GTM Unfiltered Skill Development & Dueling Hotwings - Chris Orlob - GTM Unfiltered - Episode # 007
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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.
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Train Specific Sales Skills
- Deconstruct sales into specific, trainable skills instead of teaching 'how to sell' broadly.
- Focus training on granular skills like champion development, uncovering value, and negotiating procurement.
Health Scare Sparked Entrepreneurship
- In June 2022 Chris Orlob had a severe panic attack at Presidents Club and spent 24 hours in a Mexican hospital.
- That episode prompted six weeks off, meditation, and ultimately his decision to start P Club as an entrepreneur.
Sales Requires Continual Skill Evolution
- The buyer environment evolved rapidly, creating new required selling skills like working with FP&A and selling through CFOs.
- Continual skill evolution, not one big change, will define sales success going forward.