30 min
The Power Of Focusing On Your Customer's Why With Mark Phinick Transformed Sales
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- Management
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...podcast@transformedsales.com
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...podcast@transformedsales.com
30 min