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E7: Selling Disruptive Tech & Disqualifying Like a Pro with Tom Castley (VP EMEA, Apptio)
Disqualify to win. That’s one of many lessons Tom Castley, VP of Account Management EMEA at Apptio, has learned over 20+ years in SaaS sales.
In this fast-paced episode, Tom shares:
Why disqualifying early saves time—and closes more deals
The 7 questions every rep should ask to avoid dead-end opportunities
How to sell disruptive tech into complex orgs
A crash course in the Sandler sales methodology
Battle-tested stories and tactics from the frontline
Whether you’re a founder, AE, or sales leader, this episode is packed with practical, no-fluff advice.
View all episodes
By Dimitar StanimiroffDisqualify to win. That’s one of many lessons Tom Castley, VP of Account Management EMEA at Apptio, has learned over 20+ years in SaaS sales.
In this fast-paced episode, Tom shares:
Why disqualifying early saves time—and closes more deals
The 7 questions every rep should ask to avoid dead-end opportunities
How to sell disruptive tech into complex orgs
A crash course in the Sandler sales methodology
Battle-tested stories and tactics from the frontline
Whether you’re a founder, AE, or sales leader, this episode is packed with practical, no-fluff advice.