In this episode of Unqualified Leads, Harry Hughes and Dan Hughes break down their core approach to Google Ads for B2B lead generation. From auditing a new account to structuring campaigns for scale, this episode covers the practical frameworks they use to build, manage and optimise Google Ads accounts that are focused on generating qualified pipeline, not just cheap clicks.

They start with the foundation of every strong Google Ads account: conversion tracking. Harry explains why the first place he checks in any account is the conversion setup, how to think about primary vs secondary conversion actions, and why so many businesses damage performance by optimising for the wrong event. The conversation also covers enhanced conversions, consent mode v2, and why offline conversion imports from HubSpot or your CRM are essential if you want Google to optimise towards SQLs, opportunities and closed revenue rather than shallow lead volume.

From there, they move into Google Ads account structure and explain how to think about campaigns by geo, service, product, and intent. They unpack why campaign design is not one-size-fits-all, but why clean structure, thematic ad groups, and clear separation between brand and non-brand search are non-negotiable. Harry also explains why your brand campaign should always sit separately from your generic campaigns, and why allowing brand traffic to leak into non-brand campaigns distorts performance and wastes budget.

The episode also covers bidding strategies in Google Ads, including when to use Max Conversions, where tCPA and tROAS can make sense, and why Harry typically prefers to avoid overcomplicating bidding too early. They also touch on manual CPC and search impression share for brand campaigns, and explain why Google rep recommendations are not always the right move for your business.

You will also hear their views on:

• Google Ads audits for B2B lead gen
• How to structure campaigns around service lines or search intent
• Why exact match vs phrase match should be determined by the size of your search pool
• When broad match and AI Max may or may not make sense
• Why competitor campaigns often fail without the right landing page strategy
• How to think about PMAX, Demand Gen and Display campaigns in lead gen accounts
• Why negative keyword discipline and regular search term analysis are critical
• The importance of balancing account consolidation with the need for spend control

If you run Google Ads for a B2B company, a lead generation business, or you manage paid media for clients and want a clearer framework for how to structure, optimise and scale search campaigns, this episode is a strong introduction to the systems Harry and Dan use in real accounts.

Hosts:

Daniel Hughes: https://www.linkedin.com/in/dan-h-771904141/

Harry Hughes: https://www.linkedin.com/in/harry-hughes-6409b163/

https://www.mayfair-mediagroup.com/

In this episode of Unqualified Leads, Harry Hughes and Dan Hughes unpack the real difference between demand capture vs demand generation, and why most B2B marketing teams measure it the wrong way.

If your business is relying heavily on Google Ads / paid search to “prove” ROI, or you’re stuck in the cycle of switching budget between LinkedIn Ads, Meta Ads and Google based purely on in-platform CPA… this episode is for you. Harry and Dan explain why this approach often leads to short-sighted decisions, under-investment in brand, and an over-reliance on last-click attribution that doesn’t reflect how modern B2B buyers actually behave.

They break down the common attribution trap: when Meta and LinkedIn generate awareness and intent, but Google “wins” the credit because it captures the final click. You’ll learn why B2B buying journeys are non-linear, how channels influence each other, and why judging performance purely at a channel level can cause businesses to turn off the very campaigns that are improving results elsewhere.

Key topics covered:

• Demand capture marketing (capturing existing intent) vs demand generation (creating future intent)
• Why “Meta doesn’t work” and “LinkedIn doesn’t work” is often a measurement problem — not a channel problem
• How to report performance using blended metrics (blended CAC, blended CPL, pipeline and revenue) instead of siloed channel reporting
• Why demand gen requires time, trust, and stakeholder education, especially in high-consideration B2B
• The role of leading indicators vs lagging indicators (engagement, dwell time, audience penetration, site behaviour, account-level intent signals)
• How to improve measurement using UTM frameworks (first-touch, last-touch, conversion-touch), self-reported attribution (SRA), CRM notes, call transcripts, and qualitative data
• Why short runways and pressure for immediate ROI push teams into capture-only strategies — and why that approach plateaus

If you’re a founder, CMO, Head of Growth, or performance marketer trying to scale pipeline while reducing CAC, this conversation will help you build a smarter omnichannel B2B growth strategy — one that reflects how buyers research, evaluate, and choose vendors today.

Hosts:

Daniel Hughes: https://www.linkedin.com/in/dan-h-771904141/

Harry Hughes: https://www.linkedin.com/in/harry-hughes-6409b163/

Mayfair Media Group: https://www.mayfair-mediagroup.com/

In this shorter episode of Unqualified Leads, Harry and Dan break down Google Ads AI Max — what it is, how it works, and the real-world results (good and bad) from live experiments.

AI Max isn’t a new campaign type, it’s a layer you can add to existing Search campaigns that expands matching, dynamically optimises assets, and can even choose different final URLs based on intent. When it works, it can unlock major performance gains. When it doesn’t, it can burn budget fast with irrelevant queries.

