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.

Connect with The Marketing Phoenix Podcast

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• RPC Strategies' Website

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• The Proven Sales Email Codex
• The AI Security Questionnaire
• Our Tailored Growth Services

Whether you're managing leads in a startup or navigating enterprise-level sales, choosing the right lead qualification framework is the key to closing smarter, faster, and more profitably.

In this episode of The Marketing Phoenix Podcast, host Melissa “Rogo” Rogozinski breaks down three powerhouse sales frameworks—BANT, CHAMP, and MEDDICC—to help you qualify leads with clarity, confidence, and consistency.

For legal tech, SaaS, and B2B companies looking to refine their go to market consulting or growth strategies, this episode delivers a tactical breakdown of when and how each framework performs best—and how marketing plays a critical role in setting the stage for sales success.

What You’ll Learn:

• When to use BANT, CHAMP, or MEDDICC based on deal complexity
• How to ask the right qualification questions at the right time
• Specific examples that tie frameworks to real-world B2B use cases
• Why marketing should align with sales frameworks from day one
• How content and campaigns can drive qualification before a rep calls
• What marketing leaders should know to support enterprise sales teams

Keywords: managing leads, go to market consulting, growth strategies

Connect with The Marketing Phoenix Podcast

• Subscribe on Your Favorite Podcast Platform
• Connect on LinkedIn
• RPC Strategies' Website

***DOWNLOAD FREE RESOURCES***

• The Proven Sales Email Codex
• The AI Security Questionnaire
• Our Tailored Growth Services

Episode Summary:

Melissa "Rogo" Rogozinski sits down with Gil Wolchock, VP of Outside Sales at Steno, to unpack two powerhouse sales mindsets: the “HUNTERS” and the “Challenger.” Together, they explore how today’s best sales teams leverage consultative selling, marketing alignment, and RevOps strategy to close more deals in competitive markets like legal tech.

Whether you lead sales at a startup, scale-up, or enterprise, this episode provides a deep dive into how buyer personas, multi-threaded prospecting, and AI-enabled tools are changing the game.

What You’ll Learn in This Episode:

• The key traits of sales HUNTERS and how they’re evolving
• How the Challenger Sale's “Teach, Tailor, Take Control” still holds power
• How legal tech sales differ from traditional SaaS
• Where marketing fits into each stage of the sales cycle
• Why belief in your product is non-negotiable
• How to turn insights into buying signals and win deals faster

Connect with Gil Wolchock.

Keywords:

email marketing, growth marketing, sales process, legal tech, buyer personas

Connect with The Marketing Phoenix Podcast

• Subscribe on Your Favorite Podcast Platform
• Connect on LinkedIn
• RPC Strategies' Website

***DOWNLOAD FREE RESOURCES***

• The Proven Sales Email Codex
• The AI Security Questionnaire
• Our Tailored Growth Services