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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I would take a step back and just think about that for a second. How nuanced and how complex is your infrastructure and your landscape today? How important is the post-sale service and support to you and your team, right? If you don't have an entire battalion behind you of DevOps and engineers, I would strongly “take a step back and ask yourself what that free means.” And then from there, there's a whole bunch of other strategies I might use. I might ask them to share the pricing with me to see if we can get closer to apples to apples. Proactively go back to our finance team and say, hey, I know this competitor, I know what they're doing, it's their end of quarter, this is where they're at, how can we work
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.