Getting to Club

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...

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 prov...

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 sel...

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 st...

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-imp...

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 ev...

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...

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...

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 str...

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 wi...

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...

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....

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 rega...

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 conversation...

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 t...

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...

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 discov...

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...

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 t...

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.