Getting to Club

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The podcast that will help you become or stay a President's Club winner in tech sales by stealing the playbooks and skills of the top 0.01% of tech sales practitioners and earners. New episodes Monday, Wednesday, and Friday.

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    • Feb 17, 2025 LATEST EPISODE
    • weekly NEW EPISODES
    • 9m AVG DURATION
    • 101 EPISODES


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    Latest episodes from Getting to Club

    5 Multi Threading "Plays" That Grew Our Win Rates From 42% to 68%

    Play Episode Listen Later Feb 17, 2025 16:03


    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.

    Announcing the 2025 Skill Stacker Awards (And How to Win)!

    Play Episode Listen Later Feb 10, 2025 5:33


    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.TakeawaysThe 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.

    The "Math" of a Banner Year of Income In 2025

    Play Episode Listen Later Jan 31, 2025 8:56


    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.

    Being Proud of Your Success Is a Cheat Code

    Play Episode Listen Later Jan 29, 2025 6:46


    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.

    100 Word Talk Track to Kill Price Resistance

    Play Episode Listen Later Jan 27, 2025 6:05


    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.

    Don't Await the Verdict. Influence It.

    Play Episode Listen Later Jan 24, 2025 6:06


    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.

    ROI Doesn't Create Demand. ROI Justifies Demand

    Play Episode Listen Later Jan 23, 2025 5:21


    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.

    The Untold Power of "Negative Impact/Market Fit"

    Play Episode Listen Later Jan 22, 2025 8:46


    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!

    How to Create Urgency With "Negative Impact" Questions (Free Course Lesson)

    Play Episode Listen Later Jan 21, 2025 14:30


    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

    Three Career Tips for New SDRs and Young AEs (From $36k to $1.63M)

    Play Episode Listen Later Jan 20, 2025 7:59


    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.

    Never Ask a C-SUITE Exec More Than 4 Questions...?

    Play Episode Listen Later Jan 19, 2025 6:47


    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.

    52 "Rapid Fire" Habits of $350,000 Income Earners

    Play Episode Listen Later Jan 19, 2025 8:04


    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.

    The "Pleasant Surprise" Technique Buyers Use On YOU

    Play Episode Listen Later Oct 11, 2024 9:04


    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!

    4 Methods For "Twisting the Knife" In Sales

    Play Episode Listen Later Oct 9, 2024 11:04


    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 This AE Closed a $433,000 Deal In 90 Days

    Play Episode Listen Later Oct 7, 2024 14:11


    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.

    How to Deal With Buyers Who "Flinch" At Your Price

    Play Episode Listen Later Oct 4, 2024 7:55


    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!

    17 Takeaways From Analyzing 1 Million Sales Calls

    Play Episode Listen Later Oct 2, 2024 9:36


    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 Negotiations: Legal First, Pricing Second (Here's Why)

    Play Episode Listen Later Sep 30, 2024 3:52


    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.

    7 Critical Components of Earning $350,000 in Sales

    Play Episode Listen Later Sep 27, 2024 11:52


    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.

    "Cringe" Sales Call with $300M Chief Revenue Officer (What I Learned)

    Play Episode Listen Later Jul 15, 2024 8:41


    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 Having a 'what we heard' slide in C-suite meetings can earn instant credibility Letting champions save face is important for building trust Taking responsibility for outcomes earns respect and credibility Deep discovery conversations can help course-correct and gather accurate information

    4 Steps to START Every Negotiation

    Play Episode Listen Later Jul 12, 2024 13:42


    Chris 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 steps of the negotiation process are summarizing and passing the torch, getting all the buyer's asks on the table, stack ranking the asks, and uncovering the underlying needs. Summarizing the key elements of the partnership at the beginning of a negotiation session establishes the business value and prevents the focus from solely being on price. Getting all the buyer's asks on the table before responding allows sellers to see the bigger picture and prioritize the requests. Uncovering the underlying needs behind the requests helps sellers find creative solutions that meet both parties' interests.

