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

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