Source: Workbench
The webinar has become so weaponized as a lead-gen tactic that B2B buyers now actively avoid them, forcing GTM teams to reckon with a channel that still drives pipeline but has become toxically associated with poor-quality demand. Rather than innovate within the format, smart sellers are shifting budget to 1:1 conversations, intent data, and account-based plays that don’t require attendees to sit through a 45-minute pitch. When a tactic becomes so widely abused that it generates brand damage faster than pipeline, the rational move is cannibalization, not optimization.