If your sales team is missing revenue goals or struggling with lead management, your sales process may need an upgrade.
On this week’s episode of The Marketing Phoenix Podcast, Melissa “Rogo” Rogozinski explores a crucial driver of revenue: strategic sales enablement. Whether you’re in legal tech, running a law firm, or working in B2B sales, this episode offers tools to improve every step of the customer journey—from first contact to closing the deal.
Melissa explains how to create a Strategic Account Plan (SAP) that helps teams target the right market segments and align every action with ROI. She also breaks down methods for qualifying leads using frameworks like BANT, CHAMP, and MEDDIC, which are essential for identifying potential customers who are truly ready to buy.
The episode also covers how to run better discovery meetings that uncover real business pain points. Melissa shares a practical tip: send a confirmation email before the meeting that outlines 3–5 likely challenges based on your SAP. This step builds trust, sets the tone, and ensures your sales reps walk in prepared.
Beyond meetings, the episode dives into optimizing the sales pipeline—from prospecting and lead generation to nurturing clients post-sale. An efficient, consistent sales cycle ensures fewer deals slip through the cracks and supports stronger long-term relationships.
For teams already using a lead management system or just starting to define one, Melissa’s insights help refine your lead management process and introduce smarter, more effective lead management practices. These aren’t one-size-fits-all tactics—they’re strategies you can tailor to your team and business goals.
What You’ll Learn:
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Why sales enablement is essential to growth
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How to build a Strategic Account Plan (SAP) that aligns with ROI
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Frameworks for qualifying leads that actually work
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How discovery meetings fit into the customer journey
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Tips to streamline your sales pipelines and sales cycle
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Steps to improve your lead management system and support your sales reps