groups -- you'll still want to be on the lookout for platforms that could gain momentum later on.

Why? Watching the growth of young, promising social channels will help you determine which are worth joining and which aren't worth your time. And, if you do end up joining a hot new social channel early on, you may have more time to pick up on what promotional really content works there. This will put you ahead of competitors that launch their accounts later and might struggle to come up with creative post ideas.

To help you stay on the cutting edge of social media, we've compiled a list of five young social platforms that you might want to put on your radar this year. These platforms were either launched or completely rebranded in 2016 or later. They've also all gained a large user base, interest from investors, or news buzz in recent months.

If you work in audience growth or engagement, keeping an eye on new social media platforms now could mean you'll develop a cutting-edge strategy later.

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 Goog...
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 #empireselli...
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.They...
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

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New York, NY
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The Modern Sales Methodology: Programs for Enterprise & SMB, B2B and B2C companies.

Today, it’s much more difficult for companies and their sales organizations to get the attention of potential customers and build relationships with them. That translates into less-certain revenue and a much higher cost of sales.

With more than 2.5 billion people using social media around the world, we believe that social media, and digital more broadly, provide an unprecedented business opportunity for companies and individuals to drive revenue and deepen relationships with customers.

Founding the social selling business at LinkedIn and launching LinkedIn Sales Navigator in 2012 afforded me the opportunity to meet thousands of sales professionals, sales and marketing leaders, and executives from all industries around the world.

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.

Without a concerted effort to infuse social media into sales and business operations, companies and their people risk drifting further away from buyers and ceding customers and revenue to more digitally savvy ones.

Want to chat?

📧 [email protected] 🔗 www.empireselling.com ☎️ (347) 613-5796

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