Sales Teams
Sales Excellence Series 2
5 Modules
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Sales Teams : Sales Excellence Series 2
Adding to your Sales Excellence Series 1 toolkit, Sales Excellence Series 2 helps your team take even greater control of the sales process and drive their sales to the next level
Module 1: Sales Excellence: Series 2 Benchmark
Overview
With decision-making becoming riskier and more complex, clients need a truly personalised sales approach to help them navigate their internal processes and overcome barriers. In this launch to the Sales Excellence Series 2 course, we add to your team’s existing sales toolkit to help them take greater control of the sales process
Outcome:
With decision-making becoming riskier and more complex, clients need a truly personalised sales approach to help them navigate their internal processes and overcome barriers. In this launch to the Sales Excellence Series 2 course, we add to your team’s existing sales toolkit to help them take greater control of the sales process
Content
- Recap Series 1 and align to advanced buyer-first practices
- Understand how top performers adapt to longer, risk-averse buying journeys
- Benchmark team capability against modern buyer expectations
Playbook content
- Sales excellence Benchmark
Outcomes
- Stronger alignment around buyer-led excellence
- Clear visibility of strengths and growth priorities
- Improved sales consistency and predictability
Series 2 Benchmark Value Creation And Messaging: Defining and delivering true value
Overview
Value means different things to different buyers. This session equips salespeople to understand buyer personas, motivations and KPIs—and tailor messaging that resonates. Using Flume’s value and mission frameworks, they position shared outcomes that build stakeholder consensus.
Content
- Understand buyer personas, motivations, and value drivers
- Tailor messaging to resonate with decision-maker priorities
- Position shared value that builds consensus across stakeholders
Playbook Content
- ICP creator
- Buyer persona
- Value proposition creator
- Shared mission creator
Outcomes
- Clearer differentiation through targeted value
- Stronger stakeholder engagement and trust
- Shorter, more confident buying cycles
Story: Making messages memorable
Overview
Facts inform; stories inspire action. This session helps salespeople use storytelling to connect emotionally and commercially with buyers. Using Flume’s story ladder and case creator tools, they craft narratives that prove impact, build belief and inspire urgency
Content
- Craft stories that connect emotionally and commercially with buyers
- Use proof-based storytelling to build belief and urgency
- Deliver consistent, engaging narratives throughout the deal cycle
Playbook Content
- Story ladder
- Story creator
- Case study creator
Outcomes
- Deeper buyer engagement and connection
- Stronger emotional impact and recall
- Increased buyer confidence in outcomes
Overcoming indecision: Building purchase confidence
Overview
More than 60% of deals stall in indecision. This session shows salespeople how to spot hesitation early and guide buyers to act. Using decisiveness indicators, confidence frameworks and unblocking tools, they learn to reinforce trust and reduce perceived risk at every stage.
Content
- Recognise signs of buyer hesitation and risk perception
- Build approaches that reinforce trust and purchase confidence
- Guide buyers decisively through complex decisions
Playbook Content
- Decisiveness indicator
- Purchase confidence framework
- Deal unblocking action plan
Outcomes
- Fewer stalled opportunities
- Faster, more confident decision-making
- Increased conversion and deal momentum
Negotiation: Maximising value on every deal
Overview
Negotiation isn’t about price—it’s about value. This session equips salespeople to prepare with insight, lead outcome-focused discussions and strengthen buyer collaboration. Using Flume’s negotiation frameworks, planners and benchmarking tools, they learn to protect margin, enhance competitive positioning and close deals that create lasting value for both sides.
Content
- Prepare with insight into buyer drivers and negotiation levers
- Lead value-based discussions focused on outcomes, not price
- Build partnerships that sustain long-term mutual success
Playbook Content
- Top negotiator benchmark
- Negotiation planner
- Negotiation structure
Outcomes
- Greater value protection and deal margin
- Stronger collaboration with buyers
- Enhanced competitive positioning
Negotiation: Maximising value on every deal
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 Content
- 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
The Future of sales development
Sales training MUST deliver ROI — Demand more.
It’s never been more important for your sales team to up their game. Clients are feeling the strain. With only 22% expected to meet their revenue goals, they are demanding more from the sales experience. Having the right approach to the development of sales teams is critical.
Case Study – Relx
CHALLENGE
“Taking a new product and a new way of thinking out to a traditionally conservative market, requires sophisticated salespeople. We needed winning sales approaches tailored to our marketplace that the team could implement quickly and effectively.”
RESULT
“The new approaches have been fully integrated into our sales process and we have quickly seen higher conversion rates and we are closing more business as a result.”
