Hey - Marc here.

Happy Saturday morning, motivated B2B SaaS Founders!

Here's at least one tip to keep in mind as you grow your B2B SaaS company:

Today's issue takes about 5 minutes to read.

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In today's issue, I share some key takeaways from pclub.io CEO and co-founder Chris Orlob’s presentation at Nathan Latka's "SaaS Open 2023" in New York. He discussed the SaaS sales techniques he used to help grow Gong from $200k to $200m in ARR.

Chris is also the co-founder of QuotaSignal and the former director of sales of Gong.io. He grew his personal income from $36k to $1.6m within 9 years of starting his SaaS sales career and trained sales org on these techniques, with record-breaking President’s Club auto-qualifiers.

About pclub.io

Pclub.io is the #1 sales learning platform and online course library for salespeople in the world. They work with the top 0.01% of sales earners, practitioners, and leaders to create top-rated online courses that help you grow your sales skills to life-altering levels.

Instead of spending years mastering sales through trial and error or going through stodgy ‘one size fits all’ sales training, you’ll get to the steal the playbooks, frameworks, and skills of the top 0.01% sales earners on the planet, accelerating your mastery curve, income, and revenue to unrecognizable levels.

Deep experience across sales, sales leadership, and product marketing led to growing their SaaS revenue at breakneck speed, which then led to growing Gong to $200m in ARR, starting at less than $200k. But it’s not just Gong — their courses have helped 10,000+ sellers close more SaaS deals.

Advice to Other Founders

Ask high-impact discovery questions.
Start by kicking off with a question that gets you to the heart of the deal fast. These questions helped uncover the real needs and priorities of the prospects, allowing the sales team to focus on providing solutions that align with the customer's objectives.

Uncover the need behind the need.
After identifying the surface-level challenges, peel back the onion and understanding the need behind the need. This involves asking probing questions to explore the underlying motivations and business impacts driving the customer's pain points.

Quantify the problem and demonstrate ROI.
To add value and urgency to the sales conversation, quantify the customer's problem in financial terms and demonstrate the potential ROI of solving it. By attaching a monetary value to the pain points, the customer can better understand the financial impact of the problem and the potential benefits of investing in a solution.

Identify the compelling event.
Chris highlighted the importance of finding a compelling event or trigger that motivates the customer to take action. This could be a time-sensitive issue, a business deadline, or an upcoming opportunity that drives urgency in the sales process.

Drive timeline and urgency.
Once the compelling event is identified, drive timeline and urgency in the sales process. This involves asking questions that prompt the customer to consider the consequences of not addressing the problem promptly and setting clear deadlines for implementing the solution.

Tailor questions to encourage depth.
Use specific phrases like "Can you help me understand," "Can you walk me through," or "Can you talk to me about" when asking discovery questions. These phrases signal to the buyer that a detailed response is desired, leading to deeper conversations and more valuable information.

TL;DR

Chris Orlob of pclub.io shares SaaS Sales Techniques I Used to Help Grow Gong from $200k to $200M in ARR at SaaSOpen 2023 in NYC. His success in growing Gong from $200k to $200M in ARR can be attributed to his effective use of high-impact discovery questions, understanding the need behind the need, quantifying the problem, identifying compelling events, driving timeline and urgency, encouraging depth in conversations, and aligning solutions with the customer's business pain. These techniques allowed Gong's sales team to address customer needs more effectively and deliver value that resonated with their prospects, contributing to the company's remarkable growth in the SaaS industry.

PS Here is a link to the full interview if you are interested in listening to the full episode: SaaS Sales Techniques Chris Used to Help Grow Gong from $200k to $200m in ARR

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See you again next week.

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