Getting to Club

In this episode, Chris covers 4 crucial steps for demoing to senior executives. Senior executives are NOT the same as buyers lower on the totem pole. They care about different things and require a different approach. Find out how to master the senior exec demo.

In this episode, Chris shares his raw thoughts on what it takes to achieve outlier success in any career, but especially in SaaS sales and entrepreneurial ventures.

In this Episode, Chris sits down with Sean Gentry, Sr. Manager Corporate Sales at Webflow, to talk through his approach to diagnosing rep issues, uncovering hidden performance gains, and unlocking their best performance.

In this episode, Chris walks through a recent sales call that almost ended with the deal lost. He shares the 4 techniques he used (and you can use!) to reframe objections and not only salvage the call, but end it with a rock-solid mutual action plan moving forward.

In this episode, Chris shares a discovery he made recently in a live training about the power of creating a through-line in your sales cycle. Chris will discuss why it matters, and how to execute it well.

In this episode, Chris sits down with Nate Nasralla, one of the world's leading experts in selling with champions and business case writing to talk through how you can create business cases that close deals.

In this tactical episode, Chris reveals 10 questions you can ask throughout your sales demo to turn it from a one-sided presentation into a robust conversation that moves your deal forward.

In this episode, Chris covers the most powerful psychological principle you can leverage in sales: Loss Aversion. Chris will give you tactics to make loss aversion ACTIONABLE in your sales process and inspire your buyer to take action in a way that benefits both you and your buyer.

In this episode, Chris sits down with Outbound expert Florin Tatulea to discuss some of the key takeaways from his new course "Cold Email Conversion Machine." If you send cold emails, this episode is packed with tips and advice you can put into practice TODAY.

In this episode, Chris covers 5 questions you should ask to understand your customers buying process. If you ask these 5 questions right, you can save yourself from being blindsided by slipped or lost deals down the road.

In this episode, Chris talks about simple actions you can take every day to "Sharpen the Ax" and improve your skills. Just one simple act of sharpening the ax each day can change your entire life.

Attorneys negotiate high-profile, complex contracts all the time. So who better to steal your SaaS negotiation tactics from? In this episode, Chris walks you through a recent SaaS negotiation he had and how a tactic he learned from a New York attorney was his secret to keeping the deal from stalling out.

In this episode, Chris walks you through an effective strategy to get spend approval from CFOs, even during an economic downturn. CFOs are more involved in your deals than ever before and it is crucial to understand how to get access to these executives and how to make your case in a way that resonates with what they value.

In this episode, Chris reveals two simple questions that get your buyer to put a real value on the pain they're experiencing, which in turn allows you to build a powerful business case. After this episode, you will be better equipped to get to the root of the issue and quantify it, strengthening your sales approach.

In this episode, Chris reveals a rare trait that most top performers share: they minimize the delta between a thought or idea, and taking action on that idea. The speed with which you take action can dramatically impact your success in sales and life. Find out why.

You're going to encounter price resistance, especially in this economic climate. In this episode, Chris explains the 'Three Bucket' technique, a powerful tool designed to navigate and respond effectively to price resistance in sales negotiations. With practical examples and insightful tips, this episode gives you the tools to maintain value while addressing budget concerns of your buye...

In this episode, Chris explains how you're putting your deals in danger if all you're doing is getting access to power and/or the economic buyer. He'll reveal the missing piece that could turn a deal in jeopardy into a sure-thing.

In this episode, Chris outlines how sales reps alienate their buyer buy not tailoring their discovery approach, as well as a battle-tested technique for avoiding the awkwardness and getting them talking.

In this first episode of the Getting to Club podcast, Chris walks you through what to actually say and do to challenge your customers, push them in a constructive way that creates value, and take control your sales cycle.