Sales Teams
Sales Excellence Series 1
5 Modules
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Sales Teams : Sales Excellence Series 1 Course
In the first of our Sales Team courses, we share what great looks like and what top sales professionals do differently. Your team will develop a set of skills and tools to drive more sales, higher order values, increased win rates and shorter sales cycles
Module 1: Sales Excellence – Redefining what great looks like
Overview
Sales success today depends on making it easier for buyers to buy. This session helps teams understand how modern buyers evaluate risk, value and partnership, and what top performers do differently in complex environments. Using benchmarking tools and high-performance frameworks, teams assess current behaviours, identify capability gaps and align around a shared definition of sales excellence.
Content:
- Understand how today’s buyers evaluate risk, value, and partnership
- Identify what top-performing teams do differently in complex buying environments
- Benchmark sales performance, behaviours, and mindset against high-performing organisations
Playbook:
- Sales Excellence benchmark
Outcomes:
- Shared buyer-centric mindset across teams
- Clear visibility of performance strengths and improvement areas
- Stronger consistency in sales execution
Module 2: Introductions: Creating conversations that count
Overview
Modern buyers are time-poor, risk-aware and bombarded by generic outreach. This session enables salespeople to deliver trigger-based, personalised outreach that earns attention and credibility. Using Flume’s proven frameworks and messaging templates, they craft multi-touch, multi-channel and multi-threaded campaigns that cut through noise and sustain buyer engagement.
Content:
- Deliver trigger-based, personalised outreach that earns attention and credibility
- Craft insight-led messaging that cuts through noise
- Use multi-touch, multi-channel engagement to sustain buyer interest
Playbook:
- Client insight brief
- Value creator framework
- Message creator
Outcomes:
- Higher engagement with target accounts
- Improved early-stage conversion and credibility
- Stronger initial buyer relationships
Module 3: Questioning: Leading conversations that drive change
Overview
Discovery isn’t about collecting data—it’s about creating change. This session equips salespeople to take control of the conversation with empathy and commercial focus. Using high-performance questioning frameworks and structured discussion tools, they uncover strategic priorities, quantify pain and qualify decisively to focus on real opportunities.
Content:
- Take control of the conversation with insight and empathy
- Use structured questioning to uncover strategic priorities and commercial pain
Playbook:
- Control the conversation template
- Discussion structure cheat sheet
- Discussion structure note taker
Outcomes:
- Deeper buyer understanding and alignment
- Stronger case for change
- Higher-quality pipeline opportunities
Module 4: Positioning your solution: Building a watertight business case
Overview
Differentiation comes from clarity, not complexity. This session enables salespeople to translate their solution into buyer-specific outcomes and ROI. Using Flume’s structured playbooks and business case frameworks, they learn to connect brand purpose to client objectives and build persuasive, outcome-led proposals.
Content:
- Translate your proposition into buyer-specific outcomes and ROI
- Connect your brand’s purpose to client objectives
- Build persuasive business cases that drive urgency
Playbook:
- Articulate you brands purpose
- Value proposition creator
- Business case creator
Outcomes:
- Clearer, outcome-led proposals
- Faster stakeholder alignment
Module 5: Speeding up decisions: Building buyer momentum
Overview
Lost momentum is the silent killer of deals. This session gives salespeople the tools and frameworks to map influence, anticipate friction and keep decisions moving. Using Flume’s influence-mapping and mutual action plan templates, teams learn how to lead collaborative planning that removes barriers and maintains accountability
Content:
- Map stakeholder influence and decision risk early
- Lead collaborative planning to remove friction
- Maintain momentum through mutual accountability
Playbook:
- Map stakeholder risk and opportunities
- Identify and overcome roadblocks
- Mutual action planner
Outcomes:
- Greater buyer commitment and deal momentum
- Fewer stalled decisions
Accelerator session
Content:
- Bring learning together to embed buyer-centric behaviours
- Share success stories and best practice for continuous improvement
- Build ownership for sustained high performance
Playbook:
- Sales Excellence benchmark
Outcomes:
- Embedded buyer-first culture
- Stronger sales confidence and accountability
- Sustained performance improvement
Speak to the experts. Contact us today.
Let us share our ideas and show you how to drive lasting behavioural change with Flume Sales Training Courses
Sales Training Programmes
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Sales Team Training Courses built for Business Development Teams (BDRs / AEs) and Sales Teams, responsible for growing business through inbound and outbound activity.
To find out more about all the programmes we can offer, download our sales training programmes brochure.
Case Study – Health iQ
CHALLENGE
As a business we are seeing an increase in sales cycle length due to more involved and robust decision- making processes undertaken by our clients This includes a significant increase in the number of decision makers required to sign off a single deal. This leads not only to deals taking longer to close, but also deals getting lost during our client’s internal decision making process which we have little control over.”
RESULT
We have seen real results very quickly and by using the ‘speeding up decision-making’ framework given by Flume we were able to close a £225,000 deal that I believe we may have otherwise lost.
