Industrial Marketing Masterclass
How Industrial Buyers Find Suppliers Today
Your next qualified buyer is searching for what you sell. Will your company make the shortlist?
Buyers don’t just Google anymore. In this practical masterclass for manufacturing and distribution leaders, you’ll discover:
- The four gateways buyers use to find and evaluate suppliers
- Why capable companies disappear before sales ever gets involved
- What to fix first to become easier to find, verify, and trust
LIVE
Presented By Bob DeStefano
30 years helping manufacturers and distributors get found, generate leads, and win more business
Register Now!
- Tuesday, September 29, 2026
- 11am ET
Free. Practical. Built for Manufacturers and Distributors.
You Can't Win a Deal You Never Knew Existed
Referrals, relationships, and Google still matter. But buyers now use AI, industry directories, and peer networks too—often building an entire shortlist without ever contacting the suppliers they consider. If your company isn’t visible where they look, you may never know the opportunity existed.
This masterclass will show you how buyers build their shortlists, why capable suppliers get overlooked, and what to fix first.
What you will Learn
How Buyers Build Their Shortlist
Learn how industrial buyers discover, compare, and narrow suppliers — often before they visit your website, send an RFQ, or contact sales.
The Four Gateways Buyers Use
Discover the four gateways buyers move through to find answers, verify options, and decide which suppliers deserve a closer look.
Why Proven Suppliers Get Overlooked
Learn why strong capabilities, deep experience, and a solid reputation may not be enough—and what makes your expertise easier to find and trust.
What Earns Buyer Confidence Today
Learn what buyers need to recognize a clear fit, understand why you are different, believe your claim, and feel confident taking the next step with you.
Plus - Your Supplier Shortlist Playbook
Take home a practical guide you can begin using immediately to find your biggest gaps, focus your team, and know exactly what to fix first.
About the Presenter
Bob DeStefano, president of SVM Industrial Marketing, is an Industrial Growth Strategist, author and professional speaker with more than 30 years of experience exclusively helping manufacturers and distributors grow leads, sales and profits.
He is the author of Old Dog, New Clicks and the forthcoming book The Hidden Pipeline: Why You’re Losing Deals You Never Knew Existed. Bob is STAFDA’s Endorsed Marketing Consultant and a faculty member at the University of Innovative Distribution. He has spent his career helping clients win business as buyers changed how they research and choose suppliers — from the first Google searches to today’s AI-generated answers — the shift at the center of this session.
This Masterclass is for You If:
- You lead a manufacturing or distribution company seeking qualified opportunities
- You suspect buyers are building shortlists without you
- You want a more predictable way to generate new business
- You want a practical, non-technical plan to grow your business
Reserve your seat now and stop losing deals you never knew existed.
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