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Small Business in Focus: B2B Sales: A Buyer‑Centric Approach

Tuesday, October 27, 2026 (8:00 AM - 10:00 AM) (EDT)

Description

Join us for a practical and interactive workshop for Greater Rochester business leaders on Tuesday, October 27 from 8:00 to 10:00 AM at the Golisano Institute for Entrepreneurship. This session, part of our Small Business in Focus series, will focus on B2B Sales: A Buyer‑Centric Approach, presented by Pat Schreckengast, Managing Director, Western NY, GrowthX.
Learn a modern sales approach that replaces scripts and pressure with clarity, confidence, and credible customer conversations. Walk away with tools you can use immediately to improve targeting, outreach, conversations, pipeline management, and responsible AI use.

What you’ll learn:

  • How to clarify who you truly serve: sharpen targeting and identify ready‑now buyers.
  • How to craft messaging that earns engagement: translate features into business outcomes and lead with insight.
  • What makes a structured, high‑trust conversation: replace scripts with a repeatable conversation architecture that uncovers real buying signals.
  • How to implement pipeline discipline: focus on meaningful metrics, run effective weekly reviews, and improve forecast accuracy.
  • Practical AI applications: responsibly integrate AI to boost preparation and productivity without losing credibility.

Program Timeframe:

  • 8 to 8:30 AM - Registration/Networking
  • 8:30 to 9:30 AM - Formal Program
  • 9:30 to 10:00 AM - Optional Tour of Golisano Institute for Business & Entrepreneurship 
This workshop is ideal for B2B sales professionals, business leaders, and anyone responsible for revenue generation. You’ll leave with practical revenue tools and a modern framework for buyer engagement that you can implement immediately.

Registration Details: Please register online by Tuesday, October 20th to secure your spot. This event is complimentary and open to members only, but seats are limited due to space constraints. 

If you wish to sign up as a sponsor for this event or have any questions, contact Events Manager Cassidy Pendell at Cassidy.Pendell@GreaterRochesterChamber.com.

Event Sponsor: $500 

  • Company name listed on all event materials and promotions
  • Social posts showcasing sponsorship on all our social channels
  • Access to send up to 2 reps to the event
  • Option to place marketing materials on the registration table, or a dedicated vendor table, depending on the venue's space limitations. Inquire for more details.

Additional sponsorship options are available HERE.

Greater Rochester Chamber acknowledges the generous support of our 2026 'Premier Access Event Series' Sponsors: Community Bank N.A., Harris Beach Murtha, & Indotronix Avani

Click here to learn more about our Small Business in Focus initiative.
Pricing

Complimentary to Greater Rochester Chamber Members Only. Coffee will be served. 

All employees of member organizations are considered members. Not sure if your company is a Chamber member? Click here for our member directory. 

Please reach out to our Events Manager Cassidy Pendell if you need assistance with your member registration or if you have any questions.
Golisano Institute for Business & Entrepreneurship
150 Sawgrass Drive
Rochester, NY 14620 United States
Event Contact
Cassidy Pendell
(585)944-5080
 Send Email
Tuesday, October 27, 2026 (8:00 AM - 10:00 AM) (EDT)
Categories
Small Business in Focus
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