The B2B Buyer Journey Has Gone Agentic: Key Takeaways from Our Webinar with Trendemon

On March 18, AIM B2B CEO Robert Heldt and Trendemon COO Halel Porat shared data that should make every B2B marketer rethink their website strategy. The buyer journey has gone agentic, meaning AI-driven and self-directed and your website may not be ready for it. Here are the highlights:

Shortlist is built before buyers reach you

B2B buyers now complete up to 80% of their journey in the dark funnel, using tools like ChatGPT to research, compare, and rank vendors before a single sales conversation takes place. According to the 6sense 2025 B2B Buyer Experience Report, buyers already know four out of five vendors they plan to evaluate on Day one and 85% set most of their requirements before making first contact.

By the time someone lands on your website, they are not browsing. They are validating. And the vendor who leads at the end of the Selection Phase wins 76% of deals.

Website problem nobody talks about

If your website cannot provide direct answers instantly, you are not just losing a visitor. You are falling off the market.

Most B2B websites were built for a buyer who no longer exists. Today’s high-intent visitor wants one specific answer, immediately. Generic chatbots make it worse because they are context-blind. They do not know which company is visiting, where that buyer is on the journey, or what question actually matters to them at that moment.

What an answer engine actually does

Halel Porat walked through how Trendemon Signal closes this gap by combining content intelligence with visitor context. It identifies the account, persona and buying stage behind each visit to serve the right answer at the right moment. It also captures the exact questions buyers are asking and routes them to the sales team as intent signals, giving sales development representatives the language prospects are already using before outreach begins.

The practical part: teams can go from setup to a fully live pilot program in 20 days.

Q&A Highlights

Here are some of the questions attendees asked during the live session.

How does the engine know which page or piece of content to pull from?

Trendemon Signal scans every page on your website completely, not just URLs or images. When a visitor asks a question, it can draw from any page on the site to build the most accurate answer, similar to how ChatGPT synthesizes responses from multiple sources.

Does optimizing for GEO mean dropping SEO?

No. Optimizing for GEO and SEO largely overlap. What you do to improve AI readability also helps search engine rankings, because search engines are increasingly analyzing content the same way AI models do.

How quickly can the engine start giving useful answers after setup?

Typically two to three days, depending on website volume and traffic. The platform scans your content, learns from visitor engagement and begins serving answers quickly.

Does the engine improve over time?

Yes. It adapts based on ongoing visitor questions and engagement. You can also create guided questions in the backend with preset answers for high-priority topics.

How do buyers get from ChatGPT to your website?

AI platforms surface links alongside their answers. When a buyer clicks a source snippet that matches what they are looking for, they land on your website. If you have Google Analytics set up, you can track this traffic directly as it often carries a URL parameter identifying the AI platform as the referral source.

Is accuracy more important than ranking in AI search results?

Yes. If a Large Language Model (LLM) surfaces inaccurate information about your product or service, that is the bigger problem. Making sure your website provides clear, factual content is what ensures AI tools represent your brand correctly, regardless of where you rank.

FAQ

Watch the full session

Robert and Halel covered a lot more in the live session, including a full product demo, a four-step framework for turning your website into an answer engine and strategies specific to Japan and Asia-Pacific (APAC) markets. Watch the full session on YouTube.