We cover:

• What AI Max actually changes (matching, assets, URL expansion)
• When it tends to work (B2C, mass-appeal search pools) vs fail (tight B2B intent)
• How to run a proper Google Ads experiment (instead of duplicating campaigns)
• Real results from tests: +40% to +125% conversions with -28% to -57% CPA, plus examples where it tanked
• The biggest practical downside: negative keyword workload and query control
• Why you shouldn’t use AI Max on brand campaigns

If you’re considering AI Max, this episode gives you the criteria, guardrails, and testing approach to decide whether it’s worth it in your account.

Hosts:

Daniel Hughes: https://www.linkedin.com/in/dan-h-771904141/

Harry Hughes: https://www.linkedin.com/in/harry-hughes-6409b163/

https://www.mayfair-mediagroup.com/

In this episode of Unqualified Leads, we break down why server-side tracking is now non-negotiable for paid media teams.

If you are still relying on pixel-only tracking, you are losing conversion data, weakening algorithm optimisation, and making your campaigns perform worse than they should.

We cover:

• The difference between browser tracking and server-side tracking
• How Conversion API works for Meta and LinkedIn
• Why Enhanced Conversions in Google Ads matter
• How to implement offline conversion tracking from your CRM
• How to use value-based bidding with SQL and revenue data
• What to check inside Meta Events Manager
• Workarounds for restricted industries like finance and medical

This episode is a practical breakdown of how to build a proper tracking foundation so your ad platforms receive cleaner data, optimise more effectively, and improve overall efficiency.

If you run paid ads and have not audited your server-side setup, this is essential listening.

Hosts:

Daniel Hughes: https://www.linkedin.com/in/dan-h-771904141/

Harry Hughes: https://www.linkedin.com/in/harry-hughes-6409b163/

https://www.mayfair-mediagroup.com/

In this episode of Unqualified Leads, we break down why chasing lead volume in B2C often creates more problems than growth.

We dig into how high lead volume quietly destroys sales efficiency, where poor qualification actually happens inside the funnel, and how marketers can take responsibility for protecting sales time rather than overwhelming it.

You’ll learn how to diagnose lead quality issues using real funnel metrics, how to pre qualify leads through creative, forms, and landing pages, and how to design systems that filter intent before leads ever reach sales. We also cover practical tactics like pricing callouts, exclusion based messaging, instant forms, conditional logic, WhatsApp flows, and landing page structure that actually improves close rates.

This episode is for B2C teams who want fewer wasted calls, better conversations, and a funnel that prioritises quality over noise.

Hosts:

Daniel Hughes: https://www.linkedin.com/in/dan-h-771904141/

Harry Hughes: https://www.linkedin.com/in/harry-hughes-6409b163/

https://www.mayfair-mediagroup.com/

In this episode of Unqualified Leads, we go deep on signals and why they have become critical in modern B2B and high-ticket B2C go-to-market strategies. As buying journeys lengthen and buyers self-educate long before speaking to sales, signals help teams understand what is actually working long before revenue appears.

We break down what a signal really is, how signals differ from outcomes, and why they should be treated as indicators rather than guarantees. From early-stage awareness signals through to mid and lower funnel signals, we explain how to measure intent without forcing leads too early.

We also cover how signals should be used in practice, including validating long-term demand generation, improving retargeting, informing SDR timing, and identifying patterns that lead to higher ACV deals or faster pipeline movement. For enterprise and ABM teams, we discuss account-level signals such as stakeholder depth, named account visits, and multi-signal sequencing. Finally, we explain how to combine signal tracking with sales feedback and self-reported attribution to tell a clearer story about marketing performance in long sales cycles.

This episode is a practical framework for using first-party signals to align marketing with how people actually buy.

Hosts:

Daniel Hughes: https://www.linkedin.com/in/dan-h-771904141/

Harry Hughes: https://www.linkedin.com/in/harry-hughes-6409b163/

https://www.mayfair-mediagroup.com/

In this episode of Unqualified Leads, we continue the ABM series with ABM Part 2, focusing on what happens after you have built the foundations. This episode is about execution and how to turn target accounts into real conversations.

We break down how to warm up priority accounts using LinkedIn as a strategic channel, not just a place to post. You will learn how consistent value-led content and thoughtful engagement builds familiarity, credibility, and relevance across buying committees, so outbound does not feel like a cold interruption. We also cover the importance of optimising personal profiles as the first landing page, how to use stakeholder mapping and account dossiers for one-to-one and one-to-few plays, and what early success signals to track, including profile views, site activity from target accounts, and engagement patterns.

Finally, we discuss where paid fits into ABM and what it is actually for. Paid ads in ABM are there to reinforce narrative and credibility, support multithreading, and keep you top of mind, not to force direct conversions. We also share practical guardrails, including keeping messaging consistent and excluding ABM accounts from generic demand campaigns.

Hosts:

Daniel Hughes: https://www.linkedin.com/in/dan-h-771904141/

Harry Hughes: https://www.linkedin.com/in/harry-hughes-6409b163/

https://www.mayfair-mediagroup.com/