How B2B Lead Gen Uses Webinars to Build Pipeline

In this episode of Lead Generation with Fexingo, Lucas and Luna explore how B2B companies are using webinars as a high-conversion lead generation channel. They break down why old-school approach of 45-minute product demos no longer works, and how firms like Drift and Salesforce shifted to interactive, insight-driven sessions. The hosts discuss specific data from a 2025 ON24 benchmark report showing that webinars with three or more polls see 72% higher attendee engagement, and that on-demand viewing now accounts for 40% of total webinar views. They also cover the rise of 'webinar series' as a nurture path—moving prospects from awareness to purchasing intent over multiple sessions. Lucas shares a case study of a mid-market SaaS company that used a four-part thought leadership series to generate $1.2 million in pipeline within a quarter. Luna pushes back on content fatigue, and they debate gating vs. ungating webinar recordings. The episode closes with a practical framework: how to build a webinar-led campaign in 2026, with specific tips on promotion, interactivity, and follow-up sequences. If you are running B2B demand gen, this episode gives you a ready-to-implement playbook. #B2BLeadGen #WebinarMarketing #DemandGeneration #PipelineBuilding #B2BMarketing #LeadNurturing #ON24 #Drift #Salesforce #WebinarStrategy #ContentMarketing #Engagement #Marketing #FexingoBusiness #BusinessPodcast #LeadGenPodcast #SalesPipeline #InteractiveWebinars Keep every episode free: buymeacoffee.com/fexingo