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/