Pclub.io - Podcast Details

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Getting to ClubAnnouncing the 2025 Skill Stacker Awards (And How to Win)!Register for the 2025 Skill Stacker Awards contest and ceremony here: https://www.pclub.io/skill-stacker-awardsIn this episode, Chris Orlob announces the first annual SkillStacker Awards, a contest designed for B2B sales professionals. The awards will recognize top sellers, transformational stories, and various categories within the sales profession. The event will kick off on February 13, 2025, with opportunities for participants to win prizes, including a trip to Fiji. Chris encourages listeners to join the live event and highlights the importance of recognition in the sales industry.Takeaways 2025-02-1005 min

Getting to ClubDon't Await the Verdict. Influence It.In this conversation, Chris Orlob discusses the detrimental effects of passively awaiting decisions in sales, recruitment, and funding scenarios. He emphasizes the importance of actively influencing outcomes rather than waiting for verdicts, sharing practical strategies to engage with potential customers and candidates effectively. By adopting a proactive approach, individuals can significantly improve their chances of success in various decision-making processes.2025-01-2406 min

Getting to ClubThe Untold Power of "Negative Impact/Market Fit"This this lesson, you're going to learn the sales world's newest and most powerful concept: "Negative impact/market fit." Just as with "product/market fit," you can find a repeatable set of negative impact questions that predictably resonate with your target buyers. When you master this skill, you will see results in your bank account in 30 days or less. If you want to take the full course on Mastering Negative Impact so you can accelerate urgency and close more deals, head over to www.pclub.io and sign up as an individual. From there, you'll have instant access to...2025-01-2208 min

Getting to ClubHow to Create Urgency With "Negative Impact" Questions (Free Course Lesson)In this lesson, you get access to the first lesson in our new Mastering Negative Impact course in pclub.io for free-99. You'll see an exact, word for word breakdown (actual sales conversation) of a rep using negative impact questions to create urgency where none existed before. If you want to take the entire course, you can sign up for pclub.io right here: https://www.pclub.io/platinum-passport 2025-01-2114 min

Getting to ClubNever Ask a C-SUITE Exec More Than 4 Questions...?In this episode, Chris Orlob discusses insights from analyzing over a million sales calls, highlighting two conflicting data points regarding the number of questions to ask during discovery calls, especially with C-suite executives. He emphasizes the importance of preparation and crafting context-led questions to engage effectively with high-level decision-makers.2025-01-1906 min

Getting to Club52 "Rapid Fire" Habits of $350,000 Income EarnersIn this episode of the Getting to Club podcast, Chris Orlob shares 52 habits of successful salespeople who earn $350,000 or more annually. The discussion covers key strategies, mindset shifts, and personal development techniques that can help sales professionals elevate their performance and achieve greater success in B2B sales. Chris emphasizes the importance of continuous learning, effective selling strategies, and the development of essential skills such as negotiation and storytelling.2025-01-1908 min

Getting to ClubThe "Pleasant Surprise" Technique Buyers Use On YOUIf it sounds too good to be true, you might be getting played. In this episode of Getting to Club, Chris breaks down the "pleasant surprise" tactic—a sneaky negotiation strategy buyers use to make sellers feel like they’ve hit the jackpot. But this excitement can cost you big discounts without you even realizing it. Learn how to spot this tactic, how to protect your pricing, and what steps you can take to stay ahead in negotiations. If you've ever wondered why a deal felt too easy, this one's for you!2024-10-1109 min

Getting to Club4 Methods For "Twisting the Knife" In SalesHow do you drive urgency and action without crossing ethical lines? In this episode, Chris unveils four powerful methods for "twisting the knife" in sales—techniques that ramp up urgency by exposing pain points. But these tactics come with a warning: used improperly, they can backfire. Chris dives into real-world examples, from sharing painful customer stories to asking precise, high-impact questions, all aimed at moving your deals forward faster. Whether you’re new to sales or a seasoned pro, mastering these techniques could be a game-changer. Just don’t forget your fireproof suit!2024-10-0911 min

Getting to ClubHow This AE Closed a $433,000 Deal In 90 DaysHow do you transform a small deal into a record-breaking one? In this episode of Getting to Club, Chris shares the inspiring story of Brian, a mid-market AE who turned a $20,000 deal into a massive $433,000 win—all in under 90 days. Discover the three key strategies that helped Brian reframe the conversation, unlock deeper business problems, and engage with top-level decision-makers. If you’ve ever wondered how to maximize your deal sizes and hit quota faster, this episode will show you the playbook to get there.2024-10-0714 min

