686 - 28 Moments Decide the Deal Before You Know It Exists
About this episode
In this episode, Paul Higgins discusses the critical moments that influence purchasing decisions in SaaS, featuring insights from channel analyst Jay McBain.
A buyer in your niche just picked their SaaS partner. It wasn't you, and you never knew the deal was happening. In this episode I break down what Jay McBain, the most quoted channel analyst in the world, told me about the 28 moments that now decide every considered purchase, and why the deal is usually won or lost at moments 10 through 12, long before a salesperson knows it exists. I explain why waiting for the platform to send you a lead is finished, and I walk through the exact buying journey of a Salesforce buyer who books a call with a partner she has never spoken to. If you feel invisible while smaller, sharper partners keep landing the work you should be winning, this one is for you. Resources and Links Jay McBain on The Paul Higgins Podcast: Episode 683 - Get Specific, Get Rich, or Get Out with Jay McBain Need help with your WHO and WHAT decisions? Apply for a FREE Multiplier Call Book a Decision Session here Previous episode: 685 - Why Your Client Will Ask for 5 on 60 Next Month 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
- 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
- 680 - The 28 Moments Your Clients Use to Choose Without You
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