GTM for Early Stage SaaS | Co-founder @ Datapad | SaaS Growth Advisor | Reforge | 1x Exit |

I’m a marketer, 2x entrepreneur with 1x exit, and helped companies to go from 0 to 8 figures.

My achievements:

- Built 2 VC backed startups with one exit

- Built a 7 figure productized marketing agency

- Became a mentor in top accelerators such as: 500, Plug and Play, Techstars

- Got to work with the portfolio companies of amazing investors such as A16z, Craft Ventures, YC

- Built a podcast with 20k downloads in a year-figure

- Transformed my body more times than Christian Bale ☺️

John Ozuysal

Apparently, according to someone’s lead list, I’m a high-performing woman.

Here is why:

“We help high-performing women like you.” - This is the email I got

I wonder where they got the list? Or maybe personalization is having a rough day.

Oh well, at least I am "high performing" so thank you for that 🤣

🚨Hiring: House of Growth - AI Led Growth Agency is growing, and we are looking for 2 new roles 🚨

1️⃣ GTM Engineer

We’re looking for a GTM Engineer who will work on:

Internal campaigns for House of Growth on email and LinkedIn to expand our reach. This will be a mix of:

- Signal based plays
- Cold outbound

Important:

 👉 Please reach out only if:

You’re really good with Clay
You’ve run outbound campaigns before
Bonus points if you’ve worked with agencies or done outbound for agencies
This is a hands-on role for someone who enjoys building systems, testing channels, and scaling what works.

2️⃣ Content Marketer (Internal Role)

We’re also hiring a Content Marketer to work on (internal brand, not client work).

You’ll focus on:

Research-driven content
LinkedIn content
Thought leadership pieces

This is not a client-facing role, and you will be doing content only for House of Growth

📩 Interested?

Send me a DM and tell me:
Which role you’re applying for
Why you’re a good fit

Both roles could be PT and FT

Looking forward to meeting sharp builders and thinkers.

Here’s how we helped a B2B SaaS client increase their AI citations by 21% and improve positions by 37% in just one month.

One thing I really like about AI search compared to traditional SEO is speed.

If you play your cards right, results come much faster.

The problem:

This client wasn’t struggling with visibility. Their brand was already well known.
The real issue was how AI systems were describing them.

When we analyzed AI-generated answers about their company, we noticed:

- The positioning didn’t match how they wanted to speak to prospects
- Product details were inaccurate or incomplete
- Most information was pulled from outdated sources (old blog posts, Reddit threads, and G2 reviews)

In short: AI didn’t understand their current product.

What we did:

Step 1: Identify the prompts that matter

We mapped the exact prompts they wanted to “win” in AI search, including:

Product overviews
Integrations
Competitor comparisons
Pricing-related queries

Then we created focused, high-quality content specifically for those prompts.

Step 2: Fix brand confusion with an AI info page

We discovered that AI was confused about their brand, products, and features.
So we created a dedicated AI-friendly information page that clearly explained:
What the company does
Core products and features
Use cases and positioning
This gave AI systems a reliable, up-to-date source to crawl and reference.

Step 3: Clean up outdated third-party information

We found multiple external articles and reviews sharing outdated or incorrect info.

Actions we took:

Reached out to publishers and requested corrections
Identified outdated G2 reviews
Launched G2 review campaigns to reflect the current state of the product

The result (in 30 days)
📈 +35% increase in citation rate
🚀 +21% improvement in AI search positions

Key takeaway:

AI search isn’t just about visibility.
It’s about controlling the narrative.
If AI doesn’t have accurate, up-to-date information about your product, it will fill the gaps with whatever it can find—even if it’s wrong.

And that’s where the opportunity is.

Thank you, Scrunch, for making it easy for us to track this

AEO/GEO is not the same as SEO 

Microsoft confirmed this with the latest playbook they released 👇

Without going into too much technicality below are some of the remarks that got my attention:

"In shorthand, the industry is talking about shifting from SEO to AEO and GEO. At Microsoft, we believe SEO and catalog investments built a foundation to expand upon in LLM-based search"

"The base remains the same: up-to-date product feeds and clear, crawlable, structured content. But retailers and brands must now treat their entire catalog and site architecture as content, ensuring every product detail, benefit, and price signal is machine-readable, up to date, and context-rich"

"Traditional SEO remains essential because AI systems perform real-time web searches frequently throughout the shopping journey, not just at purchase time, and your site must rank well to be discovered, evaluated, and recommended."

"If SEO focused on driving clicks, AEO is focused on driving clarity with enriched, real-time data. GEO helps establish credibility through an authoritative voice. "

"CMOs need to ensure AI correctly understands and elevates,brand differentiators. Growth and performance leaders must adapt to AI-led. Digital and e-commerce leaders should plan new metrics for AI-intermediated journeys. CTOs must make the stack AI-readable and AI-accessible. Data and analytics leaders need strategies for the ‘invisible’ early-funnel research happening inside AI conversations." - CONTENT TEAM SHOULD NOT BE IN SILOS ANYMORE

Microsoft AEO Playbook

If I were a CMO of a B2B SaaS company…”

👇
But you’re not.

And honestly, that’s where most advice falls apart.

Stop telling people how to do things you’ve never actually done.

If you really want to be something, go be it first.

This is no different from people selling courses on how to make $1M
when they’ve never made it themselves.

Experience beats theory.

Execution beats opinion.

Results beat credentials.

If you haven’t walked the path, don’t sell the map.

The intent data told us they raised a Series A.

What it didn't tell us: where they're actually bleeding cash.

"Recently raised Series A" - yeah, so did 47 other vendors in their inbox.

"Just hired a CMO" - congratulations, you and every other growth agency just sent the same pitch.

We were competing on speed, not relevance.

So we built something different.

Our internal tool doesn't just pull signals. It stacks them.

Series A in last 6 months? Cool. Everyone knows that.

But Series A + running Google Ads + zero organic traffic for their keywords + no competitor comparison pages?

Now we're talking.

That's a company burning cash on paid because their content strategy doesn't exist. That's someone who needs what we actually do.

The tool creates an AI agent that hunts for these signal combinations. The ones we define. The ones that actually matter to our specific service.

Our list went from 2,000 "warm leads" to 47 companies.

But those 47 companies? They actually respond.

Because when you reach out, you're not pitching.

You're diagnosing a problem they didn't realize they had.

We've tried everything. Content. Cold email. Mass outreach. Paid ads.

This signal-based ABM is crushing all of it on ROI. (No random ABM)

Not because the list is bigger.

Because the list is real.

I recently attended a founder dinner in Dubai, and a few patterns stood out. 

Sharing my observations around GTM:

1️⃣ Investment often feels easier when it is visible.

Merch, events, and branding are tangible and familiar, which makes them easier to justify. Companies are willing to invest in merch and traditional offline events, but not so much in channels such as content, community, ABM, etc.


2️⃣ Demand generation often comes before demand capture.

