The B2B Buying Experience With AI: What Changes? — The Dave Gerhardt Show (from Exit Five)

#304 | AI Buying Shift | This episode is from a recent Exit Five live session where I pulled together Lindsay O'Brien (Head of Marketing & Operations, Predictiv), Tom Wentworth (CMO, incident.io), and Aditya Vempaty (VP of Marketing, MoEngage) for a real talk on how AI is completely rewiring the B2B buying journey. We got into why buyers no longer need your pretty funnel, how AI-powered research changes the sales call, and what that means for your GTM strategy.

Timestamps

(00:00) - – Intro + Dave Sets the Stage
(02:00) - – How AI Is Changing B2B Buying
(09:00) - – The Big Shift: Taste, Unscalable Work, and Distribution
(14:00) - – Getting Exec Buy-In for “Unmeasurable” Marketing
(18:00) - – Does the Funnel Still Matter?
(22:00) - – Dead Tactics: Gating, A/B Testing, Lead Score Theater
(27:00) - – AI That Actually Works (Real Use Cases)
(34:00) - – Team Size, Skills, and the New CMO
(40:00) - – Authenticity vs AI: Creative, Video, and Brand
(55:00) - – Content Attribution + Final Takeaways

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