Episode Summary:

Melissa "Rogo" Rogozinski sits down with Gil Wolchock, VP of Outside Sales at Steno, to unpack two powerhouse sales mindsets: the “HUNTERS” and the “Challenger.” Together, they explore how today’s best sales teams leverage consultative selling, marketing alignment, and RevOps strategy to close more deals in competitive markets like legal tech.

Whether you lead sales at a startup, scale-up, or enterprise, this episode provides a deep dive into how buyer personas, multi-threaded prospecting, and AI-enabled tools are changing the game.

What You’ll Learn in This Episode:

• The key traits of sales HUNTERS and how they’re evolving
• How the Challenger Sale's “Teach, Tailor, Take Control” still holds power
• How legal tech sales differ from traditional SaaS
• Where marketing fits into each stage of the sales cycle
• Why belief in your product is non-negotiable
• How to turn insights into buying signals and win deals faster

Connect with Gil Wolchock.

Keywords:

email marketing, growth marketing, sales process, legal tech, buyer personas

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