
Chris Orlob
When someone talks about initiative/change in state, ask what is driving it.
Top 5 podcasts with Chris Orlob
Ranked by the Snipd community

34 snips
Nov 23, 2022 • 31min
123 (Sell): Building impact and intensifying urgency in your discovery calls (Chris Orlob, Co-Founder & CEO @ Stealth Startup)
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0FOUR ACTIONABLE TAKEAWAYS
Ask your inbound leads what prompted them to take the call.
Start your calls with outbound leads by calling out that they might not know what you do and explaining the problems you solve. Then make the transition into discovery.
Categorize buyers’ answers into problem language or solutions language. Buyers often answer “problem” questions with solutions, so ensure you get the problem language.
Avoid discovery fatigue with a mix of emotionally intelligent techniques. (Examples: quick customer stories, summarizing, questions)
PATH TO PRESIDENT’S CLUB
Co-Founder & CEO @ Stealth Startup
Director of Sales & Go-To-Market @ Gong
Co-Founder & CEO @ Conversature
Regional Sales Manager - New Business @ InsideSales.com
RESOURCES DISCUSSED
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17 snips
Feb 27, 2024 • 39min
S3E13 - How to turn Discovery Calls into Customers with Chris Orlob
Featured expert Chris Orlob shares insights on turning discovery calls into customers. He discusses asking provoking questions, creating mental images, common mistakes, qualifying leads, and recommended strategic processes for successful conversion. The episode provides valuable tips for enhancing customer conversion rates and refining go-to-market strategies.

17 snips
Sep 20, 2023 • 30min
113: The Playbook for 'Hyper Growth' and More (with Chris Orlob, CEO at pclub.io)
Learn from Chris Orlob, CEO at pclub.io, as he delves into the importance of buyer orientation in outbound messages. Discover strategies for building trust in sales, conducting customer-centric demos, and enhancing feature presentations within a demo using a detailed framework called 'favorite'. Explore sales leadership and guiding buyers through complex sales journeys.

14 snips
Mar 20, 2024 • 1h 5min
"The Best Marketing is Polarizing” with Chris Orlob (CEO, pclub.io)
Chris Orlob, CEO of pclub.io and former Head of Product Marketing at Gong, discusses being polarizing in marketing, powerful writing techniques, and taking lessons from radical marketers. Topics include intentional polarization, specific language for compelling writing, and using soap opera email sequences to convert readers into customers.

14 snips
Jun 21, 2023 • 32min
Playbook: Top 10 moments that change the way we sell
Join the most tactical sales newsletter in the world: https://hubs.ly/Q01-R33G0Every 10th episode, we tear down one topic. This time, we’re hitting them all. The top 10 episodes and takeaways (so far) that change the way Nick and Armand sell.Prospecting
Episode 118 Ryan Reisert: Use the right prospecting channel for the job. If they don’t open emails, stop emailing!
Episode 114 Charly Johnson: Don’t be afraid of “out of cadence” effort
Discovery
Episode 110 Doug Landis: PPO
Episode 137 Krysten Conner: The Menu of Pain
Episode 123 Chris Orlob: When someone talks about initiative/change in state, ask what is driving it.
Episode 113 Armand Farrokh: The 5-minute drill + big demo deck
Process
Episode 130 Morgan Melo: How are you gonna justify this internally?
Episode 150 Adam Wainwright: Yes momentum. Agree on a problem. Tie solution to value. SE momentum.
Episode 103 Miles Kane: What are you willing to offer in return?
Episode 146 Henry Schuck: Don’t let the need for rapport block your advancement of the sale.
The NUMBER ONE TACTIC!Episodes 134 & 135 Kevin “KD” Dorsey: Turn a “want” into a problem.RESOURCES DISCUSSED
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Things you can steal