The Real Cost of Persona Fatigue in Sales
Many sales teams still rely on job titles when reaching out. They contact “Litigation Support Managers” or “Paralegals” without thinking about their real problems. For busy professionals in legal tech, law firms, or B2B industries, this approach is frustrating and time-wasting.
In this episode of the Marketing Phoenix Podcast, host Melissa “Rogo” Rogozinski talks with litigation support managers Emily Bartkowicz (Ackerman) and Marimer Muñoz (Kluge Kaplan) about how consultative selling and solution selling work best in high-pressure environments. Sellers should focus on real challenges instead of just job titles. They need to listen during the Discovery Call. It is important to match solutions with measurable outcomes.
Lessons for Legal Tech and Law Firm Pros
If you work in legal tech or serve law firms, you already know the sales cycle is slow and complex. But patience alone isn’t enough—you also need to research roles, understand workflows, and approach prospects with context. As Emily and Marimer explain, objection handling and thoughtful outreach can be the difference between being ignored and starting a meaningful conversation.
Legal tech buyers aren’t asking for endless demos or generic pitches. They want partners who prepare well, value their time, and create solutions for the problems they face daily.
What You’ll Learn from This Episode
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Why persona fatigue is killing your sales outreach
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How to reframe outreach using consultative selling techniques
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The role of the Discovery Call in building trust and clarity
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Why patience and persistence matter in the law firm sales cycle
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How to handle objections without forcing the wrong solution
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Practical tips for selling solutions to internal and external stakeholders