Buyers Don't Search for Vendors. They Ask AI to Recommend One.
A 90-minute session for B2B owners and the people who run their marketing, on how buyers use AI to choose vendors and what it means for next year's budget.
Who This Is For
This session is for the CEO, owner, or marketing leader of a B2B company that sells a considered purchase. Most who attend run companies between $5M and $30M in revenue.
Come if any of these sound familiar:
Traffic is down, leads are down, and nobody has given you a clear reason why.
Your AEO, GEO, or AI visibility reports look good, but the leads have not followed.
An agency sent you a proposal for AI visibility work, a website redesign, or a bigger retainer, and you want an independent read before you sign.
You approve the marketing budget every quarter and cannot tell whether it is going to the right tactics.
Wednesday, December 2, 2026
9:00 AM Pacific · 90 minutes · Live on Zoom · Free
Live only. Not recorded. Ask questions as we go.
What Happens in the 90 Minutes
About 60 minutes of content and 30 minutes for your questions. Ask them as we go, not at the end.
Part 1. Why your marketing stopped working
Your traffic dropped, and so did your leads. The instinct is to get the traffic back, or to shift from ranking on Google to being visible in AI search. The answer is something different. In this webinar you will see what actually changed, why it changed, and why the fix is not chasing share of voice or AI visibility.
Part 2. How AI processes the buyer's conversation
When buyers ask AI for a recommendation, they do not ask a simple question like “what is the best CRM for manufacturing companies?” That one-turn question is what most AEO and GEO agencies optimize for. It may get you visible or mentioned. But buyers don’t ask a simple one-turn question.
Instead, buyers have a multi-turn conversation with their AI research assistant. They tell it who they are, what problems they are trying to solve, and what they are looking for in a vendor. Then they ask it to match those requirements against vendor capabilities and recommend a shortlist.
In this webinar, you will see how AI processes this complex conversation to build the buyer’s shortlist.
Part 3. How to increase the odds of making the shortlist.
Buyers have not stopped researching vendors. They have outsourced the research to AI. And AI does not read websites or gather information the way a person does. You will learn what it reads, what it skips, and the one change that makes every marketing channel you already pay for work harder.
What You Leave With
Why chasing AI visibility is probably not the way to get more qualified leads.
Visibility means AI can find you. But AI visibility is not the only way your best customers discover you, and being found is not the same as being recommended.
What to focus on to increase the probability that AI returns an accurate answer about you.
An AI researcher processes your website very differently from a human researcher. This webinar will show you what information your website needs to have and how to organize it for AI retrieval.
Why Now
The shift in buyer behavior, from using AI as a search engine to using it as a research assistant, is already well underway.
Most companies and their agencies are still running the same playbook: create content to gain share of voice and brand visibility in AI search.
Once you understand why and how buyers use AI to shortlist vendors, you can make an informed decision about where your marketing budget goes: toward more visibility metrics, or toward making the shortlist.
Wednesday, December 2, 2026 · 9:00 AM Pacific
90 minutes · Live on Zoom · Free
Live only. Not recorded. Ask questions as we go.
Questions: David@dowhat.works
About David Lee and How I Get Paid
I am David Lee, an independent B2B marketing strategist focused on how buyers use AI to choose vendors.
I have an economics degree from UCLA and an MBA from USC. I worked for Deloitte Consulting and owned a HubSpot agency. I teach this program to CEO peer groups as a certified Vistage speaker.
How I get paid. I run the AI Shortlist Audit, a two-week diagnostic that tests whether AI recommends your company when a buyer like your best client asks. It costs $10,000. I do not sell implementation. I do not have a retainer. I do not take referral fees.
This webinar is not a sales presentation for the audit. It is the 90-minute version of the program I deliver to Vistage CEO groups, and the framework is yours to use whether or not we ever speak again.