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Heresy E7 - Tom Castley, VP Account Management EMEA @Apptio on selling disruptive technology
In this episode of the Heresy podcast, Dimitar speaks to Tom Castley, Regional VP Account Management at Apptio.
This is a MUST-listen to episode for any startup founder or individual sales contributor. It's full of tactical advice illustrated by some awesome war stories from Tom’s 20+ years SaaS sales career.
Tune in to find out why Tom prefers to disqualify instead of qualify opportunities, discover the 7 key questions you should be asking your prospects to ensure you never commit to a futile opportunity, learn about the Sandler methodology and much more!
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By Dimitar StanimiroffIn this episode of the Heresy podcast, Dimitar speaks to Tom Castley, Regional VP Account Management at Apptio.
This is a MUST-listen to episode for any startup founder or individual sales contributor. It's full of tactical advice illustrated by some awesome war stories from Tom’s 20+ years SaaS sales career.
Tune in to find out why Tom prefers to disqualify instead of qualify opportunities, discover the 7 key questions you should be asking your prospects to ensure you never commit to a futile opportunity, learn about the Sandler methodology and much more!