PODCAST · business
Getting to Club
by pclub.io
The podcast that will help you become or stay a President's Club winner in tech sales by stealing the playbooks and skills of the top 0.01% of tech sales practitioners and earners. New episodes Monday, Wednesday, and Friday.
Episodes
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The "Questions That Sell" Summit
Why do some sellers get executives talking openly while others hit discovery fatigue in the first five minutes? In this summit session, Chris Orlob, CEO of Caliber, shares new Caliber Index data from about 300,000 AI-analyzed calls across 1,592 AEs. It points to one overlooked skill: strategic...
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Issue 001 - The Caliber Index
Download the first issue of The Caliber Index HERE! https://drive.google.com/file/d/1K8f2nyv7wFWFKFLUgtt8FkgUvZ9TGS1X/view?usp=sharing
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LIVE Insider Deal Strategy On An Eight Figure SaaS Deal
Listen to Chris Orlob advise and strategize on an 8-figure SaaS deal - live coaching call!
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Three Non Negotiable to Become So Good They Can't Ignore You
What do you do when your buyer's economic buyer alignment is rock solid but one gatekeeper has quietly torpedoed three prior deals? On this episode of The Caliber Show, Chris Orlob works live through real rep deals: managing scope creep when a prospect's vision suddenly expands using the PAPR...
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The Discovery System That Doubled 1,000+ Sellers' Income
Only 9% of executives say a sales call was worth their time and yet 70% of B2B sellers believe they're better than average. In this episode, we break down the DEPTH Enterprise-Grade Discovery System: a five-part framework for generating real urgency, surfacing business pain that money follows…
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Skill Debt: We Analyzed the Skills of 1,592 Sellers. Here's What We Learned.
New research from Caliber analyzed 1,500+ B2B sellers and found something that should stop every revenue leader cold: weak sales teams don't plateau, they get worse. In this episode, CEO Chris Orlob breaks down the concept of "skill debt," why neglecting to upskill your team compounds like...
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The $10M Wake-Up Call: Why AI Tailwinds Are Creating the Next Revenue Skills Crisis
A VP of sales at one of the hottest AI companies on the planet did $400M last quarter with 100 reps. Then a $5M account walked, because the rep who closed it couldn't name a single champion or the economic buyer. Chris Orlob unpacks "skill debt": the liability that compounds quietly while…
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The Path to Power™: How to Get Access to the Economic Buyer In 5 Steps
You've done the work, built the champion, run a great demo — and then the deal dies at the finish line when a boss you never met says no. This episode breaks down a repeatable, engineered path from champion to economic buyer: a five-step motion for getting to power on purpose instead of hoping it...
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How to Create Champions That Sell For You When You're Not There | Nate Nasralla, CEO at Fluint
Chris Orlob sits down with Nate Nasralla, CEO of Fluent and one of the most-followed voices on enterprise champion development, to dig into the skill that separates reps who close complex deals from those who perpetually await verdicts. They unpack what actually makes someone a champion, Nate's...
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The Economic Buyer Selling System™: How to Access Power, Align Executives, and Close Bigger Deals
Chris Orlob unveils PClub's newest flagship framework, the Economic Buyer Selling System, in its first-ever public debut. This isn't a collection of tips; it's a four-stage repeatable system (Activate, Access, Align, Approve) built for AEs and account managers who are tired of running long sales...
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How to Hire A+ Sellers That Grow Your Revenue | Kevin Gaither, Fmr SVP Sales at Ziprecruiter
Chris Orlob sits down with Kevin Gaither (known in the industry as KG) an eight-time startup operator with three successful exits, including a run as one of ZipRecruiter's first 50 employees as the company scaled to $400M in revenue. Over 25+ years, KG has built sales teams ranging from zero to…
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How to Reframe the Budget Narrative (And 3x Your Deal Size)
In this solo episode, Chris Orlob breaks down one of the highest-leverage moves a revenue professional can make: reframing the budget narrative before it gets anchored to the wrong problem. He walks through a real deal where his AE expanded a $15,000 SKO speaking inquiry into a $50,000 platform...
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Modern Cold Calling Strategies for 2026 | Kevin Dorsey, CRO at Finally
Chris Orlob sits down with KD, widely known as the godfather of SaaS sales and modern sales leadership, for a masterclass on the one prospecting skill AI can't touch: cold calling. KD has helped build multiple companies from zero to eight and nine figures across entirely different industries with...
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Why Revenue Enablement Is Dead (And What's Replacing It)
Most revenue enablement teams are guilty until proven revenue positive and right now, most can't prove it. In this solo episode, Chris Orlob breaks down why "vanity enablement" is about to go the way of vanity marketing, shares two real stories of CROs and CEOs taking a hacksaw to their…
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Consequence Mapping: Build Urgency Without Sounding Salesy
Most sellers were taught to surface a problem and then ask some version of "so how is that impacting the business?" Chris Orlob argues that question is the fastest way to sound generic, cheesy, and a little manipulative, even when the theory behind it (SPIN's implication questions, building...
