Explore every episode of the podcast Software Sales On Fire

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.

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 question behind “It’s under review,” handling a reopened alternative, and answering a last-minute discount request without guessing what it would actually change.

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 reflexes that make it worse: indiscriminate discounting and pressure.

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 understand them, whether they connect to anything real, and what makes one worth answering without assuming familiarity.

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 consolidation counterfactual, and a conditional commercial release. Includes an AI document-reconciliation workflow, three fully answered mailbag questions, an EU AI Act implementation update, and the downloadable Signature Readiness Kit.

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 actions to take when an enterprise deal is on the brink.

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

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 guidance to help build pipeline and beat quota.

Is your pipeline full of promising deals going nowhere fast? This episode helps you diagnose why opportunities stall in today's rapidly changing enterprise software landscape. Learn how to re-engage effectively by leveraging a sharper value narrative and multi-threading within accounts, even amidst AI-driven consolidation pressures.

Three buyers can say “That’s exactly what we’ve been looking for” and need three completely different follow-ups. Dean walks through how to tell whether your buyer has no initiative, expects internal resistance, or has a funded project that needs help advancing — and what to do before, during, and after the demo in each case.