Getting to ClubHow to Deal With Buyers Who "Flinch" At Your PriceIn this episode, Chris tackles a common challenge for sales professionals: how to handle buyers who flinch at your price. He breaks down why experienced buyers often use this tactic to shake your confidence and push for a discount, and provides a structured approach to maintain control. From delivering price with value context to calmly addressing flinching as it happens, Chris outlines practical strategies to help you stay firm on your pricing. Tune in to learn how to navigate tough negotiations without sacrificing your value!2024-10-0407 min

Getting to Club17 Takeaways From Analyzing 1 Million Sales CallsIn this episode, Chris draws on a MASSIVE data set of over 1 million sales calls to reveal the top 17 takeaways that can boost your sales game. From the ideal amount of talking in discovery calls to the importance of multi-threading and handling objections, Chris distills complex research into actionable tips. These insights, based on real-world data, can help you close more deals faster and with greater success. Whether you're a seasoned pro or just starting out, these strategies are game-changers. Tune in for the key patterns of top-performing salespeople! 2024-10-0209 min

Getting to ClubIn Negotiations: Legal First, Pricing Second (Here's Why)In this episode, Chris delivers a concise yet crucial lesson for mid-market sellers: handle legal concerns before diving into price negotiations. Using real-world examples, he explains why tackling legal terms first can save you from wasting time on pricing discussions that may never materialize into a deal. If legal terms are a dealbreaker, pricing becomes irrelevant. Chris breaks down how to structure your negotiation process for smoother, more efficient deals. 2024-09-3003 min

Getting to Club7 Critical Components of Earning $350,000 in SalesIn this episode of Getting to Club, Chris dives into the seven key components that distinguish top-earning sales professionals who rake in $350,000 or more annually. From the markets they target to their mindset strategies and continuous skill development, Chris uncovers the essential traits and habits of high earners. If you're aiming to break into this elite group, this episode is packed with actionable insights that could transform your approach and earnings potential.2024-09-2711 min

Getting to Club"Cringe" Sales Call with $300M Chief Revenue Officer (What I Learned)Chris shares his experience of a sales meeting with a chief revenue officer of a SaaS company. He discusses the company's goals of selling bigger enterprise deals and increasing their average contract value (ACV). However, there was a discrepancy in the information he had gathered prior to the meeting. Despite this, he was able to course-correct and engage in a deep discovery conversation with the CRO. Chris highlights the importance of having a 'what we heard' slide in C-suite meetings to earn instant credibility. He also emphasizes the need to let champions save face and take responsibility for outcomes.2024-07-1508 min

Getting to Club4 Steps to START Every NegotiationChris shares his experience of negotiating a deal and the challenges he faced. He discusses the importance of having a systematic approach to negotiation and introduces the first four steps of his negotiation process. These steps include summarizing and passing the torch, getting all the buyer's asks on the table, stack ranking the asks, and uncovering the underlying needs behind the requests. By following these steps, sellers can kick off a negotiation session productively and establish the business value before discussing price. Takeaways Having a systematic approach to negotiation is crucial for success. The first four...2024-07-1213 min

Getting to ClubHow to Sell In a "Demand-Negative" Environment, According to the CRO of a $2.3 Billion CompanyIn this episode of Getting to Club, Chris shares the output of a recent conversation with the CRO of a $2.3 billion company. That conversation covered the shift from a "demand-positive" to a "demand-negative" market and the five essential skills needed to thrive in challenging sales climates. This episode is a must-listen for sales professionals aiming to adapt and succeed regardless of market conditions.2024-05-2007 min

Getting to Club6 Tips for Pricing Calls That SellIn this episode of Getting to Club, Chris tackles the often intimidating task of discussing pricing with potential clients. He shares six indispensable tips for making pricing calls that not only convey value but also sell effectively. Whether you’re new to sales or looking to refine your approach, this episode's practical advice on pricing will empower you to handle these crucial conversations with ease and professionalism.2024-05-1711 min

Getting to Club5 Ways Million-Dollar Earners Sell to the C-SUITEIn this episode of Getting to Club, Chris delves into the intricacies of selling to the C-suite and what you can learn from the strategies of million-dollar earners who excel in this high-stakes arena. Chris breaks down five pivotal techniques bolstered by real-life examples that offer valuable lessons in engaging effectively with upper management.2024-05-1507 min

