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GTM Unfiltered
Skill Development & Dueling Hotwings - Chris Orlob - GTM Unfiltered - Episode # 007
Nov 17, 2023
Special guest Chris Orlob, Co-Founder & CEO of pclub.io, joins the hosts to discuss topics like selling to CFOs, skill development for sales orgs, making discovery calls valuable, and the purpose of product demos. Matt gets publicly shamed, Judd uses offensive air quotes, and Craig challenges Chris to a hot wing-eating duel.
58:58
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Quick takeaways
- Sales teams need to prioritize ongoing skill development to bridge the gap between expectations and abilities, taking a systematic approach to address specific sales skills.
- In-person meetings still hold unique advantages in closing deals, especially for critical or high-value situations, fostering deeper connections and faster decision-making.
Deep dives
The importance of addressing skill gaps in sales
One of the main points discussed in the podcast is the significance of closing skill gaps in sales. Sales leaders often express frustration with the level of skill in their teams, while sales reps may overestimate their own abilities. This disconnect highlights the need for ongoing skill development to improve sales effectiveness. The conversation emphasizes the importance of approaching skill development in a systematic and granular way, breaking down sales into specific skills such as champion development, value uncovering, and running effective demos. The podcast also underscores the responsibility of both the individual sales rep and the organization to address these skill gaps and continuously improve.
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