Chris Orlob's Articles

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The Impact of GDPR on Sales Could Cut Your Pipeline in Half—Here’s What You Can Do About It

By Chris Orlob, May 18, 2018

Starting May 25th, the impact of GDPR on sales and marketing teams could force you to experience a serious pipeline drought. Why’s that? Because your contactable marketing list may be cut in half. The standards for achieving consent on your marketing list will become much higher, and a huge portion of many companies’ email lists will be considered non-compliant […]

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The 12 Best Objection Handling Skills for Sales You’ll Ever Read

By Chris Orlob, April 27, 2018

Objection handling techniques are all over the Internet. What makes this (one of) the BEST posts on objection handling you’ll read this year? It’s the only one that involves hard data. We studied 67,149 sales meetings from our database of five million recorded calls. The team analyzed them with AI to identify what that correlates with success, based on […]

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VP of Sales Success Comes Down to These Two Levers

By Chris Orlob, April 10, 2018

I’ve had a blast watching our VP of Sales grow revenue faster than any SaaS company I know. Unfortunately, his results aren’t typical. Here’s what most VPs of Sales are in for: If this is your first crack at the VP of Sales job, bullseye is on your back. Fortunately, generating more revenue is simple. (Notice, I didn’t say easy.) […]

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The ROI of Call Coaching In Sales

By Chris Orlob, April 9, 2018

Calculating the ROI of call coaching for your sales team seems hard to pin down at first. But it’s actually incredibly simple, and you may be surprised at just how lucrative call coaching can be. Where you might go wrong in your attempt to calculate ROI is by trying to tie it nebulous outcomes that have too many root causes […]

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Cold Calling Is Dead, Unless You Follow These Rules

By Chris Orlob, March 29, 2018

Is cold calling dead? No. But it is a game of inequality. On paper, the average success rate is dismal (as low as 1.48%*). As a result, many people conclude that cold calling is dead. But averages often obscure what’s really going on. Here’s the reality… Most salespeople are failing miserably at cold calling. Much […]

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This Bad Habit Keeps Your “Average Reps” Below Quota

By Chris Orlob, February 27, 2018

The key difference between your superstar sales reps and your average reps comes down to sales conversations. But… how exactly are their sales conversations different? Dozens of ways. Many of which are specific to you and your team. But here’s one BIG difference we found through our data analysis research: Superstar reps have business- and […]

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7 Sales Coaching Tips You Can Start Using Today

By Chris Orlob, January 30, 2018

Learning a few sales coaching tips might be the most important thing a sales manager can do today to improve their team’s performance. Seem like a bold claim? The numbers don’t lie. The better the sales coaching program, the better a team performs. Sales teams with the best sales coaching programs: Have better close rates: […]

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