Short answer: B2B buyers ask ChatGPT, Gemini and Perplexity for the best tools or providers in a category, and the assistant names two or three. It builds that shortlist from review platforms, comparison articles, and the facts on vendors' own pricing, product and case-study pages. Clear, consistent facts and real third-party proof get you onto it.
Questions B2B buyers ask AI
- "best [category] software for [industry] in India"
- "[your product] alternatives"
- "[product A] vs [product B] for a mid-size company"
- "[your product] pricing" and "does [your product] integrate with [tool]?"
In BrightEdge's analysis, ChatGPT named 2.37 brands per answer on average. That's the size of the shortlist you're competing for.
What AI reads about a B2B company
- Review and listing platforms for your category.
- Comparison and "alternatives" articles on other sites.
- Your own pricing, product, documentation and case-study pages.
- LinkedIn, founder posts and company pages.
- One consistent description of what you do and who it's for.
Common gaps we find
- Pricing hidden behind "contact sales", so AI quotes a third party or says nothing.
- Different numbers on different pages (clients served, locations, years in business), so AI hedges.
- An unclear category: the site says "platform", the buyer asks for "software".
- No profiles on the review sites AI cites for the category.
- Bing Webmaster Tools never set up, although several assistants rely on Bing results.
Result: 4.7% → 57% for a B2B platform
A B2B platform in India went from being named in 4.7% of answers to 57% in about three months, measured across ChatGPT, Gemini and Perplexity. The work included one agreed set of company facts, structured data, third-party profiles and Bing indexing. Read the case study.
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