#303 - Hall of Fame: Chris Orlob
30 Minutes to President's Club | No-Nonsense Sales
May 27, 202430m 38s
Audio is streamed directly from the publisher (pdst.fm) as published in their RSS feed. Play Podcasts does not host this file. Rights-holders can request removal through the copyright & takedown page.
Show Notes
FOUR 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