30 Minutes to President's Club | No-Nonsense Sales

How to Protect Your Pricing | Johnny Larson | 30MPC Hall of Fame

Feb 3, 2025

Join Johnny Larson, a top producer at Talkdesk and three-time President's Club achiever, as he shares invaluable insights on navigating complex sales. Discover how knowing competitors' fiscal periods can help you anticipate price changes. Learn the importance of a phased approach to pricing and the impact of key timeline drivers on urgency. Larson emphasizes turning customer wants into reasons for change, ensuring that every discovery session uncovers the real business needs behind their requests.

41:48

Episode guests

Johnny Larson

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Episode notes

Podcast summary created with Snipd AI

Quick takeaways

Understanding competitors' fiscal periods allows sales teams to strategically time their proposals and anticipate pricing changes effectively.

Engaging with subject matter experts during sales discussions enhances customization, ensuring pitches align closely with client needs and expectations.

Deep dives

Identifying Buyer Disqualifiers

Understanding potential disqualifiers early in the sales process is crucial for securing a deal. It’s important to engage directly with the buying team to ascertain if there are any factors that may disqualify your organization as a candidate. This includes examining architectural, product, pricing, and budget concerns. By asking these hard-hitting questions, sales professionals can facilitate open conversations that help reveal underlying issues and ultimately guide the sales strategy.

Intro

4min

Mastering Cold Calling and Sales Strategies

3min

Mastering Intro Calls and Sales Strategies

13min

Adapting Sales Strategies to Regional Dynamics

13min

Mastering Sales Timelines and Cold Calling Efficiency

2min

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:

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