Specialist Sales Lab

Sales training for environments with their own rhythm: field sellers managing territories and face-to-face meetings, and contact centre teams converting inbound and outbound calls. Choose a two-day package, a one-day workshop or a focused half-day session.

Not every sales team sells from a laptop in a series of video calls. Field sellers plan routes, walk into businesses and build relationships face to face. Contact centre teams have minutes, not weeks, to understand a customer and agree an outcome. We understand that the skills overlap, but the rhythm, pressure and coaching moments are different.

8 coursesUp to 12 delegatesCourse-specific online & face-to-face options

Browse by team

Every course in this Lab — choose a team to narrow the list.

Sellers practising customer conversations in a workshop — Explore. Practise. Perform.

experiment in the Lab —

Why this Lab exists

Generic sales training often assumes a long B2B cycle with multiple meetings. Field and contact centre teams need practice that fits their day: the first thirty seconds at the door or on the call, questions that work in a short conversation, objections raised in the moment and a clear way to agree the next step. We shape scenarios around your customers, products and conversation data, and involve managers so coaching continues on the floor or in the field.

From practice to your working world

Rehearse the conversations your team has every day, using your customer types and common objections. Leave with a practical conversation structure, coaching prompts for managers and agreed behaviours to observe, rather than promised conversion rates.

What your people can develop

Plan a territory week around high-value activity
Open face-to-face conversations that earn attention
Use consultative questions to uncover customer priorities
Respond to common objections calmly and credibly
Agree a clear commitment before leaving the meeting
Open calls with a clear purpose and an engaging question

Who is this Lab for?

Field sales teams
Contact centre sellers
Inside sales teams
Field and contact centre managers

Choose a course below for its full topics, outcomes, audience, duration and starting prices. Individual workshops and combined programmes have different scopes; we agree your booking and any additional support with you.

Discuss your Specialist Sales Lab

Specialist Sales Lab

Every course in this Lab — choose a team to narrow the list.

Every specialist course runs for up to 12 people and is shaped around your customers, products and sales motion. Prices are per group.

Field sellers

Face to face, for sellers who plan territories, walk in and win business in person.

The In the Field Package

Two days for field sellers: a practical workshop on territory, conversations and commitment, then a day out in the field putting it to work on real visits, with coaching and a debrief.

2 days · 9:30am–5pm each dayUp to 12 delegates

Course synopsis

Field selling is learned on the doorstep, not in the meeting room. Day one is an interactive workshop: planning a territory week, opening face-to-face conversations, consultative questions for business owners and buyers, moving beyond price and agreeing a clear commitment before leaving. Day two takes the learning outside. Sellers plan their visits in pairs, rehearse their openers, then head into an agreed patch to make real visits, with facilitator and manager coaching where practical. The team regroups to debrief what worked, what they heard and what they will keep doing next week.

Key focus areas

Territory planning and visit prioritisation
Opening face-to-face conversations
Consultative questioning on the doorstep and in meetings
Value conversations that move beyond price
Handling objections in the moment
Live field visits with coaching and debrief

Outcomes — you'll be able to

Plan a territory day around high-value visits
Open conversations that earn a few more minutes
Use questions to uncover what matters to the customer
Agree a clear next step before leaving
Reflect on real visits and agree what to keep doing

Included in every course

Interactive, facilitator-led learning
Group discussions
Breakout exercises
Take-away materials

Face to face

From £2,999+ VAT

Course details

Field Sales Excellence

Practical field sales training for sellers who prospect, meet and sell face to face: territory planning, opening conversations, consultative questioning, objections and gaining commitment.

1 day · 9:30am–5pmUp to 12 delegates

Course synopsis

Field sellers win or lose on the quality of the conversations they have once they are in front of the customer. This workshop helps face-to-face sellers make better use of their territory time, open conversations with confidence, uncover what matters to a business owner or buyer, move the conversation beyond price and agree a clear commitment before they leave. We shape scenarios around your customers, products and sales process, so participants practise the conversations they will have next week rather than a generic script.

