Complete Story
11/13/2026
001. Win the Hidden Pipeline: Get Found, Trusted, and Chosen by Today’s Buyer
Instructor: Bob DeStefano
Level of Complexity: Intermediate
10:15 AM - 12:15 AM
Not long ago, buyers had to call you to get answers. Today they do their own research online and ask AI for recommendations. Many build their shortlist without ever contacting you. That's the Hidden Pipeline: deals decided out of sight. Deals you never knew existed. It costs you twice: qualified opportunities that never surface, and informed buyers who do reach out, only to be treated like blank slates and pushed toward price instead of expertise. Random acts of marketing (some SEO here, an email blast there) won't fix it. Neither will a sales process built for yesterday's buyer. In this session, you'll learn how today's buyers find, understand, and evaluate your company. You'll also learn how marketing and sales must work as one system: marketing makes you visible and credible while buyers research on their own; sales builds on what informed buyers already know so they choose you for expertise, not price. You'll walk away with a prioritized action plan to get found, trusted, and chosen across the full buying process.
Bookstore
Achieving Effective Inventory Management – 6th Edition
Jon Schreibfeder
Achieving Effective Inventory Management, 6th Edition, based on our most recent research and up-to-date “best practices”, provides a complete guide for managing a large and often troublesome asset: inventory.
The economic challenges facing distributors today have resulted in EIM conducting a thorough review and update of the entire 5th edition. This update, coupled with discussions regarding the impact and adjustments that the current economic challenges have produced in all areas of inventory management, has produced our new 6th edition.
This book helps you achieve the goal of effective inventory management — to meet or exceed customers’ expectations of product availability with the amount of each item that will maximize your organization’s net profits or minimize its total inventory investment.
