How to Turn AI Visibility Into Traffic and Pipeline (Live Workshop with Inês Lourenço & José Velez)

​There's a lot of misinformation about how AI search and Answer Engine Optimization (AEO) actually work.

​And even if you nail the AEO side, that's only part of the equation. More and more of the buyer journey is now happening inside AI answers themselves. But pipeline doesn't appear on its own. You still need an end-to-end motion that closes the loop from AI visibility and traffic all the way to qualified inbound pipeline.

​That's what this workshop is about: the full system end to end, with the workflows we use with paying customers, and direct answers to the biggest misconceptions I see people getting wrong.

​I’m doing this one with Inês Lourenço, CPTO at Dealfront (formerly Leadfeeder). Dealfront is the web visit identification platform used by thousands of B2B teams to identify up to 45% of the companies visiting their websites, reveal buying intent, and turn anonymous traffic into a lead generation engine.

​Before Dealfront, Inês scaled Usercentrics to 100M+ ARR. She's spent her career engineering the exact moment a visitor turns from anonymous traffic into a known account ready for sales.

​Between Reach and Dealfront, we've helped hundreds of B2B companies move beyond traffic and turn organic growth into a predictable pipeline engine.

​This is a practical, hands-on workshop, not a teardown. We'll walk through the full system end to end and show exactly how to execute each step.

​What we'll cover:

​The complete AI-search-to-pipeline workflow, plus direct answers to the most common misconceptions I see people getting wrong:

​🔍 Step 1: Choose the right keywords and prompts (most companies optimize for the wrong ones) The framework we use to identify the prompts on ChatGPT, Perplexity, and Gemini your buyers actually search, plus the Google keywords that still drive revenue. How to prioritize them by intent and revenue impact, not search volume or vanity. How to do this at scale so it doesn't take 40 hours per market.

​📈 Step 2: Optimize for recommendations, not just citations (very different games) Most people optimize to be cited in AI answers. The companies winning pipeline optimize to be recommended, with the right sentiment and positioning (very often overlooked). We'll cover the content patterns that drive recommendations, the diagnostic to find your gaps, and the on-page system to ship at speed.

​👀 Step 3: Identify who's actually visiting (most companies miss this entirely) You can identify up to 45% of the companies hitting your website. We'll show how to set this up with Dealfront, segment visitors by ICP fit and intent signal, and surface the accounts your sales team should care about today.

​🚀 Step 4: Convert intent into pipeline (where most AEO advice stops short) The exact workflow to turn visitor signals into meetings: ABM retargeting on paid ads, signal-led outbound (with templates), and warm CRM handoff. The connective tissue between AI visibility and revenue, with the same intent signals powering marketing and sales together.

​🤖 Step 5: Use Claude Code to run all of this at scale (a section most people don't expect at a GTM workshop)

​We'll show specifically how to use Claude Code to:

• ​Connect to Google Search Console and Google Analytics to surface what's working, and identify the pages that have visibility but aren't driving conversions

• ​Run keyword and prompt research at scale, independently of third-party dashboards, so you know exactly what you need to do to rank

• ​Create content from your own knowledge base, following a structured checklist, grounded in the research and analytics insights you just generated

• ​Plus several more workflows we'll demo live

​Most people don't think of Claude Code as a GTM tool. After this hour you will.

​Speakers:

​Inês Lourenço is CPTO at Dealfront. She's spent her career engineering the moment a high-intent visitor turns into a known account ready for sales, first scaling Usercentrics to 100M+ ARR, now leading product at the visitor identification platform thousands of B2B teams rely on to turn anonymous traffic into pipeline.

​José Velez is founder and CEO at Reach. Reach has been building organic growth channels (SEO + AI Search) for companies like ColdIQ ($506K in influenced contract value from organic + AI search in 4 months), Indie Campers (14x revenue from AI search YoY), Carro (cited in 40% of high-intent prompts in their category, #1 by citation share), Fraudio, Fidelidade, Noxus, and others.

​Between Reach and Dealfront, we've helped hundreds of B2B companies turn organic into a predictable pipeline engine.

​Who this is for

• ​Founders and CEOs who want pipeline, not just visibility

• ​Marketing and Growth leaders trying to connect inbound to revenue

• ​GTM teams running outbound who want better signals and timing

• ​Anyone building modern inbound-led outbound systems with AI-native tooling