AI-Ready Buyer™ Insights
Decode how AI shapes your buyer’s decision
Boardroom-ready frameworks, research, and playbooks for GTM leaders navigating the shift to AI-mediated buying. Before the RFP. Before the demo. Before your pipeline knows it’s happening.
25+
Years buyer psychology
15+
Named frameworks
Editor’s Pick
Frameworks
What AI Tools Say About Laura Lake — And What I’m Doing About It
The most credible audit is the one you run on yourself. This diagnostic applies the AI-Ready Buyer™ methodology to AI-Ready Buyer™ Research — five queries, three platforms, verbatim results, Trust Layer™ score, and the activation plan already in motion.
March 23, 2026 · 12 min read
Recent Frameworks
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What AI Tools Say About Laura Lake — 32 Days Later
18/35 → 26/35. Same five queries. 32 days later.
May 19, 2026 -
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- Frameworks
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- Strategy
The Objection That Kills the Deal Before the Deal Exists
Your pipeline doesn’t show it and your CRM can’t track it, but AI is already shaping how safe you look to cautious stakeholders. It defines the ghost objection and shows how to diagnose it inside your signal architecture.
May 2, 2026 -
Better Targeting Didn’t Move the Number. Here’s Why.
You tightened the ICP. You cleaned up account selection. You layered in intent data. The team ran the playbook correctly. The number didn’t move. Here’s what precision targeting doesn’t fix.
April 23, 2026 -
The Job Description Most Go-to-Market Teams Don’t Have Yet
AI answer engines have been forming your shortlist for at least two years. The CMO sees content, the CCO sees earned media, Sales sees the pipeline after the verdict is already in — but no one is accountable for reading what AI actually decided in the middle. This piece names the missing seat on the org chart and writes the job description for the AI Buyer Behavior Analyst: the role that reads what AI is saying about you and turns those signals into pipeline decisions.
April 21, 2026 -
Gartner Handed AEO to Communications. That Doesn’t Close the Ownership Gap — It Names It.
Gartner just handed answer engine optimization to Communications. Their own numbers describe a buyer-behavior problem Marketing and Revenue haven’t staffed for yet.
April 17, 2026 -
Dark Social Isn’t the Problem. The Silent Committee™ Is.
Dark social isn’t a measurement gap — it’s the Silent Committee™ at work. Here’s the structural condition underneath it and what revenue teams can actually do about it.
April 16, 2026 -
What AI Tools Say About Laura Lake — And What I’m Doing About It
The most credible audit is the one you run on yourself. This diagnostic applies the AI-Ready Buyer™ methodology to AI-Ready Buyer™ Research — five queries, three platforms, verbatim results, Trust Layer™ score, and the activation plan already in motion. The query set isn’t proprietary. What it surfaces about your signal environment is.
April 14, 2026
More Frameworks
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Research notes and analysis for GTM leaders — published on Substack, free to subscribe.