Podcast appearances and mentions of Kevin Dorsey

Want to refine your sales leadership strategies and elevate your team? Look no further – this episode of B2B Revenue Acceleration is a masterclass in Kevin Dorsey's BIPSY framework and a captivating exploration of the science behind sales leadership. Join Aurelien and Kevin as they explore the intricacies of BIPSY, an innovative sales leadership framework. Learn about the core components – "Behaviours," "Individual and Issue Diagnosis," "Process," and "Skills" – and how they contribute to sales success. Kevin shares practical insights on identifying the right behaviours, assessing individual states, streamlining processes, and developing essential skills for effective sales leadership. Throughout, Kevin sheds light on how BIPSY not only complements existing approaches but also stands out by specifically focusing on leadership, bridging a critical gap in the sales industry. Discover the unique aspects of BIPSY and how it addresses a crucial gap in the sales industry. Kevin's wealth of experience and the BIPSY framework provide actionable insights for leaders aiming to elevate their sales teams. 

Join the 30MPC Discovery Course waitlist TODAY and get first dibs + $25 off your first TWO months of Club Pass: https://clubpass.30mpc.com/discovery-course. FOUR ACTIONABLE TAKEAWAYS Match Tonality to Questions: Tone discongruence kills trust. If your tone doesn't match your question, prospects get skeptical. Adjust your delivery to align with the intent of your ask. Don't Push Economic Impact Too Soon: Mid-level managers may not care about bottom-line impact. Save deep financial discussions for decision-makers who influence the balance sheet. Three Levels of Problem Questions: First, identify the problem. Second, uncover its effects. Third, quantify the impact in time or money to drive urgency. Use Questions with Leads: Instead of open-ended asks, provide multiple-choice-style prompts. This makes answering easier and positions you as an informed advisor. KD'S PATH TO PRESIDENT'S CLUB CRO @ Finally SVP of Sales and Partnerships @ Bench Accounting Practice Lead, Revenue Leadership @ Winning by Design VP of Inside Sales @ PatientPop Inc. Head of Sales Enablement & Development @ ServiceTitan VP of Sales @ SnackNation RESOURCES DISCUSSED Read: Join our weekly newsletter Steal: Templates, drips, scripts

Welcome back to NK Podcast Shared! In today's episode, host Lori delves into a vital discussion on the increasing role of mediation and technology in reducing the stress of parental disputes during divorce and separation. Joined by our expert guest, they explore the importance of keeping children's best interests at heart while navigating the complexities of family law. We'll highlight the growing trend of parents opting for out-of-court conflict resolution, the challenges faced by those representing themselves due to financial constraints, and the critical need for judges to acknowledge personal aspects of each case beyond mere attorney interactions. Much of our conversation focuses on "Our Family Wizard," an app designed to streamline co-parenting communication. We'll examine its plethora of features, from unalterable messaging to expense management and audio/video calls, all aimed at reducing misunderstandings and fostering cooperative co-parenting. Lori reflects on her personal experience, sharing anecdotes about how improvements in communication tools could have eased her past co-parenting struggles. Additionally, we touch on legal complexities, the importance of clear court orders, and practical communication techniques like the BIFF method to handle high-conflict situations effectively. Whether you're a parent going through a separation or interested in family law, this episode provides valuable insights and practical tips to navigate these challenging waters. Tune in to discover how innovation and empathy can transform co-parenting and reduce litigation stress. In this episode, we discuss: "Our Family Wizard" App Communication in Co-Parenting Legal Documentation and Order Writing Technology in Legal Agreements Nacho Success Story: “The Support I Didn't Know I Needed” "I wasn't sure if Nacho Kids Academy was for me, but it ended up being exactly what I needed. The guided content gave me practical steps to take, and the group calls offered a place to share and get advice. It's made me a better husband and father, and I feel more confident in my role as a stepdad." — Jason H  

In this episode, you will learn 3 key things: Is leadership right for you? The transition from being an IC to a leadership role Tactical tips and insights from KD on leadership --- KD, Kevin Dorsey, known as the Father of Modern Leadership. Here's what KD has done as a sales leader: At Bench, he led the team to their first $1M ARR month, tripling their customer base. At PatientPop, he expanded the team to over 170 members, doubled conversion rates, and tripled the sales pipeline. At ServiceTitan, he successfully grew the team from 20 to more than 70 in just one year. Connect with KD on LinkedIn ⁠https://www.linkedin.com/in/kddorsey3/ Resources mentioned in the episode: KD's course: Sales Leadership Accelerator https://www.salesleadershipaccelerator.com/ Books: Radical Candor by Kim Scott Sales Manager Survival Guide by David Brock Cracking the Sales Management Code by Jason Jordan The Connector Manager by Jaime Roca, and Sari Wilde ---

In the competitive arena of sales, the leap from good to great can often hinge on the caliber of coaching and management teams receive. This episode of the Better Sell Better podcast, hosted by Kevin Dorsey, features Alex McNaughton from Grow AI, who brings invaluable insights into elevating sales teams through focused coaching efforts. Together, they dissect the integral role of effective management in high-performing sales teams and the often overlooked aspects of leadership that can significantly impact an organization's success. In this episode, you will be able to: - Distinguish the critical differences between merely good and truly great organizational performance. - Understand the profound impact of management and coaching in nurturing and driving sales team excellence. - Explore the challenges that frontline sales managers face, including the common shortfall in targeted training. - Recognize the necessity of continual skill development and the role of consistent practice in achieving mastery. - Acknowledge the existence of leadership gaps within organizations and the importance of investing in leadership development programs tailored to frontline managers. - Receive actionable self-improvement advice aimed at fostering a healthier work-life balance through attention to sleep, diet, and exercise, supplemented by book recommendations on effective management practices. Dive deep with us into the transformative power of leadership and coaching in sales, and uncover the strategies that can bridge the gap between good and exceptional in your team. Whether you're a frontline sales manager seeking to refine your skills or a member of a sales team aiming for greatness, this episode offers a roadmap to excellence, underscored by the personal development essential for sustained success. Key moments on this episode are: 0:00:00 The Importance of Management and Coaching in Sales 0:01:16 Coaching vs Managing: Understanding the Difference 0:03:09 The Blind Spot in Sales Management 0:04:40 Improving Coaching Skills for Managers 0:07:53 The Importance of Selling Skills in Sales Management 0:08:41 Maximizing Coaching Efficiency for Sales Managers 0:10:30 The Importance of Practice in Sales 0:13:57 Lack of Support for Frontline Sales Managers 0:17:09 Enabling Managers: Recognizing the Problem 0:19:40 The Importance of Effective Sales Leadership 0:21:37 The Impact of Direct Managers on Employee Experience 0:22:11 Challenges and Support for Managers 0:23:42 Challenges in Supporting Frontline Managers 0:25:12 Building Leadership Systems 0:27:18 Identifying What Good Looks Like 0:28:48 Scaling Greatness: Studying Top Performers 0:30:45 Invest in Yourself: Leadership Advice 0:33:25 Improving Sales Through Self-Care

