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Mark Phinick

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Mark Phinick

Enterprise SaaS Deal Coach

United StatesVerified Community Ambassador

Identified Expertise

Customer Engagement68
People & Leadership15
Feedback14
Employee Engagement10
Talent Management & Performance10

Engagement Stats

48
Answers Written

6K
Profile Views

91
Upvotes Received

Content Mark is Following

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What feels like the most difficult part of starting a company?

Culture & Values

Raising funds

A good idea

A good team

High probability it fails

Other (please comment)

View Results

8.5k views4 Upvotes11 Comments

Would you recommend Gartner Peer Insights to your peers?

Yes

No

Other (please comment)

View Results

6.7k views1 Upvote4 Comments

What’s the number-1 factor you consider when deciding whether a new tool is worth purchasing?

People & Leadership Applications & Platforms Disruptive & Emerging Technologies+3 more

Budget allocation

Potential process improvements

Onboarding & training bandwidth

Security & compliance

Reviewing prior purchase overlap

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5.1k views2 Upvotes3 Comments

Where is “business process automation” on your priority list?

High

Moderately high

Somewhere in the middle

Low

Not a priority

View Results

4.7k views4 Upvotes1 Comment

Is your company more likely to partner with a business if it has a sustainability commitment?

Strategy & Architecture Culture & Values Innovation

Yes

No

Unsure

Other (comment below)

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4.5k views1 Upvote1 Comment

Your highest performing report has poor leadership qualities. When a leadership role opens up, do you promote this report?

Talent Management & Performance Culture & Values Mentoring & Coaching

Yes

No

Unsure

It depends (please comment below!)

View Results

4.7k views4 Upvotes15 Comments

How often do you revisit compensation plans?

Employee Engagement Talent Management & Performance

Monthly

Quarterly

Bi-annually

Annually

Only as needed

I'm not sure

View Results

1.8k views1 Upvote

What is the most common customer objection when you lose a deal?

Customer Engagement

Lack of need

Lack of urgency

Lack of money

Lack of trust

Something else (comment below!)

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497 views2 Upvotes2 Comments

Do you change your background in virtual meetings depending on who you're meeting with?

Culture & Values Collaboration Solutions Business Relationships

Yes, regularly

Yes, occasionally

No

View Results

5.4k views1 Upvote2 Comments

Should I have AI write first drafts for any of the following for my sales team? Does this actually save time?

AI & Machine Learning Customer Engagement

Blogs

Social posts

Cold outreach emails

Something else

Nothing

View Results

524 views4 Upvotes5 Comments

CrowdStrike outage: Any quick advice for orgs affected? What immediate actions are your IT and other teams taking to mitigate the effects of the outage?

Crowdstrike Outage 2024 IT Strategy & Roadmap Crisis Management+2 more

Mark PhinickEnterprise SaaS Deal Coach in Software2 months ago

Right now, communication is key!

We have invoked a passphrase protocol to protect our users from social engineering attempts to gain unauthorised access to our users computers or systems by claiming to be from IT support ...read more

8

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7.2k views20 Upvotes33 Comments

"You don't leave a job, you leave a manager." Do you find this generally holds true in sales, with the inherent challenges the role presents?

Customer Engagement Employee Engagement Mentoring & Coaching+2 more

Mark PhinickEnterprise SaaS Deal Coach in Software5 months ago

So many variables with this question. 1. If you are a high performer, a positive attitude, and a good worker, your manager will likely leave you alone. 2. If you are a problem employee, a cancer, a low performer, etc., ...read more

2

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888 views3 Upvotes7 Comments

What are some ways to scale up your revenue team without hiring more people?

Employee Engagement Customer Engagement

Mark PhinickEnterprise SaaS Deal Coach in Software6 months ago

Encourage reps to ask clients to introduce them to peers who’d like to solve similar problems.

2

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347 views2 Upvotes3 Comments

What's your best advice with how to respond to a customer no-decision? As in, "let's revisit this in 6 months."

Customer Engagement

Mark PhinickEnterprise SaaS Deal Coach in Software6 months ago

I learned years ago in sales... the best answer is YES... the second best answer is NO... The worst answer is... maybe, revisit, call me back, let me think on it... If the service or product is something they can use now, ...read more

2

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541 views2 Upvotes9 Comments

When it comes to KPIs, revenue is usually number one. But how much weight should customer satisfaction carry? How do you measure this at your company?

KPIs, Metrics & Reporting

Mark PhinickEnterprise SaaS Deal Coach in Software6 months ago

Growth in revenue through new business is essential, however, repeat revenue is intrinsically linked to customer satisfaction, with sustained external advocacy being the goal. Advocacy and testimonials are KPI’s we track...read more

4 2 Replies

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4.1k views5 Upvotes13 Comments

How are the best sellers on your teams finding high potential accounts? What research do they do or questions do they ask to figure this out?

Customer Engagement

Mark PhinickEnterprise SaaS Deal Coach in Software6 months ago

From a technology perspective, leveraging tools like Rev.ai to find look alike accounts that typically have similar challenges to your current clients, fit in the same space and will be most impacted by your customer stories ...read more

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211 views1 Upvote2 Comments

If you could give truth serum to your sales team, what do you think would be their #1 complaint about their roles? As a leader, what can you do to empower them to make a change?

Customer Engagement Employee Engagement Talent Management & Performance+1 more

Mark PhinickEnterprise SaaS Deal Coach in Software7 months ago

1. Lack of empathy for the people doing the hardest job on the business.
2. Leadership who hasn’t done the job and ignores input from top performers
3. Complex and frequently changing comp plans
4. Overly complex ...read more

4

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520 views2 Upvotes7 Comments

How do you manage the relationship with a vendor that also is a customer? How does this impact bidding and negotiations?

Mark PhinickEnterprise SaaS Deal Coach in Software7 months ago

Priority should always be what’s best for the business. If an existing partner can deliver an exact solution at a competitive price, they deserve equal consideration. Senior executives at larger organizations need to adopt ...read more

254 views1 Comment

There's so much noise out there and it feels like prospects are numb to traditional sales/prospecting tactics. How are you embracing this new reality and getting creative?

Customer Engagement

Mark PhinickEnterprise SaaS Deal Coach in Software7 months ago

Have conversations that matter. Emphasize business outcomes vs vendor jargon. Businesses are prioritizing vendors who demonstrate how they’ll help improve the business.

3

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494 views2 Upvotes2 Comments

What sorts of interactive content do you use to help with lead generation?

Customer Engagement

Mark PhinickEnterprise SaaS Deal Coach in Software7 months ago

I’m a fan of using Gartner Peer Reviews and client testimonial videos.

2

292 views2 Upvotes1 Comment