Sales Engineering Workshops

This year’s program features three focused workshops designed to help technical product experts build practical, confidence‑building sales skills. All sessions are led by Mark Allen Roberts, CEO of OTB Solutions, who has trained manufacturing sales teams for more than 35 years.

Workshop 1: Sales Foundations – Session A

Tuesday, October 13 – 8:00 AM -11:00 AM
Receive 3 PDH credits

Engineers and technicians often understand products better than anyone, yet many have never received formal sales training. This session introduces the core skills needed to confidently engage prospects and guide conversations that lead to revenue.
Topics include:

• Formal sales process
• Earning meetings with new prospects
• Discovery questions
• Qualifying questions
• Closing skills
• Designing conversations that move opportunities forward

Workshop 2: Sales Foundations – Session B

Thursday, October 15 – 8:00 AM -11:00 AM
Receive 3 PDH credits

A second offering of the Sales Foundations workshop for attendees who prefer an alternate time or need scheduling flexibility. Content mirrors Session A.

Workshop 3: Precision Prospecting

Wednesday, October 14 – 9:30 AM -11:00 AM
Receive 1.5 PDH credits

A fast‑paced, practical session focused on building a reliable prospecting system. Attendees will learn how to:

• Identify ideal target accounts
• Craft outreach that earns real responses
• Build a repeatable, consistent prospecting process
• Fill and maintain a healthy sales pipeline

For over 35 years, Mark has trained manufacturing company salespeople, including major OEM manufacturers like Timken, Step2, Gardner Denver, Sullair and others, as well as compressed air distributors and manufacturers’ representative sales teams.