Our sales training provides practical, results-focused training for sales professionals who want to generate more business and improve their conversion rates. We don't waste time with theoretical approaches or complex methodologies - we deliver straightforward techniques that work in real sales environments.
They are based on what is right for your business or your sales targets! This is sales consultancy - delivered through our sales training workshops and 1-2-1 courses.
What is Sales Training?
Sales training provides teams with the practical skills needed to find prospects, convert them into customers, and as long as you are delivering - build lasting business relationships! If we are talking about growing and building a sustainable business - it has to be the top skill to invest into. Our practical sales training focuses on the entire sales process - from identifying potential clients to 'closing deals' and maintaining profitable relationships.
In practice, for sales training to be effective it needs to cover a lot! It is a mix of strategy, marketing, lead generation and process delivery, management and reporting! Combined with active listening, good product and customer knowledge, persuasive problem solving, negotiation, empathy, customer service and relationship building!
For this reason, our training is not a generic programmes packed with buzzwords - instead we engage with you prior to the training delivery to understand your business, it's challenges, tools and goals. Our approach then concentrates on giving you practical skills that deliver measurable results. Our sales training is also not delivered by a 'trainer' - [insert powerpoint slides] - it is delivered by one of our in-house sales leads!
Sales Training vs Marketing - ?
While sales and marketing both aim to increase business, they serve different functions:
Marketing creates awareness and interest in your products or services. It focuses on communicating your value to potential customers through various channels, building brand recognition, and generating initial interest.
Sales converts that interest into actual business. Sales professionals engage directly with prospects, understand their specific needs, demonstrate how your product or service addresses those needs, and guide them through the purchase decision.
For most of our delegates - our sales training covers both!
Sales Training Courses UK: Practical Skills for Real Results
Fed up with sales training that sounds great but doesn't deliver? Thornton & Lowe offers three focused one-day sales workshops that cut through the waffle and give you tools you can use straight away.
Our sales prospecting workshop tackles finding and qualifying real opportunities. You'll learn to identify ideal customers, use smart prospecting methods, research properly before making contact, spot genuine buyers, and build a sensible pipeline.
For those with plenty of "interested" prospects but struggling to close deals, our sales conversion training focuses on getting signatures on dotted lines. We'll cover planning effective meetings, asking questions that uncover real needs, presenting solutions customers actually care about, handling objections confidently, and closing without being pushy.
Already got customers? Our account management training shows you how to mine this gold. Learn to spot growth opportunities within existing accounts, build multi-level relationships, cross-sell without being annoying, and protect valuable accounts from competitors.
Before any training, we talk to you about what's actually happening in your business right now. You'll leave with clear actions you can implement straight away - not just a folder of forgotten notes. You may also be interesting in our specific bid writing courses - a key element of our sales training.
Contact Thornton & Lowe today for sales training that delivers measurable results across the UK!
Sales Training Course: Building a Sales Pipeline (B2B – UK)
Finding and qualifying the right prospects
Course Overview
This practical one-day workshop focuses on the first stage of selling - finding potential customers and determining which ones are worth pursuing. Without a consistent flow of qualified prospects, even the best sales techniques will fall short!
We will discuss what happens now in your business. Who the target is? Which client type/ prospect type is the ‘ideal customer’? What works and what doesn’t? This will inform our delivery and forms part of our pre-training engagement with delegates.
It allows us to provide sales training sessions which is fit for purposes – highly relevant and action/ improvement driven.
We also cover key tools – yes including AI ones... which can help create efficiencies in your sales strategy and approach. However, beyond tech it will cover the basics such as partnerships, referrals schemes, training offers and the use of testimonials and reviews, for example, to help your further find and refine the leads which are ‘right’.
Who Should Attend?
Sales professionals looking for an extra boost or looking for new routes for lead generation
Business owners responsible for generating their own leads or managing a small sales team
Marketing staff involved in lead generation activities
Anyone who wants to build a more reliable sales pipeline!
Sales Training Course: Converting Opportunities into Sales (B2B – UK)
Turning prospects into paying customers
Course Overview
This practical one-day course (?) addresses the heart of the sales process – and often the role of a Sales Manager - converting interested prospects into paying customers. We focus on the techniques that help you move deals forward and overcome the common barriers to purchase.
Wherever possible we will watch any sales call recordings or Teams / Zoom calls as part of our pre-training engagement. This helps us refine our training to ensure it really will add value! If you don’t have this – don't worry. We can run through examples.
Who Should Attend?
Sales professionals looking to improve their conversion rates
Business developers who need to close more deals
Account managers responsible for growing existing accounts
Business owners who need to improve their sales effectiveness
This focused one-day workshop explores how to develop existing client relationships into ongoing, profitable partnerships. With the right approach, your current customers can become your best source of additional business.
