Feb 03 2025 34 mins 15
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:
