PNW OSSIA/WASEIA 2026

**NABCEP & BCD CEU SESSION: You must check into each session on the Conference APP and stay for the entire session to receive CEU credit.**

Are you adding storage-based systems to your services? In this one-hour session, learn the basics of microgrid design and functionality from Mayfield Renewables engineering consultants. How is a microgrid defined? What functions can these complex systems perform? Join this session to explore topics such as islanding, load selection, typical components and configurations, controls coordination, and more.

**NABCEP CEU SESSION: You must check into each session on the Conference APP and stay for the entire session to receive CEU credit.**

This session breaks down what it actually takes to win in solar sales today, drawing from over 30 years of sales experience and more than 15 years in the solar industry across racking, storage, and balance of system products. Rather than focusing on theory or product specs, this presentation centers on how top performers consistently close business by mastering conversations, positioning value, and moving with speed.

The session will cover key sales categories including differentiation, customer engagement, lead follow up, and closing strategy. Subtopics include how to uncover real customer pain points, how to translate technical features into financial and operational value for installers, how to manage distributor relationships, and how to maintain momentum through disciplined follow up. Attendees will also learn how to adapt their approach based on different customer profiles and how to sell in uncertain or slower market conditions.

This session is most relevant for solar sales professionals, account managers, and business development leaders working with installers, EPCs, and distribution partners. It is especially valuable for those selling hardware, storage, or BOS products where differentiation is often difficult and competition is high.

**NABCEP CEU SESSION: You must check into each session on the Conference APP and stay for the entire session to receive CEU credit.**

Review of finance landscape and after FEOC requirement changes with a focus on how to plan for success going forward.

**NABCEP CEU SESSION: You must check into each session on the Conference APP and stay for the entire session to receive CEU credit.**

For many people, the idea of “selling” sparks discomfort. It can feel like pushing, persuading, or—worse—manipulating. But consultative engagement isn’t about convincing someone to buy something they don’t need. It’s about having a structured, respectful conversation that uncovers needs, explores fit, and builds genuine trust.

This session is a practical, confidence-building workshop designed for people who don’t typically come from a sales or marketing background, but still need to win support for their work. During our time together we will break down the sales conversation into clear, manageable steps so you can guide discussions with decision makers without feeling like a "salesperson".

What You’ll Learn

How to Structure the Conversation
Divide your time into three equal parts—discovery, pitch, and next steps—so every engagement has flow and purpose.

Simple Discovery That Works
Learn to start the conversation with simple questions to naturally build rapport and an understanding of your prospect’s situation.

What to Include in Your Pitch
Discover the essential elements that make a message clear, relevant, and memorable—without overwhelming your audience.

Closing with Confidence
Move from conversation to qualification and next steps using the BANT framework (Budget, Authority, Need, Timing), so your meeting ends with clarity instead of amibiguity.

Why Attend?

You’ll learn a repeatable framework for introductory sales conversations that build trust and save time.

You’ll feel more confident connecting with decision makers without “selling” in the stereotypical sense.

You’ll gain tools that make discovery and pitching feel natural, even if sales has never been part of your job.

You’ll walk away ready to approach your next client or stakeholder conversation with clarity and calm.

This isn’t about becoming someone you’re not. It’s about using a consultative approach to share your expertise, understand real needs, and open doors to meaningful opportunities.

Let’s go from avoiding sales to owning the conversation. Your story deserves to be heard."

**NABCEP CEU SESSION: You must check into each session on the Conference APP and stay for the entire session to receive CEU credit.**

Ever wonder how solar companies with bad reputations keep getting customers? Or why those customers don't get multiple quotes? This presentation will cover how high pressure marketing and deceptive practices snare solar customers and what policies and business practices can help shift the dynamic.