Case Study
A consistent sales culture drives retention and growth – of clients and colleagues
For anyone considering sales training with Flume, I’d say, go for it. Absolutely! Their presentation and approach to sales blew us away. ”
Matthew Pullan
Managing Director, LSX
LSX Stats
Events Services
40+ employees
Based in London
159%
increase in revenue YOY
45%
increase in number of sponsorship clients over 2 years
Challenge
LXS had set themselves an ambitious growth target of 35 to 45% year on year. Their areas of focus were to increase yields in both sponsorship and delegate sales; grow accounts by upselling multiple events to stakeholders with fewer interactions; increase group delegate bookings rather than individual sales, and increase account retention. At the same time, they have been rolling out a graduate recruitment programme to attract the brightest and best to become their future sales stars. To do so, they have to prove their ongoing investment in onboarding, training and personal growth.
Solution
Flume really stood out, offering a bespoke product in a crowded marketplace. Their approach to sales chimed with our own thinking but we wanted a new, external voice to create consistency across the team and to reinforce the key messages. Flume put so much effort into tailoring the workshops around our people and our business. The learning is targeted, not just some random, generic lessons dusted off from a hundred other clients. The combination of in-person and bite-sized platform learning is perfect for our team, allowing individuals to dip in and out without disrupting their day-to-day workload. And the gamification elements always inspire strong, healthy competition.
Result
“Flume got our team engaged, focused and raring to go. Everyone has bought into the programme, creating consistency across the board.
- 159% increase in revenue YOY
- 25% increase in sponsorship yield
- 30% increase in delegate yield
- 45% increase in number of sponsorship clients
- 95% retention of sponsorship revenue
Each year we have met and exceeded our targets earlier in the year, giving time for consolidation and growth. Our proven sales training ethos is fundamental in recruiting and retaining the very best colleagues. They know we are invested in their future development, and we know they are being trained to achieve stellar results. We wouldn’t keep coming back if it didn’t work.”
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Client Testimonials
Steve Xeller
Chief Revenue Officer
Stats Perform
"From an employee retention standpoint, this kind of training does wonders, and you can see that in the overwhelmingly positive feedback"
Susan Combrinck
Head of Sales Enablement,
Clarion Events
"We’ve optimised our sales engine with Flume, resulting in a 33% increase in sales velocity and 17% increase in revenue per head."
Richard O’Connor
Commercial Director,
EG / RELX
"Flume’s approaches have been fully integrated into our sales process creating a 58% increase in closed deals and an 8% increase in average order value."
Jitka Foralova
Senior Talent Development Partner, Trustpilot
"Working with Flume training has been an absolute pleasure. They truly cared about our needs and together with their team designed and delivered impactful sales training."
Aveen Prasad
Managing Director,
GFC Media Group
“What underpins the success of working with Flume is ROI. Cutting edge sales theory applied masterfully by Flume, which we can absorb and impactfully apply into the field.”
Erica Baeta
Head of Sales,
DCD Group
“Working with Flume has enabled us to improve dramatically our conversion rate. In some cases, we saw an increase of 17% on CR, which is incredible.”
Matt Pullan
Director,
LSX
"Flume have been a massive help to our sales team and we’ve seen demonstrable improvement in our closing rates, deal sizes and overall revenue since we started."
Steve Xeller
Chief Revenue Officer
Stats Perform
"The results are exceptional. We made more progress in this programme than we have with the sale process over the last two years"
Rebeka McClintock
Account Director,
Health iQ
"In the three months post training, our average order value has increased by 27%, giving a clear and compelling ROI. We also saved a deal worth £225k."
James Swift
Director of Talent Development,
Leyton UK
"Within a month of working with Flume, our sales team had developed over £500K of additional revenue. We’ve also seen a 10% increase in average order value."
Chris Orme
Sales Director,
Travelodge Hotels
"The Flume approach is truly market leading - unlike many outdated sales training approaches, the resuts and outcomes live on long after the sessions delivered by their excellent trainers."
Jeff Cousens
Head of Sales, Spidersnet
"The Flume approach has transformed the performance of our team. Our revenue is up 38% year-on-year."
Mike Seaman
Managing Director,
Raccoon Events
"Flume developed a new sales approach for us which is on track to deliver an 85% YOY uplift in revenue. Flume are sales experts who deliver ROI"
Fergus Gregory
Director,
Collingwood Consultancy
“Believe the hype. The Flume approach to sales training is different. They care. It works. They get results.”
Sales Velocity
The crucial equation powering today’s best sales teams
The Sales Velocity equation is enabling today’s most successful sales leaders to generate more money, more quickly. In this How-to Guide, we explore what sales velocity is, what it will help you achieve, and how to drive it.
