Getting to Club

In 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.

In 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.

In 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.

In 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.

In 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.

Is 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.

In 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.

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.

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.

In 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.

In 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.

In 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.

In 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.

In 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.

In 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.

In 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.

In 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.

In 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.

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.

In 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.