Claim OwnershipGetting to Club
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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.
101 Episodes
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In this episode, Chris covers the most powerful psychological principle you can leverage in sales: Loss Aversion. Chris will give you tactics to make loss aversion ACTIONABLE in your sales process and inspire your buyer to take action in a way that benefits both you and your buyer.
In this episode, Chris sits down with Outbound expert Florin Tatulea to discuss some of the key takeaways from his new course "Cold Email Conversion Machine." If you send cold emails, this episode is packed with tips and advice you can put into practice TODAY.
What do chickens have to do with selling? Chris answers this very unusual question and breaks down the single best way to open a new discovery call with this quick, simple 9 word script.
We all want to achieve success. Not just ordinary success, but outlier success. In this episode, Chris breaks down three principles that have helped him and professionals around the world achieve outlier success in the sales field and beyond.
How often are you considering the pace at which you're moving? Not just "how do I go faster?!" but the strategic rhythm of how your deal progresses? In this episode, Chris uncovers how pace and rhythm are crucial tools for the best dealmakers.
Friction in your deals can be painful. But what if the solution to so much of that dreaded friction was just changing the way you deliver information? In this episode, Chris explains how simple stories can eliminate a ton of friction from your deal.
Are you only as strong as your weakest link? In this episode, Chris dives into a new way to think about your sales skill stack that can enhance your capabilities, your impact, and your success.
In this episode, Chris answers a questions from a listener. Sam asks, "How would you handle a scenario where the prospect shares in advance of the call a detailed User Requirements Spec/ list?"
In this episode, Chris talks you through one of the most powerful techniques from his SaaS Discovery Masterclass course, Context-led questions. Hear about the back story of this technique and how it can unlock even more productive discovery conversations for you.
In this episode, Chris walks through how pain-oriented customer stories can speed up the time it takes you to build trust with your customers and uncover deal-closing business pain.
What separates the best and worst sales people at quarter-end isn't some massive gap in talent or ability. It's simple behaviors, habits, and techniques, repeated over and over until success becomes inevitable. In this episode, Chris walks you through those behaviors and habits that can have the biggest difference at quarter-end.
In this episode, Chris gives you two simple questions you can ask at quarter-end that will help you close more deals and close them on time.
No loss is more heartbreaking than the one the comes at the finish line. Sometimes that's out of your control, but sometimes you can tank your own deals in the final stretch. In this episode, Chris walks you through questions you can ask to make sure you're not getting happy ears in the final stretch.
In this episode, Chris gives you 3 tools you can leverage in your competitive deals, especially as we near quarter end, to box out the competition and make sure you're the vendor of choice.
In this episode, Chris covers nine of the most common mistakes sellers make when writing business cases. If you consistently create and present business cases in your deals, make sure you aren't shooting yourself in the foot by making one of these mistakes.
Skills are the largest contributing factor to getting from where you are, to where you want to be. From your present circumstances, to your dream like. In this episode, Chris breaks down a simple technique that can help you acquire skills faster and more effectively than your peers and start achieving those dreams sooner.
In this episode, Chris shares one simple question that can help your buyers provided deeper, more meaningful responses to your discovery questions without overstepping or coming across as pushy.
In this episode Chris changes gears a bit to talk about his personal experience and share a few stories that underscore how important it is to have goals and go after them tenaciously.
In this episode of the Getting to Club podcast, Chris sits down with Calum Kilgour and John Bissett, partners at SlingshotEdge, to discuss the biases that drive sellers to stay with the status quo.
In this episode, Chris breaks down a recent deal that had a particularly tough negotiation around price. He'll walk you through the objections, how they were overcome, and the 3 lessons you can learn and implement in your own negotiations TODAY.
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