Instead of just describing a feature when asked during Q&A, share your screen and navigate directly to that section in your product portal. This provides tangible proof, builds trust, and helps prospects visualize themselves using the product, turning hesitation into confidence.

Despite many marketers believing webinars are oversaturated, FloQast's CMO asserts they are a top-performing channel. He's seen at four consecutive companies that engaged webinar attendees convert into opportunities and closed-won deals at a significantly higher rate than leads from other channels.

One of the highest-converting webinars had the lowest show-up rate. This occurred because attendees later in the launch cycle had already consumed other free content, making them more educated and primed to buy. This proves that lead quality, nurtured over time, trumps quantity.

When a prospect challenges how you got their number, it's a "pattern interrupt gift" that proves they are listening. Instead of getting defensive, treat it as permission to restate your value proposition more clearly and slowly. This moment of surprise creates an opportunity for deeper engagement and often correlates with more qualified meetings.

When you get a notification that a new, unknown stakeholder has viewed your proposal or video, treat it as an immediate buying signal. Use a data tool to find their phone number and call them right away, as they are actively engaged with your content and likely available to talk.

Audience attention and attendance drop sharply after 60 minutes. To maximize sales, start the pitch at 45 minutes and deliver the price and purchase link before the hour mark, when many attendees will inevitably leave for other commitments.

Many salespeople fill pipelines with leads showing mere interest. Elite performers differentiate this from true buyer intent—the willingness to buy now. They actively disqualify prospects who lack intent, allowing them to focus on fewer, more qualified opportunities and avoid wasting time on conversations that won't convert.

Before the Q&A, prompt on-the-fence prospects with three questions: Will this get me closer to my goals? Does this increase my chance of success? Can I figure out the investment? This shifts the energy, encourages self-persuasion, and provides a clear call to action.

Clogging a sales calendar with unqualified prospects is a major bottleneck. Deploy an AI voice agent to call new leads and ask a single, ruthless qualifying question. This immediately filters out bad fits, freeing up sales reps to focus only on high-probability deals.