    How to Sell In a "Demand-Negative" Environment, According to the CRO of a $2.3 Billion Company

    Play Episode Listen Later May 20, 2024 7:18


    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.

    6 Tips for Pricing Calls That Sell

    Play Episode Listen Later May 17, 2024 11:56


    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.

    5 Ways Million-Dollar Earners Sell to the C-SUITE

    Play Episode Listen Later May 15, 2024 7:54


    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.

    The "Dark Side" of Successful Salespeople

    Play Episode Listen Later May 6, 2024 8:00


    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.

    Sales Success Demands a "Chain Link System" of Skills

    Play Episode Listen Later May 2, 2024 10:22


    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.

    AI Will Replace These 3 Sales Jobs

    Play Episode Listen Later Apr 24, 2024 6:41


    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.

    5 Biggest Lies About Discovery in Sales Today

    Play Episode Listen Later Apr 19, 2024 7:47


    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.

    $110,000 Negotiation "Tear Down" (Play By Play)

    Play Episode Listen Later Mar 22, 2024 9:10


    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.

    90% of Sales Team Meetings Suck. Here's How to Fix Them.

    Play Episode Listen Later Mar 20, 2024 7:17


    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.

    A Simple Hack That Can (Nearly) Double Your Close Rates

    Play Episode Listen Later Mar 18, 2024 4:52


    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.

    The World's Most UNDERRATED Discovery Question For Inbound Leads

    Play Episode Listen Later Mar 15, 2024 2:59


    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.

    5 Reasons Why Dominating Sales Calls Is the DUMBEST Thing a Sales Leader Can Do

    Play Episode Listen Later Feb 26, 2024 7:04


    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.

    7 Predictions For SaaS Sales In 2024

    Play Episode Listen Later Feb 23, 2024 9:26


    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.

    Why SMB Reps Often "Out-Earn" Enterprise Reps

    Play Episode Listen Later Feb 21, 2024 11:50


    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.

    Optimism Is Bullsh*t In B2B Sales

    Play Episode Listen Later Feb 12, 2024 9:00


    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.

    The Case for Becoming a Master Salesperson

    Play Episode Listen Later Feb 9, 2024 13:35


    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.

    Don't Sell Benefits Unless They're 2X Benefits

    Play Episode Listen Later Feb 7, 2024 5:05


    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.

    10 Sales Secrets I Wish I'd Known Sooner

    Play Episode Listen Later Feb 5, 2024 8:53


    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.

    The Human Desire for Fairness (And How it Holds You Back)

    Play Episode Listen Later Jan 31, 2024 6:47


    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.

    4 Types of Energy You Can Use For Greater Productivity

    Play Episode Listen Later Jan 29, 2024 12:26


    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.

    How to Use Tangibility Bias To Close More Deals

    Play Episode Listen Later Jan 26, 2024 7:05


    Unlock 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.

    5 Energy Management Tips For Maximum Productivity

    Play Episode Listen Later Jan 24, 2024 13:06


    In 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.

    The Ultimate Superpower In Sales (There's No Word For It)

    Play Episode Listen Later Jan 22, 2024 6:33


    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.

    How to Make $1,000 An Hour In Sales

    Play Episode Listen Later Jan 21, 2024 10:06


    Uncover 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!

    How We Closed a $300,000 ARR Deal

    Play Episode Listen Later Jan 5, 2024 7:36


    Big 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.

    How to Use a Pain Deck

    Play Episode Listen Later Jan 3, 2024 7:12


    In 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.

    31 Ways to Live a Successful 2024 (And Life)

    Play Episode Listen Later Jan 1, 2024 13:46


    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.)

    Turn Your Attention Into Income

    Play Episode Listen Later Dec 22, 2023 6:00


    Focus. 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.

    9 Tips to Multi-Thread Your Way to Closing More Deals

    Play Episode Listen Later Dec 13, 2023 14:38


    There 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.

    Multi-thread Your Way to 34% Higher Win Rates

    Play Episode Listen Later Dec 12, 2023 19:16


    On 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%.

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