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
