Description

Too many sales pros walk into key accounts without a strategy and end up wasting opportunities ripe for conversion. 

In this episode of The Marketing Phoenix Podcast, Melissa “Rogo” Rogozinski shares a personal story that forever changed the way she approached B2B sales and client acquisition.

If you’re in legal tech, a law firm, or any B2B field, this episode is packed with practical steps to transform short discovery calls into long-term client relationships using marketing intelligence and a Strategic Account Plan (SAP).

What You’ll Learn:  

• Why walking into a meeting without a plan is a “fool’s errand”
• The 8 essential components of a Strategic Account Plan (SAP)
• How to qualify leads with frameworks like BANT, CHAMP, and MEDDICC
• Ways to align your solutions with your prospect’s biggest challenges
• How SAPs increase sales productivity and improve discovery calls

How to Use an SAP to Turn the Sales Process Into a Buying Process

Watch the video.

SEO Keywords: B2B Sales, Marketing Intelligence, Sales Strategy, Sales Productivity, Discovery Call

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