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Pitch Rehab: Sell Value, Not Tech Specs
Too many legal tech vendors are still leading with features, buzzwords, and AI hype. The problem? Law firms don’t buy technology specs—they buy solutions that solve real pain points and impact the bottom line.
In this episode of The Marketing Phoenix Podcast, host Melissa “Rogo” Rogozinski talks with Steven Lerner, senior reporter at Law360 Pulse, about how vendors can stop overselling technology and start connecting with buyers by focusing on outcomes. They cover everything from product strategy and market research to targeted marketing, sales funnel optimization, and customer experience—offering a practical roadmap to strengthen B2B sales and drive lasting revenue growth.
What You’ll Learn:
- Why legal tech sales cycles stall when vendors pitch “solutions in search of a problem”
- How market research and third-party experts uncover law firms’ most pressing needs
- Why AI-washing and “first fever” damage credibility with buyers and investors
- How sales reps can reframe features into business outcomes that influence purchasing decisions
- Why consolidation impacts innovation, customer service, and pricing—and how startups can fill the gaps with stronger customer acquisition strategies
👉 Tune in to discover how to shift from selling tech specs to solution selling that fuels lead generation, acquires new customers, reduces churn, and accelerates revenue growth.
Connect with Steven Lerner.
Episode Resources:
- That AI Tool Your Law Firm Is Using? It's Not Really AI
- Be Wary Of Legal Tech Cos. Claiming To Be 'First'
- Legal Tech Companies Raise Pay To Attract BigLaw Attorneys
- Consolidation Is Slowly Killing Legal Tech Innovation
- Legal Tech Vendors Often Misdiagnose Law Firm Struggles
- 10 Steps to Align Legal Sales & Marketing
- Hunters vs. Farmers: Selling Legal Services in a Remote Environment
- How to Use an SAP to Turn the Sales Process into a Buying Process
SEO Keywords Used: B2B Sales, Customer acquisition, Revenue Growth
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
View all episodes
By RPC Strategies LLCToo many legal tech vendors are still leading with features, buzzwords, and AI hype. The problem? Law firms don’t buy technology specs—they buy solutions that solve real pain points and impact the bottom line.
In this episode of The Marketing Phoenix Podcast, host Melissa “Rogo” Rogozinski talks with Steven Lerner, senior reporter at Law360 Pulse, about how vendors can stop overselling technology and start connecting with buyers by focusing on outcomes. They cover everything from product strategy and market research to targeted marketing, sales funnel optimization, and customer experience—offering a practical roadmap to strengthen B2B sales and drive lasting revenue growth.
What You’ll Learn:
- Why legal tech sales cycles stall when vendors pitch “solutions in search of a problem”
- How market research and third-party experts uncover law firms’ most pressing needs
- Why AI-washing and “first fever” damage credibility with buyers and investors
- How sales reps can reframe features into business outcomes that influence purchasing decisions
- Why consolidation impacts innovation, customer service, and pricing—and how startups can fill the gaps with stronger customer acquisition strategies
👉 Tune in to discover how to shift from selling tech specs to solution selling that fuels lead generation, acquires new customers, reduces churn, and accelerates revenue growth.
Connect with Steven Lerner.
Episode Resources:
- That AI Tool Your Law Firm Is Using? It's Not Really AI
- Be Wary Of Legal Tech Cos. Claiming To Be 'First'
- Legal Tech Companies Raise Pay To Attract BigLaw Attorneys
- Consolidation Is Slowly Killing Legal Tech Innovation
- Legal Tech Vendors Often Misdiagnose Law Firm Struggles
- 10 Steps to Align Legal Sales & Marketing
- Hunters vs. Farmers: Selling Legal Services in a Remote Environment
- How to Use an SAP to Turn the Sales Process into a Buying Process
SEO Keywords Used: B2B Sales, Customer acquisition, Revenue Growth
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