On this episode of the Better Sell Better podcast, hosted by Kevin Dorsey, guest Ben Fickner, CRO at Clary, dive deep into the nuanced world of enterprise sales, uncovering the secrets to managing stakeholders, crafting compelling executive viewpoints, and preparing meticulously for high-stakes sales meetings. In this episode, you will be able to: - Understand the complexities of enterprise deals and the contrast with mid-market SMB sales. - Learn the importance of stakeholder management and developing an impactful executive POV. - Discover how to effectively prepare for enterprise sales meetings and prioritize accounts. - Gain insights into maintaining focus and injecting creativity into your sales processes. - Embrace the concept of living with intention, finding balance between work and personal life. - Realize the significance of building authentic connections and the value of face-to-face engagement in a remote work environment. Join us as we explore not just the mechanics of successful enterprise selling, but also the art of living a balanced, intentional life while pursuing sales excellence. Whether you're a seasoned sales professional or aspiring to make your mark in the enterprise space, this episode offers valuable lessons on both professional growth and personal fulfillment. Key moments: 0:00:00 - Going Up Market: Strategies for Success 0:01:00 - Differences Between Enterprise Sales and Mid-Market SMB Sales 0:02:49 - Navigating Internal and External Politics in Enterprise Sales 0:04:38 - Crafting an Executive Point of View 0:07:15 - The Importance of Practice in Enterprise Sales 0:10:34 - The Power of Intention in Preparing for Sales Calls 0:12:17 - Approaching Time Management and Prioritization in Sales 0:15:59 - The Willingness to Share Knowledge among Top Sellers 0:17:24 - Defining and Codifying Best Practices for Scalability 0:19:33 - Staying Sharp in Enterprise Sales 0:22:17 - Approaching Accounts as Territories 0:24:02 - The Importance of Face-to-Face Interactions in Sales 0:25:30 - Strategies for Coordinating Remote Events 0:27:22 - Building Relationships and Creative Strategies in Enterprise Sales 0:32:50 - The Power of Connections 0:35:11 - Living with Intention: Balancing Work and Family

Today's guest had devoted his career to mastering the craft of sales development. Justin Otley is the VP of Global Sales Development at Talkdesk. Justin joins Host Matt Benelli to discuss why sales leaders should be focused on their team's fundamentals rather than their tech stack, how to use an Issue Diagnosis Framework when coaching sellers, and why it's imperative to show SDRs that there is a path forward.Takeaways:Spending time on mastering the fundamentals of the sales process can yield better results than depending on a fancy tech stack. If your team is not coached and trained effectively, no technological aid can help achieve the desired sales goals.Don't let your sales team become over-dependent on sales engagement platforms. While a sales engagement platform can be a helpful tool, it should not replace mastering the basics of sales and a hands-on, detailed approach. It's essential to address any performance issues as early as possible. Being proactive in providing coaching or improvement plans can help improve the SDR's performance before it negatively impacts the overall sales goals.The most successful SDRs exhibit resourcefulness and curiosity, leveraging these traits to deliver results while maintaining a tenacious focus on personal and professional development.It's critical to develop a well-thought-out career path for SDRs. This includes providing opportunities for internal promotion when they master their role and preparing SDRs for their next role within the organization.Having the right people on your team is essential for success. This includes hiring individuals who align with your company culture and possess the tenacity to achieve goals without making excuses. A multi-pronged approach leveraging phone calls, emails, and social media outreach can set SDR teams up for success. Despite the increasing popularity of online channels, phone calls are still vital for effective outreach.Quote of the Show:“AI is going to replace lazy sellers, lazy SDRs, right? Those who are not willing to put in the work and make it a good experience for their prospect or customer. Those are the ones that are going to, unfortunately, pay the consequences.” - Justin OtleyLinks:Twitter: [guest's Twitter]LinkedIn: https://www.linkedin.com/in/justinotley/ Website: https://www.talkdesk.com/ Shoutouts:Kyle Coleman: https://www.linkedin.com/in/kyletcoleman/ Kevin Dorsey: https://www.linkedin.com/in/kddorsey3/ Ways to Tune In:Spotify: https://open.spotify.com/show/0Yb1wPzUxyrfR0Dx35ym1A Apple Podcasts: https://podcasts.apple.com/us/podcast/coach2scale-how-modern-leaders-build-a-coaching-culture/id1699901434 Amazon Music: https://music.amazon.com/podcasts/fd188af6-7c17-4b2e-a0b2-196ecd6fdf77 Podchaser: https://www.podchaser.com/podcasts/coach2scale-how-modern-leaders-5419703 YouTube: https://www.youtube.com/@Coach2Scale CoachEm™ is the first Coaching Execution Platform that integrates deep learning technology to proactively analyze patterns, highlight the "why" behind the data with root causes, and identify the actions that will ultimately improve business results going forward.  These practical coaching recommendations for managers will help their teams drive more deals, bigger deals, faster deals and loyal customers. Built with decades of go-to-market experience, world-renowned data scientists and advanced causal AI/ML technology, CoachEm™ leverages your existing tech stack to increase rep productivity, increase retention, and replicate best practices across your team.Learn more at coachem.io

