Case study
Customer-Focused Selling
The Challenge
Form3, an international payments technology business, was looking to evolve its sales approach. Before partnering with Flame, Form3’s Customer Success team was relying on individual experience along with a product-led approach to win new business and retain existing customers.
To increase customer retention and growth, Form3 wanted to shift to a more consistent, customer-centric sales methodology – positioning the appropriate solution only once customer needs and pain points had been fully scoped.
The Solution
Flame Learning worked closely with Form3’s senior sales leaders to identify the desired outcomes, before developing a tailored, blended learning programme to support the business objectives. The programme comprised:
- A Virtual Launch to position and engage participants around programme purpose and structure.
- Interactive in-person workshops to introduce and explore a consultative, customer-centric sales methodology, along with a ready-made toolkit to apply to real-life accounts/opportunities.
- Post-Workshop action learning group activities to apply the tools and approaches to real-life accounts/opportunities and offer peer support.
- A Virtual Reconnect where participants reported out on application, progress/successes/challenges and created personal action plans moving forward.
The Result
- Shift in sales mindset and culture
- Adoption of a more customer-focused sales approach
- Consistent tools, language, and behaviours applied across international teams
- Embedding of tools into Form3s CRM system
- Account plans built for key target accounts
What Our Clients Are Saying
“We challenged Flame Learning to help us design, launch and deliver a tailored sales programme for a team that had a wide range of different backgrounds and experience and in a sector that was unique. From the very beginning, Flame Learning took the time to understand the ask, challenge assumptions to ensure that the programme, from launch through to in person and virtual direct learning had the maximum impact.
Our goal was to create a market leading sales team and culture and Flame Learning's ability to engage the entire audience throughout, resulted in a fundamental shift in how our team consistently approached sales process. I would highly recommend Flame Learning as a learning partner.”
Interested in achieving similar results?
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