S3E13 - How to turn Discovery Calls into Customers with Chris Orlob

What questions are you asking your prospects during the discovery call? Is your approach effectively engaging your prospects during the discovery call, and more importantly, are you successfully converting them into paying customers? The key to a fruitful discovery call lies in a carefully designed and proven strategic process. If you're aiming to enhance your customer conversion rate from discovery calls, then this episode is a must-listen. Our featured expert on this pivotal subject is Chris Orlob, the CEO of Pclub.io. With a wealth of experience in sales, marketing, and scaling startups, Chris brings a formidable background to the table. His track record includes driving substantial growth, such as elevating Gong.io's revenue from modest figures to over $200 million during his tenure. Moreover, as the co-founder of PClub and an investor in numerous startups, Chris possesses invaluable insights into refining go-to-market strategies and establishing scalable sales processes. His expertise is particularly pertinent for SaaS startups seeking growth and market expansion. Key Timecode (0:37) Show and guest intro (1:18) Why you should listen to Chris Orlob (2:12) What is a discovery call? (3:14) How to ask provoking questions (4:58) The importance of creating a mental image in the discovery phase (7:12) The common mistakes companies make while doing discovery calls (11:56) Understanding how the qualifier works  (13:53)The strategic recommended process for setting up discovery calls (18:23) Should you show your  product in the first call? (21:17) What is the goal of a discovery call? (22:41) How the qualifier works in determining your ICP (23:25) The best practices for  doing a discovery call (28:24) Challenges faced in discovery calls (29:24) The future of doing discovery calls (32:43) How to grow towards 10K MRR (33:41) How to grow towards 10 million ARR (35:26) Advice for SaaS founders (36:25) What Chris wishes He knew 10 years ago