Many teams are excited to explore PR or paid social early on.

What is sometimes missed is fully capturing existing demand first through intent driven or signal based channels before expanding into broader awareness efforts.

 Both approaches matter. Sequencing changes efficiency.

3️⃣ Acquisition is heavily relied on paid

Many teams start with paid acquisition and end up relying on it almost exclusively.

 As ad costs rise, this naturally creates pressure and stress. Without diversification, there is also uncertainty around what happens if the channel changes or performance drops.


 4️⃣ Product market fit is discussed often. Message market fit less so.

 A lot of energy goes into building the product, followed by scaling acquisition.

What is easy to skip is validating whether the messaging resonates with the intended ICP, especially with cold audiences.

When that validation is missing, channels can look ineffective when the opportunity is really in the narrative.


There is an incredible amount of talent here, and the quality of builders and operators in this ecosystem is genuinely impressive. I am really enjoying the conversations and the openness to share and learn.

If you are around Dubai and open to a coffee and a thoughtful growth conversation, I would love to connect.

🚨 Hiring 2 FT or PT GTME to work with me 1-1

👇

I do hate writing job descriptions, but here's the TL;DR 😀 

You'll work directly with me to build the internal growth engine for House of Growth. We will do some cool stuff together if you are committed

Below is your typical formal JD (boring)

Expectations:

Build and run full outbound and warmbound GTM motions for House of Growth

List building to enrichment to copy that converts to launch to optimization to results

Work one-to-one with John as a GTM operator

Your output is meetings, pipeline, and insights to scale

Monitor deliverability, domain health, warmup and performance

Provide weekly performance reports and tactical recommendations

Route all warm and hot prospects directly to John

What You Need:

Expert level Clay skills

Workflows, enrichments, AI formulas, API integrations, waterfall enrichment, scoring logic and cost efficient data pulls through tools like SimilarWeb, Ahrefs and Adyntel

Strong list-building ability

You understand how to segment by ICP, triggers, signals and verticals

Strong cold email copywriting skills

Data-driven mindset

You understand reply rate, positive reply rate, meeting rate, and how to move each metric

Real GTM experience

This role is not for someone learning Clay or outbound for the first time

Autonomous operator

You can build, launch, and optimize without hand-holding

Application link under comments 👇

Send me your best stuff and we will see

Here is how we increased AI search visibility around buying intent prompts from %26 to %48 in 3 months only👇

1️⃣ Identified the most cited pages and updated them

Before we did updates at scale, we prioritized the most cited pages because we don't want AI to be fed with outdated information

2️⃣ We refreshed all of the decaying content

LLMs strongly favor fresh and accurate content.

We started simple:
• Updated publish dates
• Updated titles and dates inside titles
• Removed outdated stats, features, and claims
• Republished quickly
Then we went deeper:
• Took the main keyword
• Turned it into a prompt
• Searched it in ChatGPT
• Extracted follow-up questions people were asking
• Added those as new H2s and H3s
• Added internal data or external data (stats, quotes etc..)

 3️⃣ Reddit mentions

We identified Reddit threads already influencing AI answers for our target prompts.

What we did:
• Commented with genuinely helpful answers
• Pushed comments to the top
More third-party visibility → more AI citations → faster lift.

4️⃣ We fixed inaccurate AI narratives about the brand

AI was already citing the company, but with wrong information.

So we:

• Identified which URLs influenced AI answers
• Found outdated pricing and features
• Reached out to those publishers
• Corrected the source data

AI search is not just about visibility.

It’s about controlling your narrative.

 5️⃣We rebuilt comparison content for AI consumption

The listicles looked fine visually, but were semantically weak.

Fixes:
• Converted image-based tables into HTML
• Expanded rows to match real buyer comparison questions
• Added future-proof attributes
• Benchmarked tables against what AI already outputs

6️⃣ We improved the structure for humans and models

Across BOFU pages:
• Added TLDR sections right after the intro
• Added Q&A-style supporting articles
• Cleaned internal linking
This improved readability, extraction, and reuse in AI answers.

7️⃣ We optimized entities at scale

For every article:
• Intro
• Outro
• Every important H2
We identified missing and weak entities and reinforced them naturally.
This helps AI understand context, not just keywords. 

8️⃣ Brand mention campaigns 

We used Scrunch to pull all the relevant mentions for us. Our internal tool identified whether those pages are landing pages, reddit thread or listicles etc... 

Then our agent scraped the contact information of authors we want to reach out. After this step, we started a campaign to get mentioned on the listicles. Since we also run the GTME department inside House of Growth - AI Led Growth Agency it wasn't hard to scale outreach campaigns

We also repurposed some of the articles we did as LinkedIn articles - this is a new experiment we are doing after seeing LinkedIn articles starting to be picked up by LLMs. I will report on this when we have more data

If a company hasn’t invested in AEO, where should they start?

👇

Start by diagnosing the problem.

Before creating any content, figure out whether the issue is visibility, representation (citation control), or both.

Later-stage companies usually already have visibility. The risk is how they’re being represented.

 AI search often pulls from competitor blogs, old Reddit threads, reviews, and third-party posts that don’t reflect the company’s current narrative.

The first step is to identify the URLs influencing AI answers and audit them for accuracy.

In parallel, build earned content quickly so AI systems learn from the company’s own materials, not someone else’s.

Earlier-stage companies typically have a visibility problem and a representation problem.

Start by mapping the prompts you want to win, then identify which URLs currently influence those prompts (often listicles and Reddit threads).

From there, focus on earned visibility by participating in those conversations and getting included where influence already exists.

Once there’s more budget, expand into creating content designed to compete for broader, category-level prompts.

"SEO isn't expensive. Being invisible when your ICP is choosing vendors is

👇

Many start-up founders are hesitant to invest in SEO/AEO as a growth channel.

This is because of the stigma that it takes too much time to see results, and that there is a high upfront cost before results properly compound.

Even though this might be true for competitive niches, not being a part of the conversation when your ICP is making decisions and creating shortlists is going to cost you in the long-term.

SEO as a growth channel has turned from 10 blue links to demand capture and narrative control as a whole.

The demand capture aspect is that you can compete for the #1 recommendation spot in AI search engines while also competing in organic Google.

The narrative control aspect is that, in the long run, you're going to be the go-to option when someone is searching for an alternative to your competitors or a solution like yours.

Being invisible is not expensive, but it can cost you in the long run when your competitors have an established presence while you're still in the situation of putting money into getting money out with paid ads, conferences, etc.

Below is an excellent case study of one of the companies we work with, Warmly, which invested in SEO and AEO early and is now seeing it as one of its most efficient channels from an ROI perspective.

The ROI comes from them appearing for their main category keywords when people search for them, and also from the fact that Warmly is also in the recommendation options for most of their direct competitors.

Sharing the image below from maximus greenwald post

If you’re a B2B SaaS company, there’s one thing you can do that will improve your visibility in AI search and increase conversions from paid ads

That move is building category landing pages mapped to specific ICPs and use cases.

