Mark Phinick

B2B deal complexity isn’t limited to large companies or any one industry. Whether you sell AI, commercial services, or marketing programs, deals get difficult when multiple people, priorities, risks, and internal decisions stand between interest and action. Mark Phinick is the founder of Let’s Make It Rain and a B2B sales and deal coach. He works with founders, sales leaders, and reps on live opportunities to uncover what’s keeping the customer from deciding, strengthen the business case, and equip champions to build internal support when the seller isn’t in the room. Mark helps clients simplify complex deals so they can move the right opportunities forward and make clearer decisions about where to invest their time and resources. He brings more than 40 years of experience in B2B technology sales, including senior sales leadership roles at IBM and HCL and work across startups, public companies, cybersecurity, AI, and enterprise software. He is also the author of When Deals Go Quiet: Navigating the Silence Between Interest and Decision in Enterprise Sales. Mark has been responsible for delivering over $1B throughout his career. Here are selected client successes from live deal coaching engagements: • Nearly $10M in previously stalled six- and seven-figure deals closed • One startup won its first $30K customer, directly leading to a $300K investment • One client increased average contract value from $7,500 to more than $50,000 • Another grew monthly revenue from roughly $100K to more than $1M • A cybersecurity company reached profitability after eight unprofitable years • One client closed the largest deal in company history and achieved its annual target • Two companies I coached were later acquired To engage Mark, choose: 15 minutes to triage a deal - identifying the likely blockers and next moves. 30 minutes to pressure-test specific deal issues, role play meeting prep, etc. or 45 minutes to work through 1-2 priority opportunities in greater depth. Monthly coaching includes scheduled sessions and ad hoc support across multiple deals and broader sales strategy.