Chris Orlob
Co-Founder & CEO, Caliber · 1 appearance on the record.
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founderexecutiveoperator@Chris_Orlob ↗LinkedIn ↗pclub.io ↗
Chris Orlob is known for his leadership roles at Gong, where he launched Gong Labs and helped scale the company from $200,000 to over $200 million in ARR. He later co-founded the sales training platform Caliber as well as the sales hiring platform QuotaSignal.
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1 opinion · 5 insights · every statement was checked. none of them is a claim the record can settle: opinions, insights and disclosures never carry an assessment.
Everything Chris Orlob said on Top Founders that made the record, most notable first. Filter by type, assessment or year in the ledger →
Orlob: Actual B2B tech sales quota attainment is 25% to 35%
“Cause every time I talk to somebody, it feels like it's more like 25, 30, maybe 35%.”
Orlob: Alleviating pain is the dominant reason people buy things
“Money follows pain. It's probably worth writing down and reflecting on every quarter or so, as long as you find yourself selling stuff to other people. Money follows pain. Follows other things too. Follows benefits. Some people, sometimes people buy for strang…”
Orlob: Stopping at surface-level discovery answers causes prospects to ghost deals
“Because as a rule, I don't know why this is, but it's true. The first answer a customer is going to give you to a discovery question is going to be surface level. If you stop there, what happens to your deal? They go dark on you.”
Orlob: Software buyers state challenges in solution language, not problem language
“One of the best things you can do as somebody who sells software, Is understanding is your customer using solution language when you ask about challenges or are they using problem language? Many times they're going to be using solution language and you're goin…”
Orlob: Urgency questions fail when asked too early in sales discovery
“If you ask what's driving you to solve all of this now than, rather than later, at the beginning of a discovery conversation, or just too early, you're gonna get a very unsatisfying answer. Well, you know, we're losing money every day that we don't solve this.…”
Appearances (1)
| Episode | Date | Speaking time |
|---|---|---|
| 7 SaaS Sales Techniques I Used to Help Grow Gong from $200k to $200M in ARR | Jul 17, 2023 | 15m |