When buyers move faster than sellers — how to win in the AI-first era.
B2B buyers aren’t waiting around anymore.
They’re asking AI for vendor recommendations, comparing options, and building shortlists before a single rep ever gets involved — and most go-to-market teams are wildly unprepared for that shift.
In this roundtable, I’m joined by three powerhouse operators across product, AI search, and customer success to unpack how buyer behavior has changed and what revenue leaders actually need to do about it:
👩💻 Reut Lazo — Co-founder & Co-CEO, WomenXAI
Product leader known for building user-centric, AI-forward products that scale trust.
🤖 Dave Lee — Founder & CEO, Do What Works
AI Shortlist Architect, and one of the clearest thinkers on how GenAI is reshaping buyer discovery.
🤝 Randi Deckard — SVP of Growth, Besler
Customer success leader and founding member of Wednesday Women.
What we cover in this episode:
89% of B2B buyers now use GenAI as a top discovery tool — and what that means for your funnel
🧠 Why buyers are in 2030 while many sellers are still in 2018
🛒 The three real jobs buyers do before they ever call you (Dave’s framework)
🌐 How to make your website “AI-readable” so you even show up in shortlists
💬 Why messaging fails when companies automate output but not listening
📉 Why NPS is fading — and what modern customer health looks like
🤝 The “moments that matter” in customer success where humans must stay in the loop
⚠️ The risks of over-automation (and how to avoid sounding like a bot)
✨ Low-lift ways to personalize the first buyer experience today
🧰 How to use AI to prep for discovery calls so you don’t get left behind
Plus: a tight lightning round full of actionable, stealable insights you can put to work this week.
And “What GTM roles are on the chopping block?” the private, too-spicy for public topic, which you can obtain in our Directors’ Cut Package. See blow.
Need the Directors’ Cut?
Get the executive briefing, the too-spicy-for-public clip, and bonus insights from the full 52-minute conversation.
Follow the panelists
Reut Lazo
LinkedIn: https://www.linkedin.com/in/reutlazo/
WomenXAI
Dave Lee
LinkedIn: https://www.linkedin.com/in/daveleehere/
Do What Works
Randi Deckard
LinkedIn: https://www.linkedin.com/in/randideckard/
