How to Build an AEO Strategy That ACTUALLY Drives Pipeline

Most B2B marketing teams are laser-focused on net new logos, but what about the revenue already sitting in your existing customer base? In this episode, Dan is joined by Josh to unpack why so many marketing teams overlook expansion and retention, how to calculate wallet share and total whitespace, and what marketing can actually do to drive cross-sell and upsell growth. From account planning and CRM strategy to customer events and mental availability, this one's packed with practical ways to unlock revenue you didn't know you had.  Click here to subscribe to the new Demand Decoded YouTube channel.Click here to see how we can help you drive demand for your business.

New marketing leaders often inherit websites that hold back business growth. Your instinct to redesign immediately is understandable, but rushing into a full redesign without the right groundwork guarantees expensive failure. In this episode, Phil reveals the critical work that must happen before you touch design or development.  Learn why data analysis, positioning clarity, and go-to-market strategy alignment aren't optional extras; they're the foundation everything else builds on. Discover the specific inputs you need from your organisation, how to brief your website partners effectively, and why getting strategy right transforms your results. Click here to subscribe to the new Demand Decoded YouTube channel.Click here to see how we can help you drive demand for your business.

Most marketing teams have more reports than they know what to do with, and yet, very few of those reports actually drive decisions.In this episode, Dan and Phil break down why so many B2B marketers fall into the trap of reporting for reporting's sake, and what a smarter approach looks like. From starting with the "why" behind every report to building a top-down view of revenue and pipeline, this episode gives you a practical framework for turning your data into something that genuinely moves the needle. Click here to subscribe to the new Demand Decoded YouTube channel.Click here to see how we can help you drive demand for your business.

Phil explores why the demo request is the single most valuable conversion your B2B website can generate, and why so few businesses are optimising for it.Phil reveals the staggering difference in pipeline performance between high-intent and low-intent leads, and what that means for your website strategy. You'll learn how to optimise the full demo request journey, from demand creation and discoverability, through to on-site experience and post-conversion follow-up. Click here to subscribe to the new Demand Decoded YouTube channel.Click here to see how we can help you drive demand for your business.

Most marketing leaders are smart, hard-working, and still failing to get CEO buy-in. Not because their ideas are bad, but because they're speaking the wrong language.In this episode, Dan is joined by Josh Bouk to unpack what CEOs actually care about and how marketing leaders can better communicate with the C-suite. They cover how to frame marketing in business terms, the metrics that actually matter, and why transparency builds more credibility than claiming success. Click here to subscribe to the new Demand Decoded YouTube channel. Click here to see how we can help you drive demand for your business.

Most marketers are promoted into leadership because of what they know, but leading marketing demands a completely different set of skills that nobody is teaching.In this episode, Dan and Phil break down the core skill gaps holding marketing leaders back right now: AI literacy and prompt engineering, commercial and financial acumen, and technology and data fluency. They cover practical ways to build each one, from filling potholes before building bridges with AI, to learning how to read a P&L and speak the language of the board. Click here to subscribe to the new Demand Decoded YouTube channel.Click here to see how we can help you drive demand for your business.

AI search is changing how buyers find vendors, and most businesses still don't have a strategy for it. In this special live session episode of Demand Decoded, Dan and Phil walk through a complete, step-by-step AEO framework: from building your knowledge base and simulating ICP prompts, to analysing cited content types, creating scalable content engines, and measuring impact all the way to pipeline. Using Rippling as a live example, they share exactly how Blend approaches AIO for itself and its customers, including the real results they're seeing.  Click here to subscribe to the new Demand Decoded YouTube channel.Click here to see how we can help you drive demand for your business.

Most B2B buyers don't start from scratch when they come to market, they already have a shortlist. And if you're not on it, you're fighting for just 10% of available deals.In this episode, Dan and Phil unpack the growing reality of silent shortlisting: how buyers form vendor preferences long before they're ready to buy, why demand capture alone won't cut it, and what marketers need to do to build the brand presence that gets them on that day one shortlist.From LinkedIn ads and trade show strategy to intent data and buyer intelligence, this episode gives you a practical framework for rethinking where your budget and resource should really go. Click here to subscribe to the new Demand Decoded YouTube channel.Click here to see how we can help you drive demand for your business.

In this episode, Dan and Phil break down why data abundance is actually crippling B2B marketing, from bloated CRMs packed with duplicates and stale records to attribution platforms that misdirect your budget.  They explore why your integrations fail to deliver on their promises, how misaligned systems create internal confusion, and crucially, why your sales conversations are often more valuable than any software metric. Learn which data you can actually trust, how to operationalise insights effectively, and the strategic thinking that AI can't replace. Click here to subscribe to the new Demand Decoded YouTube channel.Click here to see how we can help you drive demand for your business.

Your buyers have already moved. ChatGPT, Gemini, and Perplexity are where research happens now – and it's fundamentally changing discovery, shortlisting, and vendor evaluation. Dan and Phil break down why this matters right now: 80% of tech buyers are using AI for research, the entire buyer journey is condensing into a single conversation window, and your strategy needs to adapt today, not tomorrow. Learn why traditional SEO still plays a role, how to get cited (not just mentioned) in AI responses, and why hiding content from AI is sabotaging your growth. This episode covers the frameworks you need to win in AI search, why gated content makes no sense anymore, and how to build a content strategy that actually shows up when your buyers are researching. Click here to subscribe to the new Demand Decoded YouTube channel.Click here to see how we can help you drive demand for your business.