The Marketing Phoenix Podcast

RPC Strategies LLC
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Are you a B2B SaaS Startup, Scale-Up, or Exit Advisor looking to unlock business growth potential? Welcome to The Marketing Phoenix Podcast! I'm Melissa "Rogo" Rogozinski, founder and CEO of RPC Strategies, and your host for dynamic conversations on B2B marketing, strategy, and growth. ==>Want to build a 7-figure pipeline in just 12 months—and close nearly half of it? ==>Looking to grow your revenue 15%–40% year over year—consistently? ==>Trying to stay 22%+ profitable while scaling your business? Each week, we'll explore the six pillars of success: (1) Marketing Operations, (2) Thought Leadership, (3) Brand Awareness, (4) Lead Management, (5) Demand Generation, and (6) Sales Enablement. Sometimes I’ll fly solo, and other times I’ll welcome guests to dive deep into these topics. Together, we’ll uncover best practices for crafting winning growth strategies tailored for SaaS startups, tech founders, innovative B2B companies, and their investors. Join us as we explore pathways to success in every episode! If you're searching for practical insights to fuel your business growth, this is the perfect place to kickstart your journey. Real growth stories. Proven playbooks. No fluff. Subscribe now and join us every Monday morning for expert insights and strategies that will set your business apart. Connect with us on LinkedIn at https://www.linkedin.com/company/rpcstrategies/, visit us for blogs, brochures, and pricing at https://rpcgrowthstrategies.com/, email us at rpc@rpcgrowthstrategies.com, or schedule a consultation at https://calendly.com/rpcstrategies. Together, let’s ignite your growth and help your business rise!

  1. Persona Fatigue: Sell to Problems, Not Titles

    HÁ 1 DIA

    Persona Fatigue: Sell to Problems, Not Titles

    Too many salespeople chase titles instead of tackling real challenges.  In this episode of The Marketing Phoenix Podcast, host Melissa “Rogo” Rogozinski is joined by law firm buyers of legal tech, Marimer Muñoz (Kluger Kaplan) and Emily Bartkowicz (Akerman), to explore how consultative selling and solution selling can make or break your discovery calls. For legal tech, law firm, and B2B professionals, this discussion sheds light on the cost of poor outreach, the importance of objection handling, and how to shorten the sales cycle by listening first and pitching second. What You’ll Learn:   Why selling to titles instead of pain points failsHow consultative selling builds trust with busy legal teamsDiscovery Call best practices that win meetings (and respect)Simple ways to tailor outreach to law firm stakeholdersThe role patience plays in the long B2B sales cycleSEO Keywords:  consultative selling, solution selling, discovery call, objection handling, sales cycle Watch the video. Connect with The Marketing Phoenix Podcast Subscribe on Your Favorite Podcast Platform Connect on LinkedIn RPC Strategies' Website ***DOWNLOAD FREE RESOURCES*** The Proven Sales Email Codex The AI Security Questionnaire Our Tailored Growth Services

    34min
  2. How Strategic Account Plans Boost B2B Sales

    8 DE SET.

    How Strategic Account Plans Boost B2B Sales

    Too many sales pros walk into key accounts without a strategy and end up wasting opportunities ripe for conversion.  In this episode of The Marketing Phoenix Podcast, Melissa “Rogo” Rogozinski shares a personal story that forever changed the way she approached B2B sales and client acquisition. If you’re in legal tech, a law firm, or any B2B field, this episode is packed with practical steps to transform short discovery calls into long-term client relationships using marketing intelligence and a Strategic Account Plan (SAP). What You’ll Learn:   Why walking into a meeting without a plan is a “fool’s errand”The 8 essential components of a Strategic Account Plan (SAP)How to qualify leads with frameworks like BANT, CHAMP, and MEDDICCWays to align your solutions with your prospect’s biggest challengesHow SAPs increase sales productivity and improve discovery callsHow to Use an SAP to Turn the Sales Process Into a Buying Process Watch the video. SEO Keywords: B2B Sales, Marketing Intelligence, Sales Strategy, Sales Productivity, Discovery Call Connect with The Marketing Phoenix Podcast Subscribe on Your Favorite Podcast Platform Connect on LinkedIn RPC Strategies' Website ***DOWNLOAD FREE RESOURCES*** The Proven Sales Email Codex The AI Security Questionnaire Our Tailored Growth Services

