Shows
The Goals.com PodcastMastering B2B Sales Coaching: Mark PhinickIn this episode, Andrew Rice interviews Mark Phinick, a B2B deal coach with over four decades of experience in sales. Mark discusses the unique role of a deal coach, emphasizing the importance of focusing on customer outcomes rather than just product features. He shares insights on common mistakes sales teams make, the effective use of sales frameworks, and strategies for reigniting conversations with champions. Mark also addresses how to overcome procurement and CFO objections by reframing deals in financial terms. Throughout the conversation, he provides valuable lessons learned from high-stakes deals and offers practical advice for founders and...
2025-10-2839 min
Top Voice Tuesday with Michael J. LópezThe Rise of the Expert Economy with Mark PhinickJoin us for an insightful episode of Top Voice Tuesday as we welcome Mark Phinick to discuss the rise of the expert economy. Moving from enterprise software sales to becoming a LinkedIn top voice and independent consultant, Mark shares his journey and expertise. Discover the impact of AI on big consulting, the shift towards fractional executives, and the evolving business models in consultancy. Learn how to succeed in the expert economy with key takeaways on defining a niche, offering value, and leveraging AI-driven knowledge management. Tune in for actionable insights and transformative ideas! Timestamp:00:15 Introduction and w...
2025-09-0338 min
Predictable B2B SuccessHow to overcome b2b sales challenges and drive growth with deal coachingIn this episode, we delve into the intricacies of stalled sales deals, the critical role of translating technology features into compelling business cases, and practical strategies for coaching sales teams toward success.
Special guest Mark Phinick, an award-winning enterprise software deal coach and master storyteller, shares his extensive experience in deal coaching and provides actionable advice for B2B tech companies aiming for revenue growth.
Imagine a world where 72% of your new sales opportunities don't stall midway through the pipeline, and complex internal policies and procedures don't bog down your sales reps. What if you c...
2024-05-2143 min
Field Sales UnscriptedThe Power Of Focusing On Your Customer's Why With Mark PhinickIn this episode, Mark Phinick, a fractional B2B deal coach, shares his insights and experiences in the sales industry. He discusses the changes he has witnessed over the past four decades, including the shift from initial public offerings to selling organizations to private equity firms. Mark emphasizes the importance of empathy in sales and the need for sellers to understand their clients' goals and challenges. He also highlights the role of a deal coach in helping sales reps navigate complex deals and close them at higher margins. Mark encourages sellers to focus on the why behind a client's...
2024-03-0630 min
The First CustomerThe First Customer - Brewing A Storm of Closed Software Deals with Let'sMakeItRain CEO Mark PhinickIn this episode, I was lucky enough to interview Mark Phinick, President and CEO of Let's Make It Rain.Hailing from Cleveland, Ohio, Mark's path was set in motion when he relocated to Chicago in 1984. With a background in computer science and a unique perspective on technology, Mark found his niche in the world of sales, helping small companies grow into successful ventures. Mark's passion for helping businesses use technology effectively shines through as he encounters challenges and opportunities in the field, emphasizing the importance of understanding how customers buy technology to overcome stalled deals...
2023-10-0919 min