680 - The 28 Moments Your Clients Use to Choose Without You
About this episode
In this episode, Paul Higgins discusses the shifts in the buyer's journey for tech business owners and the importance of early engagement in the sales process.
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
More episodes of Paul Higgins Podcast
- 687 - Why Your Face Outranks Your Company with Gideon Shalwick
- 686 - 28 Moments Decide the Deal Before You Know It Exists
- 685 - Why Your Client Will Ask for 5 on 60 Next Month
- 684 - 73 Minutes to Stop Running Two Businesses at Once
- 683- Get Specific, Get Rich, or Get Out with Jay McBain
- 682 - 82% of Tech Partners Are Not AI Ready Are You
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