AI Overviews reshaped the search results page, yet most paid search playbooks still run as if nothing happened. You still hear the same default rule: bid up where performance looks strong, bid down where it looks weak. That assumes every query is the same kind of opportunity, a small auction for the same kind of click. In B2B and industrial accounts, where sales cycles run for months, conversion data is thin, and much of the demand is informational, that assumption falls apart. When Google answers a question directly on the results page, the value of a paid click varies across your keywords. Some queries still lead to a real commercial…
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