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

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