Your B2B Deals Aren’t Progressing

Let’s Make It Rain Increased Conversions, Deal Value and Recurring Revenue

Meet Mark

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Mark Phinick is a B2B deal coach trusted by SaaS and AI startup CEOs, CROs, and boards to accelerate stalled deals, increase deal size, and drive predictable ARR. With a track record of over $3B in closed revenue and 10 successful startup exits, Mark partners directly with founders and sales teams to convert pipeline into revenue faster.

The Problem Mark Solves
Early-stage SaaS and AI startups often build solid B2B pipelines - but deals stall mid-funnel. Internal champions go quiet. Procurement gets complex. Risk aversion creeps in. Founders and sales leaders waste time chasing deals that aren’t progressing.

How Does Mark Help?
Mark acts as a deal coach to help your team:
- Advance high-value B2B deals that are stuck
- Equip buyer champions to sell internally with confidence, using the language of their C-Suite
- Align economic and technical stakeholders around measurable outcomes
- Quantify business value to justify urgency and investment
- Accelerate time to revenue and increase contract value

How Is Mark Unique?
Unlike sales trainers or Fractional CROs, Mark supports these roles by rolling up his sleeves and getting into live deals, bringing the precision of MEDDPICC, Challenger, Sandler, Miller Heiman and value-based selling to bear on today’s B2B buying behavior. He works side-by-side with your team to co-strategize, rehearse conversations, and remove friction - deal by deal.

Client Outcomes
- $380K net-new ARR closed within 60 days for a Series A AI startup after repositioning their champion’s internal business case
- 2 stalled 6-figure deals reactivated and closed by a founder-led sales team using Mark’s champion coaching scripts and objection-handling playbooks
- 4x increase in sales-qualified pipeline velocity for a startup in competitive bake-offs with legacy vendors
- Board confidence restored after showing measurable revenue acceleration within a quarter of engagement

Ideal Clients
- Seed to Series B SaaS or AI startups selling B2B
- Founder-led or lean sales teams struggling with stalled deals or internal selling
- CEOs and CROs under pressure to scale B2B revenue and hit milestones

The Business Case
The cost of a single stalled B2B deal often exceeds $250K in lost ARR and 3–6 months in wasted cycles. Mark’s clients see 3x–10x ROI through faster deal progression, larger contract values, and improved investor confidence.

Next Step
Let’s identify 1–2 strategic deals you can’t afford to lose, and get them moving now.

Client Testimonials

Your 12 Week Plan to Sustainable B2B Sales Success

First 30 Days: Foundation & Immediate Opportunities

  • Daily 1-Hour Calls (Week 1): Focus on pipeline review and identifying immediate high-probability deals. Train on discovery skills, including qualifying questions and outcome-focused conversations with key personas.

  • Weekly Opportunity Reviews (Weeks 2-4): Shift to weekly sessions, focusing on specific deals, reviewing buyer personas, value propositions, and refining sales motions for high-priority accounts.

  • Ad-Hoc Deal Strategy Sessions: Provide real-time coaching as challenges arise, with particular attention to navigating procurement.

  • Goal: Establish confidence in uncovering business impact, and refine qualification, especially on client decision-making processes.

60 Days: Developing Nuanced B2B Sales Skills

  • Weekly Calls: Dive deeper into the intricacies of multi-stakeholder engagement. Teach objection handling, especially around business outcomes and ROI, and train on articulating your differentiators.

  • Ad-Hoc Deal Strategy Sessions: Provide real-time coaching as challenges arise, with particular attention to navigating procurement.

  • Goal: Equip the team to map accounts thoroughly, engage champions, and prepare for the complexity of B2B decision cycles.

90 Days: Scaling B2B Deal Success

  • Weekly Pipeline & Deal Reviews: Emphasize forecast accuracy and scaling skills. Teach advanced techniques in negotiation, positioning multi-year contracts, and renewal-focused conversations.

  • Ad-Hoc Strategy as Needed: Support live deals with real-time insights and refine skills based on feedback from executive-level interactions.

  • Goal: Establish a sustainable, repeatable sales process aligned to B2B needs and ensure readiness for complex, large-scale deals.

This plan balances foundational skills with practical application, building toward sustainable B2B sales success.

Kudos for Mark

  • Cindy Warner, CEO of 306ofme

    Mark and I had the pleasure to create the Salesforce.com Integration partner ecosystem together. Mark was highly instrumental in developing the plan and executing the initial roll out. He is a trusted business developer who accomplished great strides in a very short timeframe amidst great chaos and growth!

  • Philippe Vincent, CEO of Pliant

    Mark is not only a highly experienced and talented seller at heart, but also a wonderful coach for selling talent and a very successful deal maker. I recommend him enthusiastically to anyone seeking counsel on deal making, sales strategy or talent development.

  • Simon Peel, GTM Growth Advisor at Marlin Equity Partners

    Mark is the consummate sales professional. He knows how the sales game is played from every angle and uses that experience to find and close deals that others just wouldn't be able to bring to fruition.

  • Chip Davis, VP Sales at Secureworks

    Mark is truly one of the finest salespeople I’ve ever worked with.

  • Chuck Hegarty, Successful Sales Leader

    Mark is one of the most creative Sellers and Leaders I have had the pleasure of working with. He has a unique ability to deliver high value to his team and customers.

  • Dan Horwich, CEO of CAMP IT

    Mark is a true talent! I run across a lot of sales professionals and Mark is one of the best. He understands how to sell consultatively by finding the ‘win’ in it for the customers. He always looks for how everyone can benefit from relationships.

  • Bob Gentile, CIO, Executive Leader

    Mark is a polished customer advocate. He treats his customers with great attention, focuses on how he can add value, and is always available to assist. Mark’s success is a balance of driving business results with a clear sense of customer advocacy.

  • Bob Kalka, Global Leader, IBM Security

    Mark is a world-class sales leader. In my years of working with him, his passion, focus and discipline were always apparent, and he was clearly able to motivate teams to over-achievement.

  • Neel Kamal, GM RevBI, Boostup.ai

    I am a fan of Mark Phinick. De-complexifying, storytelling, humility, and servant leadership are some of the qualities that make him an amazing sales leader and an even better human being. He will be part of my ‘World 11 Team’ every time.

  • Jason Bonds, Successful Sales Leader

    Mark’s sales acumen is second to none. His vast and varied experiences make him the resource you want interacting with your sales teams to ensure success.