Introducing The SaaS Discovery Masterclass
🎁 Get it for $297 only $197! 🎁

How Great SaaS Sellers Create "Urgency from Thin Air" and SELL In An Economic Meltdown

Learn the exact 5-step discovery system I used to train the #1 sales team at Gong to sell through an economic meltdown.

The SaaS Discovery Masterclass Has Helped 1,000s of AEs Win More Deals.

Zach Bromberg

"Chris. have to say: was extremely surprised. I've taken MANY courses that tackle discovery at length - all of which are much longer and much more expensive. I've gotten much more simple and tangible information from your course. Most valuable course I've taken on discovery. I've already recommended the course to several folks. Thank you for putting so much value together in 90 minutes. Have watched the course twice already."

Oliver Bailey

“I watched SaaS Discovery Masterclass from start to end. For anyone considering it, I cannot recommend it highly enough. It provides a fantastic structure for great SaaS discovery. Plus, specific, word-for-word questions that help you uncover the business problem a customer is trying to solve. The techniques help you find problems that customers are willing to fund, and create urgency by opening your client’s eyes to the full scope of their problem."

Gretchen Reynolds

"In the world of SaaS sales, we know that discovery is ongoing throughout every stage of a sales cycle. Chris’s approach to mastering discovery is the golden ticket to understanding a client’s true pain (by “peeling back the layers of the onion”), quantifying the impact, and doing it in a natural way. His discovery trainings have helped me as an AE confidently have conversations around quantifiable impact, leading me to win opportunities I would have otherwise missed. If Chris is teaching it, I’m taking it."

Ian McDonald

"I have never felt this confident in my ability as a seller thanks to Chris' discovery training. I could feel my conversations getting more productive with my prospects after each session, and my numbers reflected that when I started closing larger deals with wider groups of stakeholders. I have been a part of probably 50+ sales trainings in my 8+ year career in SaaS sales, but nothing has impacted my development like the sessions with Chris.”

Stephanie Alberti

“I learned more from these training sessions than I did in the last five years of my sales career. They’re full of actionable info, guaranteed to make anyone a better SaaS seller. Chris completely transformed my approach to selling SaaS, especially in a competitive environment.”

Nick Zee

"Chris, your discovery masterclass is the best. The negative impact lesson has already helped me move a few deals to the next stage with a higher TCV. I've listened to each lesson probably 2-3x since Saturday. Everything is so actionable. Keep up the amazing work and I look forward to seeing what you come out with next."

Lauren Frilling

"Chris is great at taking complex topics and boiling them down into understandable and actionable strategies. I've always enjoyed how Chris leads with personal anecdotes and metaphors that helped me better relate to any topics that were covered. Chris is thoughtful in his approach to SaaS sales trainings and it is evident by the incredible performance results of anyone who has ever had the privilege of selling under his leadership!”

Ellie LaRue

"The discovery masterclass not only helped me feel confident asking the right questions but also helped our customers feel like our time spent together was effective. As I improved my discovery, my customers' benefited because I fostered a genuine curiosity about their problems, the impact of those problems, and the value for them in solving it."

Doreen Justice

"Nothing more powerful than leading a meeting where you feel 100% in control because you have the Secret Formula Sales Potion of Sales Master Chris Orlob. No matter what a customer throws my way, I know how to navigate my way back to the repeatable process I learned from Chris."

Miriam O'Donnell

"Chris' discovery trainings are unmatched. After years of careful study, he manages to simplify everything to the exact tactical steps needed to reach mutually agreed-upon client priorities. His approach helps me assess real challenges my clients see in their business, all without losing my own style. Easily the most effective training I've received in my sales career."

Jessica Hartsell

"Chris’s discovery training is informative, prescriptive, and digestible. They had an immediate impact on my customer conversations and deals and gave me confidence that I understood the true root cause of my customer’s challenges."

Eric Johnson

"Very practical, actionable, down to the exact steps and questions to ask to build urgency and deal-closing pain. The Negative Impact lesson by itself is worth its weight in gold. I like the way Chris goes straight to techniques you can use immediately without a bunch of fluff. He knows SaaS sales REALLY well and shares everything he knows."

Arash Almasi

"Chris has an innate ability to break down complex sales concepts into simple (but not easy) tactical steps that are as equally impactful for a new SDR as they are for a veteran sales leader. True enterprise sellers elevate discovery from a surface-level 'check-the-box' inquisition into a value add consultation. This course helps build the business acumen, deep domain expertise, and passion for problem-solving needed to make that transition - which makes Chris the Peloton instructor for your commission check."

