cornerstone

The middle of the funnel did not disappear. It moved into AI systems, and most B2B vendors have no presence there. Buyers still evaluate vendors, compare capabilities, and build business cases before making a purchase decision. They just do all of that work through Perplexity, ChatGPT, and Claude instead of through calls with your sales … Read more

Prospect Experience is the sum of every interaction, impression, and inference a prospective buyer forms about a vendor during the research and evaluation phase, before they identify themselves. It includes what AI systems say about you, what review sites and comparison pages say, what your website communicates, what other buyers say in community discussions, and … Read more

The vendor that wins a B2B deal was already on the buyer’s shortlist before the first sales conversation 95% of the time. That shortlist was built in channels your team cannot see, cannot track, and currently cannot influence. AI just made that problem significantly harder — and for the first time, genuinely solvable. B2B decision-makers … Read more