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"Implication questions" separate the most successful salespeople from the rest.
Yet according to our skill benchmarks, they rank second to LAST among a list of eight value selling behaviors.
Here's what to do about that. x.com/i/article/2110…
Yet according to our skill benchmarks, they rank second to LAST among a list of eight value selling behaviors.
Here's what to do about that. x.com/i/article/2110…
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It's easy to get addicted to your own suffering.
Because it comes with secondary payoffs.
Better to love the game so much you refuse to chalk it all up to "pain and suffering."
Willing and able to endure that? Yes.
Passion > virtue-signaling your grit.
Because it comes with secondary payoffs.
Better to love the game so much you refuse to chalk it all up to "pain and suffering."
Willing and able to endure that? Yes.
Passion > virtue-signaling your grit.
Why I hate the description of entrepreneurship as pain and eating glass. That is BS.
“I hate that stuff. You are eating glass every day — why are you doing it then? I never understood that mindset of suffering pain and then there being this big reward at the end.
I enjoy every urse there are hard times, hard conversations and hard things, but in the grand scheme of things, such is life.
I hope to work on this for 20, 30, 40, 50 years. I am having so much fun. I do not want to sell this company because I would just go and start Modal 2.” @bernhardsson
Love to hear your thoughts @jasonfried @levelsio @shl @awilkinson
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Chris Orlob retweeted
Founders: Executive demo strategy:
- Max 30 minutes
- 3 slides upfront
- 1 concrete ROI example
- 7 minute product tour
- Clear next steps
CEOs don't want features. They want:
- Revenue impact
- Cost savings
- Strategic advantage
Keep it high level.
- Max 30 minutes
- 3 slides upfront
- 1 concrete ROI example
- 7 minute product tour
- Clear next steps
CEOs don't want features. They want:
- Revenue impact
- Cost savings
- Strategic advantage
Keep it high level.
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Chris Orlob retweeted
HOT TAKE: ‘ Learn to code’ was the worst career advice of the 2010s. ‘Learn to sell’ is the best career advice of the 2020s.
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The fact that the world is rowing for this gives me renewed hope in humanity.
Also, I hope this serves as a very hard discouragement for all “streamers” think filming people without their permission in public to a large audience is OK. Those people deserve to be shamed.
Also, I hope this serves as a very hard discouragement for all “streamers” think filming people without their permission in public to a large audience is OK. Those people deserve to be shamed.
We have located the Red Barron worker who was harassed by degenerate TikTok pranksters.
Also, shame on the parents of those TikTok "content creators."
Even as a kid, I wouldn't have done something like this to a guy simply trying to do his job.
Consider sending him a few bucks on GoFundMe to help him out.
Link is here: gofund.me/5036266f7
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Chris Orlob retweeted
5 Discovery Habits of Elite Salespeople, With 300,000 Calls of Research
linkedin.com/pulse/5-discov…
linkedin.com/pulse/5-discov…
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5 Discovery Habits of Elite Salespeople, With 300,000 Calls of Research
linkedin.com/pulse/5-discov…
linkedin.com/pulse/5-discov…
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Chris Orlob retweeted
Why modern sellers struggle to sell to the C-SUITE:
We analyzed 970,838 sales calls against 8 selling skills.
The skill that ranked DEAD LAST in terms of seller proficiency?
The one that matters more to the C-Suite:
Co-designing a compelling future state.
More than any other ves care about one thing when evaluating a purchase:
The future business outcome your solution will deliver.
Yet today’s sellers are weakest exactly where C-Suite buyers respond the strongest.
But there are three steps to selling to the C-Suite that any seller can follow.
Learn how to sell to the c-suite here: x.com/Chris_Orlob/st…
We analyzed 970,838 sales calls against 8 selling skills.
The skill that ranked DEAD LAST in terms of seller proficiency?
The one that matters more to the C-Suite:
Co-designing a compelling future state.
More than any other ves care about one thing when evaluating a purchase:
The future business outcome your solution will deliver.
Yet today’s sellers are weakest exactly where C-Suite buyers respond the strongest.
But there are three steps to selling to the C-Suite that any seller can follow.
Learn how to sell to the c-suite here: x.com/Chris_Orlob/st…
We analyzed the skills of 7,983 tech salespeople and 970,838 of their calls.
What we discovered?
Today’s sellers are weakest exactly where C-Suite buyers respond the strongest.
That’s an expensive problem.
