To Gate or Not to Gate Content with Chris Orlob - The Transaction - Ep #5

Joining Craig Rosenberg and Matt Amundson in Episode 5 is special guest Chris Orlob, the Co-Founder & CEO of pclub.io. Many of you probably know about Chris or his awesome work early on at Gong which helped the company reach hockey stick level growth. Chris shares his “unqualified” thoughts on when to gate content, how to get deals done on demo calls, and what prime sales prospecting outreach should look and feel like.

Also, Craig compares himself to a cartoon image on a coffee mug and Matt mixes up two timeless classic holiday films.

Takeaways:

• Some of the best prospecting messages don't even like talk about the product, its benefits, or your company. For example, a good prospecting email could be: [A very well articulated grasp of the challenges they're probably going through] and we've been able to help a bunch of other companies solve this. Is this challenge worth a live chat?
• “It's not multi threading, it's single threading with multiple people.”

Chapters:

• 00:00 - Comparing Craig’s Mug to Craig’s Mug
• 07:24 - Customer at the Gates: Dodging the Ungated Content Dogma
• 14:30 - Mastering Multi-Threading in B2B Sales
• 28:16 - Demystifying the Sales Deck
• 31:24 - Crafting the Perfect Prospecting Email
• 37:06 - When to Demo & How to Run That Call
• 48:00 - Negotiations: What Happens when there’s now Win-Win?

Quote of the Show:

• “I'm like the world's least qualified marketer of all time, but I still have strong opinions about it.” - Chris Orlob

Sponsor:

• Ringmaster Conversational Marketing - The Transaction is sponsored and produced by Ringmaster, on a mission to create connections through Branded podcasts. Learn more at https://ringmaster.com/

Connect with Chris Orlob:

• LinkedIn: https://www.linkedin.com/in/chrisorlob/ 
• pclub.io Website: https://www.pclub.io/ 
• Twitter: https://twitter.com/Chris_Orlob 

Shoutouts:

• Kelly Wright: https://www.linkedin.com/in/kellybreslinwright/ 
• Kelly Wright’s Episode of The Transaction: https://thetransaction.substack.com/p/people-people-people-kelly-wright?r=3iae7z 
• Krysten Conner: https://www.linkedin.com/in/krystenconner/ 
• Ted Purcell: https://www.linkedin.com/in/tedpurcell/ 
• Ted Purcell’s Podcast Episode: https://www.gtmunfiltered.com/episodes/building-trust-through-grit-based-authenticity-ted-purcell-gtm-unfiltered-episode-006 

Follow the Show:

• Craig’s LinkedIn: https://www.linkedin.com/in/craigrosenberg/ 
• Matt’s LinkedIn: https://www.linkedin.com/in/matt-amundson-91657236/ 
• The Transaction on LinkedIn: https://www.linkedin.com/company/the-transaction/ 
• The Transaction Website: https://thetransactionpod.com/ 
• Substack: https://thetransaction.substack.com/ 

Ways to Tune In:

• Spotify: https://open.spotify.com/show/3i3r3WLacRZiSa7dOaOgDz 
• Apple Podcasts: https://podcasts.apple.com/us/podcast/the-transaction/id1734518309 
• YouTube: https://www.youtube.com/@TheTransaction?sub_confirmation=1