Summary:

In this podcast episode, Joel Harrison and Sarah Aird-Mash discuss the evolving landscape of B2B marketing, focusing on the impact of generative AI on search behavior, the importance of trust, and the metrics that matter. They explore how smaller brands can leverage their authenticity, the necessity of human engagement in sales, and the role of content in building relationships. The conversation also touches on the significance of third-party validation and the need for marketers to adapt their strategies in light of AI advancements.

Takeaways

• Generative AI is reshaping search behavior and content consumption.
• Businesses prioritize quality leads over traditional metrics.
• Smaller brands can leverage authenticity to stand out.
• Human engagement remains vital in B2B sales processes.
• Content is essential for building brand authority.
• Third-party validation is important for trust-building.
• Marketers need to optimize for generative AI in their strategies.
• Gated content may be losing its effectiveness.
• Building community is becoming a key focus in B2B marketing.

Chapters

00:00 - The Rise of Generative Engine Optimization

04:26 - Understanding the Shift in Search Behavior

09:29 - The Paradox of Trust in AI

12:32 - The Importance of Thought Leadership

16:13 - Building Trust with Indirect Channels

19:23 - Conducting a GEO Audit

22:14 - Evolving Content Strategy for GEO

24:28 - Rethinking Gated Content Strategies

25:22 - The Evolution of B2B Marketing Metrics

30:06 - The Authority Arms Race in B2B

31:00 - The Role of Humans in B2B Sales

33:12 - The Future of AI in Marketing