Do this to lift sales performance (with Chris Orlob, CEO at pclub.io)

Sep 28, 2023

42:37

What can you really do to lift the performance of your sales team?

That's exactly what we discussed with Chris Orlob, who was part of taking Gong from $200K to $200M in ARR.

In the episode, we get into:

(00:00) - Introduction
(02:44) - Why quota attainment is down
(06:06) - Why sales takes longer today
(08:32) - How do you solve the problem?
(10:48) - What does good look like?
(12:56) - Discovery: Understanding the need behind the need
(17:48) - Mutual action plan
(20:00) - Understanding intent
(25:37) - Dealing with finance and other stakholders
(30:39) - Making the case
(34:53) - Quota - raise or decrease?
(39:23) - Q5 deals

References:
Matt Green on quota attainment
Jacco van der Kooij on Solving underperformance
And of course pclub.io

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