04/28/2026
After a successful debut in 2025, the Sales Engineering Workshop at the Best Practices EXPO & Conference is returning and expanding for the 2026 event. There will be two Sales Foundations sessions and a Precision Prospecting session, both designed to help technical product experts build practical, confidence‑building sales skills. The event will be held at the Indiana Convention Center in Indianapolis, Oct. 13-15. Click here to register.
“This was one of the best sales engineering workshops I’ve been to in the last several years. This was totally relevant information for industry,” said Nathan Toro, Sales Consultant, Mobile Mechanical Services, about the debut Sales Engineering Workshop at the Best Practices 2025 EXPO & Conference.
Sales Foundations
This session introduces the core skills needed to confidently engage prospects and guide conversations that lead to revenue. Topics include the formal sales process, earning meetings with new prospects, discovery questions, qualifying questions, closing skills and designing conversations that move opportunities forward. The session will be offered twice – Oct. 13 and 15, 8 to 11 a.m. Attendees receive 3 PDH credits.
Precision Prospecting
This fast-paced, practical session focuses on building a reliable prospecting system. Attendees learn how to identify ideal targets, craft outreach that earns responses and create a repeatable process for filling the sales pipeline. It takes place Oct. 14, 9:30 to 11 a.m. Attendees receive 1.5 PDH credits.
Instructor Mark Allen Roberts, CEO, OTB Solutions
The workshops will be led by Mark Allen Roberts, CEO, OTB Solutions. For over 35 years, Roberts 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.
“I like that Mark Allen Roberts involved us in the Sales Engineering Workshop, asking the audience questions and having us role‑play. I learned about asking higher‑quality, open‑ended questions. This was better than any conference I went to last year,” said Bonnie Nichols, Sales Specialist, ADG Concepts, about the 2025 event.
Secure Super Early Bird rates when you book by June 30. Contact Kimberly Hill for group discounts at [email protected]. Register at https://cabpexpo.com/registration-2026.
About Best Practices 2026 EXPO & Conference
The Best Practices 2026 EXPO & Conference is the leading North American event focused on sustainable, safe and reliable on-site utilities powering automation. The event takes place Oct. 13-15, 2026, at the Indiana Convention Center in Indianapolis. Attendees come from engineering firms, manufacturing plants and equipment companies responsible for specifying, purchasing, operating, selling and maintaining on-site utility equipment in industrial compressed air, nitrogen, blower/vacuum and HVAC/process cooling systems. https://cabpexpo.com
