Be the Answer AI Gives

Jenna Hannon on the moment buyers stopped researching in Google and started researching inside ChatGPT — and what that does to the sales call.

For most of marketing history, the first sales call was where the buyer learned about you. They showed up with questions. Your rep had answers. The pitch happened in the room.

Now they show up with the answers already.

The buyer opens ChatGPT on a Tuesday afternoon, asks what the best platform is for their problem, and gets a synthesized shortlist in 30 s…