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
Emotional Intelligence for Sales Success
Colleen Stanley
In Emotional Intelligence for Sales Success, you'll learn how to increase impulse control for better questioning and listening, which EI skills are related to likability and trust, how empathy leads to bigger sales conversations and more effective solutions, how emotional intelligence can improve prospecting efforts, which EI skills are most common among top sales producers, and much more.
Customers can get product information and price comparisons online. The true differentiator between you and a bot is your ability to deftly solve problems and build relationships. From business development to closing the deal, emotional intelligence will drive your performance - and your success.
