Getting to Club

5 Multi Threading "Plays" That Grew Our Win Rates From 42% to 68%

17 Feb 2025

Contributed by Lukas

I recently found out that our win rates jump from 42% to 68% when we are multi-threaded across THREE or more people. Access from one to two people ma...

Announcing the 2025 Skill Stacker Awards (And How to Win)!

10 Feb 2025

Contributed by Lukas

Register for the 2025 Skill Stacker Awards contest and ceremony here: https://www.pclub.io/skill-stacker-awardsIn this episode, Chris Orlob announces ...

The "Math" of a Banner Year of Income In 2025

31 Jan 2025

Contributed by Lukas

In this episode, Chris Orlob discusses the importance of setting clear revenue goals for 2025 and the math behind achieving those goals. He emphasizes...

Being Proud of Your Success Is a Cheat Code

29 Jan 2025

Contributed by Lukas

In this conversation, Chris Orlob reflects on his journey of success and ambition, sharing insights about the importance of acknowledging and celebrat...

100 Word Talk Track to Kill Price Resistance

27 Jan 2025

Contributed by Lukas

In this episode of the Getting to Club podcast, Chris Orlob discusses effective strategies for discussing price in B2B sales. He emphasizes the import...

Don't Await the Verdict. Influence It.

24 Jan 2025

Contributed by Lukas

In this conversation, Chris Orlob discusses the detrimental effects of passively awaiting decisions in sales, recruitment, and funding scenarios. He e...

ROI Doesn't Create Demand. ROI Justifies Demand

23 Jan 2025

Contributed by Lukas

In this conversation, Chris Orlob discusses the critical distinction between ROI as a justification for demand rather than a creator of it. He emphasi...

The Untold Power of "Negative Impact/Market Fit"

22 Jan 2025

Contributed by Lukas

This this lesson, you're going to learn the sales world's newest and most powerful concept: "Negative impact/market fit." Just as wi...

How to Create Urgency With "Negative Impact" Questions (Free Course Lesson)

21 Jan 2025

Contributed by Lukas

In this lesson, you get access to the first lesson in our new Mastering Negative Impact course in pclub.io for free-99. You'll see an exact, word for ...

Three Career Tips for New SDRs and Young AEs (From $36k to $1.63M)

20 Jan 2025

Contributed by Lukas

In this episode of the Getting to Club podcast, Chris Orlob shares his top three tips for new Sales Development Representatives (SDRs) looking to adva...

Never Ask a C-SUITE Exec More Than 4 Questions...?

19 Jan 2025

Contributed by Lukas

In this episode, Chris Orlob discusses insights from analyzing over a million sales calls, highlighting two conflicting data points regarding the numb...

52 "Rapid Fire" Habits of $350,000 Income Earners

19 Jan 2025

Contributed by Lukas

In this episode of the Getting to Club podcast, Chris Orlob shares 52 habits of successful salespeople who earn $350,000 or more annually. The discuss...

The "Pleasant Surprise" Technique Buyers Use On YOU

11 Oct 2024

Contributed by Lukas

If it sounds too good to be true, you might be getting played. In this episode of Getting to Club, Chris breaks down the "pleasant surprise"...

4 Methods For "Twisting the Knife" In Sales

09 Oct 2024

Contributed by Lukas

How do you drive urgency and action without crossing ethical lines? In this episode, Chris unveils four powerful methods for "twisting the knife&...

How This AE Closed a $433,000 Deal In 90 Days

07 Oct 2024

Contributed by Lukas

How do you transform a small deal into a record-breaking one? In this episode of Getting to Club, Chris shares the inspiring story of Brian, a mid-mar...

How to Deal With Buyers Who "Flinch" At Your Price

04 Oct 2024

Contributed by Lukas

In this episode, Chris tackles a common challenge for sales professionals: how to handle buyers who flinch at your price. He breaks down why experienc...

17 Takeaways From Analyzing 1 Million Sales Calls

02 Oct 2024

Contributed by Lukas

In this episode, Chris draws on a MASSIVE data set of over 1 million sales calls to reveal the top 17 takeaways that can boost your sales game. From t...

In Negotiations: Legal First, Pricing Second (Here's Why)

30 Sep 2024

Contributed by Lukas

In this episode, Chris delivers a concise yet crucial lesson for mid-market sellers: handle legal concerns before diving into price negotiations. Usin...

7 Critical Components of Earning $350,000 in Sales

27 Sep 2024

Contributed by Lukas

In this episode of Getting to Club, Chris dives into the seven key components that distinguish top-earning sales professionals who rake in $350,000 or...