Key focus areas

Territory planning: prioritising visits and protecting selling time
Opening face-to-face conversations with confidence
Consultative questioning for business owners and buyers
Value-based conversations that move beyond price
Handling objections in the moment
Gaining commitment and agreeing next steps

Outcomes — you'll be able to

Plan a territory week around high-value activity
Open face-to-face conversations that earn attention
Use consultative questions to uncover customer priorities
Respond to common objections calmly and credibly
Agree a clear commitment before leaving the meeting

Included in every course

Interactive, facilitator-led learning
Group discussions
Breakout exercises
Take-away materials

Face to face

From £1,999+ VAT

Course details

Walk-ins & First Visits

A focused face-to-face session on the first visit: getting past the front desk, opening with relevance and earning a proper conversation.

Half day · 3.5 hours per half dayUp to 12 delegates

Course synopsis

Most field conversations are won or lost in the first minute. This half-day session helps field sellers prepare for walk-ins and first visits, get past gatekeepers politely, open with something relevant to the business in front of them and earn the time for a real conversation. Sellers build and rehearse openers for their own customer types, practise the brush-offs they hear every day and leave with a simple first-visit plan.

Key focus areas

Preparing for a walk-in or first visit
Working respectfully with gatekeepers
Openers that earn attention
Handling ‘not today’ and ‘we’re fine’
Agreeing a reason to come back

Outcomes — you'll be able to

Prepare a short, relevant first-visit plan
Open with a line that invites conversation
Respond to brush-offs with confidence
Leave every visit with a reason to return

Included in every course

Interactive, facilitator-led learning
Group discussions
Breakout exercises
Take-away materials

Face to face

From £1,499+ VAT

Course details

Beyond Price: Objections & Commitment in the Field

A face-to-face session on the end of the visit: moving the conversation beyond price, handling objections and leaving with a clear commitment.

Half day · 3.5 hours per half dayUp to 12 delegates

Course synopsis

A good visit is wasted if it ends with ‘leave it with me’. This half-day session helps field sellers link what they offer to what the customer said, respond to price, timing and incumbent objections calmly, and ask for a clear commitment without pressure. Sellers practise on their own deals and the objections they hear every week.

Key focus areas

Linking value to what the customer said
Price, timing and ‘we already have a supplier’
Asking for commitment without pressure
Confirming next steps and follow-up

Outcomes — you'll be able to

Move a conversation from price to value
Handle common objections with confidence
Ask for a clear commitment
Confirm next steps both sides understand

Included in every course

Interactive, facilitator-led learning
Group discussions
Breakout exercises
Take-away materials

Face to face

From £1,499+ VAT

Course details

Contact centre

For inbound and outbound teams who have minutes, not weeks, to turn a call into an outcome.

The Blitz Package

Two days for contact centre teams: a practical call skills workshop, then a Blitz afternoon of live calls with real-time coaching, huddles and a debrief.

2 days · 9:30am–5pm each dayUp to 12 delegates

Course synopsis

Call skills stick when people use them on real calls straight away. Day one is an interactive workshop on purposeful openings, focused questions, listening, recommending with confidence and handling objections. Day two morning turns that into call plans for your own lists and rehearsal in pairs. Then comes the Blitz: an energetic afternoon of live calls, with facilitators coaching between calls, quick team huddles and recognition for great conversations, not just numbers. The day closes with a debrief and a coaching plan for team leaders.

Key focus areas

Openings that earn attention
Focused questions and active listening
Recommending with confidence
Handling objections without scripts
Live call Blitz with real-time coaching
Team leader call coaching

Outcomes — you'll be able to

Open calls with purpose
Use questions and summaries to understand needs
Handle objections calmly on live calls
Agree a clear outcome on every call
Leave with a team leader coaching plan

Included in every course

Interactive, facilitator-led learning
Group discussions
Breakout exercises
Take-away materials

Face to face

From £2,999+ VAT

Course details

Contact Centre Sales Performance

Contact centre sales training for inbound and outbound teams: call openings, questioning and listening, recommending with confidence, handling objections and converting conversations, with coaching guidance for team leaders.

1 day · 9:30am–5pmUp to 12 delegates

Course synopsis

In a contact centre, a customer decides within minutes whether a conversation is worth their time. This training helps inbound and outbound sellers open calls with purpose, ask focused questions, listen for what matters, recommend with confidence and handle objections without sounding scripted. Team leaders learn how to coach the same behaviours in call reviews and one-to-ones, so the learning continues on the floor. Scenarios are built from your customer types, products and the objections your team hears every day.

