You didn't lose that deal in the proposal. You lost it six months earlier, before the prospect ever found your name. In this episode, I break down why the buyer's journey for tech business owners has shifted, why AI is accelerating it, and why most owners are still showing up only at the last two touch points and wondering why win rates feel random. I walk through the channel analyst data from Jay McBain on the 28 touch points in a modern B2B buying journey, and I share the three fixes that decide whether your business compounds or flat lines over the next five years. If you are tired of being invisible in the early part of your client's buying journey, this one is for you.

Resources and Links

Jay McBain on The Paul Higgins Podcast: Episode 435
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Suggested resources

680 - The 28 Moments Your Clients Use to Choose Without You