"Cringe" Sales Call with $300M Chief Revenue Officer (What I Learned)

15 Jul 2024

Contributed by Lukas

Chris shares his experience of a sales meeting with a chief revenue officer of a SaaS company. He discusses the company's goals of selling bigger ...

4 Steps to START Every Negotiation

12 Jul 2024

Contributed by Lukas

Chris shares his experience of negotiating a deal and the challenges he faced. He discusses the importance of having a systematic approach to negotiat...

How to Sell In a "Demand-Negative" Environment, According to the CRO of a $2.3 Billion Company

20 May 2024

Contributed by Lukas

In this episode of Getting to Club, Chris shares the output of a recent conversation with the CRO of a $2.3 billion company. That conversation covered...

6 Tips for Pricing Calls That Sell

17 May 2024

Contributed by Lukas

In this episode of Getting to Club, Chris tackles the often intimidating task of discussing pricing with potential clients. He shares six indispensabl...

5 Ways Million-Dollar Earners Sell to the C-SUITE

15 May 2024

Contributed by Lukas

In this episode of Getting to Club, Chris delves into the intricacies of selling to the C-suite and what you can learn from the strategies of million-...

The "Dark Side" of Successful Salespeople

06 May 2024

Contributed by Lukas

In this episode of Getting to Club, Chris explores the intense and often unspoken truths about the competitive nature of top-tier salespeople. It'...

Sales Success Demands a "Chain Link System" of Skills

02 May 2024

Contributed by Lukas

In this episode of Getting to Club, Chris delves into a foundational concept for sales success: the chain link system of skills. True sales mastery is...

AI Will Replace These 3 Sales Jobs

24 Apr 2024

Contributed by Lukas

Is AI coming for your sales job? In this episode of Getting to Club, Chris explores AI's role in the future of sales and discusses how artificial ...

5 Biggest Lies About Discovery in Sales Today

19 Apr 2024

Contributed by Lukas

In this episode of Getting to Club, Chris dives into the most common misconceptions and flat out lies surrounding SaaS discovery today. We'll chal...

$110,000 Negotiation "Tear Down" (Play By Play)

22 Mar 2024

Contributed by Lukas

In this episode of Getting to Club, Chris takes you inside a recent negotiation, culminating in a $110,000 deal with significant expansion potential. ...

90% of Sales Team Meetings Suck. Here's How to Fix Them.

20 Mar 2024

Contributed by Lukas

In this episode of Getting to Club, Chris tackles a common yet critical issue facing sales teams: ineffective meetings. With insights drawn from Shawn...

A Simple Hack That Can (Nearly) Double Your Close Rates

18 Mar 2024

Contributed by Lukas

In this episode of Getting to Club, Chris unveils a surprisingly simple yet profoundly effective strategy for skyrocketing your close rates. With a si...

The World's Most UNDERRATED Discovery Question For Inbound Leads

15 Mar 2024

Contributed by Lukas

In this episode of Getting to Club, Chris explains how a simple yet profound question can unlock the true potential of a lead by transporting them bac...

5 Reasons Why Dominating Sales Calls Is the DUMBEST Thing a Sales Leader Can Do

26 Feb 2024

Contributed by Lukas

In this episode of Getting to Club, Chris tackles a common yet counterproductive practice among sales leaders: dominating sales calls. He outlines fiv...

7 Predictions For SaaS Sales In 2024

23 Feb 2024

Contributed by Lukas

In this episode of Getting to Club, Chris unveils his seven predictions for SaaS sales in 2024, drawn from over 300 discussions with Chief Revenue Off...

Why SMB Reps Often "Out-Earn" Enterprise Reps

21 Feb 2024

Contributed by Lukas

In this episode of Getting to Club, Chris sheds light on why SMB sales reps often out-earn their enterprise counterparts. He explores market demands, ...

Optimism Is Bullsh*t In B2B Sales

12 Feb 2024

Contributed by Lukas

In this episode of Getting to Club, Chris debunks the common sales mantra that optimism is the key to success, especially in B2B sales. Great salespeo...

The Case for Becoming a Master Salesperson

09 Feb 2024

Contributed by Lukas

In this episode of Getting to Club, Chris discusses the undeniable link between sales proficiency and achieving monumental success, illustrated throug...

Don't Sell Benefits Unless They're 2X Benefits

07 Feb 2024

Contributed by Lukas

In this episode of Getting to Club, Chris introduces a new approach to selling with benefits vs. pain: selling benefits that are at least 2x better th...

