Fix conversion. Equip champions. Close revenue.

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The problem isn’t pipeline. It’s conversion.

Most teams don’t have a lead issue.
They have a decision issue.

When deals sit quiet for weeks, ARR slips, cash collections push, and runway tightens.
Every founder has felt that drag.

Most stalls aren’t about product. They happen inside the customer.

Deals slow because internal consensus breaks down, not because a feature is missing.

• Champions don’t know how to sell the problem internally
• No CFO-ready math that holds up in finance or procurement
• Proposals don’t match how decisions actually get made
• GTM motions have activity, but no enforced exit criteria or executive sequencing

That’s the gap. It’s the room the seller never enters: finance, procurement, ops, legal - the real decision path.

When founders act as CEO and CRO simultaneously, revenue slips through the cracks.

No one has time to translate value into finance language.
No one rebuilds the internal narrative after the demo.
No one owns the last mile of the decision.

That’s where conversion breaks.

This is the part of the deal I fix.

I work inside live opportunities with your team to rebuild the internal buying process:
• Forwardable executive story
• CFO-safe business case
• Champion enablement that actually moves decisions
• Sequencing that prevents drift

The work is practical. The output is decision-ready.
Deals stop drifting because the people inside the customer have what they need to move.

If pipeline is active but conversions are weak, this is the real failure point - and the most leverage you have.

Review By Dr. Deepak Bhootra, Sandler Institute

When Deals Go Quiet: Navigating the Silence Between Interest and Decision in Enterprise Sales

Every seller knows the moment.
Strong meetings. Real interest. The quote goes out.
Then everything goes quiet - not from lack of interest, but because the decision suddenly carries internal risk.

When Deals Go Quiet breaks down what consistently happens in that silent window. It’s not a methodology. It’s a diagnostic lens for reading ownership, internal constraints, and whether quiet signals progress or drift.

The book gives founders and revenue teams a clearer way to interpret momentum, avoid false optimism, and understand the mechanics shaping a decision long before it becomes visible.

It’s the same lens I use when helping teams recover stalled six- and seven-figure deals and build the internal business case that reaches the people who fund decisions.

Available on Amazon in paperback and Kindle.

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.