I recently found out that our win rates jump from 42% to 68% when we are multi-threaded across THREE or more people.
Access from one to two people makes no difference. 3-4 is where we make our money.
This led us to codify five multi-threading "plays" we now use based on the situation. Here they are for you to steal or experiment with.
Register for the 2025 Skill Stacker Awards contest and ceremony here: https://www.pclub.io/skill-stacker-awards
In 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
The SkillStacker Awards are open to all B2B sales professionals.
The contest will run throughout 2025, culminating in an awards ceremony.
Categories include top sellers, rookie of the year, and mentor of the year.
Participants can win a trip for two to Fiji for the best success story.
Recognition can enhance a sales professional's resume and career.
The event will feature success stories from 2024.
Chris emphasizes the fun and competitive nature of the awards.
Joining the email list is crucial for updates and participation.
The awards aim to celebrate skill transformation in sales.
This initiative will be an annual event, building on its success each year.
In this episode, Chris Orlob discusses the importance of setting clear revenue goals for 2025 and the math behind achieving those goals. He emphasizes the need for sales professionals to calculate their required opportunities and contacts to reach their desired income, while also highlighting the significance of clarity in motivation and success in sales.
Takeaways
People are feeling cautiously optimistic in the sales world.
Setting clear revenue goals is crucial for success.
Calculate how much revenue you want to close.
Understand your average deal size to determine the number of deals needed.
Identify your close rate to calculate required opportunities.
Break down annual goals into monthly and weekly targets.
Reach out to a specific number of contacts to generate opportunities.
Improving sales skills can positively impact conversion rates.
Clarity in goals enhances motivation and performance.
Sales success is a simple math equation when broken down.
In this conversation, Chris Orlob reflects on his journey of success and ambition, sharing insights about the importance of acknowledging and celebrating achievements. He discusses a limiting belief that prevented him from appreciating his successes, fearing it would lead to complacency. Through self-reflection, he realizes that recognizing accomplishments fuels motivation and ambition rather than diminishing it. Orlob encourages listeners to take pride in their achievements and to avoid glossing over their successes, as this acknowledgment is crucial for continued growth and motivation.
In this episode of the Getting to Club podcast, Chris Orlob discusses effective strategies for discussing price in B2B sales. He emphasizes the importance of context when presenting price to avoid sticker shock and maintain trust with potential buyers. The conversation outlines the worst and best practices for discussing price, providing actionable insights for sales professionals.
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.
In this conversation, Chris Orlob discusses the critical distinction between ROI as a justification for demand rather than a creator of it. He emphasizes that while ROI can validate a purchase decision, it does not generate the initial desire or need for a product or service. The discussion highlights the importance of creating demand through understanding customer pain points and building urgency, rather than relying solely on ROI metrics. Orlob provides actionable insights for sales professionals on how to effectively uncover and amplify demand, ultimately leading to more successful sales outcomes.
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 this course and can start growing your income and bank account immediately. Enjoy!
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
In this episode of the Getting to Club podcast, Chris Orlob shares his top three tips for new Sales Development Representatives (SDRs) looking to advance their careers in SaaS and technology sales. He emphasizes the importance of defining one's next role, dedicating time to skill development, and the necessity of hard work to achieve success. Through personal anecdotes and insights, Chris provides a roadmap for SDRs to elevate their careers and achieve exceptional results.
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.
In 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.
If 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!
How 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!
How 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.
In 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!
In 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!
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.
In 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.
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.
Takeaways
