The 5 Webinar Mistakes That Kill Your Pipeline (and How to Fix Them)

If your webinars are busy but not bountiful, this session is your reset. Host Paul Slack and moderator Lauren Glover sit down with guest Logan Lyles, Founder of DemandShift to unpack the five most common webinar mistakes that quietly siphon pipeline—and the proven fixes that turn “same old webinar” into a steady source of qualified demand. Expect practical playbooks, not platitudes.

What You’ll Learn (and Fix)

1. “If You Build It, They’ll Come” Topics
   • Mistake: Choosing topics you want to teach vs. questions buyers are desperate to answer.
   • Fix: Start with a single, pains-first decision your ICP is stuck on—frame it as “How to choose X vs. Y to achieve Z.”
2. Feature Demos Masquerading as Webinars
   • Mistake: 40 minutes of product walkthrough, 2 minutes of value.
   • Fix: Use teach → show → invite. Lead with POV-driven education, demonstrate a real workflow, then offer an optional deep-dive.
3. No Clear CTA Path
   • Mistake: Ending with “Thanks for coming!” and hoping for pipeline.
   • Fix: Create a two-step CTA ladder—(1) ungated resource (worksheet/checklist), (2) low-friction consult or “build-with-you” session. Tie each lesson to a next step.
4. Spray-and-Pray Promotion
   • Mistake: One generic invite posted everywhere once.
   • Fix: Segment by role/industry/maturity and run three waves: Problem teaser → Payoff trailer → 24-hr RSVP nudge with role-specific hooks.
5. Zero Post-Event Harvest
   • Mistake: Hit “end meeting” and call it a day.
   • Fix: Treat the recording like a content farm—clip 3–5 moments, publish a recap, create a resource hub, and route registrants by engagement for tailored follow-up.

B2B marketing and revenue leaders responsible for turning webinars into qualified pipeline—without turning the session into a thinly veiled sales pitch.

Agenda at a Glance

• Cold open + quick context from Paul and Lauren
• The 5 silent killers of webinar pipeline (with Logan’s in-the-trenches fixes)
• How to operationalize teach → show → invite in 45 minutes
• Post-event harvesting: turning one webinar into a month of content
• Live Q&A: prompts that surface real opportunities

Why This Matters (Fast Math)

One well-structured webinar can fuel weeks of multi-channel demand: live event → highlight clips → recap email series → targeted sales outreach. Nail the system once; run it monthly like a reliable revenue drumbeat.

Resources & Next Steps

• Agenda from the show
• Workshop Invite: Book a 25-minute Webinar Fix-Up to pick your next topic, map your CTA ladder, and plan post-event content.
• Join the Next Live Show: Save your seat for the upcoming episode of The B2B Growth Show.