Nathan Easom

There are a few leaders who have shaped me as a sales pro - Chris is one of them. But based on "learnings per minute", Chris is by far number 1. He is a fountain of insight and a true enabler - he won't tell you something before fully exhausting the room's ability to find the answer. His approach to discovery led me to start asking questions I would never have thought - or dared - to ask. And I know WHY I'm asking and how to best phrase questions for maximum impact. I will continue to actively seek out his content.

Sam Geno

"Discovery, in my opinion, is the most crucial component of a salesperson’s process. Through Chris’s training and guidance, I was able to get the keys to unlocking doors I didn't realize I was missing. As a result of his training, I had the best year in sales I've ever had."

Dan Woodhead

"Chris is one of the best coaches I’ve come across in 20 years of selling. He offers thoughtful and actionable advice that is clear, concise, and impactful. His approach to asking “negative impact questions” has been a game-changer for my discovery calls, helping me drive urgency, uncover quantifiable business pain, and win more business. Whether you’re new to SaaS sales, or you’re experienced, I highly recommend taking his courses. Your commission checks will thank you!

Will Tagg

Chris’ courses are one of the few sales curriculums that have led to a meaningful difference in my skill set, performance and overall attainment. Prior to this, deals would too often stall or lose momentum. The training material around deep discovery has elevated my ability to identify mission-critical problems. This has paid massive dividends in the form of more consistent Enterprise deals.

Lauren Wesley

"Watching Chris' courses is watching someone do what he was meant to do. His courses are impactful, entertaining, and they get results. Once I implemented what he taught my deals got bigger and closed faster. I’ve been in sales for 15 years and have done a lot of sales training. Chris' discovery course is one of the best. Results came quickly when I implemented what I learned. And, that makes sales fun! Thank you, Chris!"

Stephanie Kramer

“Chris’ discovery trainings are so clear and practical that you only need a few days to start and apply all of the techniques. And you see results in your deals (and commission checks!) fast. His lesson on Negative Impact is 30 minutes of gold. Seriously the best training I've ever been through. I find myself walking into customer meetings confident and knowing exactly what to ask to set my deal up for success.”

Jefferson Mangus

"I have been to six President's Clubs since 2015 and I can easily say Chris has helped me continue to achieve this success through his thought-provoking discovery training. Each time I use these techniques, my prospects respond with, "well that is a great question" and then open up loads of discovery. It feels like a Harvard Business School class. I close more deals because of these lessons."

Ryan Topal

"I can't recommend Chris' content enough - my team listened to his course on negative impact and I'm confident it was the best use of our time all week. He shares great concepts that are necessary to be successful in sales at any time but especially now and makes it easy to take what you learned immediately onto your next call. Thank you!"

Kevin Quigley

"Chris does an exceptional job of unpacking the importance of each pillar he address in discovery. It's clear that he has not only had first-hand experience as a rep, but also as a sales leader. I'm most excited to fine tune my approach to 'negative impact' as I see that as a missing piece in so many deals today. Pumped to see what Chris comes out with next."
"

Travis Webb

"I learned and retained more from Chris’s discovery course than any other sales training in my career. Chris’s ability to take a complex process like discovery, and boil it down to simple and actionable steps, is second to none. I feel infinitely more comfortable running discovery after Chris’ training, and my quota attainment reflects that. Couldn’t recommend this course enough."

Harrison Waid

"Already crushed the course. Great stuff and very actionable. The delineation between open and targeted impact questions is simple and powerful. I am always looking for little nuggets of information I can use personally or that will scale across our sales team. Thoroughly enjoyed the course."

Jenny Vandine Mendoza

"This course is powerful. I’d like to think of myself as process driven, and this helps me makes sense of how every piece in discovery fits together. I LOOOOVE how you manage to synthesize so much powerful questioning in a simple way. I would have asked 3-4 questions before for every one question you teach to gather the same outcome and answers."

Cheston Newhall

"Chris' sales courses are in the top 1% of available content. It's engaging, concise, and actionable. In addition, you know with Chris' track record and radical curiosity that he's field-tested and researched his course's material. I wish I had this material available to me when I was starting my sales career. Now, I'll be recommending it to quota-carrying new hires and colleagues."

Vidit Baxi

"Hi Chris, I just did your SaaS discovery master class course last week. It's amazing, thank you for putting together such great content in simple words. The team here at Safe Security absolutely loved it."

Mark Baskin

"Epic course. Too many sales courses are too high level, way too complex and take days to complete without walking away with any concrete tactics you can use right away. Chris's course is completely tactical and doesn't just explain the concepts in a super easy-to-understand manner but actually walks you through how to execute them, how to ask the right questions, and what questions you should be asking. Highly recommend."

Levi Deeney

"I can't recommend this enough to anyone who might be on the edge of considering this program. Even after just the first video I was left in awe and so many ideas I am going to implement on my next discovery calls. Chris had me rethinking everything from how I structure my calls, to the order of asking questions, and position the call to my favor. I've seen a lot of sales leaders break down discovery, but Chris takes it to a whole other level. 100% recommend."