Sales PlayersStealing the Sales Playbooks of the Top 0.01% with Chris Orlob of pclub.ioChris Orlob is a Serial sales tech entrepreneur who helped grow Gong from $200k to $200M ARR and a $7.2B valuation in five years. Chris is on a mission to build an ecosystem of companies that will change how sales organizations Hire, Ramp, Develop, and Retain their salespeople. SPONSORS: • Leadfeeder (Turn Page Views into Pipeline) - ⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠⁠https://leadfeeder.partnerlinks.io/rsscjriylqgb ⁠⁠- SP fans use this link for an extended, 21-day free trial • Surfe (LinkedIn Prospecting Streamlined) - https://www.surfe.com/?kfl_ln=jesse-woodbury EPISODE LINKS: • Follow Chris https://www.linkedin.com/in/chrisorlob...2024-05-1442 min

Getting to ClubThe "Dark Side" of Successful SalespeopleIn this episode of Getting to Club, Chris explores the intense and often unspoken truths about the competitive nature of top-tier salespeople. It's undeniable that the most successful sales professionals operate with a relentless, almost ruthless drive to outperform competitors—not merely to succeed, but to dominate the sales field. This episode offers a candid look into what it really takes to be at the top in sales, suggesting that achieving extraordinary results sometimes requires an extraordinary competitive spirit... while maintaining ethical integrity.2024-05-0608 min

Getting to ClubSales Success Demands a "Chain Link System" of SkillsIn this episode of Getting to Club, Chris delves into a foundational concept for sales success: the chain link system of skills. True sales mastery isn't about excelling in just one area, but rather improving incrementally across a spectrum of skills—discovery, negotiation, objection handling, and more. Success is about how these skills interlock and strengthen each other, limiting the impact of weaknesses and enhancing overall performance.2024-05-0210 min

Getting to ClubAI Will Replace These 3 Sales JobsIs AI coming for your sales job? In this episode of Getting to Club, Chris explores AI's role in the future of sales and discusses how artificial intelligence might impact different roles based on if you're a "value communicator" or a "value creator." This episode is a must-hear for anyone curious about the intersection of this growing technology and sales.2024-04-2406 min

Getting to Club5 Biggest Lies About Discovery in Sales TodayIn this episode of Getting to Club, Chris dives into the most common misconceptions and flat out lies surrounding SaaS discovery today. We'll challenge common practices and shares insights on how discovery should create value for both salespeople and their clients, rather than just gathering information for a sales pitch. Follow along to elevate your sales strategies and learn why great discovery is the key to success.2024-04-1907 min

Getting to Club$110,000 Negotiation "Tear Down" (Play By Play)In this episode of Getting to Club, Chris takes you inside a recent negotiation, culminating in a $110,000 deal with significant expansion potential. He outlines four key lessons learned, including the power of a solid business case, the importance of differentiation, leveraging champions effectively, and the critical strategy of knowing when to walk away. This episode is a must-listen for anyone looking to refine their negotiation skills and understand the delicate balance between persistence and flexibility in sales.2024-03-2209 min

Reed Between the Lines"The Best Marketing is Polarizing” with Chris Orlob (CEO, pclub.io)If you don’t know Chris Orlob, you should.Not only is he one of my first mentors in marketing, he’s the Co-Founder and CEO of pclub.io where he’s trained more than 10,000 SaaS and tech salespeople on SaaS sales calls with the #1 online course platform for B2B sellers. He’s also the former Head of Product Marketing and Head of Customer Sales at Gong, where he helped grow their ARR from $200k to $200M ARR, and garnered a $7.2B valuation in less than six years. And not to mention, he’s a content ki...2024-03-201h 05

Getting to Club90% of Sales Team Meetings Suck. Here's How to Fix Them.In this episode of Getting to Club, Chris tackles a common yet critical issue facing sales teams: ineffective meetings. With insights drawn from Shawn Gentry's pclub.io course, Chris lays out a five-step agenda that promises to transform the way sales meetings are conducted. Discover how to make your sales meetings productive and engaging, ensuring your team is motivated, informed, and ready to excel in their roles. 2024-03-2007 min

Getting to ClubA Simple Hack That Can (Nearly) Double Your Close RatesIn this episode of Getting to Club, Chris unveils a surprisingly simple yet profoundly effective strategy for skyrocketing your close rates. With a simple post-sale interview, you gain a better understanding of the intricate motivations, hidden objections, and internal selling processes of your buyers, which can nearly double your effectiveness in the market. 2024-03-1804 min

Getting to ClubThe World's Most UNDERRATED Discovery Question For Inbound LeadsIn this episode of Getting to Club, Chris explains how a simple yet profound question can unlock the true potential of a lead by transporting them back to the decisive meeting that initiated their search for a solution. With practical advice on when and how to deploy this question, Chris ensures you're equipped to deepen your discovery process and engage your buyers more effectively. 2024-03-1502 min

