Persona Fatigue: Sell to Problems, Not Titles

Too many salespeople chase titles instead of tackling real challenges.

In this episode of The Marketing Phoenix Podcast, host Melissa “Rogo” Rogozinski is joined by law firm buyers of legal tech, Marimer Muñoz (Kluger Kaplan) and Emily Bartkowicz (Akerman), to explore how consultative selling and solution selling can make or break your discovery calls.

For legal tech, law firm, and B2B professionals, this discussion sheds light on the cost of poor outreach, the importance of objection handling, and how to shorten the sales cycle by listening first and pitching second.

What You’ll Learn:

• Why selling to titles instead of pain points fails
• How consultative selling builds trust with busy legal teams
• Discovery Call best practices that win meetings (and respect)
• Simple ways to tailor outreach to law firm stakeholders
• The role patience plays in the long B2B sales cycle

SEO Keywords: consultative selling, solution selling, discovery call, objection handling, sales cycle

Watch the video.

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