Most SaaS companies stop at a single category page.

Project management software. CRM. Analytics platform.

That’s no longer enough.

Instead, break the category down by context.

For example, instead of one generic project management software page, create pages like:

 Project management software for real estate
 Project management software for finance
 Project management software for education

Now you are not just targeting a category keyword.

You are mapping that category to a clear buyer and use case.

You can take this one step further.

Beyond industry pages, create pages based on how the product is actually used:

 Project management software for offline teams
 Project management software for managing client projects
 Project management software for cross-functional collaboration

This helps in two ways.

First, for AI search and AEO.

These pages send clear signals about where your product fits. Long-tail, intent-driven pages are much easier for LLMs to surface than a generic homepage.

Second, for paid ads and conversion.

If you are bidding on these keywords but sending traffic to a generalized page, you are leaking revenue.

When someone clicks an ad and lands on a page that exactly matches their intent, friction drops and conversion improves.

Right now, we are testing this ourselves at House of Growth - AEO Agency

 We are building dedicated landing pages for each ICP and use case.
 We are also testing the same strategy using list-style content.

The goal is to see which format drives better AI search visibility and stronger conversion.

One thing is already clear.

If you are paying for traffic and not mapping it to specific ICP pages, you are not just missing the AEO upside.

You are leaving money on the table.

Everyone is obsessing over being visible in AI search.

But that’s only half the battle.

The real question is:

 👉 Is AI representing your product the way you would in a sales call?
Here’s the uncomfortable truth.

 AI doesn’t invent opinions out of thin air.

 It summarizes what already exists on the internet.

So if the internet has outdated, incomplete, or flat-out wrong information about you,

AI will confidently repeat it.

What I’d do instead 👇

1️⃣ Take 20 to 30 high-intent prompts you care about
 (for example “best X software,” “X alternatives,” “tools for Y teams”).
2️⃣ Run those prompts through an AI search analysis tool.
3️⃣ Look at which domains influence the answers.

Most of the time, it’s:

“Alternatives to” blog posts

Category listicles

Third-party reviews written one to three years ago

4️⃣ Ask one simple question:

 Are we mentioned there, and is the information accurate?

What you’ll usually find:

Old positioning
Wrong ICP
Outdated pricing
Missing features you launched years ago

“Competitor alternative” posts that no longer reflect reality

This is where the real work starts.

You have to:

Reach out to those publishers
Point out factual inaccuracies
Provide updated, verifiable information

Make sure AI isn’t selling the wrong version of your product on your behalf.

Because if AI is your new first sales touchpoint, you want it telling your story, not a 2022 version of it.

Why you don’t show up in AI search?

Here’s the simplest answer:

You have no content.

And nobody knows, mentions, or talks about your brand.

That’s it.

AI systems don’t “discover” brands magically.

They reflect what already exists on the internet.

Once you accept this, everything else makes sense.

Only then do details start to matter:

Entity optimization
Query fan-outs
Topical authority etc..

Is AI search describing the product you sell today, or the one you sold two years ago?

Most Series A SaaS teams think:

“Great, AI already knows about us.” - but this is just the beginning of the battle 

You can show up in AI answers all day long, but if that information is coming from competitors, outdated blog posts, or inaccurate third-party sources, you’re still losing.

So how do you fix it?

1️⃣ Own the narrative

Start by writing about:
Your product (clearly and repeatedly)
Your positioning vs. competitors
The exact questions buyers ask AI today

Host this content on your blog so AI has fresh, authoritative sources to pull from.

2️⃣ Fix the ecosystem

Next, audit where AI is getting information about your product:

Old reviews
Comparison articles
Blog posts from 2022–2023
Third-party publishers with outdated takes

Then reach out and say:

“This information about our product is no longer accurate. Here’s what we do today.”

This is exactly what we’re doing right now for a Series B SaaS company:

They already have AI visibility

But AI is describing a 2023 version of their product

So we’re publishing updated owned content and correcting misinformation across third-party sources

Winning is not just about visibility, it's also about controlling the narrative

Sometimes I take sales calls even when I know the person is not qualified.

Before you think that’s dumb, let me explain.

I don’t do this all the time.

I only do it when I have spare time and when I genuinely believe I can add value.

Why?

Because I’ve been in their shoes.

Ten years ago, I didn’t know anything about SaaS marketing or marketing in general. I just wanted to talk to people, learn, and get guidance. But the response was often:

“You can’t talk to me unless you can afford it.”

And I couldn’t.

I remember how bad that felt.

Even worse, I remember being sold services I didn’t need by people who just wanted to close a deal. I spent money I couldn’t afford, followed advice that wasn’t right for my stage, and it set me back.

That experience stayed with me.

So today, when someone books a call and I know my service isn’t right for them, I sometimes still take the call.

Not to sell.

But to tell them not to buy.

This happens more often than you’d think.

People want to work with me because they like my content or profile, and I tell them:

“You don’t need us.
 You don’t need any agency at this stage.
 You need to do something different.”

Could I take their money? Yes.
 Do I need to? No.

I’m fortunate. My businesses are doing well. I have healthy cash flow. I don’t need a few thousand dollars from someone if I know it won’t help them.
Instead, I spend 20 to 30 minutes guiding them in the right direction.

I don’t make money from that call.

But I gain trust.

And very often, that call becomes the start of a real relationship.

Years later, I’ve had people come back and say:

“You helped me when you didn’t have to.
 We just raised 50M and now I want to work with you.”

Not everything is transactional.

It’s easier to say this when you’re in a comfortable position, but still:

Don’t be a predator.

Don’t sell to people who don’t understand marketing just to make quick money.

They’ll churn.

And they’ll remember you for the wrong reasons.

Play the long game.

ChatGPT ads are coming. Paid search just entered the chat.

Ads are reportedly coming to ChatGPT’s free tier and $ 8-per-month tier, appearing as sponsored placements at the bottom of search results.

Testing is expected to start in the US as early as next week.

What’s most interesting to me isn’t the ads themselves, but the shift in perception:

How will users interpret AI responses when ads are present?

Where does trust begin and end when answers and ads live in the same interface?

Does this blur the line between assistance and influence?

At House of Growth - AI Led Growth Agency, we’re already thinking about how brands can leverage GEM to capture full demand inside ChatGPT before this becomes as competitive and expensive as Google Search.

Really curious to see how this reshapes organic search as we know it.

👉 Link to the announcement in the comments.

You don’t find message–market fit from 30 days of LinkedIn posts

Some people are claiming you can find message–market fit by posting on 

LinkedIn for 30 days and running a few events.

I strongly disagree.

Here’s why 👇

First, you don’t control distribution on LinkedIn.

You don’t choose who sees your message. That alone makes it a weak environment for validating whether a specific market resonates with a specific message.

Second, likes are not validation.

