Research Like a Pro to Close More B2B Sales Deals

If your prospects are ghosting you, the problem may not be your pitch — it’s your research. Discover how to find the right decision-makers, prepare smarter, and turn cold calls into warm conversations.

Overview:

Legal tech sales, law firm business development, and B2B Sales all have one thing in common — the most successful reps never skip research. In this Marketing Phoenix Podcast episode, Melissa “Rogo” Rogozinski talks with Corey Douglas, VP of eDiscovery Services at Repairio Data LLC. Corey shares clear, step-by-step ways top salespeople find the right decision-makers, use marketing support, and turn first meetings into helpful, problem-solving conversations.

Whether you work with law firms, corporate legal teams, or other B2B Lead Generation Companies, you’ll see why Sales and Marketing Alignment helps close more deals and how to avoid the most common outreach mistakes.

What You’ll Learn:

• How to identify true decision-makers vs. gatekeepers
• Tools and platforms that streamline B2B prospect research
• Ways to use buyer personas for better outreach and messaging
• Turning discovery meetings into consultative conversations
• How marketing and sales alignment accelerates deal cycles
• Why AI is your secret weapon for personalized outreach

Chapters:

00:12 – Closing Deals Like Top Sales Reps
01:00 – Introducing Corey Douglas of Repario Data
03:08 – Identifying the Right Prospect to Target
05:39 – Understanding Why Buying Capability Matters
06:05 – Avoiding Mistakes with Paralegal ICPs
07:38 – Using ICP Roles to Book Meetings
08:38 – Rethinking General Counsel as the Buyer
09:43 – Evaluating If Attorney Is the Right ICP
10:20 – Mapping Gatekeepers, Influencers, and Decision-Makers
12:28 – Preparing for Discovery Meetings with Research
18:21 – Stopping the Feature-First Sales Pitch
22:30 – Asking the Most Powerful Sales Question
23:23 – Supporting Sales Prospecting with Marketing
26:22 – Sharing Content That Moves Sales Forward
28:40 – Showing How Research Helps Close Deals
30:03 – Sharing Sales Tips: Networking, Research, AI

Keywords:

B2B Sales, B2B Lead Generation Companies, Sales and Marketing Alignment

Connect with Corey Douglas, JD.

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