Getting to Club

Only 9% of executives say a sales call was worth their time and yet 70% of B2B sellers believe they're better than average. In this episode, we break down the DEPTH Enterprise-Grade Discovery System: a five-part framework for generating real urgency, surfacing business pain that money follows, and closing bigger deals faster. We cover how to read a buyer's psychological stage in the first...

New research from Caliber analyzed 1,500+ B2B sellers and found something that should stop every revenue leader cold: weak sales teams don't plateau, they get worse. In this episode, CEO Chris Orlob breaks down the concept of "skill debt," why neglecting to upskill your team compounds like financial debt, and what the data says about the cost of waiting.

A VP of sales at one of the hottest AI companies on the planet did $400M last quarter with 100 reps. Then a $5M account walked, because the rep who closed it couldn't name a single champion or the economic buyer. Chris Orlob unpacks "skill debt": the liability that compounds quietly while tailwinds blow, then gets exposed the moment the market stops selling for you. We saw it in 2021...

You've done the work, built the champion, run a great demo — and then the deal dies at the finish line when a boss you never met says no. This episode breaks down a repeatable, engineered path from champion to economic buyer: a five-step motion for getting to power on purpose instead of hoping it happens. You'll get the framework for teaching your champion how to actually evaluate (and why...

Chris Orlob sits down with Nate Nasralla, CEO of Fluent and one of the most-followed voices on enterprise champion development, to dig into the skill that separates reps who close complex deals from those who perpetually await verdicts. They unpack what actually makes someone a champion, Nate's three I's framework (Incentive, Intel, Influence) and why most sellers are fooling themselves by...

Chris Orlob unveils PClub's newest flagship framework, the Economic Buyer Selling System, in its first-ever public debut. This isn't a collection of tips; it's a four-stage repeatable system (Activate, Access, Align, Approve) built for AEs and account managers who are tired of running long sales cycles only to watch deals disintegrate at the end because they never had real executive al...

Chris Orlob sits down with Kevin Gaither (known in the industry as KG) an eight-time startup operator with three successful exits, including a run as one of ZipRecruiter's first 50 employees as the company scaled to $400M in revenue. Over 25+ years, KG has built sales teams ranging from zero to 550 people across inside sales, SDR/BDR, account management, and enterprise and he'll be the fir...

In this solo episode, Chris Orlob breaks down one of the highest-leverage moves a revenue professional can make: reframing the budget narrative before it gets anchored to the wrong problem. He walks through a real deal where his AE expanded a $15,000 SKO speaking inquiry into a $50,000 platform partnership in two calls, not through negotiation, but through deliberately reframing the conversation f...

Chris Orlob sits down with KD, widely known as the godfather of SaaS sales and modern sales leadership, for a masterclass on the one prospecting skill AI can't touch: cold calling. KD has helped build multiple companies from zero to eight and nine figures across entirely different industries with zero vertical overlap, and he's developed a cold calling methodology backed by analysis of tho...

Most revenue enablement teams are guilty until proven revenue positive and right now, most can't prove it. In this solo episode, Chris Orlob breaks down why "vanity enablement" is about to go the way of vanity marketing, shares two real stories of CROs and CEOs taking a hacksaw to their enablement orgs (17 people cut to 4, 6 cut to 1), and lays out the only path forward: re-positioni...

Most sellers were taught to surface a problem and then ask some version of "so how is that impacting the business?" Chris Orlob argues that question is the fastest way to sound generic, cheesy, and a little manipulative, even when the theory behind it (SPIN's implication questions, building urgency) is right. In this solo episode, Chris breaks down consequence mapping : a discovery s...

Kyle Coleman has spent 15 years architecting outbound motions that don't rely on volume - first as the founding SDR at Looker, then building Clary's outbound engine from $15M to nearly $150M in revenue, and now as Global VP of Marketing at ClickUp. In this conversation, Chris and Kyle unpack the difference between personalization (which is now table stakes and largely useless) and a real p...

The SDR role has changed more in the last 24 months than in the previous decade. AI flooded the market with outbound noise, buyers stopped responding, and an entire generation of SDRs got "developed" through remote work, a pandemic, and almost zero coaching. The result is a skills crisis most teams haven't named yet - pipeline that looks healthy on the dashboard but doesn't conve...

Chris Orlob shares five patterns he's observed across the most elite revenue organizations after working with thousands of sales teams at InsideSales.com, Gong, and now Caliber. From maniacally focusing on where you win, to obsessing over narrative, to building rock-solid sales stages with binary exit criteria - these are the habits that separate top-performing teams from mediocre ones. Plus,...

Chris Orlob breaks down seven lessons from personally closing a multi-six-figure deal with the CEO of a $1B+ company - in under 30 days. From positioning that made the CEO come to him, to leading the buying process, diagnosing instead of discovering, and why opinionated proposals win at the top. A tactical playbook for anyone selling complex deals to senior executives

Going upmarket is the single biggest valuation lever most B2B tech companies have at their disposal and most of them blow it. In this episode, Chris Orlob walks through the 11 non-negotiable AE skills that separate companies who successfully break into the enterprise from those stuck in mid-market prison. His core argument: upmarket success is determined by the capability floor of your revenue tea...

Welcome to the Caliber Show, a reset and a rebrand. In this opening episode, Chris Orlob unpacks why 84% of sales training initiatives fail to produce lasting behavior change, and walks through the 15-step operating system elite revenue teams use to durably upskill sellers, install reinforcement, and reduce performance variance across the org. Tune in every Monday and Friday morning for the latest...

Welcome to Revenue Rewired! The conversation delves into the shift in demand from positive to negative, impacting the sales environment and requiring upskilling of sales reps and leaders. It explores the importance of building sales skills and systems, selling against the competition, and providing consistent and daily reinforcement. The traits of elite sales reps, the use of volume, signal data,...

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,...

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 op...

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...

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 im...

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...