Getting to Club5 Reasons Why Dominating Sales Calls Is the DUMBEST Thing a Sales Leader Can DoIn this episode of Getting to Club, Chris tackles a common yet counterproductive practice among sales leaders: dominating sales calls. He outlines five compelling reasons why taking over sales calls from reps is detrimental, emphasizing the long-term impact on team development, rep dependency, and leadership growth. This episode is a must-listen for sales leaders and managers aiming to build resilient and autonomous teams capable of driving success without constant oversight.2024-02-2607 min

Getting to Club7 Predictions For SaaS Sales In 2024In this episode of Getting to Club, Chris unveils his seven predictions for SaaS sales in 2024, drawn from over 300 discussions with Chief Revenue Officers and VPs of Sales. As the sales landscape evolves, Chris breaks down the anticipated shifts in decision-making, the heightened scrutiny on purchases, and the expanding complexity of buying committees. This forward-looking episode is a must-listen for anyone looking for help navigating the challenges and opportunities of the coming year.2024-02-2309 min

Getting to ClubWhy SMB Reps Often "Out-Earn" Enterprise RepsIn this episode of Getting to Club, Chris sheds light on why SMB sales reps often out-earn their enterprise counterparts. He explores market demands, compensation plans, and the strategic advantages of SMB roles over enterprise positions that can result in outsized returns. This episode is perfect for sales professionals aiming to maximize their earnings and career opportunities.2024-02-2111 min

Getting to ClubOptimism Is Bullsh*t In B2B SalesIn this episode of Getting to Club, Chris debunks the common sales mantra that optimism is the key to success, especially in B2B sales. Great salespeople adopt a mindset of short-term pessimism and long-term optimism, allowing them to realistically assess risks and manage expectations. This episode is a deep dive into the psychological dynamics of sales, offering listeners actionable strategies for more thoughtful, effective selling.2024-02-1209 min

Getting to ClubThe Case for Becoming a Master SalespersonIn this episode of Getting to Club, Chris discusses the undeniable link between sales proficiency and achieving monumental success, illustrated through engaging stories, including a conversation with a highly successful CEO. This episode is a must-listen for anyone looking to elevate their sales game and achieve their professional goals.2024-02-0913 min

Getting to ClubDon't Sell Benefits Unless They're 2X BenefitsIn this episode of Getting to Club, Chris introduces a new approach to selling with benefits vs. pain: selling benefits that are at least 2x better than what the buyer currently has, using vivid examples from technology to everyday consumer decisions. Discover how to make your product irresistibly compelling by offering unparalleled value, and why settling for marginal improvements might not cut it in today's market.2024-02-0705 min

Getting to Club10 Sales Secrets I Wish I'd Known SoonerIn this episode of Getting to Club, Chris delves into the sales secrets that could have boosted his earnings a decade earlier. He shares timeless insights on targeting the right prospects, the crucial difference between solving problems and capitalizing on opportunities, and the unparalleled advantage of selling to power. This episode is a treasure trove for anyone looking to elevate their sales game and unlock their true earning potential.2024-02-0508 min

Getting to ClubThe Human Desire for Fairness (And How it Holds You Back)In this episode of the Getting to Club podcast, host and pclub.io CEO Chris Orlob delves into the psychology of fairness in sales negotiations. Using compelling research and real-world examples, Chris explores how our innate desire for fairness can sometimes hinder achieving optimal outcomes. The episode offers a thought-provoking perspective on how re-evaluating our approach to fairness can lead to more successful deals. Tune in for a powerful blend of research and practical advice that can transform your sales strategy.2024-01-3106 min

Getting to Club4 Types of Energy You Can Use For Greater ProductivityIn this episode, Chris focuses on maximizing productivity through energy management. Chris discusses the four types of energy - physical, emotional, mental, and spiritual - and their profound impact on sales success. He shares insightful tips on enhancing each energy type for optimal performance. Join us for an enlightening journey to elevate your sales game and achieve top results.2024-01-2912 min

Getting to ClubHow to Use Tangibility Bias To Close More DealsUnlock the power of 'Tangibility Bias' in your sales strategy with this episode of the 'Getting to Club' podcast. Host Chris Orlob reveals how making your sales pitch more concrete and tangible can dramatically boost motivation and resonance with clients. Discover practical tips to transform abstract concepts into impactful, clear messages that resonate with your audience. Tune in to elevate your sales approach and achieve remarkable success.2024-01-2607 min

