How do I get into the AI ranking?

With GEO and PR in the search results of Generative AI

No more “PR is dead”: Generative AI is currently making a brilliant comeback in public relations!
Why? In the age of AI, PR is becoming a game changer in the B2B environment. Or, in technical jargon, an “AI visibility driver”. Because PR generates the relevance that Generative AI relies on. Earned media provides precisely the information that AI chatbots use to create their rankings and recommendations. This means that B2B sales without a PR strategy is only running at half speed.

 

AI is the gatekeeper in the B2B purchasing process

There was a clear structure in the classic B2B funnel:

• Awareness via specialist media or trade fairs
• Research via Google
• Comparison of providers
• Shortlist
• Contact us

 

Generative AI drastically shortens this process. Half of all B2B decision-makers start their product and supplier search with ChatGPT and similar AI chatbots. (Source 1) In the course of the purchasing process, the rate increases to 90 percent. (Source 2) The fact is: In B2B, AI chat has long since replaced Google search. And that requires a new sales strategy.

If the AI crawler can’t find it, it doesn’t exist

The central question is not just: “How do we convert leads?” But rather: “Will we be mentioned in AI searches?” This presence determines whether you are even shortlisted before a purchase is made. “AI Share of Voice (AI-SOV)” is the name of this new KPI that is now driving the B2B industries.

Current studies show that AI answers vary greatly in their order. Unlike a Google link list, rankings generated by LLMs (Large Language Models) are not a reliable KPI. (Source 3) However, if an AI repeatedly mentions certain brands when asked about “leading providers”, this is memorized.

Companies must therefore work specifically on being found by the LLMs. Generative AI Optimization (GEO) (link to other blog article) is a start here. But the stronger booster is PR!

 

From lead funnel to discourse strategy

Many B2B companies invest heavily in

• Performance marketing
• Marketing Automation
• Lead Nurturing
• CRM integration

 

All of this is correct and remains important. But now there is another factor: digital relevance. This is because LLMs summarize what they classify as relevant on the World Wide Web.

However, AI does not primarily rely on your website. It processes specialist reports, market overviews, studies and editorial content. It recognizes patterns in public discourse. If your brand is not present in this discourse, the probability of appearing in AI responses decreases. And this reduces the likelihood of being noticed at all at an early stage of the purchasing process.

 

PR works before the first sales meeting

There is a great opportunity here in B2B, as the discourse is often limited in highly specialized markets. There are fewer providers, fewer voices, fewer publications. Strategically placed content and thematic positioning can have a disproportionately high impact.

PR is the ticket for this digital discourse strategy. It creates editorial visibility exactly where AI chatbots are looking. Earned media B2B in particular – i.e. trade press, interviews, independent analyses – acts as a strong signal. AI systems give more weight to such sources than purely advertising self-representations. This makes PR a direct lever in the sales process.

 

Co-citations: Why context sells

Semantic proximity is also relevant in AI logic. If your brand is regularly mentioned together with relevant technologies, market leaders or industry topics, an entity is created. (Source 4) The model learns: This brand belongs to this topic area and is taken seriously in this context.

For B2B companies, this means:

• Being quoted as an expert increases your algorithmic relevance.
• Whoever appears in market analyses strengthens their classification.
• Being mentioned in comparison articles increases the likelihood of recommendation.

 

What is important here is the quality of the mentions, i.e. substantive articles with appropriate content. To achieve this, PR content must be of high journalistic quality, structurally clear and semantically clean. This is the only way AI systems can correctly classify topics, expertise and positioning. PR then not only creates an image. It creates algorithmic connectivity.

Tonality decides on trust advantage

The tonality or sentiment is almost more important, because the AI itself does not build trust. And in B2B business, which requires explanation, trust is still a major currency. A B2B company that regularly appears in the context of innovation, specialization or market leadership, for example, is judged differently than one that is discussed neutrally or critically.

So ask yourself:

• Which narratives dominate?
• What terms are associated with your brand?
• In which competitive context are you named?

 

Narratives influence purchasing decisions, often before sales comes into play. PR controls precisely these narratives – and therefore also the level of trust implicit in an AI response.

What this means in concrete terms for sales and marketing

Companies should no longer view PR in isolation, but as an integral part of the sales architecture.

Concrete measures:

• Define topic leadership:
  Clear strategic topics for which the company should stand.
• Making expert status visible:
  Interviews, commentaries, specialist articles, panels.
• Initiate market studies:
  Own data creates citation potential.
• Occupy comparative contexts:
  Be present in market overviews and analyses.
• Actively shape narratives:
  Consciously control the terms under which the company is perceived.
• Optimize content structure:
  Clear structure, unambiguous key topics, precise choice of terms – so that both journalists and AI systems can correctly understand the positioning.

The goal is not short-term reach. The aim is to anchor it in the digital consensus.

 

Conclusion: Whoever dominates the discourse wins the shortlist

• Generative AI does not replace sales. But it does influence which providers are even considered.
• Generative AI shifts the moment of the preliminary decision. When AI systems condense the public discourse, it is important to be positively anchored in it as a brand.
• Those who establish topic leadership, make expertise visible editorially and strategically manage their narratives create more than just reach. They create connectivity – in the market, in the media and in the models.

In short: it’s about positioning. It’s about relevance. It’s about trust. Because in the age of AI, sales begins where discourse arises. And whoever dominates the discourse wins the shortlist.