    4min
  3. The Hidden Cost of Selling to the Wrong ICP

    25 DE AGO.

    The Hidden Cost of Selling to the Wrong ICP

    Your sales team is hustling hard, but win rates aren’t moving. The real problem? You might be selling to the wrong Ideal Client Profile (ICP).  In this episode of The Marketing Phoenix Podcast, Melissa “Rogo” Rogozinski sits down with sales leader CJ Webster to unpack the risks of targeting the wrong ICPand how it quietly sabotages your sales forecasting, sales pipeline, and revenue growth. For legal tech companies, law firms, and B2B organizations, the key to sustainable success isn’t just lead generation:  It’s aligning your product or service, marketing intelligence, and sales reps’ strategies with the right ICP. Melissa and CJ reveal why misalignment across marketing, product, sales, and customer service creates wasted effort, lost deals, and frustrated buyers. They also share how sales reps can improve objection handling, build trust during the buying process, and use data driven decisions to refine case studies and customer feedback for better targeting. The result? Closed deals that are a good fit for both the buyer and the vendor’s bottom line. What You’ll Learn in This Episode:   Why most B2B sales teams close fewer deals than they shouldThe six ICP roles that shape purchasing decisionsHow misaligned ICP targeting disrupts the sales pipelineThe role of storytelling, sales pitches, and objection handling in winning customersWhy customer experiences and building relationships matter more than cold callsHow aligning teams leads to smarter, data driven decisions and more closed dealsChapters: 00:10 Boosting Win Rates With the Right ICP 00:42 Introducing CJ Webster 01:00 Creating and Evolving ICPs 01:20 Defining Six Types of ICPs 02:58 Selling Enterprise Tech Solutions the Right Way 07:10 Recognizing Signs of the Wrong ICP 09:54 Clarifying Value Before Selling to the ICP 13:33 Defining Law Firm ICP by Role, Practice, Size 14:16 Understanding Why Clients Choose Knowledge Over Features 15:15 Involving Marketing, Product, Sales, and Client Success 16:30 Breaking Down ICP Levels: Company, Practice, Stakeholder 22:29 Avoiding Bad Deals With the Right ICP 23:35 Defining RPC’s Real Client Personas 24:26 Shifting Focus From Big Law to SMB Firms 25:52 Leveling the Playing Field for SMB Law Firms With AI 27:14 Explaining AI Simply to Law Firm Buyers 30:34 Understanding Sales Challenges in Tech Integration 32:15 Leveraging AI for Sales Analyses 35:18 Navigating a Crowded AI Marketplace 39:07 Solving Why Sales Can’t Convert MQLs 42:43 Fixing Content That Attracts the Wrong ICPs 47:47 Diagnosing Why Sales and Marketing Fail to Deliver 51:50 Learning Why Sales and Marketing Miss Leads 55:35 CJ’s Final Thoughts on Sales Nobility SEO Keywords: Sales forecasting, B2B Sales, Marketing intelligence. LSI: Sales cycle, Objection handling Connect with CJ Webster: https://www.linkedin.com/in/cj-webster/ Connect with The Marketing Phoenix Podcast Subscribe on Your Favorite Podcast Platform Connect on LinkedIn RPC Strategies' Website ***DOWNLOAD FREE RESOURCES*** The Proven Sales Email Codex The AI Security Questionnaire Our Tailored Growth Services

    57min
  4. Research Like a Pro to Close More B2B Sales Deals

    18 DE AGO.

    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 Reps 01:00 – Introducing Corey Douglas of Repario Data 03:08 – Identifying the Right Prospect to Target 05:39 – Understanding Why Buying Capability Matters 06:05 – Avoiding Mistakes with Paralegal ICPs 07:38 – Using ICP Roles to Book Meetings 08:38 – Rethinking General Counsel as the Buyer 09:43 – Evaluating If Attorney Is the Right ICP 10:20 – Mapping Gatekeepers, Influencers, and Decision-Makers 12:28 – Preparing for Discovery Meetings with Research 18:21 – Stopping the Feature-First Sales Pitch 22:30 – Asking the Most Powerful Sales Question 23:23 – Supporting Sales Prospecting with Marketing 26:22 – Sharing Content That Moves Sales Forward 28:40 – Showing How Research Helps Close Deals 30:03 – Sharing Sales Tips: Networking, Research, AI Keywords: B2B Sales, B2B Lead Generation Companies, Sales and Marketing Alignment Connect with Corey Douglas, JD. Connect with The Marketing Phoenix Podcast Subscribe on Your Favorite Podcast Platform Connect on LinkedIn RPC Strategies' Website ***DOWNLOAD FREE RESOURCES*** The Proven Sales Email Codex The AI Security Questionnaire Our Tailored Growth Services