Getting 20–25 likes on a post doesn’t mean people resonate with the problem you’re solving—let alone the product you’re selling. Engagement ≠ intent.

Message–market fit requires scale and signal, not vanity metrics.

This is why I prefer email for message testing:

I control who receives the message

I can test fast
I can test at scale
I typically send a message to 1,000 targeted contacts.

 If there’s a strong response there, then we might be onto message–market fit.
There’s also a bias problem people don’t talk about.

When you validate ideas on LinkedIn—especially with a warm audience—people want to be polite.

 They know you. They don’t want to shut you down. So they say, “Yeah, this is interesting,” even when they wouldn’t buy.

A cold reply from someone who doesn’t know you?
That signal matters far more.

So yes—post on LinkedIn. Build authority. Start conversations.
 
Just don’t confuse content engagement with message–market fit.
They are not the same thing.

If you are a B2B SaaS company and you are still using clicks as your primary search KPI, you are measuring the wrong thing.

That approach is old school, and search has moved on.

Search today, especially in the AI era, is less about clicks and more about visibility and influence.

Here is how we think about it in the House of Growth - AEO Agency

1️⃣ Visibility on high intent prompts

We start by identifying the bottom of the funnel, high-intent prompts. These are the prompts that actually matter for revenue.

For each prompt, we track a simple but powerful signal.

Is our brand mentioned, yes or no?

If you are not visible when buyers are actively evaluating solutions, clicks do not matter anyway.

2️⃣ Position in the response

Not all visibility is created equal.
The next question is whether we are mentioned at the top, in the middle, or at the bottom of the answer.
Being listed first dramatically increases exposure. This is very similar to ranking first in a top tools listicle, where the brands at the top receive the most attention.

3️⃣ Citations and narrative control

This is the most overlooked metric.

We track whether AI is citing our content when mentioning us, or whether the narrative is coming from third party sources like G2 reviews, old Reddit threads, or competitor blogs.

Citations matter because they determine who feeds AI the source of truth about your brand.

You do not want a situation where you have visibility, but the story about your product is written by everyone except you.

The takeaway

Modern search KPIs for B2B SaaS are no longer about traffic volume.
They are about being present in the right prompts, being visible at the top of answers, and being the primary source that AI trusts for information about your brand.

Clicks are a lagging indicator.

Visibility is how demand is captured today.

Stop letting your competitors control the narratives inside ChatGPT

👇

ChatGPT isn’t "hallucinating" about your SaaS. It’s improvising because your website is a ghost town. You are not training AI with your own story.

Here’s the harsh reality:

LLMs are prediction engines. When you leave gaps in your digital footprint, the models fill them with whatever they can find: competitor comparison pages, angry Reddit threads, or 3-year-old press releases.

If you want to control the narrative in the age of AEO (Answer Engine Optimization), you need to spoon-feed the models.

You need to move beyond marketing fluff and build a "Source of Truth" architecture.

Here are the 3 types of pages I would build today:

- About us: Make sure that it's very clear on what your company is doing, who is your ideal ICP etc. Avoid using fancy language to impress your investors.

- Comparison pages: Control the narrative by owning the comparison-related queries. If you don't do this, someone else will do it, and AI will spit out the wrong information about your company.

- Integrations page: People don't just search "best project management software anymore; they search " best project management software with integrations to x". It's time to surface your integration docs and make them visible to search

If you don't provide the language, the model will generate its own. And I guarantee you won't like the version it writes.

B2B SEO & Web Design For Revenue Not Vanity | DM To Discuss | Host @ Business Growth Show (Top 10 B2B Marketing Podcast, Cognism)

Your website struggling to drive a steady flow of qualified demos/leads?
Tired of losing leads to competitors ranking higher on Google/AI?
Frustrated your current agency isn't delivering results?

WE CAN FIX THAT.

OUR GROWTH STRATEGIES:

→ SEO to get top of Google & LLMs, bringing revenue-focused traffic and leads
→ Start driving pipeline from AI and Google organic as fast as 90 days
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Grow your b2b/SaaS company without the BS. Weekly top 2.5% podcast with actionable marketing tips to grow your revenue: www.breakingb2b.com

STILL NOT CONVINCED?

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BOOK A CALL:

💻: www.breakingb2b.com
📧: Connect & DM Me
✉️: sam@samdunning.org

CORE SERVICES:

→ B2B SEO strategy and execution
→ Content marketing
→ Digital marketing for SaaS

WHY BREAKING B2B?

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About time your website became your best (24/7) salesperson?
Get in touch today, and let's start growing your business.

P.S.
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Sam Dunning

0-$6.7M ARR under 2yrs. Fully boostrapped. Adam Robinson leaked his full SaaS growth framework in 34mins. Now its yours:

Adam and I don’t do fluff.

You’re about to learn: 

- The secrets to building epic products
- RB2B weird insane strategy for growth 
- Where Adam took inspiration from
- The framework so you can copy it
- How he’s diversifying to hit 10M ARR+ 

SaaS marketers and founders, hit 2026 with a bang.

Watch the 34-minute masterclass: https://lnkd.in/eHdqi3uD

Founder @ Breaking B2B | B2B SEO For Revenue Not Vanity | SaaS & B2B Teams Hire Us To Scale Organic Pipeline From Google & AI Search | DM To Discuss | Host @ Breaking B2B (Top 2.5% B2B Marketing Podcast)

No alternative text description for this image

Breaking B2B podcast just turned 6yrs old...I’ve interviewed 471 marketing leaders & founders. Here’s my 8 biggest takeaways:

1. Customer research before anything.

Before content, ads, or messaging, talk to customers. Interview recently won and churned clients. Ask what they struggled with, what problem cost them money, what competitors they looked at, and what made them choose you. Record the calls. GPT the transcripts for patterns and common replies. Use their exact words in your website, ads, and sales calls so you stop guessing.

2. Organic growth is a must.

Ads keep getting more expensive. SEO and AEO build long-term moats. Go after buyers who are ready now. Create pages for searches like competitor alternatives, pricing, and best software for a niche. Build better pages than what already ranks. These pages drive pipeline quick as 90 days.

3. Show pricing.

Hiding pricing brings poor-fit leads. People want to know cost before a demo. SaaS companies should show clear tiers. Service companies should show ranges. Pricing pages can also answer common questions, video testimonials and speed up sales cycles. You get fewer leads but better buyers.

4. Track the full funnel.

Leads do not equal revenue. Follow deals from first call to closed won. Look at which channels create real sales, not just signups. Double down on what closes and cut what does not (after a fair test).

5. Product-led content wins.

Most content never shows the product. Revenue driving content does. Be useful and show how your product fixes the problem. Use examples, screenshots, and real use cases. Teach, then show the solution. Ahrefs are masters here. Check their blog.

6. Build a media engine. 

At Breaking B2B most of our long form linked posts and breakdowns fuel long form YouTube scripts. We then chop up and distribute on LinkedIn and the newsletter.