Unlock the secrets to making your money work for you in this episode of the Live Better, Sell Better podcast, hosted by Kevin Dorsey. Join us as Kevin welcomes Stacie Sussman, CRO at RevUp Advisory, to delve into the world of financial wisdom and unconventional investments. Stacie shares her journey of realizing the need for a different approach to money management, sparking a transformation that led her to educate herself through books, podcasts, and lectures on non-traditional investments. Discover the power of finding a passion or side hustle and investing in it, a strategy that Stacey passionately advocates. In this episode, you'll learn: - The significance of investing in coaching or programs to enhance skills related to your side hustles. - How networking and community involvement can open doors to new opportunities and shape your world. - Strategies for turning your side hustle into a full-time business or exploring joint ventures with friends. - Insightful perspectives on investing in "boring" businesses like laundromats or car washes for stable cash flow. - Tips for generating surplus cash and venturing into unique assets like artwork with potential for appreciation. Stacie and Kevin highlight the importance of surrounding yourself with like-minded individuals to expand your circle and create possibilities. The episode concludes with a summary of various investment opportunities, including art and real estate, and emphasizes the role of education, professional consultation, and starting small in the world of finance. Don't miss this chance to gain actionable insights and discover unconventional paths to financial success. Customize your approach to money management and take the first step towards unlocking your full financial potential! The key moments in this episode are: 0:00:00 intro 0:00:47 Putting Your Money to Work 0:02:10 Realizing the Need for Financial Change 0:03:34 Exploring Financial Investment Opportunities 0:04:49 Investing Strategies for Sales Professionals 0:07:14 Investing in Side Hustles: Time, Networking, and Calculated Risks 0:12:04 Building a Network for Success 0:14:23 Transitioning from Side Hustle to Full-Time Business 0:17:14 The Impact of Compensation Plans on Leadership 0:18:20 Exploring Small Business Opportunities 0:20:50 Leveraging Technology and Investments for Financial Success 0:22:33 Investment Options Beyond Traditional Methods 0:28:56 Maximizing Income through Tax Strategies and Investments 0:29:49 Starting the Investment Process 0:32:05 Creating Wealth and Happiness through Passion

In this episode, Jake Dunlap delves into the transformative world of generative AI, shedding light on its pivotal role in reshaping sales and marketing strategies for a more efficient business model. Much like the often misunderstood yet critical role of RevOps in ensuring streamlined operations, generative AI is emerging as a game-changer, yet many are still navigating its practical applications. Jake takes listeners through a journey of discovery, highlighting the innovative use of custom GPTs in sales onboarding and demonstrating the power of personalized content creation at scale. He intricately discusses the art of crafting compelling cold emails and strategically identifying and approaching the right prospects, akin to how RevOps provides a comprehensive overview of the entire customer journey. This episode is an insightful exploration of the potential of generative AI to offer a holistic, birds-eye view of sales and marketing processes, inviting professionals to embrace these cutting-edge tools to enhance their outreach strategies and drive their businesses forward efficiently.______________________________________________Pre-order Jake's book, "The Innovative Seller" and get access to over $300 in free bonuses! https://www.jakedunlap.com/the-innovative-seller Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only $50/year: https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader______________________________________________Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Related Content:Allegrow: https://bit.ly/allegrow-email-deliberability______________________________________________Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Here's the thing. Most content focus on what the top 1% of sales reps do. While that's great - we seek to understand what the top 1% of sales teams are doing.How do they operate? How are they managed? This and more we discuss with Kevin "KD" Dorsey, SVP of Sales and Partnerships at Bench.(00:00) - Introduction (01:51) - Meet Kevin KD Dorsey (03:30) - Understanding the top 1% of reps (06:25) - Creating a top 1% sales team (09:47) - The four Ds (16:59) - How to stack improvements (20:54) - You can't outsource this (25:00) - Supporting functions of a winning team (28:47) - Script or no script? (36:32) - Recognize behaviour, not just results Make sure to check out KD's sales leadership accelerator.

SCOREService Corps of Retired Executives, or SCORE is an organizationdedicated to helping small businesses get off the ground.Whether you need help evaluating a new business idea or plan,stimulating business growth, or developing long-term stability - SCORETampa can help at little to no cost. Our goals are your goals. Let'sset & meet them together with training opportunities, free workshops,and online resources!Our volunteers are successful real-world business professionals whovolunteer thousands of hours to help existing and startup businessessucceed. Our volunteers are experts with experience in areas such as;accounting, finance, human resources, consulting, import/export, law,operations, production, retail, wholesale, manufacturing, sales,marketing, management, business plan preparation, strategic planning,and many other business disciplines.We provide:Volunteer MENTORS who share their expertise across many industriesFree, confidential business mentoring in person, via email, or by videoFree business TOOLS, templates, and tips here onlineInexpensive or free business WORKSHOPS (locally) and webinars (online 24/7)https://www.score.org/tampa

In this episode, we are joined by Ruari Baker, Co-Founder & CEO of Allegrow, to navigate the complex terrain of Google and Microsoft's updated spam rules for 2024, underlining their significance for both B2C and B2B email communications. We unravel the nuances of these policy changes, addressing common misconceptions and providing a strategic roadmap for businesses to adapt their email marketing and sales strategies effectively. Ruari and Jake emphasize the importance of compliance, suggesting tools and processes for monitoring, and advocating for a proactive stance in improving email deliverability and engagement. The episode is a call for businesses to refine their outreach strategies, ensuring they align with the evolving digital communication landscape while maintaining the integrity of their sender reputation and inbox placement.______________________________________________Related Content:Allegrow: https://bit.ly/allegrow-email-deliberabilityGoogle Email Sender Guidelines: https://support.google.com/mail/answer/81126?hl=en#requirements-5k&zippy=%2Crequirements-for-sending-or-more-messages-per-day Pre-order Jake's book, "The Innovative Seller" and get access to over $300 in free bonuses! https://www.jakedunlap.com/the-innovative-seller Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only $50/year: https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Ruari:LinkedIn: https://www.linkedin.com/in/ruaribaker/ Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Diving into the transformative trends reshaping the RevOps landscape in 2024, this episode sheds light on the escalating significance of RevOps as an essential element in orchestrating intricate customer journeys. It centers around fostering team synergy, transitioning towards real-time metrics for dynamic decision-making, and leveraging the burgeoning capabilities of ML & AI to streamline data processes. As we navigate these pivotal shifts, a critical checklist is presented, pinpointing the strategic role of RevOps, the adoption of real-time metrics, and the enhanced utilization of ML & AI tools as the key drivers poised to redefine organizational dynamics and operational efficiency.Hit the subscribe button on your favorite podcast player so you don't miss the next episode. ______________________________________________Pre-order Jake's book, "The Innovative Seller" and get access to over $300 in free bonuses! https://www.jakedunlap.com/the-innovative-seller Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only $50/year: https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