Neil Gandhi

"My businesses only became profitable because of the courses you've taught. Everything from your youtube videos to the SaaS Discovery Masterclass has turned me from a shy software engineer to a sales professional that can close deals. Thank you so much. And I'm excited to hear more about this new co you're building!."

Joey Szwec

"It can be really hard to make a decision in terms of what to invest in for professional development. After seeing some of Chris Orlob's content on LinkedIn I stumbled across his Discovery Masterclass. It's a gold mine. My favorite part about it is he not only tells you why you should do something, but gives you examples of how to do it live. Great course. Easily digestible. Happy customer 🙂"

Jason Kennedy

"Chris - I've been really enjoying your SaaS classes. I have a SaaS company and we had been struggling with our sales processes. We've begun applying your concepts and are really starting to see results!"

Nick Hugh

"I thought I'd let you know the impact that the Discovery Masterclass and Rig the Game have had on my ability to sell in just a few weeks. Last night I ended a streak of five calls that have finished with the prospect asking for a contract. I made some mistakes on that call, but the five deals before that had been won using techniques from your courses. For context, I was landing about 1 in 10 calls before that hot streak. I feel like all I've needed for quite some time is just a bit of fine tuning to the way I do discovery and an ability to know how to position our software better - which I've now learnt to do through the two courses. The business problem exercise in particular was a game changer for me."

Dee Acosta

"Discovery is the hardest, and arguably the most important part of sales, especially in a down economy. While you can script questions - understanding the meanings of the words and the motivations behind them makes the difference between a win and a loss.

Chris' SaaS Discovery Master Class only provides practical advice and examples that you can start using immediately. It helped me start drilling down again, put a process in place for pains and reframing, and salvage deals in a tough Q32022."

Griffin Casey

"Hey Chris - just wanted to give you props on the disco course - I'm training my team after taking it and seeing a ton of progress - especially the Cause Analysis and Negative Implications - the problems we are talking about with prospects went from leads/pipeline to CAC, Attrition, etc so it's been huge getting higher in the org"

Alex Moffitt

"Trained our NAMER and EMEA teams on the Discovery Masterclass a few weeks ago and already seeing the increase in conversion and quality of opps. Several reps said this was the most real and actionable sales training they've ever been through"

Amanda DaSilva

"Improving discovery is something all A players should invest in but it's not always easy to find the right program. Chris' Discovery Masterclass was one of the most deeply satisfying and tactical courses I have enrolled in. I recommend completing the exercises as you progress through each module so you have a treasure trove of disco ammunition at the end. I finished the course and immediately applied it to my next discovery call. The result was a customer monologue of 3:25 minutes and access to power within 48 hours."

Close More SaaS Deals.
Here's what's inside.

🔑 Close More SaaS Deals 🔑

01

How to find business pain that MONEY follows

● Word-for-word questions and frameworks to make dead certain you find PAIN."

● Why 90% of SaaS AEs “anchor their deal” to the wrong problem

🔑 Close More SaaS Deals 🔑

02

THE secret of becoming a trusted advisor: Cause Analysis

● Why you (literally) cannot sell without the right root cause questions

● A dead-simple technique that skyrockets your credibility with customers

🔑 Close More SaaS Deals 🔑

03

How to create repeatable urgency. Every deal.

● A simple three-step technique to intensify business pain.

🔑 Close More SaaS Deals 🔑

04

How to get customers to "run through walls"

● How to get customers to WANT what you sell… before you even demo.
● How to tap into the “raw emotion” that boxes out your competitors.

🔑 Close More SaaS Deals 🔑

The Full Curriculum

Part 1: Introduction

Welcome and my journey

Part 2: Identifying and validating “THE” business pain

Two attributes of the "right" problem to sell to.
How to "peel back the onion" to get to pain
How to validate (not just identify) true pain.

Part 3: Root cause analysis

Why the root cause is central to your deal.
Word-for-word questions and examples.

Part 4: Negative impact

Why negative impact will DOUBLE your influence.
Three powerful benefits of negative impact.
Three-step process for asking super-effective impact questions.
Dozens of word-for-word impact questions you can use today
The "open" vs. "targeted" impact question framework.

Part 5: Desired outcome

Get them to say it (and own it)
Build a vision of the desired outcome
Tap into raw emotion

🔑 Close More SaaS Deals 🔑

Frequently Asked Questions

How long is the course?

Who is this course for?

Who is this course NOT for?

Why is discovery in SaaS so important?

Why should I listen to you? Who are you?

What will I learn in this course?

Ok, got it. This must be expensive right?

