Session #13 - DATA STUDY - What AI Cites for B2B Evaluation-Stage Prompts

Nate and Kevin dig into Ten Speed's latest research report on LLM visibility, breaking down over 7,000 citations across 220 evaluation-stage prompts to see what AI models actually cite when B2B buyers are deep in the consideration phase. The results challenge the popular narrative around Reddit and third-party content: brand-controlled content (product pages, articles, homepage) dominates citations, making up 88% of what gets cited at this stage.

From there, the conversation shifts to the practical side of LLM visibility: how to build a consistent prompt-tracking framework, why 40 to 50 prompts is the right number for most B2B brands, how to actually write prompts that reflect real buyer language instead of generic keyword-style queries, and why sentiment is the metric that tells you whether your brand is being represented fairly.

Chapters
0:00 – Introduction
1:01 – The Evaluation-Stage Study: Scope and Methodology
1:58 – Why Focus on the Evaluation Stage
5:15 – Study Results: Brand-Controlled Content Dominates
5:45 – The Product Page Opportunity
6:38 – Debunking the Reddit and Third-Party Content Myth
15:44 – Comparison Content Punches Above Its Weight
18:01 – The Homepage's Renewed Importance
19:32 – Building a Framework for AI Visibility Tracking
23:22 – The 40-to-50 Prompt Rule and Funnel Weighting
27:40 – How to Actually Write Good Prompts
34:41 – Brand Sentiment: When Mentions Aren't Favorable
36:04 – Taking Ownership: Reviews and Business Fundamentals
40:31 – Beyond Visibility: Connecting to Business KPIs
42:03 – Closing and Outro

Study: https://www.tenspeed.io/blog/what-ai-cites-b2b-evaluation-stage

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