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 tracking
• Practical ways to warm up existing clients for more business
• A structured cold prospecting outreach cadence that works
• How to build a Strategic Account Plan that gets attention
• The role of cross-functional collaboration in revenue growth

Tune 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 Process
• 6 Ways to Leverage the Power of Process and Workflows in Sales
• Sales Enablement
• B2B Product Marketing

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

Is your marketing generating leads, but your sales team isn’t closing them? Or maybe your content strategy and CRM aren’t playing nicely? You're not alone—and the good news is, there’s a fix.

In this episode of The Marketing Phoenix Podcast, Melissa “Rogo” Rogozinski breaks down the 7 major barriers that disrupt marketing and sales alignment and walks you through actionable strategies to close those gaps. Whether you’re building your go to market strategy or fine-tuning your tech stack, this episode gives you a framework to realign your teams and unlock sustainable growth.

Designed for B2B leaders, legal tech innovators, and growth-focused firms, this episode equips you to move from vision to execution—without burning out your team.

What You’ll Learn:

• The 7 most common alignment issues holding back B2B teams
• Why your CRM and website must be fully integrated for effective lead tracking
• How to build a unified go to market strategy across marketing, sales, and success teams
• Why “just publishing content” doesn’t cut it without smart distribution
• How to shift from feature-based messaging to solution-oriented content
• The long-game mindset needed for true alignment and lasting growth

Keywords: lead tracking, go to market strategy, b2b content marketing strategy

Resources:

• 6 Ways to Leverage the Power of Process and Workflows in Sales
• 7 Reasons You're Not Driving Revenue
• 10 Steps to Align Sales & Marketing

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

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:

• Sales Enablement
• Product Marketing

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

Are you still sitting on a goldmine of cold leads that never converted? They’re not dead—they’re just waiting for the right conversation.

In this episode of The Marketing Phoenix Podcast, Melissa Rogozinski sits down with Sophia Sprowls, Marketing and Sales Operations Manager at RPC Strategies, to share a behind-the-scenes look at how they transformed their existing content and CRM into a strategic email campaign that drives lead conversion and client loyalty.

Whether you're in legal tech, a B2B service provider, or leading growth at a law firm, you'll learn how a properly aligned buyer’s journey framework—combined with email marketing and CRM automation—can uncover new revenue from leads you thought were cold or dead.

What You’ll Learn

• What the Buyer’s Journey really looks like (and the part most businesses forget)
• How to map your existing content to each stage of the journey
• A 6-step framework to build an email campaign that converts cold leads
• Why CRM is essential to lead tracking, segmentation, and revenue growth
• Common mistakes businesses make with email campaigns and CRM
• How to align sales, marketing, and client success for sustainable growth

Chapters

00:13 Leveraging Website, ICPs & Content for Growth
01:30 Meeting Sofia Sprowls & Her Career Aha!
03:44 Aligning Teams to Drive Business Growth
04:30 Running the Annual RPC CRM Clean-Up
05:55 Describing the Buyer’s Journey
07:18 Showing Client Loyalty ROI in Action
08:13 Walking Through Buyer’s Journey Content Strategy
10:50 Placing Features & Benefits in the Journey
12:25 Informing the Journey with Ideal Personas
15:55 Developing Lead Nurturing Email Strategies
26:00 Using CRM to Automate Journey Workflows
35:45 Avoiding Common Buyer’s Journey Mistakes
37:40 Getting the Journey Right for the Client
40:10 Tracking KPIs for Journey Success
42:10 Driving Best-in-Class Close-Win Rates
43:03 Assigning Objectives to Every Journey Stage
44:04 Advising New Marketing & Sales Enablement Leaders

Keywords

email campaign, email marketing, growth marketing, managing leads

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

Only 2% of website visitors convert on their first visit. That stat alone reveals a critical gap in relying on inbound marketing alone.

If you’re serious about growth, you need a strategic outbound engine—and that’s where email campaigns come in.

In this episode of The Marketing Phoenix Podcast, Melissa "Rogo" Rogozinski, founder of RPC Strategies, breaks down why email campaigns are the gravitational center of any high-performing B2B growth marketing strategy. Whether you lead a legal tech company, manage business development at a law firm, or work at a marketing automation agency, this episode delivers expert advice to help you generate qualified leads, improve CRM integration, and accelerate revenue.

You’ll walk away with a clear roadmap to make your email campaigns smarter, more personal, and ROI-driven—without falling into the "spray and pray" trap.

What You’ll Learn

• Why email campaigns bridge the gap between inbound and outbound
• 7 key steps to building high-performing email campaigns
• How to use your CRM to track engagement and prioritize follow-ups
• The importance of privacy law compliance (and what happens if you ignore it)
• How AI enhances timing, targeting, and scoring in your email strategy
• Real-world examples of email campaigns that convert without being “salesy”

Keywords

email marketing firms, marketing automation agency, growth marketing

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

Why aren’t your leads converting? The answer might lie in how you’re generating demand.

Did you know? Demand Generation is one of the most misunderstood (but mission-critical) topics for B2B tech and legal tech startups.

