In 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 purchase and become trusted advisors.

Takeaways

• Empathy is crucial in sales, as it allows sellers to understand their clients' goals and challenges.
• The role of a salesperson is to empower clients on how to buy and articulate the value of a solution in terms of business outcomes.
• Becoming a top vendor for a client requires consistently delivering value and understanding the language of the business.
• Sellers should focus on the why behind a client's purchase and the impact their solution will have on the client's business.

Chapters

00:00

Introduction and Background

03:00

Changes in the Sales Industry

05:07

The Evolution of Organizations

08:07

The Role of AI in Sales

09:01

Nurturing and Developing Sales Reps

11:52

Empowering Clients to Buy

14:14

Becoming a Trusted Advisor

17:44

The Importance of Being a Top Vendor

19:57

The Role of a Deal Coach

23:52

Transitioning from Selling to Buying

26:49

Understanding the Why

30:08

Empowering Sponsors to Translate Technology

31:46

Conclusion and Contact Information

Connect With Mark

LinkedIn- linkedin.com/in/markphinick

Website- letsmakeitrain.net 

Connect With Wesleyne

LinkedIn- linkedin.com/in/wesleyne  

Instagram- https://www.instagram.com/wesleynewhittaker/?hl=en 

Tiktok- https://www.tiktok.com/@thewesleynewhittaker 

Facebook - https://www.facebook.com/transformedsales  

Youtube- www.youtube.com/@wesleynewhittaker 

Twitter - https://x.com/wesleyne  

Website- TransformedSales.com   

Email- [email protected]