Hello again, thanks for joining us for episode 21! In this episode, we welcome George Bryant, who is a marketing and customer journey expert. He starts by discussing the customer journey and the importance of understanding the sales cycle. He emphasizes the need to focus on the 97% of customers who are not ready to make an immediate purchase, and also highlights the importance of addressing the post-purchase phase and ensuring that customers feel supported and guided. The conversation covers common mistakes in the customer journey, such as the zone of doubt, the inverse journey, and drowning the journey. George stresses the importance of meeting customers where they're at and providing clear next steps. Overall, the conversation emphasizes the significance of building relationships and prioritizing customer success, because relationships beat algorithms.