Podcast episode
Inside a $3.6M Sale: From 40-Person Demo to Brutal Negotiation
30 Minutes to President's Club31 Mar 202637 min
Description
They almost got shut out of the deal, then closed $3.6M anyway. Johnny Larson breaks down the full sales cycle behind a $3.6M enterprise win, from forcing his way into an RFP he wasn’t invited to, to running a 50-person demo, to surviving a brutal pricing negotiation that nearly killed the deal. This is a real, unfiltered look at how enterprise deals actually get done at the highest level.You’ll learn how to sell your way into closed doors, manage massive buying committees, control complex evaluations, and negotiate when the deal gets ripped out from under you. These Courses Will Get You to President’s Club : 30MPC Training: 30mpc.com/training Cold Call Course: https://bit.ly/4jqQ4w2 Cold Email Course: http://bit.ly/44K6jy3 Discovery Course: https://bit.ly/4cQYaM8 Exec Selling Course: https://bit.ly/4lCtJh7 Leadership Course: https://bit.ly/4o8KtMT Get More Tactics: Free Toolkits – http://bit.ly/4nZwvO5 Join our weekly newsletter – https://hubs.li/Q02NJQ8p0 Things you can steal and use today – https://linktr.ee/30mpc_youtube
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so that everyone can learn how to close enterprise deals today. Johnny, welcome to the show. Armand, thanks for having me back. I appreciate it. You were telling me in the prep that there was nothing crazy monumental about what you were doing when you were reaching out to the account. Your SDR was doing multiple emails, multiple cold calls. Let's actually put this LinkedIn DM on the screen. Sure. “Your LinkedIn DM was one sentence.” It says, Hey, John. Saw a few folks from company browse our website recently, so I wanted to share this. And it was a case study. That's it. Why did you approach it that way, versus some people will, like, have both the SDR and the AE, like, hounding the account? As you can imagine, the amount of vendors in this space now,
Armand, thanks for having me back. I appreciate it. You were telling me in the prep that there was nothing crazy monumental about what you were doing when you were reaching out to the account. Your SDR was doing multiple emails, multiple cold calls. Let's actually put this LinkedIn DM on the screen. Sure. Your LinkedIn DM was one sentence. It says, Hey, John. “Saw a few folks from company browse our website recently,” so I wanted to share this. And it was a case study. That's it. Why did you approach it that way, versus some people will, like, have both the SDR and the AE, like, hounding the account? As you can imagine, the amount of vendors in this space now, when it comes to digital channel engagement, when it comes to AI and automation,
It's just, it's not on the roadmap and it's not something that they can deliver on. So at the time, TalkDesk was absolutely in the process of getting us to having a readily available, very robust, very out of the box turnkey VDI connect solution. But at the time it was still, we don't know what we don't know yet. “And so it was really important to bring that product leadership in” to understand how feasible is this? What's the timeline? What kind of energy and resources do we need to allocate towards something like this? Is this something we can deliver on in a timely fashion, given the size and scope of this deal? And if so, let's all come together and articulate a response together that we're all comfortable with. Today's show is brought to you by Ambition, the coaching and
single one of the members of the evaluation committee, upstream and downstream. So it's full visibility. Everybody's on the same page. Everybody's in the same sheet of music. And every time we knocked off one of those rocks, I'd put a green check mark. Accomplished. Accomplished. “So I would put who owns that next step, what that next step is, what the timeframe of that” next step needs to be to tackle it and get to the next one. And then a check mark or an X mark as to whether or not we got it done in a timely fashion. And shared it with the consultant and shared it with the bank. You get on the same side of the table with the consultant. You now have access to the buying committee. And I know exactly who power is. Yes. Okay.
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