Without Sales and Marketing alignment, pipelines stall, client acquisition slows, and company valuations suffer.
In this episode of Marketing Phoenix, Melissa “Rogo” Rogozinski talks with George Farrall. He is the Managing Partner at Compass Business Advisors. They discuss how marketing can better support sales. From fixing broken handoffs to creating trusted-advisor messaging, they unpack the strategies that actually drive growth.
This episode is a must-listen for leaders in legal tech, law firms, and B2B. It helps strengthen alignment, improve lead management, and enhance CRM processes. You will also learn how to create a growth marketing strategy that catches investors' attention.
What You’ll Learn:
- Why Sales and Marketing alignment drives revenue and valuation
- How to define and unify MQLs and SQLs for stronger client acquisition
- Where lead management and CRM systems often break down
- How messaging missteps kill trust—and how to avoid them
- The role of B2B demand generation in long-term growth
Chapter Titles:
00:57 – Introducing George Farrall
02:11 – Explaining What Marketing Should Feed Sales
02:51 – Supporting Sales by Prioritizing Quality Leads
04:09 – Defining and Resolving MQL vs. SQL Issues
05:35 – Fixing CRM Setup and Lead Ranking Failures
08:01 – Fixing Pushy and Offensive Sales Email Messaging
10:13 – Becoming a Trusted Advisor, Not a Pushy Caller
11:28 – How Marketing Equips Sales for Endurance
14:52 – Plugging Small Leaks in Sales-Marketing Handoffs
18:12 - Training Sales on Products, Services, and Teams
19:09 - Using Ongoing Marketing Updates to Educate Clients
22:55 – Linking Company Valuation and Growth to Marketing
28:14 – Explaining the Sales-Driven Marketing Model
30:03 – Connecting Awareness and Lead Gen in Unified Funnels
33:34 - Measuring the Effectiveness of Leads
36:30 - Winning VC and PE Confidence Through Marketing-Sales Alignment
39:10 – Bringing Marketing into Client Meetings with Sales
40:44 – Securing Valuation: What Investors Expect From Legal Tech
SEO Keywords:
b2b demand generation, Sales and Marketing alignment, client acquisition, Lead Management and CRM, b2b tech marketing, Growth marketing strategy
Connect with The Marketing Phoenix Podcast
***DOWNLOAD FREE RESOURCES***
Popular Podcasts
Dateline NBC
Current and classic episodes, featuring compelling true-crime mysteries, powerful documentaries and in-depth investigations. Follow now to get the latest episodes of Dateline NBC completely free, or subscribe to Dateline Premium for ad-free listening and exclusive bonus content: DatelinePremium.com
Stuff You Should Know
If you've ever wanted to know about champagne, satanism, the Stonewall Uprising, chaos theory, LSD, El Nino, true crime and Rosa Parks, then look no further. Josh and Chuck have you covered.
My Favorite Murder with Karen Kilgariff and Georgia Hardstark
My Favorite Murder is a true crime comedy podcast hosted by Karen Kilgariff and Georgia Hardstark. Each week, Karen and Georgia share compelling true crimes and hometown stories from friends and listeners. Since MFM launched in January of 2016, Karen and Georgia have shared their lifelong interest in true crime and have covered stories of infamous serial killers like the Night Stalker, mysterious cold cases, captivating cults, incredible survivor stories and important events from history like the Tulsa race massacre of 1921. My Favorite Murder is part of the Exactly Right podcast network that provides a platform for bold, creative voices to bring to life provocative, entertaining and relatable stories for audiences everywhere. The Exactly Right roster of podcasts covers a variety of topics including historic true crime, comedic interviews and news, science, pop culture and more. Podcasts on the network include Buried Bones with Kate Winkler Dawson and Paul Holes, That's Messed Up: An SVU Podcast, This Podcast Will Kill You, Bananas and more.