ACTIONABLE TAKEAWAYS
Know Competitors' Fiscal Periods: Be aware of when your competitors’ fiscal periods end to anticipate price drops and position yourself better.
Phased Approach: When price matters, propose only the essentials for day one to make your quote smaller and easier to accept.
Timeline Stack: Identify key timeline drivers, like contract end dates or business seasonality, to create urgency.
Turn Want into Why: During discovery, dig deeper to find the real business problem behind a customer’s desire for change.
JOHNNY'S PATH TO PRESIDENTS CLUB
Commercial Account Executive @ Talkdesk
Enterprise Sales Development Manager @Talkdesk
Team Lead, Enterprise Sales Development @ Mimeo
Enterprise SDR @ Mimeo
RESOURCES DISCUSSED:
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Things you can steal
How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame | 30 Minutes to President's Club | No-Nonsense Sales podcast - Listen or read transcript on Metacast
