In 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 could shift from talking in vendor terms to speaking directly to the C-suite, captivating them with compelling business cases?

Mark Phinick shares his insights and provides practical steps to transform stalled sales processes into successful, profit-boosting deals. He delves into the art of executive storytelling, the importance of strategic diagnostic questions, and how to bridge the skills gap in relationship building. We'll explore real-world examples, including how Mark empowered a technical evaluator to win a major deal by integrating diverse systems, saving a client millions of dollars globally.

Prepare to equip your sales team with invaluable, hands-on strategies, gain insights on personal branding through LinkedIn, and unlock the keys to becoming a charismatic 'rainmaker'. Join us for an enlightening conversation that's guaranteed to elevate your sales game and drive your business forward. So, get ready for an exciting ride, and let's dive in!

Some areas we explore in this episode include: 

• Complex Internal Policies and Procedures: Impact on stalled and lost deals, highlighting that 20% of these outcomes are due to internal complexities.
• Sales Pipeline Stalling: Discussion on the high percentage (72%) of new sales opportunities that stall in the middle to late stages of the pipeline.
• Sales Pipeline Process Definition: Importance of a well-defined sales pipeline process to prevent deals from stalling.
• Sales Training Gaps: The shift needed from feature/functionality training to skills that focus on relationship building and understanding customer decision-making.
• C-Suite Communication: Strategies for translating technology features and functions into compelling business cases that resonate with senior executives.
• Executive Storytelling: Emphasis on using storytelling and anecdotes to engage future customers and demonstrate value.
• LinkedIn Personal Branding: Importance of a professional and effective LinkedIn profile as a valuable tool for showcasing client success stories.
• Hands-On Deal Coaching: Mark's approach to live deal coaching, workshops, and hands-on involvement to distinguish from traditional sales strategies.
• Addressing Technical Evaluators: Coaching technical evaluators to build solid business cases and align with stakeholders.
• Cash Flow Focus: Discussion on cash flow importance for early-stage software companies, emphasizing revenue growth, cost-cutting, and deal progression.
• And much, much more...