Getting to Club5 Energy Management Tips For Maximum ProductivityIn this episode, uncover the secret to maximizing efficiency through effective energy management. Discover transformative tips for harnessing your physical, emotional, mental, and spiritual energy to achieve unprecedented success in sales. Tune in for a game-changing experience that could redefine your approach to productivity and career advancement.2024-01-2413 min

Getting to ClubThe Ultimate Superpower In Sales (There's No Word For It)In this episode, Chris explores groundbreaking research on how we perceive reality, uncovering insights essential for entrepreneurs, salespeople, and marketers. This thought-provoking episode reveals the superpower that can skyrocket your business success. Tune in for a transformative journey into understanding others' perspectives and reshaping your approach to sales and marketing.2024-01-2206 min

Getting to ClubHow to Make $1,000 An Hour In SalesUncover the secrets of top sales performance in the latest episode of the Getting to Club podcast. Explore the art of time management and its impact on income, with actionable insights for aspiring $1,000/hour earners in sales and technology. Don't miss this engaging discussion that could redefine your approach to sales success!2024-01-2110 min

Getting to ClubHow We Closed a $300,000 ARR DealBig enterprise deals are closing slower than ever. In this episode, Chris shares his most powerful steps and insights sharing how he closed a $300,000 ARR deal - and the work before the scenes that made it happen.2024-01-0507 min

Getting to ClubHow to Use a Pain DeckIn the first episode of the New Year, Chris dives into a recent discovery call and how he used a "pain deck" to warm the buyer into having a very successful discovery call where they shared all their pains, challenges, and ramifications.2024-01-0307 min

Getting to Club31 Ways to Live a Successful 2024 (And Life)With another year ahead, Chris Orlob reflects on the previous years themes, intentions, and philosophy – and shares his 31 tips for living a successful 2024 (and beyond.) 2024-01-0113 min

Getting to ClubTurn Your Attention Into IncomeFocus. Attention. Time. In this episode, Chris discusses why these are the three ingredients for very high productivity and uncovers the secret step that separates the big financial winners in sales. 2023-12-2206 min

Getting to Club9 Tips to Multi-Thread Your Way to Closing More DealsThere are more wrong ways to multi-thread than right ways – and the wrong multithreading strategy can decrease your win rates. In this episode, Chris shares 9 tips to help you multi-thread your way to 34% higher win rates. 2023-12-1414 min

Getting to ClubMulti-thread Your Way to 34% Higher Win RatesOn this episode of Getting to Club, Krysten Conner of UserGems joins Chris to discuss the importance of multi-threading and shares her expert techniques for multi-threading to close deals faster and increase win rates by 34%. 2023-12-1219 min

Getting to ClubPick the Deals You Can Win, Win the Deals You Can PickEnterprise sales reps often see their complex deals cycles range from 6 to 12 months, if not longer. In this short episode, Chris Orlob condenses the most impactful steps to successful enterprise sales into one very important take away. 2023-12-1104 min

Getting to ClubMake Speed a Habit. Here's Why.Speed is an essential habit in the sales cycle. But why? Chris discusses why quick communication is key to closing deals and details how you can move at a very successful lightning speed. 2023-12-0606 min

Getting to ClubA Vote is Not a Vote is not a Votepclub.io CEO Chris Orlob dives into the complexity of both the buying and decision making processes within tech and SaaS sells and shares a couple tactics to help get the entire buying committee bought in. 2023-12-0405 min

Getting to Club6 Common Discovery Call MistakesChris Orlob, CEO of pclub.io, shares 6 of the most common discovery call mistakes that will kill your deal - and how to easily avoid or fix them. Interested in learning more about SaaS Discovery? Explore the SaaS Discovery Masterclass. 2023-11-2707 min

Getting to Club22 Tips to Sell to CFOsChris shares 22 tips for selling into complex SaaS companies that require CFO approval before a buying decision is made. Learn more in the "Final Stretch" pclub.io course. 2023-11-2207 min

Getting to ClubIf You Sense It, Say ItIn this rapid fire podcast, Chris shares the simple idea of "if you sense it, say" to help you move deals forward despite difficult economic headwinds. Plus, he shares an exact script to use to "see risk" and diagnose it ahead of time. 2023-11-2003 min

SaaS Backwards - Reverse Engineering SaaS SuccessEp. 97 - To Ensure SaaS Enterprise Sales Success Today, You’d Better Sell the CFO – With Chris Orlob, Co-founder of pclub.ioProbably best known for helping Gong grow from $200K to $200M in five years, Chris Orlob talks about following his passion for helping people learn valuable sales skills through his new company pclub.io. (That’s short for President’s Club for non-salesy folks).But sales training wasn’t the original focus.Originally, they started out to build a company called QuotaSignal that sold a hiring value proposition, but since hiring took a nosedive in the current economic climate, had been developing an online sales training course that took off. One of his bigges...2023-11-1719 min