7. Founder brand.

Build in public. Share what is working and what is not. Share wins and mistakes. This builds trust fast and attracts buyers who already believe in you. SEO / YouTube / LinkedIn is working as a deadly trio for us at Breaking B2B to drive pre-sold inbounds atm. 

8. Speed beats slow giants. 

Big companies move slow. I’m talking months to approve and publish content at the enterprise level. Small teams move fast. Publish faster. Test faster. Act on customer research. Speed helps you steadily steal market share for underserved segments. Especially in SEO/AEO.

___

This was massively simplified to keep in word count.

Watch my full 16-minute breakdown video: https://lnkd.in/eY6Vsvk6

Fibbler got recommended by AI search just weeks after we started SEO/AEO. Now Adam has prospects mentioning it on demo calls. Here’s how we did it:

SEO doesn’t have to take 12 months.

There's money to be made in 90 days.  

Competitor content is one of many winner for quick AI and organic search impact, sign-ups and demos.

This is one of the first places we start on a program. 

These terms are low difficulty and can rank super fast.

List out the competitors your customers often evaluate, or move over to you from.

Then look at terms like:

[competitor] alternatives
[competitor] reviews
[competitor] pricing
[competitor 1] vs [competitor 2] vs [you]

Right now, listicle based articles rank exceptionally well on google and AI search.

Position your solution as the top choice (backed by customer research), showing your product in action + social proof along with where you're a strong/poor fit. 

Then a fair comparison of other vendors.

Not only can you get fast bottom funnel visibility.

You can control the narrative in LLMs and Google.

And drive pipeline from high intent prospects frustrated with their current vendor or evaluating options.

PS. grab my 90 days to revenue SEO/AEO playbook and video course: https://lnkd.in/et7yce7s

RB2B nearly hit $7M ARR. We run their SEO/AEO engine at Breaking B2B. Next up $10M ARR. Here's our January battle-plan for Adam Robinson SaaS:

HIGH LEVEL OVERVIEW.

The mission? Drive high intent sign-ups as quick as humanly possible from google organic and AI searches.

This month we've found more competitor-focused pricing page opportunities with healthy search volume. 

For example, “Instantly pricing” generates 3,000+ monthly high-intent searches, showing prospects actively evaluating costs and purchase options. Third-party pricing pages (in addition to Instantly’s own site) are already capturing a meaningful share of this traffic, which signals clear opportunity to compete and drive inbound with a well-optimized pricing page.

And a bunch of other pricing-related pages with consistent search demand, strong buyer intent. Solid for organic acquisition.

We’re crafting a product listicle for “Cognism alternatives.” This keyword attracts solid monthly traffic and has low difficulty, with strong opportunity to rank and capture users who are in the consideration stage and actively comparing software.

NET NEW CONTENT.

pricing articles:
- Instantly pricing (3.1k searches/mo)
- Cognism pricing (1.2k/mo)
- Clearbit pricing (1k/mo)
- Uplead pricing (500/mo)
- Leadinfo pricing (400/mo)

these pages review the software pricing, share user feedback, breakdown of costs and share where RB2B is differentiated and why customers choose them. plus they often rank well within 90 days.

alternative listicle:
- Cognism alternatives (400/mo)

aq quick summary and intro, why listen to us, what is cognism, why look into alternatives (based on what prospects say e.g. on G2), list of 12 alternatives, RB2B at #1 with why customers choose them, show product in action, pricing and feature info, where they are good + poor fit then list of 11 other options below with fair summary + conclusion and FAQs.

listicle and alternative/competitor content on your own site is solid for being cited and recommend in AI search and enables you to control the narrative with dream clients on ChatGPT and google ai overviews.

EARN BACKLINKS (DA50+).

- free b2b lead generation software
- lusha vs zoominfo
- zoominfo vs uplead

EXTERNAL LISTICLE PLACEMENTS.

- best data enrichment tools x 3 
top 3 placements in 3 niche relevant external listicle articles.

solid to ramp AI search visibility and mentions.
plus can get direct inbound.
and the backlink.

___

Wanna see if we can scale demos quick as 90 days for your B2B/SaaS?

Visit the Breaking B2B site to check our results, pricing and grab a call.

Watch my 34-minute SEO/AEO breakdown video for RB2B below 👇

Proposify had good SEO before partnering with Breaking B2B. We crafted a strategy and execution taking demos, AI and organic visibility to the next level 👇 

#1 for "quoting software" in the USA - Top organic position for this money keyword, appearing above competitors in standard results and AI Overview.

#1 for "proposal software" in the USA - Top organic position for another critical solution keyword.

68% more clicks from competitor pages (prospects comparing vendors or looking to switch).

AI search visitors up by 91%
Engaged sessions up by 20%

Longer term conversions are stable, starting to see big spikes in organic demo requests on shorter timelines:

Last 1 weeks demos vs previous period: +115%.
Last 2 weeks demos vs previous period: +72%.

___

Cheers to Kyle Racki and Jennifer Faulkner for the review.

See our results, pricing and book a call: https://lnkd.in/eT_F8zZB

You're being lied to about SEO & AEO
(The myth: SEO traffic is down 25%+)
Juicy research hot off the press.
Per similarweb and graphite 👇 

You've probably seen the headlines claiming organic traffic has dropped anywhere from 25% to 60%.

These numbers are based on flawed research methods, mostly surveys and often small sample sizes of 10-20 websites.

The problem with surveys is that human memory is unreliable, and people who respond to surveys about AI adoption tend to be early adopters who use LLMs more than average.

So the data gets skewed.

___

Here's what the actual numbers show

Graphite partnered with Similarweb to analyze over 40,000 of the largest sites in the US.

Here's what the analysis revealed...

SEO traffic is down only 2.5% year over year, not 25%.

That's an overestimation by 1,000% in a lot of the studies floating around
And this aligns with what Google themselves said in August 2025, that overall organic click volume has been "relatively stable year-over-year".

Visits to search engines actually increased in 2025.

Traffic to search engines went up 6.9% from 2019 to 2020

Decreased slightly in 2022 by about 1.5%

And has been relatively flat since 2023

In fact, traffic increased slightly in 2025 to both Google at plus 0.8% and search engines as a whole at plus 0.4%

Visitors to Google grew by 1.35% comparing Q4 2025 versus Q4 2024

___

Google is still a demand capture beast

Per earlier research from Datos and Sparktoro, Google processes over 14 billion searches every day.

ChatGPT handles about 37.5 million search-like prompts daily

That means Google receives 373 times more searches than ChatGPT

Even if you combined the daily prompts across ChatGPT, Perplexity, Claude, Copilot, and Gemini, the total would still be under 2% of the search market
Google maintains a 93.57% market share of search.

___

Dropping the report along with my 90 days to revenue SEO/AEO playbook & video course below 👇

If I joined as CMO for a SaaS with $20k+ ACV I’d triple down on this deadly trio to scale demos this year: 

- SEO/AEO.
- YouTube.
- LinkedIn (founder brand & paid).

