Skill Development & Dueling Hotwings - Chris Orlob - GTM Unfiltered - Episode # 007
Sit down and buckle up for a new episode featuring special guest Chris Orlob, the Co-Founder & CEO of pclub.io. Many of you probably know about Chris or his awesome work early on at Gong which helped the company reach hockey stick level growth. Chris joins Hosts Craig Rosenberg, Matt Amundson, and Judd Borakove to discuss how to sell to and through CFOs, the right approach to skill development for sales organizations, and how to make discovery calls deliver value for everyone involved.
Also, Matt gets publicly shamed, Judd uses air quotes offensively, and Craig challenges Chris to a hot wing-eating duel.
Chapters:
- 00:31 - The Breakthrough Solution for RBF
- 09:03 - The Problem with How Sales Orgs Approach Skill Development
- 18:14 - The Difference between Value-Creating Discovery and Selfish Information Gathering
- 22:23 - The Purpose of Product Demos
- 27:10 - Who is Responsible for Skill Development?
- 44:10 - The Change in Mentality needed to Drive Greater Alignment
- 49:12 - Becoming Besties with FP&A (Financial Planning & Analysis)
- 54:16 - “How to Event Good”
Quote of the Show:
- “I think we're too broad when it comes to how we tackle skill development in a typical revenue or go-to-market function.” - Chris Orlob
Connect with Chris:
- LinkedIn: https://www.linkedin.com/in/chrisorlob/
- pclub.io Website: https://www.pclub.io/
- Twitter: https://twitter.com/Chris_Orlob
Shoutouts:
- Sales Mastery by Barry Trailer
Follow the Show:
- Judd’s LinkedIn: https://www.linkedin.com/in/juddborakove/
- Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/
- Matt’s Linkedin: https://www.linkedin.com/in/matt-amundson-91657236/
- GTM Unfiltered LinkedIn: https://www.linkedin.com/company/gtm-unfiltered/
- GTM Unfiltered Website: https://www.gtmunfiltered.com/
Ways to tune in:
- Spotify: https://open.spotify.com/show/6n6ElND3FF2wjf11gWGjFn
- Apple Podcasts: https://podcasts.apple.com/us/podcast/gtm-unfiltered/id1708470602
- Podchaser: https://www.podchaser.com/podcasts/gtm-unfiltered-5480709
- YouTube: https://www.youtube.com/channel/UCcjySadNUx9DS6RsHJaEWjg
- Transistor: https://www.gtmunfiltered.com/episodes/welcome-to-gtm-unfiltered
- Amazon Music: https://music.amazon.com/podcasts/a4ac6781-0f62-40c7-bef3-40e37c1e824f/gtm-unfiltered
GTM Unfiltered is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/
Creators and Guests
Host
Craig Rosenberg
Craig Rosenberg is the Chief Platform Officer at Scale Venture Partners. He helps b2b companies grow revenue by enabling GTM excellence.
Host
Judd Borakove
Judd Borakove is the Partner at Red Monkey Consulting. He is also known as the Ted Lasso of GTM.
Host
Matt Amundson
Matt Amundson is the Chief Marketing Officer at Census. He is a Data-Driven Revenue Leader.
