258 (Sell) Mastering Complex Sales: Driving Timeline And Winning Competitive Deals (Johnny Larson, Talkdesk) 30 Minutes To President's Club

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30 Minutes to President's Club | No-Nonsense Sales »
258 (Sell) Mastering Complex Sales: Driving Timeline and Winning Competitive Deals (Johnny Larson, Talkdesk)

21h ago 41:48

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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:

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#Careers #Business #Armand Farrokh #Nick Cegelski #MBA #Sean Yuan #Sales