Your webinar shouldn’t be a product pitch—it should earn trust.
Jim Gilkey sits down with revenue-focused marketing strategist
Stephanie Hart Harris to break down a refreshingly honest approach to ABM webinars. Stephanie shares how she built a content-driven program that generated over $1M in pipeline in just a few months, all without showcasing the product once. Instead, she made customers the hero, aligned tightly across internal teams, and turned scrappy content into a multi-channel flywheel. If you’re stuck with low-converting webinars or “awareness-only” campaigns, this episode will change your playbook. You’ll learn how to connect activities to revenue, pitch better speakers, and defy convention in the best way possible.
👤 Guest Bio- Stephanie Hart Harris is a demand gen and content strategist who builds full-funnel marketing programs that move the revenue needle—not just generate MQLs. Her ABM playbook centers around trust, alignment, and actionable buyer insights.
- 🔗 LinkedIn
- 🌐 stephaniehartharris.com
📌 What We Cover- Why your webinar should never be a product pitch
- How to structure content so your customer is the hero
- Turning internal research into external assets
- Aligning with CS, sales, and product teams to boost credibility
- How honest outreach landed high-profile speakers
- Using webinars as a flywheel across social, email, events, and sales
- Tracking the real impact: from $39 CPL to $1M+ pipeline
- The gut-check question every topic needs: Would I attend this as a buyer?
🔗 Resources Mentioned