Getting to ClubImpact and Financial Success Aren't Mutually ExclusiveIn this episode, Chris shares a deeply personal story, discussing how promotions, money and prestige are not always what they appear – and how soul searching allowed him to shift his focus and priority to helping others. 2023-11-1710 min

Getting to ClubStop Cramming Discovery Into Your First CallStop "cramming" too much discovery into the first call. In this episode, Chris reflects on and answers one of the most common questions he receives, "How do I fit all this into one discovery call?" Interested in more SaaS Discovery? Take the SaaS Discovery Masterclass. 2023-11-1607 min

Getting to ClubSh!*t Happens, Success Doesn'tChris reflects on a statement from his mentor, discussing how while normal things happen on the daily, real success comes from showing up, working relentlessly and yes - forcing good things to happen. 2023-11-0906 min

Getting to Club7 Discovery Question Examples That Help Build UrgencyIn this episode, pclub.io CEO Chris Orlob shares 7compounding discovery questions that will give you a ticket to play the urgency game with your buyer – influencing your chances to close quicker. 2023-11-0809 min

Getting to ClubEducate Your Buyers with a NexusPosition or be positioned. One of the most important tactics in selling is taking the process into your own hands at the beginning. In this episode, Chris shares a powerful and competitive deal technique that will help you box out your competitions automatically. 2023-11-0610 min

Getting to ClubThe Most Power Thing You Can Do in Your Life is Accept Responsibility for Your OutcomesChris gets philosophical in this episode, discussing the importance of internal locus of control and shares the most powerful thing you can do to shape your circumstances and set yourself up for success. 2023-11-0304 min

Getting to ClubDon't Make Identity MeaningAre you falling victim to this common psychological trap? Chris Orlob, CEO of pclub.io, shares his secret to separating your success and work from you identity and how this one active step will be the highest leverage things you can do for your career. 2023-11-0106 min

Getting to ClubA 9 Word Script to Start New Discovery CallsWhat do chickens have to do with selling? Chris answers this very unusual question and breaks down the single best way to open a new discovery call with this quick, simple 9 word script. 2023-10-3006 min

Getting to ClubAchieving Outlier Success Comes Down to Three ThingsWe all want to achieve success. Not just ordinary success, but outlier success. In this episode, Chris breaks down three principles that have helped him and professionals around the world achieve outlier success in the sales field and beyond.2023-10-2009 min

Getting to ClubGreat Dealmakers Use Pace and Rhythm, Heres HowHow often are you considering the pace at which you're moving? Not just "how do I go faster?!" but the strategic rhythm of how your deal progresses? In this episode, Chris uncovers how pace and rhythm are crucial tools for the best dealmakers. 2023-10-1809 min

Getting to ClubTell Stories to Eliminate FrictionFriction in your deals can be painful. But what if the solution to so much of that dreaded friction was just changing the way you deliver information? In this episode, Chris explains how simple stories can eliminate a ton of friction from your deal.2023-10-1607 min

Getting to ClubSales Skills Are a Chain-Link SystemAre you only as strong as your weakest link? In this episode, Chris dives into a new way to think about your sales skill stack that can enhance your capabilities, your impact, and your success.2023-10-1306 min

Getting to ClubWhat To Do When Your Buyer Has a Spec SheetIn this episode, Chris answers a questions from a listener. Sam asks, "How would you handle a scenario where the prospect shares in advance of the call a detailed User Requirements Spec/ list?"2023-10-1107 min

Getting to ClubThe Art of Context-Led QuestionsIn this episode, Chris talks you through one of the most powerful techniques from his SaaS Discovery Masterclass course, Context-led questions. Hear about the back story of this technique and how it can unlock even more productive discovery conversations for you.2023-10-0510 min

Getting to ClubHow to Accelerate Trust with Pain-Oriented Customer StoriesIn this episode, Chris walks through how pain-oriented customer stories can speed up the time it takes you to build trust with your customers and uncover deal-closing business pain.2023-10-0209 min

Getting to ClubWhat Separates the Best and Worst Salespeople at Quarter-EndWhat separates the best and worst sales people at quarter-end isn't some massive gap in talent or ability. It's simple behaviors, habits, and techniques, repeated over and over until success becomes inevitable. In this episode, Chris walks you through those behaviors and habits that can have the biggest difference at quarter-end.2023-09-2906 min

