Castuner

Software Sales On Fire

Dean Patino

Ignite your pipeline. Smoke your quota. A daily podcast helping enterprise software sales reps find business, win business, and make their number with greater consistency.

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Episodes

53 episodes

  1. How to Get Your Agreement Signed Without the Redlines. 17:22
  2. Your Prospect Keeps Asking for More Information. What Decision Will It Support? 17:35
  3. Bonus: On a 30-Day Plan? How to Get Back on Track 25:01
  4. Your Manager Doubts Your Deal? Give Them a Job in the Room. 16:54
  5. You Can Sell Million-Dollar Software. Yet, Struggling To Get Interviews? 17:04
  6. The Company Is Cutting Costs. But That Doesn't Mean They're Broke — How To Find Out If They'll Still Fund Your Software. 16:49
  7. Your Deal Slipped Three Times. What Changes Before You Forecast It Again? 17:11
  8. Find Companies About to Buy Software Like Yours — Using AI 19:00
  9. The Real Reasons They Won't Choose You—How to Read Hidden Buyer Signs Before It's Too Late 17:15
  10. Bonus: Be the First to Second Place — Forecast Trust, Curiosity, and Hard Lessons With Rick Zak 50:29
  11. Your Buyer's Deadline Has No Consequence. Neither Does Your Close Date. 18:06
  12. Are They Evaluating You—or Using You to Negotiate With Their Incumbent? 19:18
  13. Should You Join the Competitor—or Leave the Category Entirely? 19:05
  14. The Buyer's AI Says Your ROI Doesn't Hold Up. 19:16
  15. Ask Your Best Partner for Three Accounts—not "More Leads." 19:17
  16. Enlist Support Engineers to Recognize Expansion Signals. 18:58
  17. The Feature You're Missing Is Becoming the Whole Deal. 18:47
  18. Bonus: Meet DealFire — Your Next Move on Any Deal, in Minutes 16:40
  19. The Buyer Already Prefers Your Competitor. Can You Still Change Their Mind? 20:44
  20. Make It Easy for a Partner Rep to Bring You Into a Deal 18:54
  21. Finish Your QBR With Decisions, Owners, and Resources 18:59
  22. How to Tell Your VP Their Deal Strategy Could Backfire 19:40
  23. Work Backward From Quota to the Deals You Actually Need 20:08
  24. The Customer Review That Opens the Next Opportunity 20:43
  25. One Department Down. How Do You Get Into the Other Six? 19:49
  26. Your Prospect Just Announced Big Plans. Where Does Your Solution Fit? 21:02
  27. Bonus: What Great Reps Do Differently With Their SE — 43 Years of Sales Engineering With Dave Murphy 35:18
  28. "There's No Budget." Is There a Path Forward? 21:30
  29. What's the Compelling Event? 20:10
  30. Couldn't We Just Build This With AI? 21:29
  31. You Scanned 200 Badges. How Many Opportunities Did You Create? 20:07
  32. Your Buyers Accept Your LinkedIn Requests. Then Nothing Happens. 22:43
  33. Your ROI Looks Amazing. The CFO Doesn't Believe It. 24:49
  34. Everyone Likes Your Solution—Except the Person Who Can Kill the Deal. 21:29
  35. Bonus Interview: 40 Years Placing Software Sales Reps — What Rich Diekmann Wishes Every Rep Knew 41:53
  36. You Didn't Help Write the RFP. Should You Even Respond? 21:26
  37. “We Can Just Do This on Zoom.” Give Them a Reason to Meet in Person. 19:10
  38. Your Competitor Is 40% Cheaper. What Do You Say Next? 17:49
  39. Your Competitor Can Check Every Box, Too. Now What? 16:41
  40. The Partner Owns the Relationship. How Do You Earn a Seat? 16:17
  41. Your QBR Is Coming. Can You Defend Your Number? 15:37
  42. Your Manager Wants It in Commit. You Don't Believe It Belongs There. 17:27
  43. 🔥 Nobody Asked for Your Proposal. Give Them a Reason to Read It. 16:54
  44. "We're All Set." How to Open a Conversation With a Satisfied Account 14:52
  45. They Said Yes. So Why Isn’t Your Deal Signed? 19:36
  46. Your Biggest Deal Slipped. What's Your Recovery Plan? 19:58
  47. I’m a Fortune 500 Buyer. Your LinkedIn Message Just Arrived. Why Would I Answer? 17:35
  48. Don't Let Procurement's Red Tape Untie Your Deal 22:14
  49. Deal Clinic: Your Champion Left, Budget Disappeared. Rescue or Walk Away? 19:19
  50. Stop Quarter-End Scrambling: Build Next Quarter's Pipeline Today 25:49