In this episode, Jake welcomes Max Elster, Co-Founder of Minoa, to delve into the art of effective ROI storytelling in sales. Max highlights the evolving landscape of enterprise sales, emphasizing the need for collaborative business case development and quantifying the impact of products in partnership with buyers. The conversation kicks off with a critical examination of value selling, underscoring the shift from a one-sided approach to a more collaborative, customer-centric method. Max points out the increasing scrutiny CFOs are placing on spending, necessitating a deeper and earlier engagement in understanding and quantifying product value for buyers.,Max and Jake explore the nuances of constructing compelling ROI narratives tailored to various stakeholders, from technical to non-technical audiences. They address the challenges of consensus building in the decision-making process, where every stakeholder, from end-users to department heads, plays a pivotal role. The conversation also touches on the increasing complexity of sales due to the proliferation of procurement software in enterprises. Looking ahead, Max foresees a trend towards greater transparency and collaboration in sales, where the value proposition is clear and mutually beneficial for both buyers and sellers. This episode is packed with valuable insights for anyone looking to refine their sales strategies and better understand the dynamics of modern enterprise sales.______________________________________________Pre-order Jake's book, "The Innovative Seller" and get access to over $300 in free bonuses! https://www.jakedunlap.com/the-innovative-seller Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only $50/year: https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter Check out Minoa:https://www.minoa.io/ The Ultimate Guide to Value Selling: https://www.minoa.io/whitepaper______________________________________________Follow Max:LinkedIn: https://www.linkedin.com/in/maxelster/ Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

In this episode, Jake kicks off 2024 by outlining four strategic priorities crucial for businesses. He emphasizes the need to make Revenue Operations (RevOps) a strategic role, serving as a through line to align sales, marketing, and customer service, thus avoiding the common pitfalls of siloed problem-solving. Jake highlights the benefits of real-time metrics and analysis, stressing the importance of measuring sales movement frequently to adapt strategies promptly. The episode underscores the necessity of taking outbound optimization seriously, addressing the low success rates and advocating for consistent, real-time optimization practices.Jake concludes by delving into the deployment of generative AI, foreseeing its tremendous benefits for true personalization at scale, efficient sales operations, and dynamic training scenarios. While acknowledging potential resistance to change, he encourages organizations to embrace these innovations in 2024.Check out the AI Unleashed Series, featuring Jake and Kevin Dorsey, and to pre-order Jake's upcoming book, "The Innovative Seller," to continue the conversation and stay ahead in the dynamic landscape of sales and revenue operations. Timestamps:00:02 Introduction and New Year Wishes00:22 AI and Lease Series Announcement00:44 Discussing Priorities for 202401:21 The Importance of Revenue Operations04:33 The Need for Real-Time Metrics and Analysis06:10 Outbound Optimization and its Importance09:48 The Role of Generative AI in 202412:58 Legislation and Email Deliverability13:35 Conclusion and Final Thoughts______________________________________________Pre-order Jake's book, "The Innovative Seller" and get access to over $300 in free bonuses! https://www.jakedunlap.com/the-innovative-seller Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only $50/year: https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Today's episode is set to ignite a riveting conversation on the dynamic world of AI and its effects that are reshaping both the B2B and B2C landscapes, creating an urgency for businesses to embrace this digital change.Jaci Russo, the brain behind a top-tier brand management agency, joins Jake in discussing the dynamic intersection of AI, marketing, and consumer decision-making. She shares her insights on why companies should not fear the rise of AI but rather recognize how to harness its growing power, and the common skepticism surrounding AI—fears of job insecurity and the ever-looming question: Are machines taking over?Jaci also shares her experiences in brand management and how AI tools like Guidde and Originality AI are reshaping operational standards while maintaining the quintessential human strategic thinking.Don't forget to hit the subscribe button on your favorite podcast player so you don't miss the next episode! Timestamps:(00:00) Discussing pushback and benefits of generative AI.(05:13) Navigating fear of being replaced; valuable collaboration.(11:03) Tools do not replace human strategic thinking.(13:55) Discussing new tools and problem-solving approaches.(18:12) Google and Microsoft imposing email limits in February.(22:40) Strategic planning, proactive approach, and reconnection trends.(26:16) Competitive landscape shifts to vetted buyers' needs.(29:43) AI can help adapt and win in business.(30:37) Developing custom GPTs for sales team research. Quotes:"We should not be scared that somebody else, whether it's another agency or an AI, that's going to solve the problem. We should be focused on how do we improve our processes, how do we get better at our jobs so that we are solving the problems of our clients." "We find that we waste most time as humans when we procrastinate, delay, put off, instead of planning ahead and setting ourselves up for success."“So we're back to the fear of the unknown, the third piece that I hear most often... How am I going to keep my job if the computer can do it better than me, right?”______________________________________________ Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter Guidde- free extension: https://www.guidde.com/?ref=zty0zwi&gclid=CjwKCAiAp5qsBhAPEiwAP0qeJhrkXgeuHPTfp1wXIkkK8wn0c5nNVLRhpFD-SIXdOSrOJMuWBpGmORoCtmIQAvD_BwEOriginality AI- https://originality.ai/______________________________________________ Connect with Jaci:LinkedIn: https://www.linkedin.com/in/jacirusso/Instagram: https://www.instagram.com/jacirusso/?hl=enWebsite: https://jacirusso.com/Twitter X: https://twitter.com/i/flow/login?redirect_after_login=%2Fjacirusso Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com   

