The Revenue Formula

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

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What can you really do to lift the performance of your sales team?

That's exactly what we discussed with Chris Orlob, who was part of taking Gong from $200K to $200M in ARR.

In the episode, we get into:

  • (00:00) - Introduction
  • (02:44) - Why quota attainment is down
  • (06:06) - Why sales takes longer today
  • (08:32) - How do you solve the problem?
  • (10:48) - What does good look like?
  • (12:56) - Discovery: Understanding the need behind the need
  • (17:48) - Mutual action plan
  • (20:00) - Understanding intent
  • (25:37) - Dealing with finance and other stakholders
  • (30:39) - Making the case
  • (34:53) - Quota - raise or decrease?
  • (39:23) - Q5 deals

    • References:
    Matt Green on quota attainment
    Jacco van der Kooij on Solving underperformance
    And of course pclub.io
    ...more
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    The Revenue FormulaBy Toni Hohlbein & Raul Porojan
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