Do you know if you’re showing up?
Your buyers aren't Googling anymore. They're asking ChatGPT, Perplexity, and Claude for vendor recommendations. If you read this newsletter, you likely already know that.
Yet, most B2B companies have no idea if they're even in the conversation.
I've been testing this with marketing leaders over the past few weeks. The results are eye-opening. And not in a good way. If you’re wondering if your company is showing up in AI search results, this issue is for you.
Start with the Beginning
Most B2B companies assume they're invisible in AI search because they haven't "optimized for AI" yet.
But here's what's actually happening: AI isn't just reading your website. It's reading everything about you.
AI builds recommendations from:
Review sites (G2, Capterra, TrustRadius)
Reddit threads and community discussions
Case studies and customer stories
Industry publications and practitioner blogs
YouTube videos and podcasts
Even your competitors' comparisons
Your website is just one data point. And if the rest of your digital footprint is thin, outdated, or nonexistent, AI has nothing to cite.
This isn't about keywords. You can't stuff your homepage with "best [category] tool" and expect AI to recommend you.
This is about authority and presence across the entire buyer journey.
The companies showing up in AI results aren't doing one thing right. They're doing everything consistently: reviews, community engagement, content, case studies, third-party validation.
So before going all in on "AI optimization," you need to know where you stand.
Are you even in the conversation? Are your competitors? What sources is AI citing—and why aren't you there?
Start by running these 10 queries. Here's what I want you to do this week:
Run 10 queries in ChatGPT (or Perplexity, or Claude). See if your company shows up. See who does.
The 10 Queries to Test
Early Stage (Awareness):
"What are the biggest challenges in [your category] right now?"
"What should I look for when evaluating [your solution type]?"
"How do companies typically approach [problem you solve]?"
Mid Stage (Consideration):
4. "What are the best [your category] tools for [specific use case]?"
5. "Compare [your company] vs [competitor] vs [competitor]"
6. "What do people say about [your company] on Reddit?"
Late Stage (Decision):
7. "Show me case studies for [your solution] in [industry]"
8. "What are common implementation challenges with [your product]?"
9. "What integrations does [your company] support?"
10. "What's the ROI of [your solution type]?"
What to look for:
Does your company get mentioned?
Do your competitors show up?
What sources does AI cite? (G2 reviews? Reddit threads? Case studies?)
Are you invisible in queries where you should dominate?
Run the test. Take notes.
Because if AI isn't recommending you, your buyers aren't finding you. And that's a pipeline problem disguised as a discovery problem.
Next week, I'll break down what AI actually cites, and why it's probably not your website.
Now, go test!
Shannon
