Welcome Dan really appreciate you taking time out of busy schedule can you give us your background and how you came to run empire sales?

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, 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 other social channels globally, the broader web, video and mobile technologies. Sprinklr is now valued at $1.8bn.

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. I've learned that people will forget what you said, people will forget what you did, but people will never forget how you made them feel.

1) What is social selling?

• Social selling is about leveraging your social network to find the right prospects, build trusted relationships, and ultimately, achieve your sales goals.

• Ensure connecting with Right people, Right accounts and deliver Right message.

• This sales technique enables better sales lead generation and sales prospecting process and eliminates the need for cold calling.

• Building and maintaining relationships is easier within the network that you and your customer trust.

2) Why is this so vital in today’s buying cycle?

• Buyers conduct 70% of their research and qualification before even speak to a sales person. They are seeking to find trusted partners.

• Your company and personal brand is vital currency.

• Sales automation bombarded with poor quality content.

• BRING HUMAN BACK INTO THE SALES PROCESS.

• Today, marketing is only driving 30% of the total sales leads.

• To be successful, sales reps need to have their own lead generation solution to hit quota and achieve sales goals.

• However, the traditional long process of sales prospecting and cold calling are limiting sales professionals to efficiently find high quality sales leads.

• It wasn’t long ago that cold calling was a necessary sales prospecting technique.

3) How do gain buy in from senior sales leaders and overcome resistance to change?

• Sales leaders know many activities don’t work as they used to.

• They need a new play book.

• Need to solve for the future – play to their self-interest.

• Adaption is not about age it is about mindset, who get business and integrate the social aspect.

Empire Selling is the world’s only company-wide social selling methodology. We help companies align internally for explosive growth externally. Companies that infuse our methodology into marketing, sales and business operations win more customers and deepen relationships with existing ones. Our programs challenge conventional thinking, are easy to implement and show immediate results.

Find us at: www.empireselling.com