Sales Teams 
Sales Excellence Series 3

Module 2: Social Selling: Building digital trust that sells

Overview

Modern buyers engage long before a meeting. This session enables salespeople to create credible, buyer-focused profiles that build authority and trust. They learn how to grow authentic networks, share insight-led content and spark conversations that turn visibility into opportunity. Using Flume’s social playbooks and content tools, teams elevate their personal brand and generate inbound momentum

Content: 

• Recap Series 2 and launch advanced Series 3 focus
• Align with what top sales professionals are doing to build trust and differentiation
• Measure capability against what great buyer-led performance looks like

Playbook templates:

• Sales excellence benchmark

Outcome: 

• Shared understanding of advanced buyer-first excellence
• Clear direction for continuous performance improvement
• Stronger consistency across sales execution

Module 3: Social Selling: Selling with insight: Shaping buyer thinking with impact

Overview

Buyers don’t act because they see something new—they act when they understand something differently. This session equips salespeople to use insight to challenge thinking and create urgency for change. They learn how to tailor insights to sectors, buyers and buying stages—and how to deliver them with clarity and confidence. Using Flume’s narrative and insight frameworks, teams drive greater differentiation, credibility and alignment with what matters most to buyers

Content: 

• Use insight to shape buyer thinking and create urgency for change
• Tailor insights to specific customers, sectors, and buying stages
• Deliver insight with impact to guide decision-making

Playbook templates:

• Insight creator
• Narrative designer
• Insight mapper

Outcome: 

• Greater perceived value and thought leadership
• Increased differentiation and credibility with decision-makers
• Stronger alignment with buyer priorities.

Module 4: Objection handling: Turning resistance into outcomes

Overview

Objections are inevitable—but predictable. This session gives salespeople the tools to anticipate, prevent and reframe objections early in the process. Using Flume’s objection-handling structures and planning frameworks, they learn to maintain control, reinforce value and keep deals moving.

Content: 

• Anticipate and prevent common buyer objections early
• Structure responses that reframe resistance around value
• Maintain control and momentum through confident dialogue

Playbook templates:

• Objection predictor
• Objection planner
• Objection handling structure

Outcome: 

• Fewer stalled or lost opportunities
• Faster deal progression and improved confidence
• Stronger buyer trust and reduced friction in decision-making.

Module 5: Stakeholder presentations: Presenting with clarity and conviction

Overview

The ability to influence a room defines sales success. This session helps salespeople design and deliver presentations that drive consensus across multiple stakeholders. Using Flume’s audience journey mapping and presentation frameworks, they learn to balance emotional and logical impact while structuring outcomes that stick

Content: 

• Map the emotional and logical journey stakeholders must take
• Structure clear, compelling presentations that influence group consensus
• Deliver with authority, clarity, and confidence

Playbook templates:

• Audience journey mapper
• Presentation structure
• Presentation checklist

Outcome: 

• Greater stakeholder alignment and buy-in
• More persuasive and outcome-focused presentations
• Increased success in complex, multi-stakeholder decisions

Module 6: 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 templates:

• Sales Excellence Benchmark

Outcome: 

• Embedded buyer-first culture
  Stronger sales confidence and accountability
  Sustained performance improvement