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The 5 Steps to POV-Led Outbound | Kyle Coleman, Global VP Marketing ClickUp
Kyle Coleman has spent 15 years architecting outbound motions that don't rely on volume - first as the founding SDR at Looker, then building Clary's outbound engine from $15M to nearly $150M in revenue, and now as Global VP of Marketing at ClickUp. In this conversation, Chris and Kyle unpack the...
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The 2026 State of SDR Skills Report
The SDR role has changed more in the last 24 months than in the previous decade. AI flooded the market with outbound noise, buyers stopped responding, and an entire generation of SDRs got "developed" through remote work, a pandemic, and almost zero coaching. The result is a skills crisis most…
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The 5 Patterns That Separate Elite Revenue Teams from the Rest
Chris Orlob shares five patterns he's observed across the most elite revenue organizations after working with thousands of sales teams at InsideSales.com, Gong, and now Caliber. From maniacally focusing on where you win, to obsessing over narrative, to building rock-solid sales stages with binary...
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7 Lessons From Closing a Multi-Six-Figure Deal With a $1B CEO
Chris Orlob breaks down seven lessons from personally closing a multi-six-figure deal with the CEO of a $1B+ company - in under 30 days. From positioning that made the CEO come to him, to leading the buying process, diagnosing instead of discovering, and why opinionated proposals win at the top.…
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11 Non-Negotiable AE Skills for Going Upmarket
Going upmarket is the single biggest valuation lever most B2B tech companies have at their disposal and most of them blow it. In this episode, Chris Orlob walks through the 11 non-negotiable AE skills that separate companies who successfully break into the enterprise from those stuck in…
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Why 84% of Revenue Upskilling Programs Fail (And What Elite Teams Do Instead)
Welcome to the Caliber Show, a reset and a rebrand. In this opening episode, Chris Orlob unpacks why 84% of sales training initiatives fail to produce lasting behavior change, and walks through the 15-step operating system elite revenue teams use to durably upskill sellers, install reinforcement,...
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Revenue Rewired x Mark Hemphill
Welcome to Revenue Rewired! The conversation delves into the shift in demand from positive to negative, impacting the sales environment and requiring upskilling of sales reps and leaders. It explores the importance of building sales skills and systems, selling against the competition, and…
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5 Multi Threading "Plays" That Grew Our Win Rates From 42% to 68%
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 makes no difference. 3-4 is where we make our money. This led us to codify five multi-threading "plays" we now use based on the situation. Here they…
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Announcing the 2025 Skill Stacker Awards (And How to Win)!
Register for the 2025 Skill Stacker Awards contest and ceremony here: https://www.pclub.io/skill-stacker-awards In this episode, Chris Orlob announces the first annual SkillStacker Awards, a contest designed for B2B sales professionals. The awards will recognize top sellers, transformational...
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The "Math" of a Banner Year of Income In 2025
In this episode, Chris Orlob discusses the importance of setting clear revenue goals for 2025 and the math behind achieving those goals. He emphasizes the need for sales professionals to calculate their required opportunities and contacts to reach their desired income, while also highlighting the...
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Being Proud of Your Success Is a Cheat Code
In this conversation, Chris Orlob reflects on his journey of success and ambition, sharing insights about the importance of acknowledging and celebrating achievements. He discusses a limiting belief that prevented him from appreciating his successes, fearing it would lead to complacency. Through...
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100 Word Talk Track to Kill Price Resistance
In this episode of the Getting to Club podcast, Chris Orlob discusses effective strategies for discussing price in B2B sales. He emphasizes the importance of context when presenting price to avoid sticker shock and maintain trust with potential buyers. The conversation outlines the worst and best...
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Don't Await the Verdict. Influence It.
In this conversation, Chris Orlob discusses the detrimental effects of passively awaiting decisions in sales, recruitment, and funding scenarios. He emphasizes the importance of actively influencing outcomes rather than waiting for verdicts, sharing practical strategies to engage with potential...
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ROI Doesn't Create Demand. ROI Justifies Demand
In this conversation, Chris Orlob discusses the critical distinction between ROI as a justification for demand rather than a creator of it. He emphasizes that while ROI can validate a purchase decision, it does not generate the initial desire or need for a product or service. The discussion...
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The Untold Power of "Negative Impact/Market Fit"
This this lesson, you're going to learn the sales world's newest and most powerful concept: "Negative impact/market fit." Just as with "product/market fit," you can find a repeatable set of negative impact questions that predictably resonate with your target buyers. When you master this skill…
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How to Create Urgency With "Negative Impact" Questions (Free Course Lesson)
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 word breakdown (actual sales conversation) of a rep using negative impact questions to create urgency where none existed before. If you want to…
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Three Career Tips for New SDRs and Young AEs (From $36k to $1.63M)
In this episode of the Getting to Club podcast, Chris Orlob shares his top three tips for new Sales Development Representatives (SDRs) looking to advance their careers in SaaS and technology sales. He emphasizes the importance of defining one's next role, dedicating time to skill development, and...
