Chris Orlop

So here's a few things I have for you today.

We're going to learn a couple discovery questions that get to the heart of the deal fast, and we'll talk about why that matters.

We'll talk about a simple discovery question to find business pain that money follows, a bulletproof question to quantify pain, which builds urgency, and what to ask to drive timeline and close your deals on time so that

You're not slipping deals quarter over quarter over quarter.

And you get them in to the financial period that matters to you.

A little bit about me.

I'm not going to spend too much time on here because I'm sure you want the techniques.

Probably what I'm best known for is playing a role in helping grow a company called Gong.

from a little under $200,000 in ARR at the time that I joined to a little over $200 million in ARR by the time that I left.

I primarily did that in a sales leadership capacity, building one of the most successful teams there.

And there was a time during my tenure

where I worked closely with our data science team to analyze several million discovery calls to figure out what works and what doesn't work.

And so this presentation, I'm drawing on my personal experience.

I'm drawing on the fact that I've reviewed about 2,500 discovery calls manually, and I'm going to be drawing on my experience working with our data science team, my previous data science team, analyzing millions more with some of their techniques.

So what you're going to learn comes from these three.

That's what they're rooted in.

And here's the first one.

Are you ready to not be blown away by this first one?

You guys are gonna be like, wow, Chris, you flew all the way to New York City to tell me this?

It'll get better as we go, but fundamentals are never sexy, right?