SmartBriefOctober 2026
AEO starts before you write a word
Preserve exact customer language beside the interpretation so AI discovery and content strategy reflect the problems buyers are actually trying to solve.
Read at SmartBriefEnterprise technology, writing, and a few projects
Most decisionsare not hard.They are unclear.
I help revenue teams find the decision underneath the one they are stuck on. I write about it here, and I sell enterprise technology for a living.
02
Some of the work
Found two people missing from the deal and rebuilt the account plan around how the whole group would decide.
One session naming what it was costing to keep all four, instead of arguing about which was best.
Rewrote the first three sentences, then rebuilt the site and intake to match them.
Published elsewhere
More publications
- CustomerThinkEditor’s PickAI Discovery Fails When Customer Language Is Treated as a Keyword List
- SalesPOP!When Your Sales Champion Goes Quiet: Find Out What Changed Before You Follow Up
- IVRIS TechB2B Buying Decisions: How Sellers Build Confidence
- HG InsightsFrom Reviews to Representation: Customer Voice in the Age of AI
04
Practical guides
- G 01Enterprise sales
How to Map an Enterprise Buying Group
A buying group map is useful only when it changes what you do next. The goal is not to draw the org chart. It is to understand how the decision will actually get made.
- G 02Enterprise sales
What to Do When Your Sales Champion Goes Quiet
Silence is not a diagnosis. When a champion goes quiet, your job is to learn what changed before you try to create more pressure.
- G 03Decision making
The Decision Clarity Scorecard
Most stalled decisions do not need more activity first. They need the ambiguity made visible.
- G 04Trust
Trust-Rich Growth: A Practical Framework
Trust is not a soft value sitting beside the commercial system. It changes the cost, speed, and quality of almost every interaction inside it.
- G 05AI discovery
Customer Voice in AI Discovery: What B2B Teams Should Build
In AI discovery, your brand is increasingly represented by an answer assembled from evidence across the web. Customer voice matters because it gives that answer something independent to trust.
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