Does your sales team have a clear process to qualify leads, run discovery meetings, and keep deals moving? If no, or if it's inconsistent, sales enablement can change that.
In this episode of The Marketing Phoenix Podcast, Melissa “Rogo” Rogozinski outlines a practical approach to sales enablement for B2B SaaS professionals and legal tech leaders. Instead of generic playbooks or disconnected tools, this strategy focuses on implementing systems that help teams prioritize high-value prospects and close more business.
Melissa breaks down essential components of an effective sales process, from lead qualification to discovery to optimizing deal flow, all rooted in structure, not guesswork.
What You’ll Learn:
- How strategic account planning improves targeting and ROI
- The role of frameworks like BANT, CHAMP, and MEDDICC in qualifying leads
- Tips for running discovery meetings that uncover real buying signals
- Signs your deal flow process is costing you sales
- Why sales enablement is foundational to sustainable growth
Keywords:
lead management and CRM, managing leads, growth strategies
Resources discussed in episode:
Connect with The Marketing Phoenix Podcast
***DOWNLOAD FREE RESOURCES***
Popular Podcasts
On Purpose with Jay Shetty
I’m Jay Shetty host of On Purpose the worlds #1 Mental Health podcast and I’m so grateful you found us. I started this podcast 5 years ago to invite you into conversations and workshops that are designed to help make you happier, healthier and more healed. I believe that when you (yes you) feel seen, heard and understood you’re able to deal with relationship struggles, work challenges and life’s ups and downs with more ease and grace. I interview experts, celebrities, thought leaders and athletes so that we can grow our mindset, build better habits and uncover a side of them we’ve never seen before. New episodes every Monday and Friday. Your support means the world to me and I don’t take it for granted — click the follow button and leave a review to help us spread the love with On Purpose. I can’t wait for you to listen to your first or 500th episode!
NFL Daily with Gregg Rosenthal
Gregg Rosenthal and a rotating crew of elite NFL Media co-hosts, including Patrick Claybon, Colleen Wolfe, Steve Wyche, Nick Shook and Jourdan Rodrigue of The Athletic get you caught up daily on all the NFL news and analysis you need to be smarter and funnier than your friends.
The Joe Rogan Experience
The official podcast of comedian Joe Rogan.