10 Sales Secrets I Wish I'd Known Sooner

05 Feb 2024

Contributed by Lukas

In this episode of Getting to Club, Chris delves into the sales secrets that could have boosted his earnings a decade earlier. He shares timeless insi...

The Human Desire for Fairness (And How it Holds You Back)

31 Jan 2024

Contributed by Lukas

In this episode of the Getting to Club podcast, host and pclub.io CEO Chris Orlob delves into the psychology of fairness in sales negotiations. Using ...

4 Types of Energy You Can Use For Greater Productivity

29 Jan 2024

Contributed by Lukas

In this episode, Chris focuses on maximizing productivity through energy management. Chris discusses the four types of energy - physical, emotional, m...

How to Use Tangibility Bias To Close More Deals

26 Jan 2024

Contributed by Lukas

Unlock the power of 'Tangibility Bias' in your sales strategy with this episode of the 'Getting to Club' podcast. Host Chris Orlob rev...

5 Energy Management Tips For Maximum Productivity

24 Jan 2024

Contributed by Lukas

In this episode, uncover the secret to maximizing efficiency through effective energy management. Discover transformative tips for harnessing your phy...

The Ultimate Superpower In Sales (There's No Word For It)

22 Jan 2024

Contributed by Lukas

In this episode, Chris explores groundbreaking research on how we perceive reality, uncovering insights essential for entrepreneurs, salespeople, and ...

How to Make $1,000 An Hour In Sales

21 Jan 2024

Contributed by Lukas

Uncover the secrets of top sales performance in the latest episode of the Getting to Club podcast. Explore the art of time management and its impact o...

How We Closed a $300,000 ARR Deal

05 Jan 2024

Contributed by Lukas

Big enterprise deals are closing slower than ever. In this episode, Chris shares his most powerful steps and insights sharing how he closed a $300,000...

How to Use a Pain Deck

03 Jan 2024

Contributed by Lukas

In the first episode of the New Year, Chris dives into a recent discovery call and how he used a "pain deck" to warm the buyer into having a...

31 Ways to Live a Successful 2024 (And Life)

01 Jan 2024

Contributed by Lukas

With another year ahead, Chris Orlob reflects on the previous years themes, intentions, and philosophy – and shares his 31 tips for living a success...

Turn Your Attention Into Income

22 Dec 2023

Contributed by Lukas

Focus. Attention. Time. In this episode, Chris discusses why these are the three ingredients for very high productivity and uncovers the secret st...

9 Tips to Multi-Thread Your Way to Closing More Deals

13 Dec 2023

Contributed by Lukas

There are more wrong ways to multi-thread than right ways – and the wrong multithreading strategy can decrease your win rates. In this episode, Chri...

Multi-thread Your Way to 34% Higher Win Rates

12 Dec 2023

Contributed by Lukas

On this episode of Getting to Club, Krysten Conner of UserGems joins Chris to discuss the importance of multi-threading and shares her expert techniqu...

Pick the Deals You Can Win, Win the Deals You Can Pick

11 Dec 2023

Contributed by Lukas

Enterprise sales reps often see their complex deals cycles range from 6 to 12 months, if not longer. In this short episode, Chris Orlob condenses the ...

Make Speed a Habit. Here's Why.

06 Dec 2023

Contributed by Lukas

Speed is an essential habit in the sales cycle. But why? Chris discusses why quick communication is key to closing deals and details how you can move ...

A Vote is Not a Vote is not a Vote

04 Dec 2023

Contributed by Lukas

pclub.io CEO Chris Orlob dives into the complexity of both the buying and decision making processes within tech and SaaS sells and shares a couple tac...

6 Common Discovery Call Mistakes

27 Nov 2023

Contributed by Lukas

Chris Orlob, CEO of pclub.io, shares 6 of the most common discovery call mistakes that will kill your deal - and how to easily avoid or fix them. In...

22 Tips to Sell to CFOs

22 Nov 2023

Contributed by Lukas

Chris shares 22 tips for selling into complex SaaS companies that require CFO approval before a buying decision is made. Learn more in the "Fin...

If You Sense It, Say It

20 Nov 2023

Contributed by Lukas

In this rapid fire podcast, Chris shares the simple idea of "if you sense it, say" to help you move deals forward despite difficult economic...

Impact and Financial Success Aren't Mutually Exclusive

17 Nov 2023

Contributed by Lukas

In this episode, Chris shares a deeply personal story, discussing how promotions, money and prestige are not always what they appear – and how soul ...