Here are the three steps to solving it. x.com/i/article/2111…
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Why modern sellers struggle to sell to the C-SUITE:
We analyzed 970,838 sales calls against 8 selling skills.
The skill that ranked DEAD LAST in terms of seller proficiency?
The one that matters more to the C-Suite:
Co-designing a compelling future state.
More than any other ves care about one thing when evaluating a purchase:
The future business outcome your solution will deliver.
Yet today’s sellers are weakest exactly where C-Suite buyers respond the strongest.
But there are three steps to selling to the C-Suite that any seller can follow.
Learn how to sell to the c-suite here: x.com/Chris_Orlob/st…
We analyzed 970,838 sales calls against 8 selling skills.
The skill that ranked DEAD LAST in terms of seller proficiency?
The one that matters more to the C-Suite:
Co-designing a compelling future state.
More than any other ves care about one thing when evaluating a purchase:
The future business outcome your solution will deliver.
Yet today’s sellers are weakest exactly where C-Suite buyers respond the strongest.
But there are three steps to selling to the C-Suite that any seller can follow.
Learn how to sell to the c-suite here: x.com/Chris_Orlob/st…
We analyzed the skills of 7,983 tech salespeople and 970,838 of their calls.
What we discovered?
Today’s sellers are weakest exactly where C-Suite buyers respond the strongest.
That’s an expensive problem.
Here are the three steps to solving it. x.com/i/article/2111…
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Chris Orlob retweeted
How to sell to the C-Suite in 2026:
Realize that champions & executives buy for different reasons.
Champions buy problem relief.
Executives buy the future.
Those are different sales conversations.
Champions live in the day-to-day operation of the business. They feel the operational pain your solution eliminates.
Executives are different.
Their job is to design the future — not just deal with present headaches.
It’s not that they don’t care about operational issues.
But they are less involved in day to day operations.
So their focus leans more into the future than a typical champion.
Here's how to sell to the c-suite: x.com/Chris_Orlob/st…
Realize that champions & executives buy for different reasons.
Champions buy problem relief.
Executives buy the future.
Those are different sales conversations.
Champions live in the day-to-day operation of the business. They feel the operational pain your solution eliminates.
Executives are different.
Their job is to design the future — not just deal with present headaches.
It’s not that they don’t care about operational issues.
But they are less involved in day to day operations.
So their focus leans more into the future than a typical champion.
Here's how to sell to the c-suite: x.com/Chris_Orlob/st…
We analyzed the skills of 7,983 tech salespeople and 970,838 of their calls.
What we discovered?
Today’s sellers are weakest exactly where C-Suite buyers respond the strongest.
That’s an expensive problem.
Here are the three steps to solving it. x.com/i/article/2111…
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How to sell to the C-Suite in 2026:
Realize that champions & executives buy for different reasons.
Champions buy problem relief.
Executives buy the future.
Those are different sales conversations.
Champions live in the day-to-day operation of the business. They feel the operational pain your solution eliminates.
Executives are different.
Their job is to design the future — not just deal with present headaches.
It’s not that they don’t care about operational issues.
But they are less involved in day to day operations.
So their focus leans more into the future than a typical champion.
Here's how to sell to the c-suite: x.com/Chris_Orlob/st…
Realize that champions & executives buy for different reasons.
Champions buy problem relief.
Executives buy the future.
Those are different sales conversations.
Champions live in the day-to-day operation of the business. They feel the operational pain your solution eliminates.
Executives are different.
Their job is to design the future — not just deal with present headaches.
It’s not that they don’t care about operational issues.
But they are less involved in day to day operations.
So their focus leans more into the future than a typical champion.
Here's how to sell to the c-suite: x.com/Chris_Orlob/st…
We analyzed the skills of 7,983 tech salespeople and 970,838 of their calls.
What we discovered?
Today’s sellers are weakest exactly where C-Suite buyers respond the strongest.
That’s an expensive problem.
Here are the three steps to solving it. x.com/i/article/2111…
8
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Chris Orlob retweeted
We analyzed the skills of 7,983 tech salespeople and 970,838 of their calls.
What we discovered?
Today’s sellers are weakest exactly where C-Suite buyers respond the strongest.
That’s an expensive problem.
Here are the three steps to solving it. x.com/i/article/2111…
What we discovered?
Today’s sellers are weakest exactly where C-Suite buyers respond the strongest.
That’s an expensive problem.
Here are the three steps to solving it. x.com/i/article/2111…
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We analyzed the skills of 7,983 tech salespeople and 970,838 of their calls.
