258 (Sell) Mastering Complex Sales: Driving Timeline and Winning Competitive Deals (Johnny Larson, Talkdesk)
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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)