    37min
  5. Smart Sales Starts with Smarter Qualification

    11 DE AGO.

    Smart Sales Starts with Smarter Qualification

    Whether you're managing leads in a startup or navigating enterprise-level sales, choosing the right lead qualification framework is the key to closing smarter, faster, and more profitably. In this episode of The Marketing Phoenix Podcast, host Melissa “Rogo” Rogozinski breaks down three powerhouse sales frameworks—BANT, CHAMP, and MEDDICC—to help you qualify leads with clarity, confidence, and consistency.  For legal tech, SaaS, and B2B companies looking to refine their go to market consulting or growth strategies, this episode delivers a tactical breakdown of when and how each framework performs best—and how marketing plays a critical role in setting the stage for sales success.  What You’ll Learn: When to use BANT, CHAMP, or MEDDICC based on deal complexityHow to ask the right qualification questions at the right timeSpecific examples that tie frameworks to real-world B2B use casesWhy marketing should align with sales frameworks from day oneHow content and campaigns can drive qualification before a rep callsWhat marketing leaders should know to support enterprise sales teamsKeywords:  managing leads, go to market consulting, growth strategies Connect with The Marketing Phoenix Podcast Subscribe on Your Favorite Podcast Platform Connect on LinkedIn RPC Strategies' Website ***DOWNLOAD FREE RESOURCES*** The Proven Sales Email Codex The AI Security Questionnaire Our Tailored Growth Services

    6min
  6. Sales Hunters vs. Challengers: Who Wins?

    4 DE AGO.

    Sales Hunters vs. Challengers: Who Wins?

    Episode Summary:   Melissa "Rogo" Rogozinski sits down with Gil Wolchock, VP of Outside Sales at Steno, to unpack two powerhouse sales mindsets: the “HUNTERS” and the “Challenger.” Together, they explore how today’s best sales teams leverage consultative selling, marketing alignment, and RevOps strategy to close more deals in competitive markets like legal tech. Whether you lead sales at a startup, scale-up, or enterprise, this episode provides a deep dive into how buyer personas, multi-threaded prospecting, and AI-enabled tools are changing the game. What You’ll Learn in This Episode:   The key traits of sales HUNTERS and how they’re evolvingHow the Challenger Sale's “Teach, Tailor, Take Control” still holds powerHow legal tech sales differ from traditional SaaSWhere marketing fits into each stage of the sales cycleWhy belief in your product is non-negotiableHow to turn insights into buying signals and win deals faster Connect with Gil Wolchock. Keywords: email marketing, growth marketing, sales process, legal tech, buyer personas Connect with The Marketing Phoenix Podcast Subscribe on Your Favorite Podcast Platform Connect on LinkedIn RPC Strategies' Website ***DOWNLOAD FREE RESOURCES*** The Proven Sales Email Codex The AI Security Questionnaire Our Tailored Growth Services

    42min
  7. Product Strategy that Aligns Teams and Accelerates Growth

    14 DE JUL.

    Product Strategy that Aligns Teams and Accelerates Growth

    Too many companies confuse product marketing with product management—costing them alignment, customers, and revenue. Learn how to unify your strategy and drive results. In this final episode of the Marketing Phoenix Podcast's six-month Growth Marketing Series, Melissa Rogozinski sits down with B2B product strategy consultant, Tina John, to unpack the critical differences and collaboration points between product management and product marketing.  Whether you're launching, scaling, or preparing to exit, Rogo and Tina break down the essential frameworks and practical steps to align your go-to-market strategy, support sales, and accelerate sustainable growth. What You’ll Learn: The difference between product management and product marketing—and where they overlapWhy product strategy is central to successful go-to-market planningHow to prioritize growth strategies at each business stage: startup, scale-up, or exitWhat makes sales enablement essential for increasing valuationThe role of competitive and market research in building a strong growth marketing foundationHow aligning product and marketing teams drives faster execution and better KPIsChapters: 00:46 – Introducing the 6 Pillars of Growth Marketing01:25 – Exploring Tina John’s Product Strategy Background02:27 – Comparing Product Management and Marketing03:45 – Identifying Overlap Between PM and PMM04:24 – Defining Buyers Versus Customers04:58 – Developing a Strong Product Strategy06:51 – Aligning Product Management and Marketing07:43 – Recognizing the Need for Product Strategy09:21 – Using Messaging in Product Marketing12:40 – Tying Business Goals to Product Messaging13:54 – Supporting Sales Through Product Strategy15:26 – Using VOC to Shape Product Strategy17:24 – Evolving Product Strategy: A Real Example20:17 – Outlining the 3 Pillars of Strategy21:38 – Enabling Sales with Strategic Tools22:10 – Building Vision and a Roadmap27:03 – Conducting Competitive and Market Research28:47 – Knowing Where to Start with Strategy33:46 – Recapping Strategy, Management, and Marketing34:39 – Aligning PM and PMM for Business Growth35:46 – Driving Close Rates Through Product StrategyEpisode Resources: Strategic Product Management That Positions, Aligns, and EmpowersRPC Strategies' PortfolioConnect with The Marketing Phoenix Podcast Subscribe on Your Favorite Podcast Platform Connect on LinkedIn RPC Strategies' Website ***DOWNLOAD FREE RESOURCES*** The Proven Sales Email Codex The AI Security Questionnaire Our Tailored Growth Services

