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 Join our weekly newsletter Things you can steal

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.

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.

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.

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 Join our weekly newsletter Things you can steal