Research Like a Pro to Close More B2B Sales Deals

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. gatekeepersTools and platforms that streamline B2B prospect researchWays to use buyer personas for better outreach and messagingTurning discovery meetings into consultative conversationsHow marketing and sales alignment accelerates deal cyclesWhy AI is your secret weapon for personalized outreachChapters:00:12 – Closing Deals Like Top Sales Reps01:00 – Introducing Corey Douglas of Repario Data03:08 – Identifying the Right Prospect to Target05:39 – Understanding Why Buying Capability Matters06:05 – Avoiding Mistakes with Paralegal ICPs07:38 – Using ICP Roles to Book Meetings08:38 – Rethinking General Counsel as the Buyer09:43 – Evaluating If Attorney Is the Right ICP10:20 – Mapping Gatekeepers, Influencers, and Decision-Makers12:28 – Preparing for Discovery Meetings with Research18:21 – Stopping the Feature-First Sales Pitch22:30 – Asking the Most Powerful Sales Question23:23 – Supporting Sales Prospecting with Marketing26:22 – Sharing Content That Moves Sales Forward28:40 – Showing How Research Helps Close Deals30:03 – Sharing Sales Tips: Networking, Research, AIKeywords:B2B Sales, B2B Lead Generation Companies, Sales and Marketing AlignmentConnect with Corey Douglas, JD.Connect with The Marketing Phoenix PodcastSubscribe on Your Favorite Podcast PlatformConnect on LinkedInRPC Strategies' Website***DOWNLOAD FREE RESOURCES***The Proven Sales Email Codex The AI Security QuestionnaireOur Tailored Growth Services