---
title: How to Sell $300 Million Through Sales Webinars With Isaac Martinez
description: Learn the exact framework Isaac Martinez used to drive $300M in sales across 10,000 webinars. Master B2B and B2C webinar strategies that convert.
image: https://thesaleswhisperer.com/hubfs/_Podcast_Images/Isaac_Martinez_sales_podcast_614_blog.jpg
---
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Mar 21, 2021
# How to Sell $300 Million Through Sales Webinars With Isaac Martinez
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
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## The Four Phases of a Great Webinar
***[\[ LISTEN NOW ON APPLE PODCASTS \]](https://itunes.apple.com/us/podcast/the-sales-whisperer-wes-schaeffer-hosts-the-sales-podcast/id655310847?mt=2)***
## [Professional Sales Tips](https://thesaleswhisperer.com/daily) you'll learn today on [The Sales Podcast](https://www.thesaleswhisperer.com/podcast)...
- The pandemic super-charged webinars.
- Webinars are science, not art.
- There are great webinars and terrible webinars.
- About 15 years ago, he went from selling in person to selling remotely.
- It was "atrocious" for the first few years.
- He has been building technology to remove friction in the webinar space.
---
Related episodes and posts
- [How to Blow Up a Webinar](https://thesaleswhisperer.com/blog/how-to-blow-up-a-webinar)
- [Jodi Ardito Is The Wizard of Webinars](https://thesaleswhisperer.com/blog/wizards-of-webinars-jodi-ardito)
- [The Wonders of Wasted Webex Webinars](https://thesaleswhisperer.com/blog/the-wonders-of-wasted-webex-webinars/)
- [Jon Schumacher Shares How To Grow Your Sales With Webinars](https://thesaleswhisperer.com/blog/jon-schumacher)
---
- Four phases
- Marketing: remove friction points
- Presenting: right timing
- Selling
- Closing
- Data around the webinar
- How do you connect with the user or prospect?
- There wasn't the trust online 15 years ago.
- What day of the week and time of day is best?
- It's hard to get people to show up.
- People don't care about me when they first show up.
- What's the value I offer them?
- The presenter can make or break the webinar.
- The SME may not be engaging enough.
- The average person will only give you 45 minutes of their time.
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLJdJIMYffNKu1iyeQiqud6xO0v3s6%2Bxf%2BSTO0bzUvLML810Ue8ymHB2%2BalQ46GjYGnLlx47S26seLLayKML9358BCVsijmzoq0kz8y6AHx7iuuVIcCbHL09cYPm1o%2BXnYtw%2FyH3NQ9IvLxY65ZBBjXfb3K3yqrs%2Bb4vpywbhMkoF%2FS0xzk0fqrEAuDy5oQwp1yaXVlQBql%2BfH3tmzel3X20IQ%3D%3D&webInteractiveContentId=190434884110&portalId=443614)
- You have to segment your audience and know your subject.
- It's less about the company size and more about the offer.
- Lead with value.
- Get to the breakouts to then have the one-to-one.
- One-to-one calls are more tailored.
- Cold ads to registration might get 30%.
- Your list is a great source for converting.
- Use a one-click feature to streamline the registration.
- Now prime them on the confirmation page.
- Touchpoints are key.
- Self-identified buyers and the behavior buyers.
- 80% are getting it wrong and struggling.
> Lead with value."
- Low price points can be sold in a short webinar.
- 60-90 minutes is the ideal length of time.
- Most customers will attend more than once, and they need to.
- They need to do their own research.
- Have a consistent theme to your webinars.
- Change your offer with each webinar, at least your compelling reason why they should start.
- Leave questions for the end.
- Answering questions during the webinar can be disruptive.
- Consistency is key.
- Have energy, no cheese, build in objections, and appropriate CTAs.
- "10 Secrets to a Great Webinar"
- Should you offer replays?
- Not a fan of using recorded webinars and pawning them off as live.
- Use professional webinar presenters over the owner/founder/executive to close more sales.
- He maximizes your list.
- Remove friction to extract more value.
- Keep emails simple.
- Pique their curiosity.
[](https://thesaleswhisperer.com/hs/cta/wi/redirect?encryptedPayload=AVxigLI2Vdad6D1vMqBshSZMFcMI7smv1hvGgtsPygzd%2FCUbdcc%2FkA2%2BQqACeS%2FZIHLTyhGPyynwIravNO%2FG%2FGRK1NQPQN8oAQUs9NxfmYH9ua5dM1JYZaAkQYkygtxTAsmsjhciCfykfwm7x%2BcQsf5PxDC8AQV8rcp3I4yDgKq8sSDzzpLzxILkNBw4egoSNmn1SCZoAfZAnJzEwwpGfUlgxcRl&webInteractiveContentId=184500196010&portalId=443614)
## [Sales Growth Tools](https://thesaleswhisperer.com/inner-circle) Mentioned In The Sales Podcast
- [Need a sales keynote? I’m Wes Schaeffer, The Sales Whisperer®. Start here.](https://thesaleswhisperer.com/sales-keynote-speaker)
- [Book the Fit Call for 12 Weeks To Peak™](https://thesaleswhisperer.com/12-weeks-to-peak)
- [Sendspark](https://www.sendspark.com?afmc=saleswhisperer): Send video emails that make an impact so you can stand out from the noise. Use promo code SALESWHISPERER to get 33% off for three months
**PODCAST INFO:**
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**SUPPORT & CONNECT:** Check out the sponsors above; it’s the best way to support this podcast
- X: [https://x.com/fixerwes](https://x.com/fixerwes)
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[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast), [Webinars](https://thesaleswhisperer.com/blog/topic/webinars)
## Related posts
[](https://thesaleswhisperer.com/blog/jon-schumacher)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Grow Your Sales With Webinar Expert Jon Schumacher](https://thesaleswhisperer.com/blog/jon-schumacher)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Oct 29, 2019
Webinars Are Not Dead .
[Read more](https://thesaleswhisperer.com/blog/jon-schumacher)
[](https://thesaleswhisperer.com/blog/wizards-of-webinars-jodi-ardito)
[The Sales Podcast](https://thesaleswhisperer.com/blog/topic/the-sales-podcast)
## [Jodi Ardito Shares How To Work Wonders With Webinars](https://thesaleswhisperer.com/blog/wizards-of-webinars-jodi-ardito)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Aug 23, 2016
To make more sales, take off your creative cap and have the discipline to follow the system....
[Read more](https://thesaleswhisperer.com/blog/wizards-of-webinars-jodi-ardito)
[](https://thesaleswhisperer.com/blog/set-yourself-free-better-inbound-marketing)
[custom AI solution development](https://thesaleswhisperer.com/blog/topic/custom-ai-solution-development), [Sales Training](https://thesaleswhisperer.com/blog/topic/sales-training), [ROI of AI](https://thesaleswhisperer.com/blog/topic/roi-of-ai)
## [Set Yourself Free (With Better Inbound Marketing)](https://thesaleswhisperer.com/blog/set-yourself-free-better-inbound-marketing)
 [Wes Schaeffer](https://thesaleswhisperer.com/blog/author/wes-schaeffer)
Jun 13, 2025
Superior Marketing Will Set Your Business Free In the book of John we are told that the truth will...
[Read more](https://thesaleswhisperer.com/blog/set-yourself-free-better-inbound-marketing)
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