I’m yet to see a more powerful trio.

Especially when your offer is $10k+ ACV and involves multiple stakeholders.

Yet many SaaS still sleep on this deadly trio.

1. SEO/AEO.

Craft a program to show top of Google organic and AI search when dream cleints need your solution now, are comparing options, are annoyed with their current vendor or have an expensive problem you solve.

Why bother? Control the narrative with ICPs. Get into you into the consideration set and capture active demand for 5% of your dream clients in-market today.

2. YouTube.

This is not throwing old webinars and hoping for results. 

Crafting searchable videos that share every aspect of your playbook / approach / strategies / product / problems you solve.

Going in with a YouTube first approach.

Solid packaging, hook, story, CTAs and pacing.

Painfully focused on your dream client.

Just like SEO not going for traffic or views at all costs…going for the right type of folks with intent.

Giving away so much your ICP can copy then do it in house OR trusts you so much they buy into your offering.

3. LinkedIn founder brand & paid.

Daily founder or execs posting organically to become a trusted voice for ICPs and your niche.

I tend to play on edutainment with memes, videos and breakdown posts.

Then using ads a mix of helpful, trustworthy and social proof organic posts as thought leader ads to retarget site traffic from all above channels plus serve ads to a tight list of cold ICPs.

These 3 channels working together are cooking demos for us right now at Breaking B2B with many others.

RB2B are on the road to $10M ARR. 6mos ago we fired up their SEO/AEO engine. How did Adam Robinson describe working w/ Breaking B2B? BANANAS. Full breakdown below:

———

90-day non-branded clicks up 43% (4,270 vs 2,980) on 1.36m total impressions … which were only up 8%. 

So, SEO is driving LOTS of clicks

———

Engaged sessions are up from 33k to 62k (+90%) … on total sessions only rising 11%, from 77k to 86k.. 

So, SEO is driving LOTS of engagement.

———

We’re winning on 164 high-value keywords (+270%), whereas we were only winning on 44 when we started. 

So, SEO is driving LOTS of targeted pageviews.

———

Traffic is up 50% from keywords that both rank well AND drive signups: 

- website visitor identification
- website visitor tracking
- identify b2b website visitors
- b2b website visitor tracking
- b2b website visitor tracking software
- leadfeeder alternatives
- clearbit alternatives
- many more

———

And for icing on the cake, organic traffic hitting the signup page is +201% of the past 3mo, and 27-35% of those visitors are signing up for RB2B. 

———

Check our pricing, results or grab a call: https://lnkd.in/e7XuM6au
 
Watch my full RB2B SEO strategy breakdown vid: https://lnkd.in/eiZfaXXq

Breaking B2B was invisible on AI search 120 days ago. Now we’re often top. Stop giving SaaS competitors a free lunch on ChatGPT & Google. Here’s the fix:

QUICK WINS.

Start where you win already (commercial bottom funnel pages typically listicle articles, landing pages, comparison pages, competitor content etc) update these, making them best in class to blow the competition out the water at every angle.

BUILD THE MOAT.

Build a moat like no other on your site. (cover all pages across industries, product, features, pricing, documentation, competitors, use cases etc. each covering all ICPs jobs to be done, Qs etc).

Craft and improve with add unique stats, data, research, social proof and date updates on blog articles.

AEO/SEO CHEATCODE.

The cheat code for LLMs (listicles) build all relevant “best X software/platform/tools” listicle article on your own site.

Then outreach or leverage partners to get your brand featured on well ranking niche relevant  external site listicles in top 3 placements.

This was a huge part of how we got Breaking B2B mentioned regularly in AI searches (and classic google organic rankings for pipeline driving keywords).

LEVERAGE PAST MEDIA.

Leverage past media such as your founders appearances on podcasts, interviews, press and more. Head to - ahrefs > backlinks on media/pages that only point to an execs linkedin profile, ask the author of the page for a brand mention and backlink.

CONTROL THE NARRATIVE.

Ecosystem marketing FTW. Based on where you have resource. Control the narrative where folks search around your niche and compare options.

Redddit, YouTube and beyond.

Right now, SEO/youtube/linkedin is a killer trio working together to drive booked calls for us at Breaking B2B.

SPEED BEATS GIANTS.

Enterprise orgs move slow, they have layers of approvals and a lot of red tape.

This is your advantage as a fast moving mid or startup company.

Publishing and doing above at speed can steal market share over time, especially in undeserved niches.

___

Grab my free 90 days to revenue SEO/AEO video course: https://lnkd.in/et7yce7s

I’m 35 today.

So here’s a list you didn’t ask for: 

1. Family > all

2. Don’t wait until new year to start something

3. Hard work still goes a long way

4. Putting some pressure on isn’t always bad

5. Take time out to enjoy w/ fam and friends

6. Most emails that say urgent aren’t

7. Don’t need to start emails w/ hope you're well

8. Transparency wins

9. A website is your best or worst salesperson

10. Many companies still underestimate SEO/AEO

11. Bootstrapping a co. is tough but fun

12. Daily habits & activities are a winner for biz

13. Podcasts while driving = free university

14. Build something on the side and get paid 

15. Learn from those who’ve actually done it

16. Learn to sell, then learn to market

17. Fitness is medicine for the mind

18. I’m not for everyone

19. Some will, some won’t, so what, next.

20. Outbound is alive

21. SEO died in 1973. JK it's alive in b2b.

22. Everyone talks a good game on LinkedIn

23. Personal brand is great but not everything

24. Don’t rely on one marketing channel

25. Experimentation FTW in marketing

26. Have marketing channels you own and rent

27. Hire people smarter than you 

28. Don’t be tight 

29. Likes and shares don’t pay bills

30. It ain’t sold until cash hits the bank

31. Stay humble 

32. Lists are dead

33. God is good

34. Cheers 🍺

35. Your B2B/SaaS struggling to drive pipeline from SEO & AI search? I hear Breaking B2B are decent.

I just told a $1M ARR SaaS founder not to invest in SEO yet.

He was ready to spend $20k with us and already trusted us as had been following the Breaking B2B newsletter for years. 

Weirdly on paper their solution looked great for SEO & AI search.

Prospects were searching for their solution.

There is active demand to capture with search.

Quick wins from competitor focused content that could drive demos as fast as 90 days.

This issue?

Up to now they’d grown from outbound sales and proven that model works for their $60k+ ACV.

They’d never done SEO before.

And didn’t have the runway to keep SEO running with us for 6 months plus.

So I recommended they kept ramping the outbound model until they have runway to make SEO a longer term bet with us 

Rather than a couple months and chasing us for results and everyone getting frustrated.

And we’ll likely chat again in a few months when the timing makes sense.

___

join 1,910+ legends enjoying my 90 days to revenue free SEO/AEO video course and playbook: https://lnkd.in/et7yce7s

AEO “experts”: Chunk up your content
Leader at Google: Don’t do it mate. 

