Course
Rig the Game
over 2,000+
Learners
Master the competitive selling strategies elite AEs use to shape buying criteria, influence decision dynamics, and win more deals against tough competitors.
Chris Orlob
CEO, Caliber (formerly pclub)
Start Course
Join learners mastering sales
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Brian McCarthy
Senior Vice President of Global Sales, Gloat
I've been through a lot of discovery trainings in my career, and this is easily at the top. The best part is how immediately actionable it is. My reps walked away with exact questions, tactics, and techniques they used to improve their next sales calls.
Alex Moffitt
Global Technical Sales Manager, Fusion 360 at Autodesk
We trained our teams on Discovery Masterclass, and we're already seeing an increase in opp conversion rates. Several reps said this was the most actionable sales training they've ever done.
Jasi Johnson
Account Director at LinkedIn
Finished my quarter at 152%. Just wanted to send you a thank you note for the training and content. I finished my quarter at 152% and my half at 104% largely due to your teachings and learning from your experiences.
Griffin Casey
Sales Manager at Drift
Best disco course - I'm seeing a ton of progress on my team - 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.
Brian McCarthy
Senior Vice President of Global Sales, Gloat
I've been through a lot of discovery trainings in my career, and this is easily at the top. The best part is how immediately actionable it is. My reps walked away with exact questions, tactics, and techniques they used to improve their next sales calls.
Alex Moffitt
Global Technical Sales Manager, Fusion 360 at Autodesk
We trained our teams on Discovery Masterclass, and we're already seeing an increase in opp conversion rates. Several reps said this was the most actionable sales training they've ever done.
Jasi Johnson
Account Director at LinkedIn
Finished my quarter at 152%. Just wanted to send you a thank you note for the training and content. I finished my quarter at 152% and my half at 104% largely due to your teachings and learning from your experiences.
Griffin Casey
Sales Manager at Drift
Best disco course - I'm seeing a ton of progress on my team - 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.
Brian McCarthy
Senior Vice President of Global Sales, Gloat
I've been through a lot of discovery trainings in my career, and this is easily at the top. The best part is how immediately actionable it is. My reps walked away with exact questions, tactics, and techniques they used to improve their next sales calls.
Alex Moffitt
Global Technical Sales Manager, Fusion 360 at Autodesk
We trained our teams on Discovery Masterclass, and we're already seeing an increase in opp conversion rates. Several reps said this was the most actionable sales training they've ever done.
Jasi Johnson
Account Director at LinkedIn
Finished my quarter at 152%. Just wanted to send you a thank you note for the training and content. I finished my quarter at 152% and my half at 104% largely due to your teachings and learning from your experiences.
Griffin Casey
Sales Manager at Drift
Best disco course - I'm seeing a ton of progress on my team - 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.
Stop reacting to competitive deals after they turn against you and start shaping the game before your competitors gain control
Competitive selling is not won by saying your product is better at the end of the process. It is won by influencing how buyers define the problem, what criteria they use, which stakeholders matter, and whether the evaluation favors your strengths before the competition has room to frame the deal against you.
Before this course:
You enter competitive deals too late, once the buying criteria already favor someone else
You rely on product differentiation that buyers do not fully value
You get undercut on price and struggle to defend your position
You do not know how to identify saboteurs, power players, or competitor-friendly stakeholders
You react to the buying process instead of influencing how it gets built
After this course:
You shape the root cause and desired solution in your favor
You use competitive selling strategies without slinging mud
You influence the buying process by adding, removing, accelerating, or delaying steps strategically
You analyze committee dynamics with PAPR and build a stronger political web
You protect your deal position when competitors, pricing pressure, or unfair criteria enter the room
MEET YOUR MENTOR
Chris Orlob
Chris Orlob is the CEO of Caliber and a proven sales operator who helped grow Gong.io from $200,000 to $200 million in ARR and a $7.2 billion valuation. His background combines frontline selling, sales leadership, competitive strategy, and the practical pattern recognition that comes from training thousands of sellers.
Chris’s competitive selling philosophy is built around a simple idea: the best AEs do not wait for the bakeoff to begin. They shape the customer’s understanding of the problem, teach buyers which criteria matter, build support across the committee, and make the evaluation harder for competitors to win on generic claims or cheaper pricing.Bio
Inside Rig the Game, Chris breaks down more than 20 competitive selling strategies across buying criteria, buying process, and buying committee dynamics. You will learn how to use a Nexus, sell the micro problem, set credibility landmines, ask for exclusive evaluations, neutralize competitor-friendly stakeholders, and create deal conditions that favor your solution.
Course Overview
2
Rig the Buying Criteria
3
Rig the Buying Process
4
Rig the Buying Committee
Course info
Level
Expert
Topics
AEs, Revenue Skills
Run Time
4h 41m
Course Resources
One Pager | Rig the Game
One Pager | Rig the Buying Criteria
One Pager | Rig the Buying Process
One Pager | Rig the Buying Committee
Exercise | Rig the Root Cause
Nexus Exercise
Exercise Slides | Sell the Micro Problem
Exercise | Sales Judo
Exercise | Add or Remove Steps
Trusted by top performers at…
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Everything You Get to Become An Elite AE
Close More Deals, Grow Your Income, and Accelerate Your Career With the World’s #1 AE Performance Platform.
