Complete Story
09/27/2025
017. Capture the Invisible Sale: Build Your Modern Marketing Engine
Instructor: Bob DeStefano
Level of Complexity: Intermediate
1:30 PM - 4:00 PM
Marketing used to be about generating awareness. Today, it’s about getting shortlisted. Today’s B2B buyers do their own research, ask AI for recommendations, and quietly narrow down vendor options—long before reaching out to sales. If your company isn’t showing up early in that journey, you’re already out of the running—and losing deals you never even knew you were competing for. In this session, you’ll learn why random acts of marketing—some SEO here, an email blast there—no longer work, and how to build a system that does. We’ll break down the proven 3-part Marketing Engine framework designed to help you capture the Invisible Sale. You’ll walk away with a clear, actionable framework you can use immediately to get found earlier, build trust faster, and get chosen more often, before buyers ever talk to your sales team.
Bookstore
Value-Added Selling (4th Edition)
Paul Reilly & Tom Reilly
“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.
Value-Added Selling, 4th edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price. Visit www.TomReillyTraining.com for more information on this important message.