Key focus areas

Call openings that earn the customer’s attention
Questioning and active listening in short conversations
Recommending with confidence and linking to customer needs
Handling objections without scripts or early discounting
Converting and agreeing the next step
Coaching call quality: practical call reviews for team leaders

Outcomes — you'll be able to

Open calls with a clear purpose and an engaging question
Use focused questions and summaries to understand customer needs
Make recommendations that connect to what the customer said
Handle common objections calmly and keep the conversation moving
Run call reviews that agree one behaviour to practise

Included in every course

Interactive, facilitator-led learning
Group discussions
Breakout exercises
Take-away materials

Face to face

From £1,999+ VAT

Online: Available on enquiry

Course details

Mastering Cold Calls

A focused half day for outbound teams: preparing calls, opening with relevance, handling brush-offs and turning cold calls into conversations.

Half day · 3.5 hours per half dayUp to 12 delegates

Course synopsis

On a cold call, you have seconds to earn the next minute. This half-day session helps outbound advisers prepare quickly, open with relevance, handle the first brush-off with curiosity and turn a cold call into a real conversation with an agreed outcome. Advisers build openers for your products and customer types and rehearse them until they sound natural.

Key focus areas

Quick, useful call preparation
Openers that earn the next minute
Handling ‘not interested’ and ‘send me an email’
Turning interest into an agreed outcome
Staying resilient across a calling session

Outcomes — you'll be able to

Prepare a call in under a minute
Open with relevance and a question
Respond to common brush-offs
Agree a clear outcome or next step

Included in every course

Interactive, facilitator-led learning
Group discussions
Breakout exercises
Take-away materials

Face to face

From £1,499+ VAT

Online: Available on enquiry

Course details

Converting Inbound Calls

A focused half day for inbound teams: understanding why the customer called, spotting the opportunity and recommending with confidence.

Half day · 3.5 hours per half dayUp to 12 delegates

Course synopsis

Every inbound call is a customer who has already chosen to talk to you. This half-day session helps inbound advisers understand why the customer really called, ask one or two more useful questions, spot the right opportunity and recommend with confidence, without sounding pushy or adding to handling times unnecessarily.

Key focus areas

Understanding why the customer called
Questions that uncover needs quickly
Spotting the right opportunity
Recommending without pressure
Agreeing the outcome

Outcomes — you'll be able to

Uncover the customer’s need in a short call
Recognise opportunity cues
Recommend with confidence
Close with a clear decision

Included in every course

Interactive, facilitator-led learning
Group discussions
Breakout exercises
Take-away materials

Face to face

From £1,499+ VAT

Online: Available on enquiry

Course details

your people. their potential. our starting point.

How we train sellers.

We don’t just teach selling. We help improve how selling happens. Your people work on their own buyers, conversations and live opportunities in a supportive space with enough constructive challenge to stretch them. Because sales training should change what people do, as well as what they know.

Workshop participants sharing ideas with their facilitator

Good conversations. Lightbulb moments.

Before the training

Understand the challenge

It starts with listening.

Get curious about where conversations and opportunities lose momentum
Understand your people, sales process and the commercial realities behind the numbers
Agree the behaviours you want to develop and what useful progress looks like

During the training

Build capability through practice

Have a go. Find your flow.

Real customer scenarios, live deals and meaningful peer conversations
Rehearse discovery, value conversations and difficult objections with structured feedback
Practise, reflect and try again — building confidence through capability

After the training

Your priorities, put into practice

This is where it comes to life.

Clear personal actions and practical tools for the next sales conversation
Reflection, manager coaching and accountability to strengthen everyday habits
Optional follow-up deal reviews and agreed ways to check progress

Bring your real world. Leave with something you can use.

More sales training

Top of Funnel ADR/BDR Lab Account Executives Lab Account Managers Lab MEDDPICC Bootcamps Team Building Lab AI for Sales Lab

your sales team. your priorities. your programme. —

Build your own sales programme.

Combine courses, focus on your skills gaps and shape the learning around your sales cycle. Standard workshops run with 8–10 delegates; BDR and MEDDPICC sessions have a maximum of eight; Sales Leadership workshops run with 6–8. Smaller bespoke cohorts can be discussed, with pricing agreed for your programme.

Where better selling begins.

Your team doesn’t need more slides. They need skills that stick.

Know you need help? Book a relaxed, no-obligation 30-minute call. We’ll talk through your team and challenge, and you’ll leave with an honest view of the options — no brief or programme needed.

Book a Discovery Call Build Your Programme