The B2B Shortlist Is Forming Earlier. Will Your Brand Make the Cut?, feat. Victoria Albert

The B2B shortlist is forming earlier than most marketers realize. Buyers are using AI, peers, independent research, and past experiences to evaluate vendors before they ever raise their hand, which means your brand may be in or out of consideration before sales sees a signal.

Lori Jones talks with Victoria Albert, CMO of Infuse, about how marketers can influence this invisible buying window. They explore why brand gets you considered but credibility and proof help you win, how AI is creating a sea of sameness, and why original content, AEO/GEO visibility, and answers to real buyer questions are becoming essential to B2B marketing strategy.

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==Let's Break It Down==

• 00:00 The invisible B2B buying window
• 02:25 The Day 0 to Day 1 framework
• 04:15 B2B buyers are getting faster and more private
• 06:50 Why traditional demand generation is falling behind
• 08:55 The B2B funnel is collapsing
• 10:32 Brand gets you in the room, proof helps win
• 12:13 How AI is industrializing sameness
• 16:34 The operational challenge behind AI adoption
• 20:11 The confidence paradox in AI-assisted buying
• 21:21 Which information sources B2B buyers trust
• 23:46 Brand awareness and the dark funnel
• 25:24 AI confidence across the buying group
• 28:53 What modern CMOs need to change
• 29:28 The AI personalization execution gap
• 31:18 SEO vs. AEO and GEO investment
• 32:56 How to audit your brand's visibility in AI
• 36:09 Where to find Victoria's B2B research
• 36:49 Being found is not the same as being believed
  
  

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