In this episode he explains what cyber GTM leaders should do about it now, not next year.
Some cyber vendors are already seeing 5% of new business arrive from ChatGPT, Claude and Perplexity, and those visitors convert at roughly five times the rate of Google traffic.
Scott walks through why so many cybersecurity marketing teams find their competitors in the answer instead of themselves, what AI actually cites when it picks three vendors, and the specific content and testimonial changes that move the needle. He is also blunt about where the hype has run ahead of the results.
In this episode:
- The conversion gap between Google traffic and AI search traffic, and where the numbers come from
- The incognito test to run on your own company tonight
- Why AI ignores cybersecurity marketing language and what it cites instead
- The testimonial format that doubles AI lead flow, according to Scott
- Why self-promotional listicles now promote your competitors
- What to measure, and how to get attribution when there is no click
More conversations with cyber GTM leaders on Cyber GTM Talk.
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Keywords: cybersecurity sales, cyber sales, cyber gtm, cybersecurity marketing, cyber marketing, cybersecurity sales strategies, B2B cybersecurity sales, cybersecurity lead generation, cybersecurity sales funnel, cybersecurity market trends 2026, cybersecurity product marketing, cybersecurity sales metrics, cybersecurity sales best practices