The Science of Sales Conversion

Sales isn’t magic – it’s a science

Missed targets. Patchy forecasts. Lumpy cashflow. An underperforming sales team doesn’t just hurt revenue – it creates uncertainty across the business. Yet most salespeople are left to figure it out themselves, with little or no formal training to draw on. That’s where The Science of Sales Conversion comes in. This interactive workshop will equip your team with the real-world skills and proven sales process they need to turn conversations into closed business – faster and more consistently.

JUMP TO:

Why sales training
Who is this course for?
What does the course cover?
How is the course delivered?
Quickfire FAQs

Why sales training for your team?

Your sales team is the engine of your business. But without the right structure and skills behind them, even the most driven sellers can struggle to hit their targets.

Today’s buyers are savvier, expectations are higher and sales cycles are more complex. Winning new business is no longer about enthusiasm – it’s about precision and strategy.

By equipping your team with proven conversion techniques and smarter deal management, your organisation will:

Close more right-fit clients, faster
Revive stalled deals and lost opportunities
Create more accurate and reliable sales forecasts
Build stronger, longer-lasting client relationships

Who is this course for?

The Science of Sales Conversion is for salespeople across all industries who want to close more deals with greater skill, speed and confidence.

No matter how fresh or experienced they are, today’s sales professionals must keep sharpening their skills to stay competitive – and to convert opportunities into outcomes.

This course is ideal for:

Entry-level salespeople ready to build confidence and master a proven sales process
Senior salespeople who want to regain their edge and boost their conversion rates
Sales leaders who need to refresh their skills and better coach their teams

Even your most experienced team members will walk away with new tools, techniques and renewed energy for closing deals.

Jo has helped me take a far more systematic and repeatable approach to the whole sales cycle. It cast a different light on a lot of what I was (and wasn’t) doing at earlier stages in the sales pipeline. By asking the right questions at the right time (and in the right way), I am now able to qualify out tyre-kickers as early as possible, and address objections more proactively. With Jo, I felt a healthy mix of support and encouragement for what I was already doing well, and ‘push’ for the areas that needed improvement.
David WerdigerFounder CEO
David Werdiger
Jo is equal parts passion, strategy and execution, with a decisive and direct nature that pushes others around her to work harder.
Sean SzepsHead of Strategy
Sean Szeps
She's incredibly switched on, refreshingly honest and most importantly she cares. It's not often that we find people who can deliver what they promise and at the same time do it with such care and compassion.
Nathalie ReiterFounder Director
Nathalie Reiter

What does the course cover?

Sales isn’t just about charm and hustle – it’s a discipline.

The Science of Sales Conversion gives your team the real-world skills they need to qualify leads properly, run deeper discovery conversations, manage deals strategically and handle objections like pros – all focused on improving their conversion rates.

This full-day workshop will teach your team the essentials of:

Lead qualification: Qualify leads with precision and stop wasting time on tyre kickers
Discovery: Run a robust discovery process that maps decision-makers, motivators and hurdles
Deal management: Move opportunities through each stage to sustain momentum and avoid stalls
Objection judo: Handle objections early and skilfully – turning them into opportunities to close
Closing questions: Ask powerful questions that move prospects to action – without pressure tactics

Want a detailed Program Outline? Please get in touch.

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How is the course delivered?

We run this workshop face-to-face. As always, it will be:

Relevant: Your course will be tailored to your training objectives and organisation’s needs.
Inspiring: Your team will walk away with a new perspective, more confidence – and loads of new skills!
Interactive & engaging: A great morale booster, your team will enjoy the practical activities, interaction… and leave feeling more connected to each other.
Flexible: Delivered at your office on a day and time that suits you.

Quick-fire FAQs

Who will be the facilitator at our workshop?

At CSA, all our facilitators are subject matter experts in their fields.

The course is presented by experienced sales professional Joanne Schonheim. Former HubSpot Senior Sales Executive, Joanne is a sought-after sales coach, content creator and trainer. Also an award-winning entrepreneur and writer, she has a loyal following on LinkedIn and coaches sales teams of some of the most successful entrepreneurs in Australia.

What is the structure of the course?

Please contact us for a full Program Outline. In the meantime, here’s a high-level outline:

Lead qualification
Robust discovery process
Decision-making process mapping
Identifying deal stakeholders and their agendas
Deal management
Objection judo reframe as closing questions
Closing conversations
How to mine and revive closed lost opportunities

But let us stress: we will tailor the workshop to your needs.

And remember: we encourage lots of dialogue and discussion – and work hard to get everyone involved.

What’s the maximum number of participants per workshop?

We cap face-to-face sessions at 15 people – as groups any larger than this reduce opportunities for interaction and feedback.

So if you have more people to train than this, please ask us about our special rate for multiple workshops.

What do we get for our investment?

A workbook for each participant (also a valuable reference long after the workshop is over)
A handy one-page checklist for your team to keep by their side

How do you charge?

We charge a fixed fee for groups of 15 people, not per head. That’s why we always encourage our clients to take advantage of all spots for maximum value.

And remember: all workshops are tailored to your needs at no added cost.

Please contact us for a customised quote for your workplace.

Do you offer a credential for this course?

Yes! All your team members will be entitled to a Credly digital badge after they complete this course. At the end of the session, we will send a digital badge to each participant via email. They can then display the badge on their LinkedIn profile and on any other places they wish.