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
Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call
Book a Decision Session here
Previous episode: 679 - The LinkedIn Secret Filling Tech Business Owners' Calendars with Donald Kelly
Check out more episodes of the Paul Higgins Podcast
Subscribe to our YouTube channel: @PaulHigginsMentoring
Join our newsletter
Suggested resources