Martin Montoya deixa comando da Edelman Brasil

Have you ever wondered how your brand actually looks through the eyes of an Artificial Intelligence? For years, we’ve obsessed over being number one on a search results page. We tracked blue links, fought for keywords, and monitored our rankings with a microscopic focus. But the world of digital discovery is shifting beneath our feet.

Today, your potential customers aren’t just scrolling through a list of websites; they are asking questions. They are asking ChatGPT for product comparisons, Gemini for travel itineraries, and Perplexity for technical troubleshooting.

Is your sales team actually selling, or have they become high-paid researchers? It is a question that keeps many revenue leaders up at night. We see the calendars. We see the activity logs. Yet, when we look at the results, something is missing. It’s quiet. Sales representatives spend hours digging through LinkedIn, updating client info, scouring company websites, and trying to find a “reason to reach out.” Meanwhile, the leads are cooling off, and the pipeline is moving at a snail’s pace.

Stop paying SDRs to be glorified librarians. If your “top talent” is spending 6 hours a day on LinkedIn, you don’t have a sales team— you have an expensive reading club.