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
  • Find out why you are always too quick to doscount and how you should deal with price objections and much more!

Uncover the insights to help you focus on the right opportunities. Head over to to signup for your (free forever) account.