Stop Cramming Discovery Into Your First Call

16 Nov 2023

Contributed by Lukas

Stop "cramming" too much discovery into the first call. In this episode, Chris reflects on and answers one of the most common questions he ...

Sh!*t Happens, Success Doesn't

09 Nov 2023

Contributed by Lukas

Chris reflects on a statement from his mentor, discussing how while normal things happen on the daily, real success comes from showing up, working rel...

7 Discovery Question Examples That Help Build Urgency

08 Nov 2023

Contributed by Lukas

In this episode, pclub.io CEO Chris Orlob shares 7compounding discovery questions that will give you a ticket to play the urgency game with your buyer...

Educate Your Buyers with a Nexus

06 Nov 2023

Contributed by Lukas

Position or be positioned. One of the most important tactics in selling is taking the process into your own hands at the beginning. In this episode, C...

The Most Power Thing You Can Do in Your Life is Accept Responsibility for Your Outcomes

03 Nov 2023

Contributed by Lukas

Chris gets philosophical in this episode, discussing the importance of internal locus of control and shares the most powerful thing you can do to shap...

Don't Make Identity Meaning

01 Nov 2023

Contributed by Lukas

Are you falling victim to this common psychological trap? Chris Orlob, CEO of pclub.io, shares his secret to separating your success and work from you...

A 9 Word Script to Start New Discovery Calls

30 Oct 2023

Contributed by Lukas

What do chickens have to do with selling? Chris answers this very unusual question and breaks down the single best way to open a new discovery call wi...

Achieving Outlier Success Comes Down to Three Things

20 Oct 2023

Contributed by Lukas

We all want to achieve success. Not just ordinary success, but outlier success. In this episode, Chris breaks down three principles that have helped h...

Great Dealmakers Use Pace and Rhythm, Heres How

18 Oct 2023

Contributed by Lukas

How often are you considering the pace at which you're moving? Not just "how do I go faster?!" but the strategic rhythm of how your deal...

Tell Stories to Eliminate Friction

16 Oct 2023

Contributed by Lukas

Friction in your deals can be painful. But what if the solution to so much of that dreaded friction was just changing the way you deliver information?...

Sales Skills Are a Chain-Link System

13 Oct 2023

Contributed by Lukas

Are you only as strong as your weakest link? In this episode, Chris dives into a new way to think about your sales skill stack that can enhance your c...

What To Do When Your Buyer Has a Spec Sheet

11 Oct 2023

Contributed by Lukas

In this episode, Chris answers a questions from a listener. Sam asks, "How would you handle a scenario where the prospect shares in advance of th...

The Art of Context-Led Questions

05 Oct 2023

Contributed by Lukas

In this episode, Chris talks you through one of the most powerful techniques from his SaaS Discovery Masterclass course, Context-led questions. Hear a...

How to Accelerate Trust with Pain-Oriented Customer Stories

02 Oct 2023

Contributed by Lukas

In this episode, Chris walks through how pain-oriented customer stories can speed up the time it takes you to build trust with your customers and unco...

What Separates the Best and Worst Salespeople at Quarter-End

29 Sep 2023

Contributed by Lukas

What separates the best and worst sales people at quarter-end isn't some massive gap in talent or ability. It's simple behaviors, habits, and ...

Ask These Two Questions at Quarter-End

27 Sep 2023

Contributed by Lukas

In this episode, Chris gives you two simple questions you can ask at quarter-end that will help you close more deals and close them on time.

Don't Get Happy Ears In the Final Stretch

25 Sep 2023

Contributed by Lukas

No loss is more heartbreaking than the one the comes at the finish line. Sometimes that's out of your control, but sometimes you can tank your own...

3 Tactics to Beat Your Competitors

22 Sep 2023

Contributed by Lukas

In this episode, Chris gives you 3 tools you can leverage in your competitive deals, especially as we near quarter end, to box out the competition and...

9 Mistakes Salespeople Make with Business Cases

20 Sep 2023

Contributed by Lukas

In this episode, Chris covers nine of the most common mistakes sellers make when writing business cases. If you consistently create and present busine...

A Life Hack to Accelerate Skill Acquisition (And Income)

06 Sep 2023

Contributed by Lukas

Skills are the largest contributing factor to getting from where you are, to where you want to be. From your present circumstances, to your dream like...

Killer Question to Steal: What Did That Conversation Sound Like?

01 Sep 2023

Contributed by Lukas

In this episode, Chris shares one simple question that can help your buyers provided deeper, more meaningful responses to your discovery questions wit...

Tenacity Will Take You Everywhere

30 Aug 2023

Contributed by Lukas

In this episode Chris changes gears a bit to talk about his personal experience and share a few stories that underscore how important it is to have go...

