In this episode of RISEUP@work, host Dr. Deepak Bhootra sits down with Mark Phinick, author of When Deals Go Quiet and founder of Let’s Make It Rain, to uncover why effort alone doesn’t accelerate sales success.

Mark challenges traditional selling by revealing that deals don’t close through persistence alone, but through understanding how organizations actually make decisions.

• (00:00:00) - Rising Up At Work With Mark Finnick
• (00:01:01) - How to Accelerate Your Sales Career with SEO
• (00:01:24) - Sales Coach: Effort and Organization Goals
• (00:02:54) - How to Manage a Full Pipeline
• (00:10:34) - What is a Champion at Work?
• (00:12:06) - The 4 Conditions That Must Be Included Before a Deal Forms
• (00:14:53) - What to Teach the Newbie
• (00:17:51) - How To Catch Weak Deals Before They Crash
• (00:20:34) - Marketing Champion: How to Keep the Client Excited
• (00:22:09) - Marketing Lessons on Enthusiasm
• (00:23:03) - Rising Up at Work
• (00:24:24) - Stop Sellying
• (00:28:23) - CXO Coach vs Champion
• (00:31:39) - Does Forecast Pressure Distract Your Sales Development?
• (00:35:24) - Rising Up at Work
• (00:36:34) - What's So Different About The Quiet Stage of Enterprise Deals
• (00:40:15) - Marketing Live: The Fat Bear
• (00:44:18) - What Makes a Great Salesperson?
• (00:45:40) - WSJD Live: A Question for Mark Zuckerberg
• (00:46:27) - What Makes a Great Salesperson?
• (00:48:24) - Rise Up!