What we discovered?
Today’s sellers are weakest exactly where C-Suite buyers respond the strongest.
That’s an expensive problem.
Here are the three steps to solving it. x.com/i/article/2111…
What we discovered?
Today’s sellers are weakest exactly where C-Suite buyers respond the strongest.
That’s an expensive problem.
Here are the three steps to solving it. x.com/i/article/2111…
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17,244
Chris Orlob retweeted
If you can articulate your buyer's problem better than they can themselves? They'll automatically trust that your solution is the best one for them.
Use that power responsibly.
Use that power responsibly.
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Chris Orlob retweeted
Becoming a millionaire in tech sales before age 35 is “easy.”
Here are the literal steps:
1) Spend 5 years relentlessly mastering the craft.
2) Work seriously hard. Not workaholic levels. But hard.
3) Start earning $300K / year. See steps 1 and 2.
4) Maintain a $5,000 / month burn rate.
4) You should be able to invest $10,000 per month now.
5) Do this for 72 months with an 11% annual return, and:
6) You hit $1,000,000 in net worth.
That’s 11 years from a cold start to becoming a millionaire.
Few careers can do that.
I know many who did it by their early and mid 30s.
I did it before 30.
Yet few will do it.
Mastering your craft for 5 years straight is not fun.
Delaying lifestyle inflation a decade ahead of your friends is not fun.
But you know what is fun?
Earned freedom.
P.S. By “easy,” I mean more an act of will than intellect.
Here are the literal steps:
1) Spend 5 years relentlessly mastering the craft.
2) Work seriously hard. Not workaholic levels. But hard.
3) Start earning $300K / year. See steps 1 and 2.
4) Maintain a $5,000 / month burn rate.
4) You should be able to invest $10,000 per month now.
5) Do this for 72 months with an 11% annual return, and:
6) You hit $1,000,000 in net worth.
That’s 11 years from a cold start to becoming a millionaire.
Few careers can do that.
I know many who did it by their early and mid 30s.
I did it before 30.
Yet few will do it.
Mastering your craft for 5 years straight is not fun.
Delaying lifestyle inflation a decade ahead of your friends is not fun.
But you know what is fun?
Earned freedom.
P.S. By “easy,” I mean more an act of will than intellect.
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If you can articulate your buyer's problem better than they can themselves? They'll automatically trust that your solution is the best one for them.
Use that power responsibly.
Use that power responsibly.
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If you ask questions that only an expert could even think to ask, they will also automatically trust that your solution is the best for them.
Get started with these 50 questions that sell: caliber.io/list-50-questi…
Get started with these 50 questions that sell: caliber.io/list-50-questi…
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Becoming a millionaire in tech sales before age 35 is “easy.”
Here are the literal steps:
1) Spend 5 years relentlessly mastering the craft.
2) Work seriously hard. Not workaholic levels. But hard.
3) Start earning $300K / year. See steps 1 and 2.
4) Maintain a $5,000 / month burn rate.
4) You should be able to invest $10,000 per month now.
5) Do this for 72 months with an 11% annual return, and:
6) You hit $1,000,000 in net worth.
That’s 11 years from a cold start to becoming a millionaire.
Few careers can do that.
I know many who did it by their early and mid 30s.
I did it before 30.
Yet few will do it.
Mastering your craft for 5 years straight is not fun.
Delaying lifestyle inflation a decade ahead of your friends is not fun.
But you know what is fun?
Earned freedom.
P.S. By “easy,” I mean more an act of will than intellect.
Here are the literal steps:
1) Spend 5 years relentlessly mastering the craft.
2) Work seriously hard. Not workaholic levels. But hard.
3) Start earning $300K / year. See steps 1 and 2.
4) Maintain a $5,000 / month burn rate.
4) You should be able to invest $10,000 per month now.
5) Do this for 72 months with an 11% annual return, and:
6) You hit $1,000,000 in net worth.
That’s 11 years from a cold start to becoming a millionaire.
Few careers can do that.
I know many who did it by their early and mid 30s.
I did it before 30.
Yet few will do it.
Mastering your craft for 5 years straight is not fun.
Delaying lifestyle inflation a decade ahead of your friends is not fun.
But you know what is fun?
Earned freedom.
P.S. By “easy,” I mean more an act of will than intellect.
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Pick up the pace by asking these 50 questions that sell: caliber.io/list-50-questi…
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