Podcast episode
How To Avoid Competitors Undercutting Your Deals (Johnny Larson, Talkdesk)
30 Minutes to President's Club22 Oct 202438 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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Because it sounds like you had a conversation where they said, hey, if you come in at 100, you get the deal. But you decided you were going to do even better. What was your strategy, and how did you articulate that to the prospect? So I wanted to identify what was most important for their day one go live. “Not the nice-to-haves that we put on the proposal.” What is it that they need to be successful on day one, and remove the fluff, remove the shiny objects that are cool, and we want that, but we don't necessarily need that to be live on day one to be successful as a business. So what I did was I was able to identify what do they need to have versus what was nice
Final question is this. We've talked about a lot of really great things salespeople should be doing. Now I got to ask you about a shouldn't. And so the last question is, what is one bad habit that you see a lot of salespeople exhibiting that you think they need to break because it hurts them more than it helps? A lot of account executives, and if you're listening to this, you know who you are, are very oh-so-lazy. “They don't allocate time to the SDR-AE relationship.” They might catch up on a Monday sync, they talk about the golf trip or the fish outing that they went on. They're a little banged up from too many beers at the college football game on Saturday. You got anything for me? No demo requests? No meetings booked? All right, SDR, we'll see you later. That's number one. Number two, very, very lazy approach.
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