The Lost Deal — Before/After

WITHOUT LMTY

The way it usually goes

Monday, March 11 — 9:47 AM

#sales

Mike Johnson 9:47 AM

Final call with Zenith Inc today (Enterprise, $47K ARR). They're comparing us with Acme. Feeling good about it 💪

Friday, March 15 — 4:23 PM

#sales

Mike Johnson 4:23 PM

Just lost Zenith Inc 😞

They went with Acme's new $299 Teams plan. When did they launch that?! Undercuts us by $150/mo.

Sarah (PMM) 4:31 PM

What? Let me check... oh no. They launched it LAST MONDAY. Same day as your call.

We had no idea. So sorry Mike 😔

Mike Johnson 4:35 PM

So they knew about the new pricing during our call and I didn't? That's brutal.

Outcome

Deal Lost

$47K ARR gone. Mike looked uninformed during final call. Team found out 4 days later from the loss email.

WITH LMTY

How it could have gone

Monday, March 11 — 9:02 AM

#competitive-intel

🚨 PRICING ALERT

Acme Corp launched new Teams tier
Price: $299/mo (8-seat minimum)
Detected: 9:02 AM via pricing page monitor

Impact: Undercuts our $449/mo Team plan by $150/mo. 2 active deals in this segment.

Monday, March 11 — 9:47 AM

#sales

Mike Johnson 9:47 AM

Final call with Zenith Inc today (Enterprise, $47K ARR).

Saw the LMTY alert about Acme's new $299 tier. Going to proactively address it on the call with our value story. Prepared 💪

Friday, March 15 — 4:23 PM

#sales

Mike Johnson 4:23 PM

Closed Zenith Inc! 🎉 $47K ARR

They brought up Acme's new pricing, but I was ready for it. Walked through why we're worth the premium (integrations, support, proven ROI).

Decision maker said: "I appreciate that you're aware of the market. Shows you're on top of things."

Sarah (PMM) 4:28 PM

Nice work Mike! 🔥 That LMTY alert Monday morning saved this deal.

Outcome

Deal Won

$47K ARR closed. Mike looked informed and prepared. Team knew about competitor pricing 45 minutes after launch.