Ep 3 — The Dark Funnel: The Buyer Has Already Decided

By the time most buyers talk to a sales rep, they've already made up their mind. Not a final decision — but a direction. A lean. A shortlist built without you in the room. Seventy percent of the buying journey now happens in spaces you cannot see: private Slack communities, peer conversations, Reddit threads, dark social shares, and LinkedIn DMs that never touch your CRM. This is the dark funnel. And if you are not present in it, you are not in the running. This episode is about how modern revenue teams earn presence before the conversation starts — through content that circulates in private spaces, through community credibility, through intent data that reveals the invisible journey. The companies winning today did not wait to be found. They made themselves findable in the places buyers actually trust.