Interview with SlingshotEdge: Make it Impossible for Buyers to “Do Nothing”

29 Aug 2023

Contributed by Lukas

In this episode of the Getting to Club podcast, Chris sits down with Calum Kilgour and John Bissett, partners at SlingshotEdge, to discuss the biases ...

3 Negotiation Lessons from a $385K Deal

21 Aug 2023

Contributed by Lukas

In this episode, Chris breaks down a recent deal that had a particularly tough negotiation around price. He'll walk you through the objections, ho...

4 Steps to Demos with Senior Executives

18 Aug 2023

Contributed by Lukas

In this episode, Chris covers 4 crucial steps for demoing to senior executives. Senior executives are NOT the same as buyers lower on the totem pole. ...

Whatever it Takes

16 Aug 2023

Contributed by Lukas

In this episode, Chris shares his raw thoughts on what it takes to achieve outlier success in any career, but especially in SaaS sales and entrepreneu...

Interview with Sean Gentry - Using Diagnostic Coaching to Drive AE Sales Performance

14 Aug 2023

Contributed by Lukas

In this Episode, Chris sits down with Sean Gentry, Sr. Manager Corporate Sales at Webflow, to talk through his approach to diagnosing rep issues, unco...

Don't Overcome Objections, Reframe Them

11 Aug 2023

Contributed by Lukas

In this episode, Chris walks through a recent sales call that almost ended with the deal lost. He shares the 4 techniques he used (and you can use!) t...

Create a Through-Line In Your Sales Cycle

09 Aug 2023

Contributed by Lukas

In this episode, Chris shares a discovery he made recently in a live training about the power of creating a through-line in your sales cycle. Chris wi...

Bullet Proof Business Case Writing with Nate Nasralla

07 Aug 2023

Contributed by Lukas

In this episode, Chris sits down with Nate Nasralla, one of the world's leading experts in selling with champions and business case writing to tal...

10 Questions to Ask During Sales Demos

04 Aug 2023

Contributed by Lukas

In this tactical episode, Chris reveals 10 questions you can ask throughout your sales demo to turn it from a one-sided presentation into a robust con...

Harnessing the Power of Loss Aversion Selling

02 Aug 2023

Contributed by Lukas

In this episode, Chris covers the most powerful psychological principle you can leverage in sales: Loss Aversion. Chris will give you tactics to make ...

Cold Email Secrets from Outbound Expert Florin Tatulea

31 Jul 2023

Contributed by Lukas

In this episode, Chris sits down with Outbound expert Florin Tatulea to discuss some of the key takeaways from his new course "Cold Email Convers...

Stop Getting Blindsided with These 5 Questions

26 Jul 2023

Contributed by Lukas

In this episode, Chris covers 5 questions you should ask to understand your customers buying process. If you ask these 5 questions right, you can save...

Sharpen the Ax

24 Jul 2023

Contributed by Lukas

In this episode, Chris talks about simple actions you can take every day to "Sharpen the Ax" and improve your skills. Just one simple act of...

A New York Attorney's Best Negotiation Tactic

21 Jul 2023

Contributed by Lukas

Attorneys negotiate high-profile, complex contracts all the time. So who better to steal your SaaS negotiation tactics from? In this episode, Chris wa...

How to Get Access to CFOs

19 Jul 2023

Contributed by Lukas

In this episode, Chris walks you through an effective strategy to get spend approval from CFOs, even during an economic downturn. CFOs are more involv...

How to Quantify Pain With Two Questions

17 Jul 2023

Contributed by Lukas

In this episode, Chris reveals two simple questions that get your buyer to put a real value on the pain they're experiencing, which in turn allows...

Money Loves Speed

14 Jul 2023

Contributed by Lukas

In this episode, Chris reveals a rare trait that most top performers share: they minimize the delta between a thought or idea, and taking action on th...

The 'Three Bucket' Technique for Responding to Price Resistance

13 Jul 2023

Contributed by Lukas

You're going to encounter price resistance, especially in this economic climate. In this episode, Chris explains the 'Three Bucket' techni...

How to Lose Deals Even With Access to Power

12 Jul 2023

Contributed by Lukas

In this episode, Chris explains how you're putting your deals in danger if all you're doing is getting access to power and/or the economic buy...

The "Go Back in Time" Discovery Technique

11 Jul 2023

Contributed by Lukas

In this episode, Chris outlines how sales reps alienate their buyer buy not tailoring their discovery approach, as well as a battle-tested technique f...