    37min
  8. How to Make Your Prospects Buy

    7 DE JUL.

    How to Make Your Prospects Buy

    What’s the real reason your prospects aren’t buying? Spoiler: it’s not your pricing. In this episode of The Marketing Phoenix Podcast, Melissa “Rogo” Rogozinski breaks down a practical, structured approach to sales that empowers prospects to choose your solution. No pushy tactics, just proven strategies that turn preparation and follow-through into closed deals. Whether you’re running sales for a legal tech startup or leading a B2B scale-up, these insights will help you tighten your sales process and boost conversion rates. What You’ll Learn: How to structure your CRM to improve sales focus and lead trackingPractical ways to warm up existing clients for more businessA structured cold prospecting outreach cadence that worksHow to build a Strategic Account Plan that gets attentionThe role of cross-functional collaboration in revenue growthTune in and turn preparation into profit. Keywords: Growth strategies, lead tracking, lead management and CRM  Episode Resources: How to Use an SAP to Turn the Sales Process into a Buying Process6 Ways to Leverage the Power of Process and Workflows in SalesSales EnablementB2B Product MarketingConnect with The Marketing Phoenix Podcast Subscribe on Your Favorite Podcast Platform Connect on LinkedIn RPC Strategies' Website ***DOWNLOAD FREE RESOURCES*** The Proven Sales Email Codex The AI Security Questionnaire Our Tailored Growth Services

    5min
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Are you a B2B SaaS Startup, Scale-Up, or Exit Advisor looking to unlock business growth potential? Welcome to The Marketing Phoenix Podcast! I'm Melissa "Rogo" Rogozinski, founder and CEO of RPC Strategies, and your host for dynamic conversations on B2B marketing, strategy, and growth. ==>Want to build a 7-figure pipeline in just 12 months—and close nearly half of it? ==>Looking to grow your revenue 15%–40% year over year—consistently? ==>Trying to stay 22%+ profitable while scaling your business? Each week, we'll explore the six pillars of success: (1) Marketing Operations, (2) Thought Leadership, (3) Brand Awareness, (4) Lead Management, (5) Demand Generation, and (6) Sales Enablement. Sometimes I’ll fly solo, and other times I’ll welcome guests to dive deep into these topics. Together, we’ll uncover best practices for crafting winning growth strategies tailored for SaaS startups, tech founders, innovative B2B companies, and their investors. Join us as we explore pathways to success in every episode! If you're searching for practical insights to fuel your business growth, this is the perfect place to kickstart your journey. Real growth stories. Proven playbooks. No fluff. Subscribe now and join us every Monday morning for expert insights and strategies that will set your business apart. Connect with us on LinkedIn at https://www.linkedin.com/company/rpcstrategies/, visit us for blogs, brochures, and pricing at https://rpcgrowthstrategies.com/, email us at rpc@rpcgrowthstrategies.com, or schedule a consultation at https://calendly.com/rpcstrategies. Together, let’s ignite your growth and help your business rise!

Informações

  • Criado por
    RPC Strategies LLC
  • Anos de atividade
    2023 - 2025
  • Episódios
    42
  • Classificação
    Livre
  • Copyright
    © 2025 The Marketing Phoenix Podcast
  • Site do podcast
    The Marketing Phoenix Podcast