Wondering How to improve your SaaS Sales ? Well, In this episode, Joran interviews Kevin Dorsey, the Senior President of Sales and Partnerships at Bench, discussing the strategies and processes for successful SaaS sales. Kevin's experience and expertise in sales leadership make him a valuable guest for this episode. Kevin Dorsey, known as KD and the Father of Modern Sales Leadership, has an impressive background in sales, having worked with over 400 sales organizations and achieved success in different industry verticals. His expertise and experience make him a valuable resource for discussing SaaS sales strategies. Kevin defines SaaS excellence as a higher standard of execution and expectations in sales, product development, customer success, and marketing. He emphasizes the importance of consistently holding oneself to a bar of excellence and delivering value. According to Kevin, achieving SaaS excellence involves repeatability at a high standard, focusing on problem-solving, understanding customer needs, and striving for continuous improvement. He emphasizes the habit of operating with the intention to achieve excellence. Key Timecodes (0:40) Show and guest intro (1:50) Why you should listen to Kevin (2:39) What is SaaS excellence? (4:55) Why is WHY a very loaded question? (7:35)The most common mistakes companies make while doing sales (10:37) The ideal processes or strategies recommended to set up a sales process (14:20)  The four D's That define a sales process (16:44) The best practices for a successful sales proccess (21:00) Challenges faced while implementing sales process (23:43)  KD's mentorship advice (28:20) How to grow towards 10K MRR (29:56) How to grow towards 10 million ARR (33:51) Kevin's crucial advice to SaaS founders (35:46) What Kevin wishes he knew 10 years ago

AI technology keeps improving, and there are new developments every single week. We know it can be overwhelming, but this 2024, it's crystal clear that those who embrace it in their organization will gain a massive advantage over those who don't.As with any other tool, implementing chatGPT in your tech stack is more than signing up and turning it on. It will likely cause a profound change in your processes. But given the increasing capabilities of AI, it may very well turn into the biggest leverage for your business next year.In this episode, we'll focus on three particular areas where we recommend deploying chatGPT in your organization this 2024:Increased outbound and sales conversionsAccount growth and retentionOngoing sales training Hit the subscribe button on your favorite podcast player so you don't miss the next episode.Check out the full article and recording on skaled.com:https://skaled.com/insights/chatgpt-for-sales-2024/ If you're a leader and want to integrate an AI strategy into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro Join us in one of our workshops to learn how chatGPT can boost sales in your organization: https://skaled.com/insights/ai-sales-accelerator/ Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

2024 Unicoi Custom Call Makers Show Preview Show This week, Mark Sharpe joins Cameron and Andy on this week's episode to talk about the upcoming 2024 Unicoi Custom Call Makers Show. The show in 2024 will take place January 12 and January 13 in Helen, Georgia at Unicoi State Park. Mark shares who the new call makers attending the show will be at the upcoming show. He also shares what other products will be available for purchase at the show. He also tells us what is so special about the Unicoi show to him.  If you are a fan of turkey hunting and appreciate spending time with other turkey hunters, then you will want to attend the 2024 Unicoi Custom Call Makers Show. This is a fun episode, and you will want to listen in. Below is a list of the vendors who will be attending this year's show... Aj Hiner, Anthony Ellis, Billy McCallister (Jeffrey Thompson), Bob Harwell, Brian Lawter, Chad Scruggs, Daniel Harris, Darrin Dawkins (James Harrison), Dean Redbeard Mundhenke, Derek Fowler, Dickie Champion (Steve Fowler), Doug Morgan (Kenny Pedelahore), Ed Jenkins (Brad Roberts), Fred E Cox Jr. JR Teague), Grant Odom, Hoyt Brown, Irving Whitt (Chris Williams), Jamey Rex, Jeff Lacey / Clay Townsend, Jeff McKamey, Jeremy Stafford, Jimmy Schaffer, Jody Harrison, John Dangerfield, Kevin Cantrell, Kevin Dorsey, Kevin Farr, Kevin Kirkpatrick (Stanley Wymbs), Kyle Osborne / Eric Osborne, Lamar Williams / Tate Williams, Larry Halford (Jeff Harrison), Larry Stephens, Lee Chadwick, Lee Smith (James Witmer), Lon Trice (Steve Morgenstern), Mark McPhail (Mike Cook), Mark Prudhomme (Pat Strawser) (Harold Knight), Mark Sharpe (Timothy Oldham Jr.), Don Watkins (TJ Johnson), Matt Fulkerson (Steve Lumma), Matt Mclain (Ralph Permar), Mike Lapp, Paul B. Durham (Moye Howard), Richard Hudson, Roger Parks (Donnie Richards), Ron Watters (Robert Mosley), Steve Mann (Marvin Breedlove), Steve Turpin, Tim Bullock (Seth Hamon), Tim Sandford (Mike Robare), Thomas Jameson, Todd Black, Tony Ezolt (Ralph Snodgrass), Tony Quarino Sportsman's Variety, Wendell Lancaster (Tom Osmer) Will Dutton. Those are the call makers! The lobby vendors are as follows: Bryan Absher, Duncan Dobie, Ed Muller, Glenda Green,, Herb Mcclure, Larry Proffitt, Michael T Simpson, Tony Rider (Dennis Gooch)! Don't forget to buy your raffle tickets for a chance to win a Rio Grande turkey hunt in south Texas in February 2024. Click the link below to buy your discounted raffle ticket packages. https://rafflecreator.com/pages/78793/wild-turkey-hunt-fundraiser

