Data shows a 75% year-over-year increase in Friday webinar attendance. Marketers who avoid Fridays are missing a key opportunity, as professionals now use this day for content consumption and self-improvement, a trend that accelerated post-COVID.

GoProposal didn't push sales. Instead, they focused on developing prospects' understanding of the problem through content like books. This educated them into becoming better customers who signed up faster, stayed longer, and spent more, as they were primed for the solution.

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.

By framing a marketing webinar as a "date night," a business can increase show-up rates and engagement. This unique angle grants permission for a longer session, allowing for a complete pitch in one sitting rather than over multiple days which suffer from high drop-off rates.

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.

Instead of tracking immediate demo requests post-webinar, Airops uses a 30-day window for demos booked and a 90-day window for closed-won business. This long-term view allows them to focus on building trust and educating, proving that influenced revenue is more valuable than instant MQLs.

Go beyond the standard 'attended vs. no-show' segmentation. Airops’ follow-up strategy considers if it's a person's first event or fifteenth. A new attendee gets a simple recap, while a veteran attendee might get a deep-dive on a new product feature, creating a more relevant experience.

Webinars become powerful brand-building tools not just through content, but through the "halo effect" of their guests. By featuring highly respected industry figures, even if they aren't customers, audiences begin to associate your brand with that same level of expertise and credibility, creating a powerful mental connection.

FloQast segments webinar leads beyond just 'attended.' Prospects who actively engage by asking questions are prioritized for sales follow-up within hours. This signals high intent and is treated as a more valuable lead than someone who simply attended passively, leading to more efficient sales outreach.