The Revenue FormulaDo this to lift sales performance (with Chris Orlob, CEO at pclub.io)What can you really do to lift the performance of your sales team? That's exactly what we discussed with Chris Orlob, who was part of taking Gong from $200K to $200M in ARR.In the episode, we get into:(00:00) - Introduction (02:44) - Why quota attainment is down (06:06) - Why sales takes longer today (08:32) - How do you solve the problem? (10:48) - What does good look like? (12:56) - Discovery: Understanding the need behind the need (17:48) - Mutual action plan (20:00) - Understanding intent (25:37) - Dealing with finance and other stakholders (30:39) - Making the case (34:53...2023-09-2842 min

Getting to ClubAsk These Two Questions at Quarter-EndIn this episode, Chris gives you two simple questions you can ask at quarter-end that will help you close more deals and close them on time.2023-09-2705 min

Getting to ClubDon't Get Happy Ears In the Final StretchNo loss is more heartbreaking than the one the comes at the finish line. Sometimes that's out of your control, but sometimes you can tank your own deals in the final stretch. In this episode, Chris walks you through questions you can ask to make sure you're not getting happy ears in the final stretch. 2023-09-2506 min

Getting to Club3 Tactics to Beat Your CompetitorsIn this episode, Chris gives you 3 tools you can leverage in your competitive deals, especially as we near quarter end, to box out the competition and make sure you're the vendor of choice. 2023-09-2214 min

Getting to Club9 Mistakes Salespeople Make with Business CasesIn this episode, Chris covers nine of the most common mistakes sellers make when writing business cases. If you consistently create and present business cases in your deals, make sure you aren't shooting yourself in the foot by making one of these mistakes.2023-09-2012 min

Getting to ClubA Life Hack to Accelerate Skill Acquisition (And Income)Skills are the largest contributing factor to getting from where you are, to where you want to be. From your present circumstances, to your dream like. In this episode, Chris breaks down a simple technique that can help you acquire skills faster and more effectively than your peers and start achieving those dreams sooner.2023-09-0609 min

Getting to ClubKiller Question to Steal: What Did That Conversation Sound Like?In this episode, Chris shares one simple question that can help your buyers provided deeper, more meaningful responses to your discovery questions without overstepping or coming across as pushy.2023-09-0104 min

Getting to ClubTenacity Will Take You EverywhereIn this episode Chris changes gears a bit to talk about his personal experience and share a few stories that underscore how important it is to have goals and go after them tenaciously. 2023-08-3014 min

LEARN PodcastMaximizing Sales Results: The Manager's Role with Chris Orlob, CEO of Pclub.io (Ep. 14)In a world overflowing with information, what truly matters is the action you take, the results you achieve, and the growth you experience. In our latest episode of LEARN, Chris Orlob, CEO and Co-founder of Pclub.io, delves deep into a conversation with our CEO and Co-founder, Ted Blosser, about the role of a sales leader and how to coach your sales team effectively to help them maximize their output. "My job isn't merely to make you smarter; it's to facilitate a change in your behavior that manifests during sales calls, resulting in improved performance. The process starts with me...2023-08-2934 min

Getting to ClubInterview with SlingshotEdge: Make it Impossible for Buyers to “Do Nothing”In this episode of the Getting to Club podcast, Chris sits down with Calum Kilgour and John Bissett, partners at SlingshotEdge, to discuss the biases that drive sellers to stay with the status quo.2023-08-2925 min

Getting to Club3 Negotiation Lessons from a $385K DealIn this episode, Chris breaks down a recent deal that had a particularly tough negotiation around price. He'll walk you through the objections, how they were overcome, and the 3 lessons you can learn and implement in your own negotiations TODAY.2023-08-2108 min

Getting to Club4 Steps to Demos with Senior ExecutivesIn this episode, Chris covers 4 crucial steps for demoing to senior executives. Senior executives are NOT the same as buyers lower on the totem pole. They care about different things and require a different approach. Find out how to master the senior exec demo.2023-08-1811 min

Getting to ClubWhatever it TakesIn this episode, Chris shares his raw thoughts on what it takes to achieve outlier success in any career, but especially in SaaS sales and entrepreneurial ventures. 2023-08-1606 min

Getting to ClubInterview with Sean Gentry - Using Diagnostic Coaching to Drive AE Sales PerformanceIn this Episode, Chris sits down with Sean Gentry, Sr. Manager Corporate Sales at Webflow, to talk through his approach to diagnosing rep issues, uncovering hidden performance gains, and unlocking their best performance.2023-08-1419 min