Reporting is retrospective. Data is proactive. There's only so much we can gain by analyzing a report, but taking a holistic view on all the data available can be the difference between a struggling business and a thriving one.Some of the insights your business desperately needs might already be buried in your data, assuming you're willing to look closely enough. And now with AI, this process is becoming much faster and smoother. So there's no excuse not to embrace a data strategy.In today's episode, we are joined by Evan Nelson, VP of Customer Experience at Cognism, to explore the impact of data on revenue, actionable ways to measure it, and three ways data can drive sales and improve decision-making. Timestamps:00:00 Intro01:20 Evan's Background03:58 Data and Reporting in 202406:39 How Data Drives Revenue09:33 Win/Loss Analysis14:34 Segmentation & Territories17:01 Churn Analysis21:47 AI and Data25:22 Outro Quotes:“There is no professional that improves their performance by winging it and not knowing the data.”“For a lot of folks, data isn't important until it might be too late.““The second you start to understand your customer base and how you're going to market, it becomes game-changing. You can actually build out teams that are so much more efficient.”“It's not just about where am I winning, or where am I losing. It's about what are the common traits of those.” Hit the subscribe button on your favorite podcast player so you don't miss the next episode.______________________________________________ If you're a leader and want to integrate an AI or RevOps strategy into your org - book some time with us to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro Join us in one of our workshops to learn how chatGPT can boost sales in your organization: https://skaled.com/insights/ai-sales-accelerator/ Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________Follow Evan: Linkedin: https://www.linkedin.com/in/evan-nelson-4326683b/Website: https://www.cognism.com/ Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com 

More and more organizations are realizing that RevOps plays an important role in ensuring their business runs efficiently. However, many don't understand it or tend to be stuck in their old ways, failing to implement it effectively.With its holistic methodology, RevOps helps you build a much more efficient organization. Unlike sales teams, RevOps has a birds-eye view of the processes and technology involved in the whole customer journey.In today's episode, we are going to go through five reasons why RevOps should own the creation and optimization of your sales cycle. Let's dive in! Hit the subscribe button on your favorite podcast player so you don't miss the next episode.Check out the full article and recording on skaled.com:https://skaled.com/insights/revops-sales-playbook-5-reasons/ If you're a leader and want to integrate a RevOps strategy into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro Join us in one of our workshops to learn how chatGPT can boost sales in your organization: https://skaled.com/insights/ai-sales-accelerator/ Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

If you've been thinking about implementing AI into your org but are overwhelmed with so many opportunities, let's pause and step back for a moment. What are the things where chatGPT could move the needle in your sales process, today?Enterprise selling is a more complex game than regular sales, usually with 2X to 3X the stakeholders and intricate internal processes you need to navigate. With that in mind, in today's webinar we'll cover how enterprise sales orgs leverage ChatGPT as soon as possible, by specifically focusing on these points:Advanced account research: Trends in a specific accountIndividual research: People within the accountScenario planning and long-term strategy development Hit the subscribe button on your favorite podcast player so you don't miss the next episode. If you're a leader and want to integrate an AI strategy into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com 

Whether you are a sales rep or have a sales team, you should know how the activities you perform affect the bottom-line of your company. But how exactly do you measure that? That's where Revenue Operations comes in—to give you a bird-eye view of your entire value chain, identify the constraints in your sales cycle and optimize your system based on those findings.How efficiently are your prospects moving through the sales process? What percentage of them are converting? And how can we keep them for longer? These are the sort of questions you should be asking yourself. Lucky for you, in today's episode we'll dive deep on these three key metrics, and how RevOps can drive better results on each of them:  Sales Efficiency: Close deals in less timeConversion Rates:  Convert a higher % of leadsCustomer Churn: Get more customers renewing Hit the subscribe button on your favorite podcast player so you don't miss the next episode. If you're a leader and want to integrate a RevOps strategy into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year:https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com 

Does this sound familiar? You've been told to follow a generic sales processin order to achieve better results, but it's not working. You're feeling the painof wasted time and missed opportunities as you struggle to align with yourbuyer's needs. It's time to break free from the ineffective actions anddiscover a new approach that will truly improve your sales outcomes. In this episode, you will be able to:- Discover champion selling and advocacy strategies to boost your sales success.- Learn the importance of building trust with champions and how it can drive your sales results.- Gain insights on aligning your sales process with the needs of your buyers for better outcomes.- Unlock the power of multithreading and engaging multiple stakeholders to close more deals.- Harness the effectiveness of texting in your communication to increase sales engagement and conversions.My special guest isDarin Alpert, an experienced GTM professional and entrepreneur, joinsKevin Dorsey on the Live Better Sell Better podcast to share his expertise onaligning the sales process with buyer needs. With a background in foundingand selling companies, as well as receiving backing from renowned investorMark Cuban, Darren brings a wealth of knowledge and practical insights tothe discussion. Together, they delve into the importance of having achampion or coach in the sales process, exploring the characteristics thatdefine a true champion and offering guidance on how to identify and developthem. With a focus on multithreading and transforming champions intoadvocates, Darren provides actionable strategies for maximizing salesoutcomes by aligning with the needs of buyers. Sales professionals looking toenhance their success will find this episode to be a valuable resource. The key moments in this episode are:         00:00:06 - Introduction          00:01:14 - The Importance of Champions                   00:03:57 - Defining Champions, Coaches, and Mobilizers                   00:06:11 - Challenges as a Buyer                   00:09:02 - Buying Reputation          00:12:32 - The Importance of Communication and Understanding in Sales          00:13:34 - The Role of Salespeople as Consultants          00:14:53 - The Negative Impact of Speed in Sales            00:17:37 - The Importance of Multithreading in Sales          00:24:57 - The Importance of Customer Stories          00:26:07 - Buyers Prefer Talking to Yodas            00:27:32 - Power and Influence in Sales          00:29:03 - Leveraging Internal Champions          00:30:57 - Building Champions Through Product-Led Growth

