Many legal tech and B2B companies struggle to move prospects through the sales cycle. When sales reps walk into sales calls without preparation or rely only on marketing to deliver leads they miss opportunities for closed deals and stronger customer relationships.

Episode Overview:

In this episode of the Marketing Phoenix Podcast, host Melissa “Rogo” Rogozinski welcomes Chris Cangero, founder and CEO of DocStyle. Chris shares his entrepreneurial journey and explains why so many legal tech startups and law firm vendors face challenges with client acquisition and customer base growth.

The conversation highlights how sales reps can improve discovery call, refine sales conversations, and use consultative selling to build trust with decision makers. They also discuss how aligning sales strategy with targeted marketing, buyer personas, and case studies helps create a more customer-centric approach that drives higher conversion rates.

What You’ll Learn:

• Why legal tech sales cycles are longer—and how to adapt your sales strategy
• The dangers of winging a sales pitch vs. preparing for discovery call
• How discovery calls fuel solution selling success
• Why sales and marketing must align for client acquisition
• Tips for using marketing collateral to reinforce selling strategies

Connect with Chris Cangero on LinkedIn.

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