Who Should Attend?
Account managers responsible for client relationships
Sales professionals looking to generate more repeat business
Customer service staff with account management responsibilities
Business owners wanting to maximise customer lifetime value
Our sales training is entirely bespoke and delivered exclusively to your business. We don't run open courses with multiple companies attending. This means all examples, discussions and exercises are focused on your specific sales challenges and market. We deliver training from one-to-one coaching sessions right up to groups of 10 delegates.
Where does the training take place?
We're flexible. We can deliver training at your premises, online via Zoom or Teams, or at one of our regularly used venues in London, Manchester, Birmingham, Newcastle or Edinburgh which are all centrally located for easy travel.
How long are your sales training courses?
We offer half-day sessions (typically 3 hours), full-day workshops (9:30am-4:00pm) and comprehensive 2-day sales masterclasses. The format depends on your needs, time constraints and the depth of content required.
Is online training effective?
Absolutely. We've successfully delivered sales training to thousands of delegates via Zoom and Teams. Our online sessions are interactive and engaging, using breakout rooms, polls, and collaborative exercises to ensure participants stay engaged and apply what they're learning.
Do you customise the content to our industry?
Yes, that's central to our approach. We work with you before the training to understand your business, customers, and specific sales challenges. All examples, case studies and exercises are tailored to your industry and the actual situations your sales team faces.
How many people can attend a session?
Our training works best with groups of up to 10 people, which allows for personal attention, group discussions and practical exercises. For one-to-one coaching, we focus on the specific development needs of the individual sales professional.
What's included in the price?
Our pricing includes all preparation time, customisation of materials, delivery of the training, comprehensive handouts or digital resources, and post-course support. For venue-based training, refreshments and lunch are also included.
Do you provide follow-up support?
Yes. We believe training shouldn't be a one-off event. We can arrange follow-up sessions, provide additional resources, and offer coaching to help embed the new skills. Many clients opt for a programme of training spread over several months.
Can you help with specific sales challenges we're facing?
Definitely. Our training is designed to address your actual sales challenges, whether that's improving prospecting techniques, handling specific objections, or developing account management strategies for key clients.
How do we measure the effectiveness of the training?
We'll agree on success measures before the training begins. These might include improvements in conversion rates, increased sales from existing customers, or more effective prospecting. We can help you track these metrics after the training to demonstrate ROI.
Do you offer a full sales development programme?
Yes. While many clients start with one of our core courses, we often develop comprehensive sales development programmes that build skills progressively over time - part of our Sales Mentor. This approach helps embed learning and creates lasting improvements in sales performance.
What experience do your trainers have?
All our trainers have extensive real-world sales experience across multiple industries. They're not just trainers – they're accomplished sales professionals who understand the challenges your team faces every day and can share practical strategies that actually work.
How do we get started?
Contact us for an initial conversation about your sales training needs. We'll discuss your objectives, challenges, and team structure, then create a proposal for training that addresses your specific requirements. Once agreed, we'll arrange a more detailed briefing to customise the content before delivery.
We've delivered training to thousands of professionals across diverse sectors. The core of our business is SMEs - however here's a snapshot and mix - including some you may have heard of:
Construction & Engineering
Balfour Beatty
BAM Construction
Eric Wright Construction
Kier
Novus
Garlick Demolition
Walker Construction (UK) Ltd
Tech & Professional Services
Althea Group
Anthony Collins Solicitors LLP
Cap Gemini
GAP Hire Solutions
PCS Group
Siemens
Stannah
Urenco
Charity & Third Sector
British Red Cross
Hammersmith & Fulham MIND
Lifeways
Migrant Help
Norfolk and Waveney MIND
Youth Sport Trust
YMCA Bedfordshire
Housing & Property
Adullam Homes Housing Association
Clarion Housing Trust
ForHousing
Oasis Aquila Housing
Riverside
Six Town Housing
YorHousing
Healthcare & Social Care
Birmingham And Solihull Mental Health NHS Foundation Trust
East Kent Hospitals University NHS Foundation Trust
East London NHS Trust
Human Support Group
Mersey Care NHS Foundation Trust
North Staffordshire Combined Healthcare NHS Trust
Public Sector & Government
Bury Council
Hammersmith and Fulham Council
Maidstone Borough Council
Merseyside Police
North Yorks County Council
Education
Leeds City College
Leicester College
Salford City College
Shipley College
Solihull College & University Centre
Sussex University
Trinity College London
Participants ranging from complete beginners to experienced sales professionals looking to sharpen their skills!
