Logan Lyles spent an entire year running monthly webinars that resulted in fewer than ten sales calls and only one closed deal. Instead of abandoning webinars altogether, he rebuilt his approach from scratch and turned those same virtual events into his agency's second highest source of new leads. In this conversation with Adam Weil, Logan walks through what changed, why most B2B webinars struggle to generate real pipeline, and the specific system he uses now to book five times more sales calls than the industry average.
The problem isn't that webinars don't work. The problem is that most companies treat them like content marketing when they should be treating them like demand generation. Logan breaks down how to design webinars around audience intent instead of topic appeal, starting with who's asking the question rather than just what the question is. He explains his two-step signup process that qualifies attendees before they even register, how to structure webinar content so it actually drives action instead of just engagement, and why planning your first three webinars as a connected series makes it easier to build momentum and capture attention over time.
Logan also gets into the practical details that separate webinars that convert from webinars that just attract registrations. He talks about the importance of tracking outcomes from the start, mapping topics to the pain points your audience is already searching for, and creating follow-up systems that don't rely on hope or manual outreach. For agencies investing time and budget into webinars without seeing real results, this episode offers a clear path forward built on what Logan learned the hard way and what he's proven works consistently since.