If you’re struggling to build pipeline, align sales and marketing, or turn awareness into revenue, this episode is your playbook. Melissa breaks down exactly what demand generation is, how it fits into a go-to-market strategy, and how to evolve beyond cold outreach and basic lead capture.

What You’ll Learn:

- What demand generation really means for B2B growth
- Why segmentation and automation drive personalized GTM results
- How to track and refine demand generation efforts using analytics
- Why demand generation is critical for converting MQLs to SQLs

Chapters

00:00 Intro
00:11 Why Demand Generation Matters
00:25 What Is Demand Generation?
00:39 Creating Trust Through Value
01:05 Bridging Product and Problem Awareness
01:29 Strategy, Segmentation & Precision
01:56 Tracking with Analytics
02:07 Moving Leads Through the Funnel
02:42 Who Owns Demand Gen: Sales or Marketing?
03:08 Final Takeaways on Nurturing and Growth

Resources

4 Seeds of Marketing (Blog)
Learn More About Demand Generation (Brochure)
Growth Marketing (Brochure)

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

You’ve built awareness. You’ve generated demand. You’ve captured leads. So why aren’t they converting?

In this episode of The Marketing Phoenix, Melissa "Rogo" Rogozinski is joined by B2B growth expert Martha MacPherson to tackle the silent killer of sales pipelines: poor lead management.

Most early-stage legal tech and B2B companies pour their energy (and budget) into brand awareness and lead generation—only to drop the ball once those leads come in. Sound familiar? Melissa and Martha break down why that happens, what it costs, and how to fix it.

This episode explores the full go-to-market lifecycle—from generating demand to capturing leads, tracking them with precision, and maximizing every close-lost opportunity. If you're capturing leads but failing to convert them into clients, this conversation will help you rethink how your marketing and sales systems must work together to drive sustainable growth.

Episode Chapters

Demand Generation

• 01:46 Demand Generation
• 02:13 Differentiating Demand from Lead Generation
• 03:25 Prioritizing Demand in Early GTM Strategy
• 04:02 Creating Demand with Content and Thought Leadership
• 04:50 Avoiding Common Demand Generation Mistakes
• 06:27 Conducting ICP Research to Drive Demand
• 08:43 Shifting from Mistakes to Strategy
• 09:42 Recognizing Founder Evolution in Legal Tech
• 10:42 Identifying Trust Factors That Impact Demand

Lead Generation

• 11:57 Lead Generation
• 12:07 Transitioning from Demand to Lead Generation
• 13:32 Activating Top Lead Gen Channels and Assets
• 16:27 Learning from a Lead Magnet Win and Fail
• 18:52 Improving Lead Magnets with Marketing Operations
• 20:07 Following the 10-Step Lead Gen Process

Lead Management

• 20:39 Lead Management
• 21:27 Recycling Closed-Lost to Closed-Win Leads
• 22:47 Handling Leads After a Closed-Lost Outcome
• 23:25 Deciding Whether to Recycle a Lead
• 24:17 Clarifying Why Companies Overlook Lead Management
• 25:01 Launching a Closed-Lost Campaign that Worked
• 26:02 Generating Revenue with Salty Lead Campaigns
• 27:32 Building Resources for Lead Management Strategy
• 29:12 Maintaining CRM Hygiene and Scoring Leads
• 30:24 Trying One More Time for Success
• 31:14 Scaling Lead Gen and Management Together
• 32:42 Losing a $1M Deal to an Unexpected Competitor
• 33:56 Converting Demand into Revenue with Lead Management

Connect with Martha MacPherson

Martha MacPherson (LinkedIn): https://www.linkedin.com/in/marthamacpherson/

Msquared Digital Marketing: https://www.linkedin.com/company/msquared-digital-marketing/

RPC Strategies' Resources

https://rpcgrowthstrategies.com/lead-generation/

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

Founders, CMOs, or RevOps at legal tech startups - do you have a full pipeline but no conversions?

If your pipeline is full but your sales team is still struggling, it’s time to fix the MQL-to-SQL handoff.

This episode reveals the difference between MQLs and SQLs, why targeted content wins, and how smart hand-offs to sales can change the game for your B2B pipeline. Catch a real-world case study from a legal tech startup that went from invisible to impactful—boosting qualified leads by 25% in just 12 months using a strategic, lead tracking approach.

Episode Notes

- Why MQL ≠ SQL—and why that matters for your sales team
- Lead magnets that actually convert: webinars, demos, and downloads
- The two-part goal of all great content
- How to guide prospects through a trust-based buyer journey
- Real-life case study: 25% increase in qualified leads through brand building, pre-webinar marketing, and post-webinar follow-up
- How to blend thought leadership with pipeline growth

Keywords

growth marketing
growth marketing services
email marketing firms
b2b lead generation companies
marketing ops
digital marketing specialist
b2b content marketing strategy
marketing automation agency
b2b demand generation
b2b branding
creative marketing
growth strategies
b2b tech
b2b tech marketing

Episode Collateral

Lead Generation (Case Study)

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