___

From Googles Danny Sullivan last week:

“One of the things I keep seeing over and over in some of the advice and guidance and people are trying to figure out what do we do with the LLMs or whatever, is that turn your content into bite-sized chunks, because LLMs like things that are really bite size, right?
So we don't want you to do that. I was talking to some engineers about that. We don't want you to do that. We really don't. We don't want people to have to be crafting anything for Search specifically. That's never been where we've been at and we still continue to be that way. We really don't want you to think you need to be doing that or produce two versions of your content, one for the LLM and one for the net.”

“…So you've gone through all this effort. You've made all these things that you did specifically for a ranking system, not for a human, being because you were trying to be more successful in the ranking system, not staying focused on the human being. And then the systems improve, probably the way the systems always try to improve, to reward content written for humans. All that stuff that you did to please this LLM system that may or may not have worked, may not carry through for the long term.”

___

I even got sucked into it when AI search first started rolling out. 

Thinking putting content into bitesize sections and over optimising for AI agents to read easily was the play.

Then remembered most of our B2B/SaaS clients are selling complex products with long sales cycles to multiple stakeholders.

Which is why we place huge emphasis on researching dream clients, their struggling moments, jobs to be done, motivations, competitors they evaluate, why they choose you, differentiators in the market place and beyond.

To not just rank and be mentioned & cited in Google organic and AI searches but resonate with target buyers. 

If you don’t resonate you won’t convert.

___

Grab my 90 days to revenue SEO/AEO free playbook & video course: https://lnkd.in/et7yce7s

Gurus love screaming SEOs dead and AEOs a brand new playbook. It’s not. Here’s 10 steps to drive demos in 90 days (share with your CMO):

1. Nail your MONEY keywords.

Map out every way a dream client could search for your solution when ready to speak to sales now.

At a high level in SaaS that’s:

“best X software/tools/platform”
“X for industry”
“competitor alternatives/pricing/reviews”
“competitor a vs competitor b (vs you)”

And a variety of others.

Ignore the top funnel traffic trap.

Prioritise lower search volume and low difficulty at the bottom of the sales funnel.

This is gonna rank and drive leads fast when done right.

We have ranked competitor fast as 4 days top of Google and AI search. 

2. Build & upgrade your money pages. 

Search your money keywords on Google & LLMs and see what kind of content shows up or gets cited.

Is it a listicle article, landing page, jobs to be done article, or something else.

See if you have pages ranking page 1 but not top for a quick win with a refresh.

3. Blow ‘em out the water. 

Once you’ve researched what top-ranking pages are doing, figure out how to blow them out of the water. 

Leverage customer research, sales call Qs, plenty of social proof and feature ypur product as the painkiller and solution.

LLMs love fresh content and unique research. Keep your commercial, money pages up to date.

4. Most technical SEO is BS.

(Until you get to having 1000s of pages).

Sort any massive technical issues, but don’t obsess over technical SEO. Get your focus keyword in URL, meta data, H1 and sort some internal links. Sort structured data. Not a tonne more needed. 

And you of course want quick loading times.

5. Brand mentions and links at $0 FTW.

Build quality backlinks & brand mentions for $0. 

Get featured in podcasts and articles, and make sure they link back to your website. 

Earn/trade top 3 placements & brand mentions from “Best X software” listicles for your category.

This gives you an insane boost in LLMs and the backlink helps classic organic search.

6. Speed is your advantage.

Quality matters, but speed is a competitive advantage. This is your superpower over the slow moving giants in your niche. 

7. Craft pages to convert. 

Design and UX backed by customer researched copy to resonate with ICPs makes a big difference. 

8. Great SEO is knowing good b2b marketing.

Leverage sales calls, CS calls, and customer research to make your content as relevant as possible to dream clients jobs to be done.

9. Keep improving. 

Publish fast, and revisit your content 3 months later to make improvements. 

10. B2B is an ecosystem.

Keep improving all your marketing efforts: YouTube, LinkedIn, Reddit etc. all improvements in brand awareness will lead to more successful SEO. Ecosystem thinking is the b2b winner. 

___

We run this playbook for 35+ SaaS client right now at Breaking B2B.

grab my 90 days to revenue SEO/AEO playbook & free video course: https://lnkd.in/et7yce7s

I GRILLED Adam Robinson on how he bootstrapped RB2B from 0-$6.7M in 2yrs with 3 FTEs. Here's my 7 biggest takeaways:

1. Use a proven concept and find the gap.

RB2B did not start from a blank page. Retention started as a feature inside another company. Nobody wanted the full product. Everybody wanted the feature. That feature became the company. The same thing happened again. While selling into the Shopify space Adam identified there was no person level website visitor identity for B2B. This was the gap to hit. We did the same  at Breaking B2B after constantly hearing B2B/SaaS marketers and founders get frustrated with vanity metrics and lack of pipeline from SEO.

2. Create for your market.

Adam posted content to reach eCom stores. About 25 percent of his posts were about his SaaS journey. Those posts got 10X better engagement. So the content changed. Only B2B SaaS. The engagement stayed high. The audience was clear. That audience needed a product.

3. Speak to prospects before building.

There were Zoom calls. A big waitlist. A lot of discovery before launch. The idea was simple. B2B needs person level visitor identity. Some people hated it. Some people said it was crazy. Some people said it was transformational.

4. Prove people will pay for it.

V1 of RB2B was super basic. People got a spreadsheet every day with personal emails of B2B visitors. That did not work. Then business emails. Slightly better. People still paid. If people pay for something basic, it's a clear signal to keep pushing forwards.

5. Change the experience, not the data.

The same data was sent in a new way. First, a fake Slack profile showing real people with headshots and LinkedIn URLs as they visit your site. People had never seen anything like it. It was a hit. Same information. New delivery.

6. Start on a no-brainer channel.

LinkedIn was already working for engagement with ICP and growing fast. That leverage made it worth building the product. An okay product plus huge awareness becomes a good business.

7. Say the same thing over and over.

Be known for something. In Adams case, Bootstrapped. Build in public. Radical transparency. Say the same few ideas in many ways. In my case, SaaS SEO and building in public. This is how RB2B got to $6.7M ARR in under two years.

PS. watch our full 34-minute masterclass: https://lnkd.in/eHdqi3uD

#1 on AI and organic search in 4 days for MONEY keywords. SEO/AEO doesn't need to take 12 months to drive pipeline & revenue:

First off, yes some super competitive terms can take 6-12 months.

But there's plenty of ways to drive inbounds 90 days from publishing content for your B2B/SaaS.

It all starts with customer research.

Knowing:

- crisp and expensive problems of your icp
- your icps motivations & jobs to be done
- what they hate most about your sector
- why they choose you over others
- why/when they move over to you
- competitors they evaluate
- your differentiators 

Then crafting an SEO/AEO strategy focused on dream clients ready to speak to sales.