Revenue Operations is often misunderstood, overshadowed by sales operations, or wrongly reduced to the implementation of new software. But Revenue Operations goes far beyond that—it's about creating unified experiences for customers that drive revenue growth, from beginning to end. Embracing a RevOps approach will impact your company in a way implementing a new piece of software never will, improving key performance metrics like sales velocity, conversion rates, average deal size, or team productivity. Today, we'll dive deep into four key areas that will help you drive revenue in 2024 and create end-to-end visibility into your business:The difference between Revenue Operations and Sales Operations3 Reasons to make Revenue Operations a top priority in 2024Quantifiable ways to measure the impact of Revenue OperationsActionable steps to get started implementing a RevOps strategy Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate a RevOps strategy into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Hit the subscribe button on your favorite podcast player so you don't miss the next episode.Check out the chatGPT prompts, full article, and recording on skaled.com:https://skaled.com/insights/revenue-growth-strategy-2024/ Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Unlocking the Sales Mind: Discover the powerful journey of SDR Troy Barteras he defies conventional beliefs, unleashes the potential of mindset training,and battles the paradoxical challenge of transforming perspectives for long-term sales success. In this episode, you will be able to:- Unlock the power of a positive mindset to supercharge your salessuccess.- Develop effective sales habits that will consistently drive results.- Gain a new perspective on the role mindset plays in your salessuccess.- Fuel your motivation and drive to achieve your sales goals.- Discover the benefits of mindset training for your entire sales team. My special guest isOur guest for today's episode is Troy Barter, the head of revenue at RocketShipping. With over two decades of experience in the sales industry, Troybrings a wealth of knowledge and expertise to the table. What sets Troyapart is his deep understanding of the importance of mindset in sales. Hefirmly believes that mindset is not something innate, but rather a skill thatcan be trained and developed. Through his book and upcoming course, "TheSales Development Mindset PhD," Troy aims to equip sales developmentrepresentatives (SDRs) with the tools and strategies they need to cultivate amindset of resilience, discipline, and unwavering motivation. With Troy'sguidance, SDRs can unlock their full potential and achieve long-term successin their sales careers. Get ready to learn from Troy's invaluable insights onmindset coaching in this episode of the Live Better Sell Better podcast.The key moments in this episode are:00:00:06 -  Introduction         00:01:26 - The Importance of Mindset          00:04:07 - The Mindset of an SDR          00:06:00 - The Components of a Sales Development Mindset          00:08:53 -  Unlocking and Maintaining the Sales Development Mindset          00:12:38 - The Importance of Perspective          00:18:19 - Coaching Mindset for Success          00:19:26 - Creating a Winning Mindset          00:20:59 - Turning Habits into Success          00:25:14 - The Importance of Dedication and Breaks          00:26:40 - The Benefits of Dedicating Time to Activity          00:28:06 - Developing Effective Habits          00:30:10 - The Power of Mindset          00:33:41 -  Finding Long-Term Motivation          00:36:56 - The Importance of Repeatable Actions          00:37:53 - Investing Time in Family          00:39:05 - Making Your Children Laugh          00:39:39 - Connecting with Troy Barter          00:40:11 - Wrapping Up with Troy   

Believe it or not, our understanding of the impact of AI is still very limited. Although we're becoming more familiar with AI, somehow we see more and more sales teams struggling to hit their outbound goals. If they are already using chatGPT, what are they doing wrong?For one, as with any other tool, they might not be using it properly. But for another, they might not be aware of all the ways it could be helping them to grow their business. And so, for those of you who like to stay ahead of the curve, today we are going to explore some upcoming trends that will massively impact the way sales teams operate around the world.In this episode, Jake will cover:What's next in AI for SalesSetting up a custom botIntegrating and automating appsPartnering with AI Startup fundsThoughts on MEDDICRelevant vs Personalized outreachLinkedIn advice for small creators Hit the subscribe button on your favorite podcast player so you don't miss the next episode.____________________________________________ Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro/ Remember, registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders mastering AI and chatGPT during our free live sessions. Sign up now: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Discover the secret sauce to crafting a buyer enablement environment thatleaves sales professionals in a bind. With outdated content overwhelmingbuyers, find out how to provide the most relevant information at the righttime, leaving sellers questioning their approach and eager for the nextepisode. In this episode, you will be able to:- Boost sales success with effective buyer enablement strategies: Learnhow to empower your buyers and close deals faster.- Increase deal closure rates with customizable content libraries:Discover how tailored content can give your sales team a competitive edge.- Harness the importance of leadership in sales for remarkable results:Learn how effective leadership can drive your sales team to new heights.- Achieve personal fulfillment and sales success: Uncover the secrets to finding personal satisfaction and achieving remarkable sales results.- Elevate sales performance with a positive mindset: Discover how a positive mindset can drive your sales performance to new heights.The key moments in this episode are:         00:00:06 - Introduction          00:01:34 - Defining Buyer Enablement          00:03:34 - The Problem with Sales Enablement          00:06:17 - The Challenges of Buying in B2B                   00:08:08 -  Building an Ecosystem for Buyer Enablement                   00:12:55 - Crafting an Environment that is Helpful, Not Overwhelming                  00:14:11 - The Secret Sauce of the Platform          00:15:09 - Customer Success as the Driver of Sales          00:16:39 - The Importance of Intention and Using the Tool          00:24:50 - The Importance of Easy Access to Resources          00:25:58 - Building a Holistic Approach to Sales          00:26:36 - Leveraging Analytics for Personalized Outreach          00:27:41 - Asking for Feedback and Providing Value          00:28:20 - Recommended Content for Sales Teams          00:36:54 - Leadership Page          00:37:40 - Creativity and Intentionality in Sales          00:39:08 - Believing in What You Sell          00:40:00 - Happiness Breeds Success          00:41:26 -  Buyer Enablement and Building Trust

