If your cold calls are going nowhere, it’s not just bad luck — it’s bad prep. The best salespeople know that the secret to winning more deals starts long before the first meeting.
In legal tech, law firm business development, and B2B Sales, one skill separates top closers from the rest: research. Melissa “Rogo” Rogozinski, founder of RPC Strategies, recently sat down with Corey Douglas, VP of eDiscovery Services at Repairio Data LLC, to unpack the step-by-step process for finding the right prospects, asking the right questions, and creating genuine connections that lead to long-term business.
Corey’s approach starts with knowing exactly who you’re targeting. Not all prospects have buying power, so understanding roles — from gatekeepers and influencers to end users and decision-makers — saves time and frustration. He suggests starting with company websites. Then, use LinkedIn Sales Navigator and tools like ZoomInfo. These tools help you find not just names, but also important details. You can learn about buying authority, tech stacks, and organizational priorities.
However, research is just part of the challenge. For Corey, Sales and Marketing Alignment is critical. Marketing can provide buyer personas, competitive intelligence, and brand awareness that makes outreach warmer. This collaboration turns cold calls into informed conversations, with messaging tailored to a prospect’s pain points.
In the current market, AI serves as a benefit. From drafting emails to reframing sales pitches as consultative questions, AI speeds up prep without sacrificing personalization.
What You’ll Learn:
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How to distinguish between decision-makers, influencers, and gatekeepers
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The top tools for legal tech and B2B Lead Generation Companies
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Why understanding a prospect’s current solutions boosts credibility
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How marketing data sharpens your sales outreach
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Turning research into value-focused, consultative discussions
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Using AI to streamline and personalize prospecting
By doing the work upfront — identifying the right contact, aligning with marketing, and preparing with intent — you’ll walk into every meeting with confidence and clarity. And that’s how you stop selling, start solving, and ultimately, close more deals.