Podcast episode
How to Spot Deals You’ll Actually Close | Johnny Larson
30 Minutes to President's Club17 Dec 202434 min
Description
ACTIONABLE TAKEAWAYS Streamline Proposals: Remove unnecessary features to cut costs and stand out from competitors with bloated quotes. If prospects need a feature, they’ll request it, giving you control to reintroduce it strategically. Ask Questions on RFPs: Use RFP responses to ask about priorities and requirements, opening the door for discovery and tailoring your response to their needs. Disqualify Early: Disqualify deals if your product isn’t a fit or their problem seems like a “nice-to-have.” Identifying this early saves time and lets you focus on better opportunities. Test Product Gaps: If a feature is missing, ask how critical it is to their goals. Confirm whether this gap is disqualifying or if the deal can move forward. 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 Give Johnny a Follow 30MPC Training: 30mpc.com/training
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DQs are easy. If I saw that someone had a certain population of international employees or if I saw that someone was on a certain HR system that we couldn't support, that “Pop in the DQ email, goodbye.” that are around 100 employees, they might be starting to think about compensation planning, but the reality is it's almost never a big enough problem that they actually want to pay to solve the problem. I'm sure you have something somewhat similar at TalkDesk where
as important of the rest of it. I found myself in a position when you're faced with that, you need to have an honest conversation with the buying team. You also need to find yourself in a position where you're reaching out to, we have what's called our app connect partners, “we have an ecosystem of implementation partners and integration partners” we don't do that 5% very well, but we have a partner who does. And so we'll bring them onto the deal so we can own that 95%. But maybe that 5% gap where we can't fill that and might DQ us, we bring in the partner. But many times that instills a level of a
We built a guide on how to help you drive six and seven figure deals with our friends at Outreach. Get it free in the show notes. Number three, there were two common signals for a disqualified opportunity that Johnny shared. The first is, if you get the sense that your product really isn't the right tool for the job, “call it out ideally before the meeting even happens.” And then number two, if the problems are there, but they can't really explain why it's a problem and it seems like a nice to have, call it out as well. And then lastly, number four, if you are calling out a product gap and you're trying to pressure test it with your prospect, you might ask them this, have you given any thought