How to Reframe the Budget Narrative (And 3x Your Deal Size)
In this solo episode, Chris Orlob breaks down one of the highest-leverage moves a revenue professional can make: reframing the budget narrative before it gets anchored to the wrong problem.
He walks through a real deal where his AE expanded a $15,000 SKO speaking inquiry into a $50,000 platform pa…
How to Hire A+ Sellers That Grow Your Revenue | Kevin Gaither, Fmr SVP Sales at Ziprecruiter
Chris Orlob sits down with Kevin Gaither (known in the industry as KG) an eight-time startup operator with three successful exits, including a run as one of ZipRecruiter's first 50 employees as the company scaled to $400M in revenue.
Over 25+ years, KG has built sales teams ranging from zero to 55…
The Economic Buyer Selling System™: How to Access Power, Align Executives, and Close Bigger Deals
Chris Orlob unveils PClub's newest flagship framework, the Economic Buyer Selling System, in its first-ever public debut.
This isn't a collection of tips; it's a four-stage repeatable system (Activate, Access, Align, Approve) built for AEs and account managers who are tired of running long sales c…
How to Create Champions That Sell For You When You're Not There | Nate Nasralla, CEO at Fluint
Chris Orlob sits down with Nate Nasralla, CEO of Fluent and one of the most-followed voices on enterprise champion development, to dig into the skill that separates reps who close complex deals from those who perpetually await verdicts.
They unpack what actually makes someone a champion, Nate's th…
The $10M Wake-Up Call: Why AI Tailwinds Are Creating the Next Revenue Skills Crisis
A VP of sales at one of the hottest AI companies on the planet did $400M last quarter with 100 reps. Then a $5M account walked, because the rep who closed it couldn't name a single champion or the economic buyer.
Chris Orlob unpacks "skill debt": the liability that compounds quietly while tailwind…
Skill Debt: We Analyzed the Skills of 1,592 Sellers. Here's What We Learned.
New research from Caliber analyzed 1,500+ B2B sellers and found something that should stop every revenue leader cold: weak sales teams don't plateau, they get worse.
In this episode, CEO Chris Orlob breaks down the concept of "skill debt," why neglecting to upskill your team compounds like financi…
Weak Managers Manage Activity Great Managers Build Skills
Join Chris Orlob and me as we discuss:
Why most sales training never changes behavior
How top managers turn skills into consistent execution
The best way to create a culture of skill development
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Three Non Negotiable to Become So Good They Can't Ignore You
What do you do when your buyer's economic buyer alignment is rock solid but one gatekeeper has quietly torpedoed three prior deals?
On this episode of The Caliber Show, Chris Orlob works live through real rep deals:
managing scope creep when a prospect's vision suddenly expands
using the PAPR fra…
LIVE Insider Deal Strategy On An Eight Figure SaaS Deal
Listen to Chris Orlob advise and strategize on an 8-figure SaaS deal - live coaching call!
The "Questions That Sell" Summit
Why do some sellers get executives talking openly while others hit discovery fatigue in the first five minutes?
In this summit session, Chris Orlob, CEO of Caliber, shares new Caliber Index data from about 300,000 AI-analyzed calls across 1,592 AEs.
It points to one overlooked skill: strategic sy…
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