Summary
Chris Orlob, a B2B sales influencer, shares his journey into sales and his experiences at Gong. He discusses the importance of updating sales skills to meet changing market conditions and the need for business acumen in sales. He emphasizes the significance of effective discovery as the hub of all sales skills and highlights the importance of going beyond surface-level questions to understand the need behind the need. Chris also introduces P Club, an online education platform for technology sales, and the value it provides in offering specific and targeted sales training. In this conversation, Chris Orlob discusses the importance of advanced, deeper level discovery in sales. He emphasizes the need to understand if there is a problem to solve and if the prospect truly cares about it. He advises against trying to convince buyers that they have a problem and instead focuses on offering insights and helping them crystallize their thoughts. Chris also shares his thoughts on coaching, the value of face-to-face meetings, and the role of AI in sales.
Takeaways
Sales skills need to be updated to meet changing market conditions.
Business acumen is crucial for effective sales conversations.
Discovery is the most important sales skill, as it forms the hub of all other sales skills.
Effective discovery goes beyond surface-level questions to understand the need behind the need.
P Club offers targeted sales training for technology sales professionals. Advanced, deeper level discovery is crucial in sales to understand if there is a problem to solve and if the prospect truly cares about it.
Instead of trying to convince buyers that they have a problem, offer insights and help them crystallize their thoughts.
Coaching is essential for skill development, and salespeople should take ownership of their own improvement.
Face-to-face meetings can still be valuable in building relationships and making a lasting impression.
AI is likely to replace inbound SDR roles but will augment outbound SDR and account executive roles.
Success is defined as the progressive realization of a worthy goal.
Chapters
00:00 Introduction and Background
03:00 Early Interest in Sales
04:26 First Official Sales Job
07:08 Joining Gong
10:43 Crowning Achievement at Gong
13:31 Transition to P Club
15:18 P Club's Online Education Platform
19:25 The Need for Business Acumen in Sales
22:03 The Importance of Effective Discovery
23:26 P Club: Targeted Sales Training
25:53 Offering Insights and Helping Buyers Crystallize Their Thoughts
27:43 Making Discovery Calls Valuable for Customers
35:10 The Importance of Face-to-Face Meetings
37:24 The Role of AI in Sales
43:39 Defining Success
162 Disruptive Marketing in the AI Era with Irshad Raihan
161 The Role of AI In Skill Transformation with Ryan Staley
160 Trailblazing AI with Dr. Lisa Palmer
159 Prospecting That Works With Justin Chi
158 Fun Friday: Top 10 List
157 Dan Rant: Here's How To Beat The Other Reps
155: Finding Top Sales Talent with Bryon Coro
154 Here Is How To 5x Your Win Rate: Doug May
153 Why B2B Marketing Is Coming Up Short with Michelle Killebrew
152: Revolutionizing Sales Execution with Keenan!
151: The Challenge For Millennial Sellers
150: My Biggest Lesson Of 2023
149: Why Should I Care?
148: Dr. Stephen Timme's Journey from Professor to B2B Sales Influencer
147: Unleashing Your Career Potential: Expert Insights from Sonja Price
146: The Future Is Here: Embracing Value Automation for Exponential Growth.
141 AI Unleashed: Reshaping The Sales Landscape
145: The Secret Sauce: Unveiling The Habits Of Top Revenue Teams(Pt1)
144: [Special Edition] How U2 Rocked the Business World in Vegas
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