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Flume Case Study

  • Future of Sales Conference
  • Raoul Monks, CEO, Flume

At the 2022 Future of Sales Conference we were joined by Raoul Monks, CEO of Flume Sales Training for a talk focusing on the future of sales development. In the past 2 years Raoul has grown his team, from a team a team of 3 to a team of 10.

Raoul describes sales development as: it is not what happens on the day, it is what happens 6 months down the line.

Raoul highlights some very important changes to the world of sales in the past 2 years and how we must adapt to them. These include:

  • Only 6 out of 10 sales people are hitting their target.
  • Based on Gartner research 53% of why buyers choose you, is the based on the selling experience.
  • Buyers are now outcome focused and crave personalization.
  • On average it takes 8 approaches until a new client will say yes, but most sales people will give up after 2 approaches.

Raoul goes on to discuss how the personality traits of a sales person have adapted to a new way of working. He also goes on to weigh up the different tech stacks available and how to find one suited to your business.

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