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SaaS Backwards Episode 97 - To ensure enterprise sales success today, you’d better sell the CFO – With Chris Orlob, Co-founder of

With a focus on selling to the enterprise, takes a different approach to training salespeople that emphasizes CFO inclusion early.


Probably best known for helping Gong grow from $200K to $200M in five years, Chris Orlob talks about following his passion for helping people learn valuable sales skills through his new company (That’s short for President’s Club for non-salesy folks).

But sales training wasn’t the original focus.

Originally, they started out to build a company called QuotaSignal that sold a hiring value proposition, but since hiring took a nosedive in the current economic climate, had been developing an online sales training course that took off.

One of his biggest differentiators in his training is the focus on selling the CFO—and if you’ve paid attention to this year’s TrustRadius report on the buyer/seller disconnect, you know that they’re playing a bigger role in most enterprise purchases.

Other key Takeaways from this episode:

  • Why every SaaS should re-evaluate their pricing model on a regular basis
  • How to find the right buyers in an account, arm your champion, and write compelling business cases, and multi-thread.
  • How they quickly grew their training through email, LinkedIn and word-of-mouth.

Other resources to check out:

Interview with Vinay Bhagat, Founder and CEO of TrustRadius who publish a yearly report about how B2B buyer behavior is changing.

The Lead Gen Mistake I Guarantee You’re Making – how to create content that better identifies intent from today’s b2b buyer.

And, if you want an outside look at your content with actionable advice, take advantage of our Content Audit. Valued at $20K in free consulting.

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