AKA. 

Looking for your specific solution, comparing vendors, looking to move form the incumbent, needing an integration or struggling with a specific problem you solve.

- competitor content
- integration for X pages
- alternatives/pricing/reviews
- best software for [niche] listicles
- how to [job to be done] with your product

I break this down in my 90 days to revenue SEO/AEO playbook & free video course: https://lnkd.in/et7yce7s

$5.34 = avg B2B Google ads CPC (per dreamdata research). SaaS CAC is up 60% last 5yrs. Outbound response rates are getting lower and lower...so what's the answer for sustainable growth?

THE PROBLEM W/ RELYING ON ADS & OUTBOUND

- Every month your CAC payback period extends
- You're essentially renting traffic instead of owning it
- When your next funding round gets delayed or doesn't happen, paid growth becomes unsustainable
- It’s essentially a ticking time bomb

SHOULD YOUR SAAS CONSIDER SEO/AEO?

- Build assets that generate pipeline and mindshare month after month without the rising ads costs
- Unlike ads, your organic rankings and AI visibility can compound and get stronger over time
- You're not competing in expensive bidding wars with better-funded competitors
- Creates a sustainable foundation that doesn't disappear when budgets get tight
- Your buyers aren't stupid: they place trust in organic results 
- Builds brand and mindshare

TAP INTO THE 5% OF MARKET READY TO BUY

- While 95% of your market isn't ready to purchase, around 5% is actively searching for solutions right now
- These prospects are typing your competitors' names looking for alternatives
- They're searching for industry-specific solutions in your exact niche
- They're comparing vendors and ready to book demos - if they can find you first

GROW BRAND SHARE OF VOICE

- When prospects consistently see you at the top of AI & search results, it helps position you as the category leader
- This brand authority creates a multiplier effect across everything you do
Helps you stay top of mind
- Increases brand recall
- Results in higher conversions across all your other marketing channels
- People are more likely to click your ads when they recognize your brand from organic search
- Sales cycles shorten because prospects already trust you before the first sales call
- Most importantly for founders/mktg & rev leaders - this sustainable organic growth makes raising funding easier when investors see you're not dependent on paid acquisition

BUT DOESN'T SEO TAKE 12 MONTHS MIN?

- With the right strategy, many of our clients at Breaking B2B see qualified leads within 90 days of publishing content
- We've helped clients rank clients top of AI and organic search fast as 30 days for MONEY keywords
- Every month you wait is a month your competitors eat your lunch

PS. grab my 90 days to revenue SEO playbook and video course: https://lnkd.in/et7yce7s

A SaaS marketing leader asked me how long it takes to get results with SEO. Here’s my exact reply (and I didn't say "it depends): 

___

There's massive bottlenecks to SEO, and they can be on the agency side or the contractor side, and they can also be on the client side.

And the crux of good SEO, at least in my opinion, is working out, starting with a strategy like in your case, what you've told me about the problems you solve, that could be a good in.

Let's work out what a target client actually searches for when they need your solution, rather than messing around with the 95% that aren't in buying mode.

Let's focus on those 5% that are actively searching for a solution like yours, and what are they specifically looking for.

And it might be that there's not tons of volume, but they're low-volume searches, but they're very specific, and they're likely to attract decent leads.

So we want to start there. Now, I don't know how competitive waitlist-based terms would be. I know for a fact anything [redacted their industry type] is hard, but the more specific the better.

So the more we can narrow down to your niche, the better. What can also work well, like if you're trying to rank for [industry + offer] terms, you're looking like six months plus.

And specific listicles around your core niche and offers.

What will rank the fastest is going after competitors. So I don't know, like [competitor] alternatives 

Or [competitor] reviews, pricing or similar.

Like those are the quickest possible. Those can rank. We often see those ranked like top three organic within 30 days of publishing.

And those can drive demos because if you're telling me things like people are moving away from some of these because of the poor customer success, then why don't we create a piece of an article that evaluates the top 10 [competitor] alternatives.

Positions you as number one and doubles down on customer success and then leverages the G2 reviews on [competitor] for their listing.

So that kind of stuff can rank like 30 to 90 days from publishing and can drive demos.

Also gets solid visibility for your brand in AI search.

___

Try my free 90 days to revenue SEO video course & playbook below 👇

1st February 2024, 9PM. I'm heads down at my PC listening to D&B making a list of marketing leaders to cold call the next morning. This was the start of Breaking B2B: 

PC.
List.
Dialler.
Pen and paper.

Ripping 1-200 dials before lunch.

Sweating away with a tonne of rejection.

Getting maybe 1 appt and a couple follow ups and sign-ups for the Breaking B2B newsletter most days.

Leading with the problem we solve for SaaS around competitors outranking on Google/AI search when dream clients are hunting for your solution. Stealing mindshare, traffic and inbounds.

This is how we got our first couple clients.

Meanwhile I was...

Positing daily on LI.
Building partnerships.
Cranking our SEO engine.
Starting to take YouTube seriously.

Steadily getting clients.

Me and a team of trusted contractors.

Cold calling thankfully ended as year 2 started.

We ramped up inbound and demand efforts with LinkedIn ads.

Partnered with some niche industry founders to build their SEO/AEO in public.  

Now nearly all our sales calls mention a mix of:

LinkedIn.
SEO/AI search.
Seeing others share our results.
Watching our YouTube breakdowns.

Big focus this year is repeatable systems.

Going at least 5% above and beyond for every client, every week.

Striving to be at the top of our game for SaaS SEO/AEO.

Meeting more clients in person.

Still being the weirdest guy & memorable brand in our niche.

And helping team members hit their biz and personal goals.

Next rev milestone is $300k MRR (125k to go).

Cheers to all who’ve been involved so far. 

Onwards!

They followed the Breaking B2B newsletter for 3yrs before booking a call.

Prospects buy on their timeline, not ours.

We can only educate, entertain and keep top of mind for when timing is right :)

graphical user interface, text, application

I’ve learnt most things the hard way.

Tried to sell websites, SEO, ads, support to anyone and everyone.

Was tough AF.

Eventually stumbled on SEO for B2B/SaaS

Laser focused on that.

Got easier.

Started my podcast interviewing everyone and anyone.

Entrepreneurs, founders, marketers, sales leaders and more.

Learnt a tonne.

But never drove any business.

Tightened to interview B2B/SaaS marketing leaders and foudners

Solo episodes specifically on SEO/AEO & SaaS marketing.

Started driving inbounds and business.

There’s a lesson there somewhere.

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The Battle

John Ozuysal

Sam Dunning

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Performance ScoreJohn Ozuysal's LinkedIn Performance

Performance ScoreSam Dunning's LinkedIn Performance

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taplio

The Battle

John Ozuysal

Sam Dunning

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}John Ozuysal's LinkedIn Performance

Performance ScoreSam Dunning's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreJohn Ozuysal's LinkedIn Performance