What can you really do to lift the performance of your sales team? That's exactly what we discussed with <a href="https://www.linkedin.com/in/chrisorlob/">Chris Orlob</a>, who was part of taking Gong from $200K to $200M in ARR.In the episode, we get into: <ul><li>(00:00) - Introduction</li>
<li>(02:44) - Why quota attainment is down</li>
<li>(06:06) - Why sales takes longer today</li>
<li>(08:32) - How do you solve the problem?</li>
<li>(10:48) - What does good look like?</li>
<li>(12:56) - Discovery: Understanding the need behind the need</li>
<li>(17:48) - Mutual action plan</li>
<li>(20:00) - Understanding intent</li>
<li>(25:37) - Dealing with finance and other stakholders</li>
<li>(30:39) - Making the case</li>
<li>(34:53) - Quota - raise or decrease?</li>
<li>(39:23) - Q5 deals</li>
</ul> References: Matt Green on <a href="https://www.linkedin.com/posts/matthewcorneliusgreen_the-trend-of-fewer-and-fewer-reps-reporting-activity-7092157454087569408-SprZ/?trk=public_profile_like_view">quota attainment</a> Jacco van der Kooij on <a href="https://winningbydesign.com/resources/research/solving-underperformance-how-to-lift-up-the-40/">Solving underperformance</a> And of course <a href="https://www.pclub.io">pclub.io</a>

<description>
 &lt;p&gt;What can you really do to lift the performance of your sales team? &lt;/p&gt;&lt;p&gt;That's exactly what we discussed with &lt;a href="https://www.linkedin.com/in/chrisorlob/"&gt;Chris Orlob&lt;/a&gt;, who was part of taking Gong from $200K to $200M in ARR.&lt;/p&gt;&lt;p&gt;In the episode, we get into:&lt;br&gt;&lt;/p&gt;&lt;ul&gt;&lt;li&gt;(00:00) - Introduction&lt;/li&gt;
&lt;li&gt;(02:44) - Why quota attainment is down&lt;/li&gt;
&lt;li&gt;(06:06) - Why sales takes longer today&lt;/li&gt;
&lt;li&gt;(08:32) - How do you solve the problem?&lt;/li&gt;
&lt;li&gt;(10:48) - What does good look like?&lt;/li&gt;
&lt;li&gt;(12:56) - Discovery: Understanding the need behind the need&lt;/li&gt;
&lt;li&gt;(17:48) - Mutual action plan&lt;/li&gt;
&lt;li&gt;(20:00) - Understanding intent&lt;/li&gt;
&lt;li&gt;(25:37) - Dealing with finance and other stakholders&lt;/li&gt;
&lt;li&gt;(30:39) - Making the case&lt;/li&gt;
&lt;li&gt;(34:53) - Quota - raise or decrease?&lt;/li&gt;
&lt;li&gt;(39:23) - Q5 deals&lt;/li&gt;
&lt;/ul&gt;&lt;br&gt;References:&lt;br&gt;Matt Green on &lt;a href="https://www.linkedin.com/posts/matthewcorneliusgreen_the-trend-of-fewer-and-fewer-reps-reporting-activity-7092157454087569408-SprZ/?trk=public_profile_like_view"&gt;quota attainment&lt;/a&gt;&lt;br&gt;Jacco van der Kooij on &lt;a href="https://winningbydesign.com/resources/research/solving-underperformance-how-to-lift-up-the-40/"&gt;Solving underperformance&lt;/a&gt;&lt;br&gt;And of course &lt;a href="https://www.pclub.io"&gt;pclub.io&lt;/a&gt; 
 </description>

The Revenue Formula

Do this to lift sales performance (with Chris Orlob, CEO at pclub.io)

Do this to lift sales performance (with Chris Orlob, CEO at pclub.io)

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