Is your sales pipeline stalling because your marketing team hands off the wrong leads—or because your sales team lacks the right tools to follow up effectively?
When sales and marketing operate independently, the result is a fragmented customer journey and a bloated CRM filled with dead-end contacts. To drive real results, your lead management process must do more than support handoffs—it must enable strategic collaboration. That’s why revenue operations and marketing operations can’t merely align—they must integrate under a unified system.
In this episode of The Marketing Phoenix Podcast, Melissa “Rogo” Rogozinski is joined by revenue strategist John McGinley to dissect the operational glue that holds scalable growth together. Drawing on decades of combined experience in SaaS, legal tech, and B2B marketing, they lay out a framework for implementing an effective lead management system that empowers your sales reps, supports your marketing team, and accelerates your sales cycle.
This discussion is a must for mid-market teams still navigating manual workflows, clunky CRMs, or underperforming campaigns. If your product or service is solid but conversions are slow, this episode reveals how to fix what’s broken beneath the surface.
What You’ll Learn:
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How to build a lead magnet workflow that drives interest from potential customers
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Why your CRM should function as the backbone of your lead management software stack
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How email marketing and social media integrate into post-download lead nurturing
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How RevOps enables the sales team to move faster through the sales process
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Why proper lead scoring improves the entire lead management process
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The overlooked impact of CRM cleanup on your ability to reach ready to buy leads
Key Insight:
“You’re not selling. Your prospects are buying—because your system helped them get there.”
Effective lead management tools don’t just streamline outreach. They help both your sales team and marketing team understand who your ideal buyers are, how they behave, and what messages move them forward.
Don’t let great leads get lost in a disorganized sales pipeline. Build a lead management process that not only tracks, but guides potential customers—so when they do talk to sales, they’re already 75% qualified.