Software Sales On Fire

Dean Patino
  • 5.0 (1)
  • Management
  • Updated Daily

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.

  1. 23h ago

    “We Can Just Do This on Zoom.” Give Them a Reason to Meet in Person.

    When a buyer says “let’s just do this on Zoom,” don’t argue for travel — earn the room. Propose a working session with the right participants, a concrete output, and a credible reason physical presence helps.

  2. 1d ago

    Your Competitor Is 40% Cheaper. What Do You Say Next?

    Before you answer a cheaper competitor's price, clarify scope, implementation, support, usage, and outcomes. Most price gaps aren't price gaps — they're comparison gaps.

  3. 2d ago

    Your Competitor Can Check Every Box, Too. Now What?

    When every vendor passes the checklist, feature comparisons stop deciding deals. How to differentiate through the buyer's operating requirements, implementation realities, risks, and measurable outcomes.

  4. 3d ago

    The Partner Owns the Relationship. How Do You Earn a Seat?

    How to establish a customer-facing role in partner-owned accounts — adding visible value while respecting the partner's position, without going around them or waiting on the sidelines.

  5. 4d ago

    Your QBR Is Coming. Can You Defend Your Number?

    How to build a concise, credible QBR account of your performance, forecast evidence, exposure, and the actions needed to close the gap — so the review becomes a working session, not an interrogation.

  6. 5d ago

    Your Manager Wants It in Commit. You Don't Believe It Belongs There.

    How to explain the evidence, the missing milestones, and your recovery actions when your manager wants a deal in commit and you don't believe it — without losing credibility under pressure.

  7. 6d ago

    🔥 Nobody Asked for Your Proposal. Give Them a Reason to Read It.

    An unsolicited proposal usually reads as marketing — so buyers skim it for a price and delete it. How to build a short, one-page proposal with a relevant observation, a clearly labeled hypothesis, potential value, and an invitation to validate it.

  8. Oct 8

    "We're All Set." How to Open a Conversation With a Satisfied Account

    A satisfied account does not need a pitch — it needs a better question. How to open a conversation that uncovers unresolved problems without attacking the incumbent or manufacturing dissatisfaction.

See All (17)

About

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.

Information

  • Creator
    Dean Patino
  • Years Active
    2026
  • Episodes
    17
  • Rating
    Clean
  • Copyright
    © Copyright 2026 Dean Patino
  • Show Website
    Software Sales On Fire