What’s included
Every Course & Transformation Path
Master every AE skill from discovery to negotiation.
Certifications That Pay
Get credentials that increase earning power and promotion speed.
New Courses, Every Month
Stay ahead of the market with fresh lessons, mini-paths, and frameworks released monthly from the world’s top revenue experts.
AI-Powered Skill Practice (Full Library)
Turn learning into performance with AI deal simulations that let you rehearse real conversations, objections, and negotiations.
Private Skill Stacker Community
Network with ambitious AEs who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
Live Group Coaching
Join bi-weekly live sessions with elite mentors and top AEs — get direct feedback, guidance, and accountability on your pipeline.
Live Course Author Bonus Training Sessions
Learn directly from CROs, founders, and sales legends behind today’s fastest-growing companies.
Annual Plan Exclusive Discount
Save 20% off when you join the annual plan.
30-Day 100% Money-Back Guarantee
Not included in the monthly plan, though you are welcome to cancel any time.
What’s included
Every Course & Transformation Path
Master every AE skill from discovery to negotiation.
Certifications That Pay
Get credentials that increase earning power and promotion speed.
New Courses, Every Month
Stay ahead of the market with fresh lessons, mini-paths, and frameworks released monthly from the world’s top revenue experts.
AI-Powered Skill Practice (Full Library)
Turn learning into performance with AI deal simulations that let you rehearse real conversations, objections, and negotiations.
Private Skill Stacker Community
Network with ambitious AEs who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
Live Group Coaching
Join bi-weekly live sessions with elite mentors and top AEs — get direct feedback, guidance, and accountability on your pipeline.
Live Course Author Bonus Training Sessions
Learn directly from CROs, founders, and sales legends behind today’s fastest-growing companies.
Annual Plan Exclusive Discount
Save 20% off when you join the annual plan.
30-Day 100% Money-Back Guarantee
Not included in the monthly plan, though you are welcome to cancel any time.
If you hired a top sales coach, invested in elite courses, and bought one-on-one mentorship, you’d spend over $10,000. Inside pclub.io, you get it all — for less than the cost of one dinner out per week.
What’s included
Every Course & Transformation Path
Master every AE skill from discovery to negotiation.
Certifications That Pay
Get credentials that increase earning power and promotion speed.
New Courses, Every Month
Stay ahead of the market with fresh lessons, mini-paths, and frameworks released monthly from the world’s top revenue experts.
AI-Powered Skill Practice (Full Library)
Turn learning into performance with AI deal simulations that let you rehearse real conversations, objections, and negotiations.
Private Skill Stacker Community
Network with ambitious AEs who share strategies, wins, and playbooks — your new inner circle for accountability and opportunity.
Live Group Coaching
Join bi-weekly live sessions with elite mentors and top AEs — get direct feedback, guidance, and accountability on your pipeline.
Live Course Author Bonus Training Sessions
Learn directly from CROs, founders, and sales legends behind today’s fastest-growing companies.
Annual Plan Exclusive Discount
Save 20% off when you join the annual plan.
30-Day 100% Money-Back Guarantee
Not included in the monthly plan, though you are welcome to cancel any time.
If you hired a top sales coach, invested in elite courses, and bought one-on-one mentorship, you’d spend over $10,000. Inside pclub.io, you get it all — for less than the cost of one dinner out per week.
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FAQ
Who is pclub built for, and what makes it different from other sales training?
pclub is built for every revenue role, from SDR to AE to CRO, and for the teams that lead them. If your performance depends on revenue skills, you belong here.What sets pclub apart is the system behind it. Most sales training is a one-time event taught by outdated trainers with no real-world credibility. pclub is a continuous Revenue Skill Transformation System, taught exclusively by the top 1% of revenue experts in the world, reinforced through AI-powered skill practice, and designed to compound over time. You are not just getting access to content. You are getting a flywheel that builds measurable skill capacity and drives real revenue outcomes.
Do I get instant access to all courses?
Yes. The moment you join, everything is unlocked. Start with whichever course or Transformation Path fits your most pressing goal and begin building skills you can apply right away. Every path is designed to move you forward fast.
How long will it take to apply what I learn?
Quickly. Every course is built for rapid, practical application, with templates, examples, and exercises designed around real-world scenarios. Most learners are putting new skills to work within their first week.
Will this work regardless of where I'm starting?
Yes. Every course and Transformation Path is built with a step-by-step structure that meets you where you are, whether you're closing your first deals or sharpening skills at the top of your game. The system is designed to compound, so every skill you build accelerates the next.
Are lessons live or recorded?
They are recorded. But pclub is not a video library you watch and forget. Each course is structured as a skill system, with instruction, homework, and AI-powered practice built in so you are actively building something repeatable, not just consuming content. Learn at your own pace, revisit modules anytime, and reinforce what you learn until the skill is yours.
Is access subscription-based?
Yes. Your subscription gives you full access to all courses and Transformation Paths, AI-powered skill practice, certifications, and the private Skill Stacker Community. Annual members also get live group coaching, live author bonus training sessions, and a 30-day money-back guarantee. Cancel anytime with no hidden terms or fine print.
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