Player FM 앱으로 오프라인으로 전환하세요!
156: Making Millions with Chris Orlob
Manage episode 412047879 series 1523502
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
183 에피소드
Manage episode 412047879 series 1523502
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
183 에피소드
모든 에피소드
×플레이어 FM에 오신것을 환영합니다!
플레이어 FM은 웹에서 고품질 팟캐스트를 검색하여 지금 바로 즐길 수 있도록 합니다. 최고의 팟캐스트 앱이며 Android, iPhone 및 웹에서도 작동합니다. 장치 간 구독 동기화를 위해 가입하세요.