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Meet Mark

Most people who find you aren’t the ones who fund the deal. That’s why many enterprise deals don’t fail dramatically - they just drift. The buyer shows interest, the champion believes, the seller follows up, but no clear decision ever forms inside the customer.

I coach B2B founders and reps on live deals by equipping champions with executive-ready, outcome-focused business cases that work without the seller in the room.

Typical help I provide:

  • identify future clients based on signals and propensity to buy

  • clarify who owns the decision

  • quantify the cost of doing nothing

  • build a finance-defendable business case

  • create a go-live plan that lowers decision risk

  • give champions language executives can act on

  • test whether the deal can close this quarter

How I work: Most engagements begin with a Deal Decision Audit on one live opportunity. We determine if a real decision can happen, what’s blocking it, and what must change for the buyer to approve and execute.

Then we build a forwardable business case answering:

  • why change

  • why now

  • why this solution

  • what’s at risk if nothing changes

  • what success looks like

  • how the buyer can move forward safely

If a deal should have closed but hasn’t, I help teams find the reason, fix it, or call it early.

About me: I’ve spent decades inside complex enterprise sales and buying environments, including senior roles at IBM and successful startups (10 exits), and later advising founder-led and growth-stage companies through scale, acquisition, and exit. I’ve worked across AI, cybersecurity, IT operations, and services, with a front-row view of how enterprise decisions actually form, where they stall, and why they fail inside large organizations. Today, I coach founders, sellers, and executive teams inside live deals, helping them build decisions that can be funded, defended, and executed without the seller carrying the burden alone.

Quick Wins For Founders And Reps

How To Determine Whether Your Deal Will Really Close and When

Client Testimonials

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.