Date: July 18, 2017
Time: 8:00 am – 3:00 pm
$250 per person for teams of 3 or more (otherwise $350 per person)
Location: Knowledge Center – Jordan Room
5240 Knowledge Parkway
Erie, PA 16510


If you are frustrated with your organization’s inconsistent sales performance or percentage of wins, it may be because you need to create or refine your sales process. Studies show that companies with a formal sales process consistently out-perform those who do not.  This workshop will help your organization become more proactive,  qualify leads more effectively, and stay in alignment to your customers buying process both procedural and behaviorally for greater efficiency.  With built in milestones, world class best practices, verifiable outcomes and sales tools in your newly mapped sales process, you’re ready to advance opportunities with a higher probability of success leading to increased revenues and improved profitability.

What’s in it for you?

-Process means improved quality, effectiveness, efficiency, reliability, repeat-ability, predictability, and manageability

-Engage in hands-on exercises leading to a future state sales process map at the end of the workshop

-Put in place activities and tools designed to elevate customer relationships from vendor to trusted problem solvers and advisors

-Learn a repeatable process to effectively adjust to changing conditions and to facilitate market diversification


Value Add: Receive 2-hours of post-workshop coaching support (virtual)

Bring a team (leadership, outside and inside sales, engineering, marketing, product development) to begin this creative process!

*Onsite training customized for your company available for 5+ people (contact us for details).


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.

Email with any questions. Please register by Friday July 14, 2017. 

When registering a team, please select “invoice” under payment options.



Attendee Information

Bookings are closed for this event.

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