Case Study

GSMA

Aligning a global sales team around buyer-led sales transformation

Flume didn’t just deliver training; you helped us define and embed what great looks like. Flume has been transformational. We’re seeing it’s impact increase month-on-month.”

Sarah Wiggins

VP of Sales

GSMA

Mobile Connectivity

100+ employees

700% ROI thanks to a global sales team aligned around a common mission, buyer-led purpose, and empowered to drive consistent predictable revenue growth

Challenge

GSMA’s sales team is ambitious and performance-driven, but results weren’t reflecting this. As a global team they lacked a unified culture and behaviour alignment, with different regions, verticals, and teams applying their own skill sets and standards.
Coaching was inconsistent, onboarding slow, and best practice hard to identify and scale. The impact was inefficiency, missed commercial opportunities, and declining revenue predictability

Solution

No more once-and-done training. GSMA selected Flume to design and deploy a continuous sales transformation programme that would define and model sales excellence and embed it into the global team’s DNA. The diagnostic assessment identified key development areas. From there, AI-optimised benchmarking, buyer-centric frameworks, and GSMA-specific language were embedded, creating a unified culture focused on purpose-driven sales excellence. As Sarah Wiggin, VP of Sales, explains: “Flume didn’t just deliver training. You helped us define and embed what great looks like”.

Result

Flume’s transformational approach is now embedded across the global sales team. Sellers speak a common language, coaching is sharper and consistently delivered, and performance is higher than ever. Proposal quality and stakeholder engagement have been dramatically improved, now the team is better aligned around what great sales success looks like to GSMA and its customers. The result has been an impressive 700% return on investment. “Flume’s approach to sales development was totally different. It resonated far more with the team – it is transformation, not training”

Why Was Flume Different?

Thanks to Flume’s approach, GSMA is coaching consistently, communicating effectively, and most importantly embedding a buyer-led purpose and performance culture across its global sales team. It’s the difference between static training and a thoughtful, well-designed programme that promotes lasting behaviour transformation and alignment.

“Flume has been transformational. We’re seeing it’s impact increase month-on-month”

Let’s talk.

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Client Testimonials

"From an employee retention standpoint, this kind of training does wonders, and you can see that in the overwhelmingly positive feedback"

“Seeing those numbers build so quickly was a real moment for me. It showed that this wasn’t just about hitting targets – it was about building a sustainable, scalable model for growth.”

"This wasn’t just ‘sales training’ – it was sales transformation. It showed our team that we’re committed to their development, and that’s hugely valuable."

"Within a month of working with Flume, our sales team had developed over £500K of additional revenue. We’ve also seen a 10% increase in average order value."

"Flume’s approaches have been fully integrated into our sales process creating a 58% increase in closed deals and an 8% increase in average order value."

"Working with Flume training has been an absolute pleasure. They truly cared about our needs and together with their team designed and delivered impactful sales training."

“What underpins the success of working with Flume is ROI. Cutting edge sales theory applied masterfully by Flume, which we can absorb and impactfully apply into the field.”

“Working with Flume has enabled us to improve dramatically our conversion rate. In some cases, we saw an increase of 17% on CR, which is incredible.”

"Flume have been a massive help to our sales team and we’ve seen demonstrable improvement in our closing rates, deal sizes and overall revenue since we started."

"The results are exceptional. We made more progress in this programme than we have with the sale process over the last two years"

"In the three months post training, our average order value has increased by 27%, giving a clear and compelling ROI. We also saved a deal worth £225k."

"The Flume approach is truly market leading - unlike many outdated sales training approaches, the resuts and outcomes live on long after the sessions delivered by their excellent trainers."

"The Flume approach has transformed the performance of our team. Our revenue is up 38% year-on-year."

"Flume developed a new sales approach for us which is on track to deliver an 85% YOY uplift in revenue. Flume are sales experts who deliver ROI"

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