Are you frustrated with your organization’s inconsistent sales performance or low percentage of wins? Tired of dropping your price to get the business? Your sales approach may include offering a pitch of the products and services you provide, and that you have high-quality and on-time delivery….but so does everyone else! You can change your probability of success by changing the way you think about sales and the way you approach and engage prospective customers. Instead of trying to sell your product when prospects are actively looking for what they need….start the relationship sooner so you can offer solutions to their problems and differentiate yourself by how you sell.

An upcoming 1-day workshop, “Sales Process Mapping”, will help companies become more proactive, qualify leads more effectively, and stay in alignment with their customers buying process. After hands-on activities throughout the day, participants will walk away with a sales process map and knowledge of this repeatable process to use for new products and changing market conditions. These tools will help elevate customer relationships from vendor to trusted problem solver and advisor.

The workshop is scheduled in the locations below (click for venue details and to register). Cost is $250 (per person) for a team of 3 or more. Individuals are welcome to register, but a multidisciplinary team is encouraged (i.e. outside and inside sales, engineering, leadership, marketing, product development, etc.). Each company will also receive a 2-hour post-workshop virtual coaching session. Onsite training customized for your company is also available for 5 or more people.

Facilitator for the workshop is Bob Zaruta, President of NWIRC. Zaruta joined NWIRC in 2016 after serving for sixteen years with the Northeastern Pennsylvania Industrial Resource Center (NEPIRC).He has developed, implemented, and managed a national program providing sales training and licensed sales methodology to Manufacturing Extension Partnership (MEP) locations and their clients across the country. In addition to his MEP experience, Zaruta has held leadership and management positions within Fortune 500, regional and small enterprises. As an entrepreneur, he founded and led a startup telecommunications company to dynamic growth. He has a B.S. Degree in Business Administration from King’s College, Wilkes-Barre, Pennsylvania, along with relevant industry training and certifications including Lean Specialist, Innovation Engineering Management System, Solution Selling, and Project Management from Penn State.


Upcoming Sales Process Mapping Workshops

St Marys- August 24 (8:00am-3:00pm)

Titusville- September 26 (8:00am-3:00pm)