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

Feb 2, 2026

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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

(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?

Virginia Purnell

Funnel & Visibility Specialist

Distinct Digital Marketing

(833) 762-5336