Podcast episode
How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame
30 Minutes to President's Club3 Feb 202538 min
Description
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: Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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Sure. For example, you had just touched on, we just want something that's more modern, right? That's fantastic. We're on board with that, right? Why do you want something more modern? What is it about your current state that is driving you to the conclusion that perhaps we need to look at the market and see what modern technology exists? “What's driving that business case?” Let's peel back that onion. And Nick, something that I always do, and I learned this from back when I was in SDR at mimeo.com, was when I get on a call with a prospect, I don't care if it's a CIO of a large bank or the president or CEO of a small healthcare tech startup in downtown Brooklyn.
and whistles at TalkDesk are, here's the quantitative approach towards a relationship with TalkDesk. And we can actually show them numbers. While you don't have a compelling event, you don't have the end of a contract, based on what you're telling me your metrics and volumes are today, if you were to move forward with TalkDesk, here's your ROI. “If you were to stay on what you're doing today, here's your ROI.” Compare those numbers, it's a no brainer. So again, I don't know if that's unique to TalkDesk in the way we sell, but it's also something else that can help drive a sense of urgency when maybe there isn't a sense of urgency in place at the moment. Today's show is brought to you by 11x, your all-in-one digital GTM team handling, creating, qualifying, and converting pipeline across every channel.
RESTful APIs, then maybe I need to get an integration specialist onto this call. At some point towards the tail end of the call, I want to identify Mr. or Mrs. Prospect, and sometimes it's a CIO, and sometimes it's a project manager that just graduated from undergrad a couple of years ago, and I get everything in between. I want to know what “that buying committee is made up of. And oftentimes, and I know a lot of sales reps don't flex on their” losses, but I've lost a pretty large deal recently that I hate to admit, and part of the reason why I lost it is because I made the assumption that the COO and co-founder and the VP of IT that were on that call that I wowed, and I built a relationship with,