Most courses are super expensive. What’s the deal?

Is it really worth $197?

How long will it take to see results?

Can I expense this?

Okay. What do I do next?

Unlock Lifetime Access Today

🔑 Close More SaaS Deals 🔑

One more thing!
🎁 Three KILLER BONUS GIFTS Inside 🎁

⌛ Expiring soon ⌛

🎁 BONUS #1 🎁

**The First Five Lessons of Rig the Game, FREE**

● Rig the Game is our online course on How to Win Your Unfair Share of Competitive SaaS Deals.

● You get the first FIVE lessons FREE with SaaS Discovery Masterclass ($249 value)

🔑 Close More SaaS Deals 🔑

🎁 BONUS #2 🎁

**My Personal "Outbound" Discovery Deck, FREE**

● The EXACT deck I use to "earn the right" to discovery on outbound deals.
● You'll get a BONUS video of me USING my personal discovery call deck
● This deck gets customers to GUSH about their pain

🔑 Close More SaaS Deals 🔑

🎁 BONUS #3 🎁

One Bi-Weekly Group Coaching Certificate, FREE

● One redeemable certificate to join our bi-weekly group coaching series ($1,250 value)

🔑 Close More SaaS Deals 🔑

Unlock Lifetime Access Today

⌛ ***Plus ALL THREE* BONUSES (expiring soon)**⌛

Money back guarantee Vector Art Stock Images | Depositphotos

"Here's my promise to you: If your colleagues aren't commenting about how great your discovery calls are within the next 30 days, then simply email chris.orlob [at] quotasignal.com and I'll instantly refund 100% of your money, no questions asked."
-Chris Orlob
Chris Orlob (@Chris_Orlob) / Twitter

🔑 Close More SaaS Deals 🔑

Introducing The SaaS Discovery Masterclass🎁 Get it for $297 only $197! 🎁

How Great SaaS Sellers Create "Urgency from Thin Air" and SELL In An Economic Meltdown

Learn the exact 5-step discovery system I used to train the #1 sales team at Gong to sell through an economic meltdown.

The SaaS Discovery Masterclass Has Helped 1,000s of AEs Win More Deals.

Zach Bromberg

Oliver Bailey

Gretchen Reynolds

Ian McDonald

Stephanie Alberti

Nick Zee

Lauren Frilling

Ellie LaRue

Doreen Justice

Miriam O'Donnell

Jessica Hartsell

Eric Johnson

Arash Almasi

Nathan Easom

Sam Geno

Dan Woodhead

Will Tagg

Lauren Wesley

Stephanie Kramer

Jefferson Mangus

Ryan Topal

Kevin Quigley

Travis Webb

Harrison Waid

Jenny Vandine Mendoza

Cheston Newhall

Vidit Baxi

Mark Baskin

Levi Deeney

Neil Gandhi

Joey Szwec

Jason Kennedy

Nick Hugh

Dee Acosta

Griffin Casey

Alex Moffitt

Amanda DaSilva

Close More SaaS Deals. Here's what's inside.

01

How to find business pain that MONEY follows

02

THE secret of becoming a trusted advisor: Cause Analysis

03

How to create repeatable urgency. Every deal.

04

How to get customers to "run through walls"

The Full Curriculum

Frequently Asked Questions

How long is the course?

Who is this course for?

Who is this course NOT for?

Why is discovery in SaaS so important?

Why should I listen to you? Who are you?

What will I learn in this course?

Ok, got it. This must be expensive right?

Most courses are super expensive. What’s the deal?

Is it really worth $197?

How long will it take to see results?

Can I expense this?

Okay. What do I do next?

Unlock Lifetime Access Today

One more thing! 🎁 Three KILLER BONUS GIFTS Inside 🎁

⌛ Expiring soon ⌛

🎁 BONUS #1 🎁

The First Five Lessons of Rig the Game, FREE

🎁 BONUS #2 🎁

My Personal "Outbound" Discovery Deck, FREE

🎁 BONUS #3 🎁

One Bi-Weekly Group Coaching Certificate, FREE

Unlock Lifetime Access Today

⌛ Plus ALL THREE BONUSES (expiring soon)⌛

Get my list of 39 super-effective discovery questions for FREE.

Join Our Free Trial

Introducing The SaaS Discovery Masterclass
🎁 Get it for $297 only $197! 🎁

Close More SaaS Deals.
Here's what's inside.

One more thing!
🎁 Three KILLER BONUS GIFTS Inside 🎁

**The First Five Lessons of Rig the Game, FREE**

**My Personal "Outbound" Discovery Deck, FREE**

⌛ ***Plus ALL THREE* BONUSES (expiring soon)**⌛

Get my list of 39 super-effective
discovery questions for FREE.