The Dave Gerhardt Show (from Exit Five) · Top 5 B2B Webinar Mistakes (and How to Fix Them) with Logan Lyles, DemandShift
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replace the webinar thank-you page with a short 5-6 question survey (two-step sign-up flow) that collects first-party data, qualifies leads, and presents an offer
survey completion ~90%; 30 demos booked from <250 registrants; two-thirds booked before the webinar
“We built a simple thank you page ... we made the offer for the surprise box with a button at checkout ... after they sign up ... we hit them with the upsell afterwards”
“These are nationally representative surveys done by YouGov... we started collecting data in 2017 and have been collecting data on this every year since”
“We try to put together FAQs, share those broadly… we have to be like, this is a data room… hop on calls and answer questions because you just don't have time to answer pages of diligence questions for every investor.”
“The agency interviewed the owner, pulled out what he actually knew about the trade, and rewrote pages into question headings with short answer capsules. The average position went from 48.1 to 21.3.”
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