Bring me the deal that isn’t moving.
LIVE SALES COACHING
I work inside live opportunities to uncover what’s blocking the decision, strengthen the business case, equip the champion, and determine what must happen next.
For founders, sales leaders, and sellers where a small number of deals materially affect revenue.
The people who find you aren’t the ones who fund you.
Your champion may believe in the value. But they still have to explain it to the executives who own the budget, risk, and decision.
Our job is to equip them to make that case when we’re not in the room.
Until an executive owns the decision, it’s interest, not a deal.
Four conditions must form before buyer interest becomes a defensible decision
1. A named executive owns the decision. Someone with authority accepts accountability for the business outcome and can mobilize the people required to approve and fund it.
2. The business case can withstand scrutiny. The champion can connect the investment to revenue, cost, risk, or execution outcomes and explain the consequence of waiting.
3. The buyer believes the change can be executed. There’s a credible go-live plan covering actions, owners, dates, adoption, and the path to the promised business outcome.
4. There’s enough urgency and internal alignment to act. The key stakeholders agree on why the initiative matters now and why it should win against competing priorities.
When one of these conditions is missing, deals tend to drift.
How I help create decision movement
Diagnose what’s missing. We pressure-test the four conditions behind a defensible decision: executive ownership, business-case strength, execution confidence, and enough urgency and alignment to act.
Build the internal case. We translate product value into an executive-ready argument tied to revenue, cost, risk, strategic priority, and the consequence of waiting.
Equip the people carrying the decision. We determine whether a viable champion exists, give them language and tools that can travel internally, and identify the next customer action required to show whether the decision is truly progressing.
Discuss a Live Deal
Meet Mark
I’m Mark Phinick, a B2B sales coach with decades of experience in enterprise technology sales and leadership.
My career has included senior sales leadership roles at IBM and HCL, along with work across startups, public companies, acquisitions, cybersecurity, AI, IT operations, software, and services.
I’ve seen strong solutions lose because buyer interest never became a business case executives could approve and act on. I’ve also helped teams overcome those barriers, which shaped how I approach enterprise deals today.
Today, I coach founders, sales leaders, and sellers inside live opportunities. Together, we identify what’s blocking the decision, strengthen the business case, equip the people carrying it internally, and determine what the buyer must do next.
I’m also the author of When Deals Go Quiet: Navigating the Silence Between Interest and Decision in Enterprise Sales.
What Clients Say
