60% of Your Google Traffic Never Leaves AI — How to Win Anyway

Summer Poletti sits down again with Steve Krull (BeFound Online) and Toni (LandingRabbit) on what's actually happening in B2B buyer discovery right now. Google keeps 60% of clicks inside AI overviews. Buyers are talking to robots instead of visiting websites. Your funnel is broken. Here's what works now.What You'll LearnThe 60% stat: Google is keeping 60% of clicks inside AI. Buyers never see your website.The dark funnel: The invisible research phase where buyers decide before they contact sales.Three languages framework: Analysts, managers, and executives speak different languages. Most companies write for one.Above/below the line: How buyers jump between discovery and decision now (it's not linear).Content quotability: How to structure content so LLMs actually recommend you.MVP website approach: Start minimal. Let behavior guide what you build next.Why gating content kills you: In the AI age, your best stuff needs to be ungated.Sales/marketing alignment: It's no longer optional. It's the difference between winning and losing.Key QuotesSteve on AI discovery: "60% of Google clicks never leave Google. If your website doesn't show up, you're now on the backend of a robot helping your buyer decide what to buy."Toni on speed: "Product documentation has a one-day shelf life. By the time you write it, it's outdated. That's the challenge: keeping marketing, sales, and your website aligned when everything moves that fast."GuestsSteve Krull — Founder, BeFound Online. Digital agency for high-consideration B2B brands navigating AI discovery. LinkedInToni — Founder, LandingRabbit. Content-to-page platform for founders keeping websites in sync with product velocity. LinkedInCatch their last appearance on the showFollow Summer on LinkedInAction Items (Start This Week)Test your AI visibility. Ask Claude, ChatGPT, Gemini the questions your buyers ask. Log out first. See if you're quoted. See if it's accurate. Track monthly.Pull your last 10 sales calls. What did buyers ask? What language did they use? Get that on your website (FAQ, case study, help doc).Map your three personas. Analyst (execution). Manager (team outcomes). Executive (market/growth). Where's the content gap?#DarkFunnel #AIMarketing #GoToMarket #B2BMarketing #AIDiscovery #ContentStrategy #SalesMarketing #GTM #LLM #BuyerJourney #WebsiteStrategy #MarketingAlignment