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Never Ask a C-SUITE Exec More Than 4 Questions...?
In this episode, Chris Orlob discusses insights from analyzing over a million sales calls, highlighting two conflicting data points regarding the number of questions to ask during discovery calls, especially with C-suite executives. He emphasizes the importance of preparation and crafting...
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52 "Rapid Fire" Habits of $350,000 Income Earners
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 discussion covers key strategies, mindset shifts, and personal development techniques that can help sales professionals elevate their performance and...
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The "Pleasant Surprise" Technique Buyers Use On YOU
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" tactic—a sneaky negotiation strategy buyers use to make sellers feel like they’ve hit the jackpot. But this excitement can cost you big discounts without…
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4 Methods For "Twisting the Knife" In Sales
How do you drive urgency and action without crossing ethical lines? In this episode, Chris unveils four powerful methods for "twisting the knife" in sales—techniques that ramp up urgency by exposing pain points. But these tactics come with a warning: used improperly, they can backfire. Chris…
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How This AE Closed a $433,000 Deal In 90 Days
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-market AE who turned a $20,000 deal into a massive $433,000 win—all in under 90 days. Discover the three key strategies that helped Brian reframe the...
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How to Deal With Buyers Who "Flinch" At Your Price
In this episode, Chris tackles a common challenge for sales professionals: how to handle buyers who flinch at your price. He breaks down why experienced buyers often use this tactic to shake your confidence and push for a discount, and provides a structured approach to maintain control. From...
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17 Takeaways From Analyzing 1 Million Sales Calls
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 the ideal amount of talking in discovery calls to the importance of multi-threading and handling objections, Chris distills complex research into...
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In Negotiations: Legal First, Pricing Second (Here's Why)
In this episode, Chris delivers a concise yet crucial lesson for mid-market sellers: handle legal concerns before diving into price negotiations. Using real-world examples, he explains why tackling legal terms first can save you from wasting time on pricing discussions that may never materialize...
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7 Critical Components of Earning $350,000 in Sales
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 more annually. From the markets they target to their mindset strategies and continuous skill development, Chris uncovers the essential traits and...
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"Cringe" Sales Call with $300M Chief Revenue Officer (What I Learned)
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 enterprise deals and increasing their average contract value (ACV). However, there was a discrepancy in the information he had gathered prior to the...
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4 Steps to START Every Negotiation
Chris shares his experience of negotiating a deal and the challenges he faced. He discusses the importance of having a systematic approach to negotiation and introduces the first four steps of his negotiation process. These steps include summarizing and passing the torch, getting all the buyer's...
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How to Sell In a "Demand-Negative" Environment, According to the CRO of a $2.3 Billion Company
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 the shift from a "demand-positive" to a "demand-negative" market and the five essential skills needed to thrive in challenging sales climates.…
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6 Tips for Pricing Calls That Sell
In this episode of Getting to Club, Chris tackles the often intimidating task of discussing pricing with potential clients. He shares six indispensable tips for making pricing calls that not only convey value but also sell effectively. Whether you’re new to sales or looking to refine your…
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5 Ways Million-Dollar Earners Sell to the C-SUITE
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-dollar earners who excel in this high-stakes arena. Chris breaks down five pivotal techniques bolstered by real-life examples that offer valuable...
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The "Dark Side" of Successful Salespeople
In this episode of Getting to Club, Chris explores the intense and often unspoken truths about the competitive nature of top-tier salespeople. It's undeniable that the most successful sales professionals operate with a relentless, almost ruthless drive to outperform competitors—not merely to...
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Sales Success Demands a "Chain Link System" of Skills
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 isn't about excelling in just one area, but rather improving incrementally across a spectrum of skills—discovery, negotiation, objection handling…
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AI Will Replace These 3 Sales Jobs
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 intelligence might impact different roles based on if you're a "value communicator" or a "value creator." This episode is a must-hear for anyone…
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5 Biggest Lies About Discovery in Sales Today
In this episode of Getting to Club, Chris dives into the most common misconceptions and flat out lies surrounding SaaS discovery today. We'll challenge common practices and shares insights on how discovery should create value for both salespeople and their clients, rather than just gathering...
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Frequently Asked Questions
How many episodes does Getting to Club have?
Getting to Club currently has 101 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Getting to Club about?
The podcast that will help you become or stay a President's Club winner in tech sales by stealing the playbooks and skills of the top 0.01% of tech sales practitioners and earners. New episodes Monday, Wednesday, and Friday.
How often does Getting to Club release new episodes?
Getting to Club publishes regularly with 101 episodes available. Check the episode list for the typical release schedule.
Where can I listen to Getting to Club?
You can listen to Getting to Club on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Getting to Club?
Getting to Club is created and hosted by pclub.io.
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