Chris Orlob sits down with Nate Nasralla, CEO of Fluent and one of the most-followed voices on enterprise champion development, to dig into the skill that separates reps who close complex deals from those who perpetually await verdicts.They unpack what actually makes someone a champion, Nate's three I's framework (Incentive, Intel, Influence) and why most sellers are fooling themselves by mistaking advocates for champions.The conversation gets tactical fast: how to run valid champion tests without triggering false negatives, why co-creating a business case is the champion-building act, how to seed awareness with other stakeholders before you even need access to them, and why if your champion isn't looking forward to your next call, something is fundamentally broken in the relationship.Nate has authored some of PClub's most popular training courses, including Selling with Champions and Bulletproof Business Cases: browse his full course catalog here.

Chris Orlob unveils PClub's newest flagship framework, the Economic Buyer Selling System, in its first-ever public debut.This isn't a collection of tips; it's a four-stage repeatable system (Activate, Access, Align, Approve) built for AEs and account managers who are tired of running long sales cycles only to watch deals disintegrate at the end because they never had real executive alignment.Chris opens with a sobering benchmark: according to Gartner, 93% of C-suite executives report that their interactions with salespeople are a waste of time — which means most reps, statistically, are in the 7% problem and not the 7% solution. He then walks through exactly how elite sellers invert that, covering the psychology of champion activation, a five-step engineered "Path to Power" with word-for-word talk tracks, and the seven non-negotiables you must align on the moment you get in the room with an economic buyer, before you pitch a single thing.Chris also makes the case that economic buyer access isn't just good selling; it's the single highest-leverage activity a revenue professional can pursue, with data showing 130% win rate improvement on $50K+ deals when done right.

Chris Orlob sits down with Kevin Gaither (known in the industry as KG) an eight-time startup operator with three successful exits, including a run as one of ZipRecruiter's first 50 employees as the company scaled to $400M in revenue. Over 25+ years, KG has built sales teams ranging from zero to 550 people across inside sales, SDR/BDR, account management, and enterprise and he'll be the first to tell you he made a lot of mistakes along the way. The conversation centers on what he considers the most underrated and highest-stakes skill in sales leadership: hiring.KG shares why most sales leaders are operating at a 30–50% hiring success rate without even knowing it, the simple acid test question that exposes it, and the full three-step framework he used to take his own rate from 30% to 80%.They dig into why behavioral questions beat hypotheticals every time, why cloning your top rep is a trap, and why "hiring sales athletes" might be the most expensive bias a sales leader carries.Resources from Kevin Gaither:🎯 Sales Leaders Hiring Bundle (19 documents): insidesalesexpert.com💼 No-BS Job Seeker Toolkit: insidesalesexpert.com

In this solo episode, Chris Orlob breaks down one of the highest-leverage moves a revenue professional can make: reframing the budget narrative before it gets anchored to the wrong problem.He walks through a real deal where his AE expanded a $15,000 SKO speaking inquiry into a $50,000 platform partnership in two calls, not through negotiation, but through deliberately reframing the conversation from vendor selection to revenue outcome.Chris unpacks the exact Socratic framework his AE used, the moment where great sellers separate themselves from average ones, and how to coach your champions to carry that reframe internally when you're not in the room.

Chris Orlob sits down with KD, widely known as the godfather of SaaS sales and modern sales leadership, for a masterclass on the one prospecting skill AI can't touch: cold calling.KD has helped build multiple companies from zero to eight and nine figures across entirely different industries with zero vertical overlap, and he's developed a cold calling methodology backed by analysis of thousands of real conversations.In this episode, they dig into why cold calling is more defensible than ever (hint: it's not just about volume), KD's problem-based versus value-based call frameworks and how to know which to use for which persona, the exact opener structure that earns a 65–70% yes rate, and the counterintuitive meeting-booking tactics, including why asking for tomorrow's meeting kills more deals than it books.Check out KD's Courses on pclub

Most revenue enablement teams are guilty until proven revenue positive and right now, most can't prove it.In this solo episode, Chris Orlob breaks down why "vanity enablement" is about to go the way of vanity marketing, shares two real stories of CROs and CEOs taking a hacksaw to their enablement orgs (17 people cut to 4, 6 cut to 1), and lays out the only path forward: re-positioning enablement as revenue risk management.If you lead enablement, run a revenue org, or sit on a board asking why your enablement spend isn't showing up in the P&L, this one's a gut-check.Chris explains how AI is finally making skill and capability measurable, why that single shift rebuilds the entire power structure of the function, and what it sounds like when an enablement leader walks into a QBR speaking the language of dollarized skill gaps instead of training completion rates.

Most sellers were taught to surface a problem and then ask some version of "so how is that impacting the business?"Chris Orlob argues that question is the fastest way to sound generic, cheesy, and a little manipulative, even when the theory behind it (SPIN's implication questions, building urgency) is right.In this solo episode, Chris breaks down consequence mapping: a discovery skill where you pre-map the two to three predictable consequences that follow each problem you solve or persona you sell to, then lead with those consequences as a point of view.

Kyle Coleman has spent 15 years architecting outbound motions that don't rely on volume - first as the founding SDR at Looker, then building Clary's outbound engine from $15M to nearly $150M in revenue, and now as Global VP of Marketing at ClickUp.In this conversation, Chris and Kyle unpack the difference between personalization (which is now table stakes and largely useless) and a real point of view - the kind that makes a CRO stop scrolling and actually reply.Kyle walks through the exact 5-step framework he's used to train SDR teams on POV-led outbound, why "signal monitoring" without interpretation is just dressed-up spam, and how he scaled this approach at Clary to triple qualified pipeline while sending 25-30 emails a day instead of thousands.If you're a sales leader watching your team's reply rates collapse under the weight of AI-generated noise, this episode is the antidote.

The SDR role has changed more in the last 24 months than in the previous decade.AI flooded the market with outbound noise, buyers stopped responding, and an entire generation of SDRs got "developed" through remote work, a pandemic, and almost zero coaching.The result is a skills crisis most teams haven't named yet - pipeline that looks healthy on the dashboard but doesn't convert, a handful of star performers carrying everyone else, and unpredictable pipeline generation no matter how much tech you stack on top.In this episode, Chris walks through the 2026 State of SDR Skills Report - the 10 skills defining the new standard of SDR performance - built with input from an industry council including Kevin Dorsey, Kyle Coleman, Kyle Norton, and Emily Worrell.If you lead an SDR or pipeline gen function, this is the diagnostic lens you've been missing.

Chris Orlob shares five patterns he's observed across the most elite revenue organizations after working with thousands of sales teams at InsideSales.com, Gong, and now Caliber.From maniacally focusing on where you win, to obsessing over narrative, to building rock-solid sales stages with binary exit criteria - these are the habits that separate top-performing teams from mediocre ones.Plus, why treating skill development like a performance system (not an HR exercise) is the missing piece behind every great sales process.A practical breakdown for revenue leaders, founders, and frontline managers who want to operationalize excellence.