Logan Lyles: How to Turn Webinars Into Sales Conversations (Without a Bigger Audience)

In this episode, Virginia talks with Logan Lyles about:

• Logan’s path from journalism (2008) to B2B tech sales, then podcasting and demand gen
• Why webinars still work—when you treat them like a conversion system, not a one-off event
• Logan’s best-fit clients: B2B (especially agencies, professional services, SaaS)
• Client acquisition on LinkedIn
  • “Starting a new position” post + profile optimization
  • Research survey outreach as a conversation starter (and pipeline generator)
• Webinar promotion that actually works
  • LinkedIn Event strategy (including inviting up to 1,000 connections/week)
  • Boosting event posts with event ads
  • Cold email as a webinar registration driver
  • Partnerships/newsletter placements to reach warm audiences
• Evergreen vs live webinars
  • Logan’s approach: go live first, then convert to on-demand and keep promoting
  • Re-promote the best-performing webinar instead of reinventing each month
• Scaling a service business the smart way
  • Document first, then delegate/automate
  • Avoid delegating before you’ve refined the process

Resources mentioned

• Demand Shift
• LinkedIn Events
• WebinarSurvey research project
• Never Split the Difference by Chris Voss
• “Do it, document it, delegate it” (referenced from an interview Logan did with Trainual’s cofounder)

Connect with Logan

• LinkedIn: Logan Lyles
• Website: Demand Shift

Key Questions

(01:34) Thanks for being with us today. How did you get to where you are today?

(04:16) So how do you get in front of those people? 

(07:04) If you're wanting to go there, we can definitely do that.

(09:30) What are your thoughts on evergreen webinars or the pre-recorded webinars? Or are you all for doing them live in the moment?

(11:04) What are some big goals that you have in the next year or two?

(11:57) What do you feel like is your number one roadblock?

(13:06) What's the best advice, the other best advice that you've ever been given?

(14:37) What's the best advice you've ever received saved?

(16:23) Is there something that we haven't touched on that you would like to talk about?

(17:38) Yeah, for sure. Everything has changed a lot. Where can we go to learn more about you and what you do?

Logan Lyles

https://demandshift.co/
https://linkedin.com/in/loganlyles

Virginia Purnell

Funnel & Visibility Specialist

Distinct Digital Marketing

(833) 762-5336

virginia@distinctdigitalmarketing.com

www.distinctdigitalmarketing.com