Flume Media Pack 2013

The changing face of sales…

media is changing . . .

We know that people consume media in different ways, at different times during the day, and with different mind-sets. Audiences are ultimately more accessible, but this doesn’t necessarily make them easier to engage. In fact, it often means quite M the opposite.

Client’s are changing . . .

E: richard@flumetraining.com : +44 (0)7831 622146

E: raoul@flumetraining.com : +44 (0)7523 951558

The changes in media consumption offer many opportunities, but also many challenges for your client.

Their landscape has changed dramatically inM the past ten years. Budgets are tighter, ROI is more important than ever before, and the risk of a bad decision is much greater. This leads to different decision-making criteria and additional processes which usually involve more stake-holders. Clients are shifting towards integrated marketing campaigns to deliver a greater return, but this can add a layer of complexity to campaigns and slow down decisions.

Are your sales people changing?

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Today’s client wants something different from sales people, and as a result, traditional sales approaches are proving ineffective. Most clients already know their needs and don’t want a sales person to laboriously ‘uncover’ them through a mass of open questions. The modern day client wants ideas and insights to help drive their business and this requires new thinking and a different approach to sales.

Flume help media businesses achieve success in today’s market . . .

Flume Find Flume Develop

- Helping you hire and retain the best staff

Flume Grow

- Preparing your business for sustainable growth

- Transforming your sales teams for today’s climate

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Hiring that saves you time, money and improves staff retention

We take the pain out of recruiting entry-level sales staff and offer a solution that enables you to avoid the problems of sourcing good quality second-jobbers.

> Saving you time

This is achieved through the hosting of bespoke assessment days specifically for your company, reducing the number of interviews you need to conduct.

> Saving you money

This is achieved by dramatically reducing the risk of poor hiring choices, enabling you to generate improved sales results for your business.

> Improving your staff retention

This is achieved through a rigorous approach to filtering and assessing candidates, driven by criteria agreed with you.

Learning & development programmes that deliver results

We are passionate about changing behaviours and improving results through our learning and development programmes.

Sales Development

We approach our workshops and coaching sessions from a client’s perspective, and by using real-life scenarios specific to the teams we work with, we enable sales people to adapt to differing situations back in the workplace.

Individuals and teams can expect to walk away from any sessions with immediately actionable ideas and principles.

management development

Our management workshops focus on core principles to help managers achieve the results they require. We recognise the pressure that managers are under, so we provide practical workshops that enable tangible and workable actions to be implemented straight away.

Coaching

We believe that investment in development should always yield exceptional results. Our individual coaching sessions focus on making learning practical and personal, enabling real change within the workplace.

Popular training courses: > Sales workshops

> Sales workshops (cont)

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Selling to today’s client

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Speeding up decisions

Face-to-Face selling

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Powerful proposals and selling-on

Presentations that change minds

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Challenging clients using insights

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Multiplatform solution selling

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management workshops

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Digital sales development

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Accelerating the teams performance

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Creating and selling integrated packages

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Hiring and retaining today’s sales stars

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The power of stories in sales

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Coaching to coach

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Negotiation and holding yield

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Executive coaching

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Practical consultancy to help your business grow

Drawing on our relevant expertise, we can help your business to grow and achieve its goals.

> Commercial assessments

Through a process of interviews, observation of your sales teams in action, and internal & external benchmarking, we can identify the greatest areas for performance improvement, and recommend appropriate courses of action.

> Sales strategy facilitation

Through well designed workshops and expert facilitation, we can help your sales team define and develop a coherent sales strategy and create a shared vision.

> Lumina Spark

We are practitioners of Lumina Spark, a remarkable professional development tool that supports individuals and teams to work more effectively.

Clients enjoy using it because it produces clear insight into how individuals can work with others more effectively.

Individuals love it because it gives a clear jargon-free insight into understanding their personality.

The story so far . . .

Flume is dedicated to helping sales teams adapt and succeed in today’s climate using the most innovative and powerful methods to influence today’s buyer.

Since conception, Flume has been focused on delivering behavioural change that rapidly improves performance and drives sales revenues. This emphasis on delivering exceptional outcomes ensured our client base grew rapidly.

Interestingly, we started to hear the same challenges again and again from our client base. “Client decisions are taking forever” and “client spend is declining”. This really caught our attention and we turned our focus to fully understanding today’s buyer.

We came to see that today’s buyer was very different to that of ten years ago. ROI has become more important than ever before. The risk of a bad decision is therefore higher and the decision making process has changed dramatically. It became clear that what worked for sales people ten years ago is not working today. This made us realise that most traditional sales development was not relevant for today’s markets.

Today’s strongest sales people are demonstrating very different skills and abilities compared to traditional approaches. Flume Training is committed to developing stronger sales teams attuned to today’s client.

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They really tackle the challenges facing media sales teams right now and go way

Refreshing, innovative and unlike any sales

beyond any traditional sales training.

training I’ve come across before. We were able to

Cara Turner, Group Sales Manager, ITP

see positive results almost immediately.

Chris Orme, Sainsbury’s Sales Manager, Cosine

Outstanding training, creative, interactive and above all, delivers results.

Michael Seaman, Sales Director, Centaur

What others are

saying about us . . .

Relevant, inspiring and practical.

Engaging, focused and practical. Delivered above expectations.

Simon Apps, Digital Sales Manager,

Emma Patrick, Head of Publishing Sales, The IET

William Reed Business Publishing

They know the media market; they underlined everything we’ve been experiencing; and they offered practical solutions to help overcome the challenges we face. Highly recommended.

Emma Sabin, Sales Director, Hemming Group

E: raoul@flumetraining.com M: +44 (0)7523 951558

Contact us

E: richard@flumetraining.com M: +44 (0)7831 622146

...

E: raoul@flumetraining.com M: +44 (0)7523 951558

E: richard@flumetraining.com M: +44 (0)7831 622146

www.flumetraining.com www.flumetraining.com @flumetraining @flumetraining