Software Sales On Fire

Your Buyers Accept Your LinkedIn Requests. Then Nothing Happens.

An accepted connection request is permission to exist in someone's feed — not permission to sell. Build a deliberate progression from connection to conversation: the reas

Your ROI Looks Amazing. The CFO Doesn't Believe It.

A business case that adds up on your slide can still be unfundable. Separate cash savings, capacity gains, risk estimates, and revenue assumptions — label what each one i

Everyone Likes Your Solution—Except the Person Who Can Kill the Deal.

A Saturday deal clinic: the committee loves your solution, but one person you may never have met can end the deal. Identify the real objection, the influence, and the per

Bonus Interview: 40 Years Placing Software Sales Reps — What Rich Diekmann Wishes Every Rep Knew

A special bonus episode. Executive recruiter Rich Diekmann has spent 40 years placing enterprise software and SaaS salespeople. He explains what recruiters actually do, h

You Didn't Help Write the RFP. Should You Even Respond?

An RFP you never helped write lands in your inbox. Before committing weeks of your team's time, assess fit, access, evaluation rules, incumbent advantage, and response co

“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 cr

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.

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

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

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 s

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 credibil

🔥 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 c

"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 ma

They Said Yes. So Why Isn’t Your Deal Signed?

A verbal yes is not a signed agreement. Dean walks through the work between “We want to buy” and an executed contract: making remaining approvals visible, finding the que

Your Biggest Deal Slipped. What's Your Recovery Plan?

Tuesday buyer-response episode: your biggest deal just slipped out of the quarter. Reassess the quarter with buying evidence and feasible actions — instead of the two ref

I’m a Fortune 500 Buyer. Your LinkedIn Message Just Arrived. Why Would I Answer?

Monday's pipeline edition from the buyer's side of LinkedIn. Walk through several cold messages the way a Fortune 500 executive receives them — the effort required to und

Don't Let Procurement's Red Tape Untie Your Deal

Don't Let Procurement's Red Tape Untie Your Deal — Get the Deal Signed. Dean explains three ways to make a purchase approvable: an exception-first approval ledger, a cons

Deal Clinic: Your Champion Left, Budget Disappeared. Rescue or Walk Away?

Your champion is gone, and the budget is suddenly unclear. Dean Patino walks through a deal clinic scenario, revealing the critical questions to ask and the specific acti

Stop Quarter-End Scrambling: Build Next Quarter's Pipeline Today

A practical system for testing next-quarter pipeline timing, calculating the real gap, creating credible opportunities, and protecting weekly prospecting time.

Welcome to Software Sales On Fire

Dean Patino opens Software Sales On Fire and shares what listeners can expect: practical software sales strategies, lessons from decades in the industry, and daily guidan