Getting to ClubDon't Overcome Objections, Reframe ThemIn this episode, Chris walks through a recent sales call that almost ended with the deal lost. He shares the 4 techniques he used (and you can use!) to reframe objections and not only salvage the call, but end it with a rock-solid mutual action plan moving forward.2023-08-1110 min

Getting to ClubCreate a Through-Line In Your Sales CycleIn this episode, Chris shares a discovery he made recently in a live training about the power of creating a through-line in your sales cycle. Chris will discuss why it matters, and how to execute it well.2023-08-0907 min

Getting to ClubBullet Proof Business Case Writing with Nate NasrallaIn this episode, Chris sits down with Nate Nasralla, one of the world's leading experts in selling with champions and business case writing to talk through how you can create business cases that close deals.2023-08-0717 min

Getting to Club10 Questions to Ask During Sales DemosIn this tactical episode, Chris reveals 10 questions you can ask throughout your sales demo to turn it from a one-sided presentation into a robust conversation that moves your deal forward.2023-08-0410 min

Getting to ClubHarnessing the Power of Loss Aversion SellingIn this episode, Chris covers the most powerful psychological principle you can leverage in sales: Loss Aversion. Chris will give you tactics to make loss aversion ACTIONABLE in your sales process and inspire your buyer to take action in a way that benefits both you and your buyer.2023-08-0207 min

Getting to ClubCold Email Secrets from Outbound Expert Florin TatuleaIn this episode, Chris sits down with Outbound expert Florin Tatulea to discuss some of the key takeaways from his new course "Cold Email Conversion Machine." If you send cold emails, this episode is packed with tips and advice you can put into practice TODAY. 2023-07-3118 min

Getting to ClubStop Getting Blindsided with These 5 QuestionsIn this episode, Chris covers 5 questions you should ask to understand your customers buying process. If you ask these 5 questions right, you can save yourself from being blindsided by slipped or lost deals down the road.2023-07-2609 min

Getting to ClubSharpen the AxIn this episode, Chris talks about simple actions you can take every day to "Sharpen the Ax" and improve your skills. Just one simple act of sharpening the ax each day can change your entire life.2023-07-2405 min

Getting to ClubA New York Attorney's Best Negotiation TacticAttorneys negotiate high-profile, complex contracts all the time. So who better to steal your SaaS negotiation tactics from? In this episode, Chris walks you through a recent SaaS negotiation he had and how a tactic he learned from a New York attorney was his secret to keeping the deal from stalling out.2023-07-2110 min

Getting to ClubHow to Get Access to CFOsIn this episode, Chris walks you through an effective strategy to get spend approval from CFOs, even during an economic downturn. CFOs are more involved in your deals than ever before and it is crucial to understand how to get access to these executives and how to make your case in a way that resonates with what they value.2023-07-1909 min

Getting to ClubHow to Quantify Pain With Two QuestionsIn this episode, Chris reveals two simple questions that get your buyer to put a real value on the pain they're experiencing, which in turn allows you to build a powerful business case. After this episode, you will be better equipped to get to the root of the issue and quantify it, strengthening your sales approach.2023-07-1711 min

Getting to ClubMoney Loves SpeedIn this episode, Chris reveals a rare trait that most top performers share: they minimize the delta between a thought or idea, and taking action on that idea. The speed with which you take action can dramatically impact your success in sales and life. Find out why.2023-07-1410 min

Getting to ClubThe 'Three Bucket' Technique for Responding to Price ResistanceYou're going to encounter price resistance, especially in this economic climate. In this episode, Chris explains the 'Three Bucket' technique, a powerful tool designed to navigate and respond effectively to price resistance in sales negotiations. With practical examples and insightful tips, this episode gives you the tools to maintain value while addressing budget concerns of your buyers.2023-07-1309 min

Getting to ClubHow to Lose Deals Even With Access to PowerIn this episode, Chris explains how you're putting your deals in danger if all you're doing is getting access to power and/or the economic buyer. He'll reveal the missing piece that could turn a deal in jeopardy into a sure-thing.2023-07-1210 min

Getting to ClubThe "Go Back in Time" Discovery TechniqueIn this episode, Chris outlines how sales reps alienate their buyer buy not tailoring their discovery approach, as well as a battle-tested technique for avoiding the awkwardness and getting them talking.2023-07-1109 min

Getting to ClubA Simple Technique to Challenge Your CustomersIn this first episode of the Getting to Club podcast, Chris walks you through what to actually say and do to challenge your customers, push them in a constructive way that creates value, and take control your sales cycle.2023-07-1010 min