Ep. 6 - How Enterprise Deals Really Get Done with Mark Phinick - Part 2
In Part 2 of The Selling Economy, Mark Phinick joins Yosh to get tactical about what sellers should do when promising deals slow down, customers go quiet, procurement creates friction, and the path to a decision becomes less clear.
Mark starts with one of the simplest ways sellers can avoid getting ghosted: never leave a meeting without agreeing on the next conversation. When communication does go quiet, he explains why silence should be treated as a signal rather than immediate proof that the customer has lost interest. Instead of sending endless follow-ups, sellers should look for clarity…
The skinny
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