The sales prospecting landscape has seen a dynamic shift over the years. Remember when the full-cycle sales model gave way to the SDR/AE split? It was a game-changer - at the time. Fast forward to today, and we're witnessing a resurgence of full-cycle AEs.With the rise of digital tools, will full-cycle AEs reclaim their spot as the “best” approach to prospecting and sales? While they offer significant advantages in streamlining processes and enhancing customer relationships, challenges like time constraints for prospecting remain. However, certain industries and organizations find this approach more fitting and less problematic than sales development and sales being separate.Today we're joined by Jamie Shanks, CEO of Pipeline Signals & Get Levrg and a pioneer in the category of social selling, to dive deep into the resurgence of full-cycle AEs, their contribution compared to SDRs, and their future in sales. Timestamps:(00:00) Intro(00:42) How Jamie pioneered Social Selling(06:57) The evolution of the SDR role(10:39) Prioritizing ROI in your sales team(15:33) Best-in-class companies always have AE(20:17) Prospecting with a destination in mind(22:34) Outro Quotes:“The SDR role was meant to be a feeder ground for sales. If all it is now is a copywriting job, then the DNA is completely different than what it was.““I can't think of a single customer that didn't demolish their SDR team once the CFO got their grips on the numbers.”“We've had customers be like we spend a gazillion dollars of paid media and all this stuff for marketing, and my AEs haven't seen a leave in 3 months.”“Use a waterfall calculator and figure out what amount of lead flow will the average AE need to do. If you don't set that foundation upfront, Then the AE will prospect, but without a destination in mind.” Hit the subscribe button on your favorite podcast player so you don't miss the next episode.______________________________________________ Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter______________________________________________ Connect with Jamie:LinkedIn: https://linkedin.com/in/jamestshanksInstagram: https://instagram.com/jamietshanksWebsite: https://pipelinesignals.com Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Increased production and decreased timelines. Who wouldn't want that? While AI can represent a massive leverage for organizations, many professionals are still struggling to embrace it or can't seem to understand how to use it properly. Thus, it's the responsibility of sales leaders to educate their teams on its capabilities, as well as integrating AI into their current workflow.AI tools like chatGPT have the power to help you 2x, 3x, or even 10x your output. There is no excuse not to incorporate AI into your organization. And with that in mind, today, we're joined by Mike Begg, Co-Founder & CEO of AMZ Advisors, an eCommerce consultancy firm, to discuss how AI is changing the game, which trends he foresees moving forward, and how to adapt to the new business landscape as we approach 2024. Time stamps:(00:00) Intro(00:42) Increasing output with AI(06:49) What holds people back from using AI(11:58) How to do quality at scale with AI(16:55) Training your team to embrace AI(18:42) Shifting from outbound to inbound(23:24) Content ownership and ethical concerns(26:21) Where to find Mike(27:06) Outro Quotes:“The more content you put out there, the faster you're gonna learn what your customer likes, what they don't like. And if you're able to do it with great volume, you're shortening the learning curve.”“When you make it feel like people are buying into the idea versus it being forced on them, you get way better results.”“In the foreseeable future, there's no way AI is ever gonna be able to replicate the creativity of an individual.““If you're in a role that is either relationship-based (sales, relationship management…), or creative-based (marketing, design…), you're always gonna have an opportunity or a job.“Every piece of content that exists is just a riff on another piece of content.” ______________________________________________ Join our AI Sales Prompt Pro - Notion community here: https://skaled.com/insights/ai-sales-prompt-pro/ Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series Connect with Mike Begg:LinkedIn: https://linkedin.com/in/mbegg/Website: https://amzadvisers.com If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Hit the subscribe button on your favorite podcast player so you don't miss the next episode. Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn:https://bit.ly/modern-leader-newsletter Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Understandably, there's a lot of hype around AI at the moment. But you'd be surprised by the number of businesses that don't use chatGPT except for writing emails (which is barely the tip of the iceberg of what it can do). In today's episode, we're going to go through 5 chatGPT use cases that will multiply the productivity of your sales team:Pipeline generation: craft your sequences, strategy, and messaging to get leads to engage with you.Onboarding: Train reps in a controlled environment and get them performing in half the time.Ongoing Skills Training: Craft training programs that turn weaknesses into strengths.Building Pitches: Anticipate objections and determine how to match their problem with your solutionBetter ROI Story: Craft a compelling proposal that aligns your product with your prospect's need. Hit the subscribe button on your favorite podcast player so you don't miss the next episode. Don't miss out!  Registrations are OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Check out the chatGPT prompts, full article, and recording on skaled.com:https://skaled.com/insights/move-the-needle-chatgpt-sales/ Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter  Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

THREE ACTIONABLE LEADERSHIP TAKEAWAYS Document the What Good Looks Like (WGLL): It's best if it's defined, documented, and demonstrated. Practice should be built into everyone's week: You get good in practice, You don't get good in the game. Follow leadership methodologies: Behavior, Individual, Process, Skill, You as a leader (BIPSY) PATH TO PRESIDENT'S CLUB SVP of Sales and Partnerships @ Bench Accounting Mentor @ 500 Startups Advisor @ Worklye.io Advisor @ Regie.io THE LATEST FROM 30MPC Tactic TV Toolkits & Templates Twitter YouTube THINGS YOU CAN STEAL Prospecting Lavender: Sales Email Frameworks ZoomInfo: 5 Plays, 30MPC Style Woodpecker: Nick's Sales Cadence Orum: 5 Cold Call Objection Talk Tracks Owler: 4 Multi-Channel Prospecting Touchpoints (Try Owler Max) Boomerang: Tactics for Peak Productivity Hireframe: Fast Track your Prospecting Discovery & Demo Clari: How to Sell to the CFO Calendly: Templates & Scripts for Every Sales Meeting Klue: Dismantling Competitors Sales Process Demandbase: 6 Templates to Accelerate Deals Gong: Master Class Qwilr: Multithreading Power Plays Outreach: 1 Sequence to Create and 5 Templates to Close Accord: Business Case Template Prolifiq: Relationship Mapping Playbook Salesloft: Selling to Power ONE ASK You know we feel a bit awkward asking, but if you made it this far, it would mean the world if you joined our newsletter. It will increase your chances of making President's Club by 227%. Okay maybe not, but we'd still really love you for it :)

A very understated exercise in sales is the win/loss analysis. Too many companies consider this activity as an afterthought, while also wondering why their close rates or churn rates aren't as good as they should be.Having focused conversations with lost opportunities may not come top of mind, but this activity has the power to uncover invaluable insights that not only improve close rates but also shape the outlook of an organization.Today, Jake is joined by Michael Hoffman, cofounder and CEO of PastSight, to discuss why this simple activity can unlock massive business growth, and how you should go about it. Time stamps:(00:00) Intro(00:43) Knowing Why You Lose Deals(02:23) Why This Is Important(06:11) Reaching Out To Lost Opportunities(08:40) Losing Deals To No-Decision(14:05) Integrating This Into Your Sales Process(17:23) How This Helps With Customer Retention(20:30) Getting The Feedback Directly(21:52) Outro Quotes:“There are very few activities you can do as an organization that will move the needle faster than doing a win/loss analysis”.“All the insights that you're missing from not understanding why you're losing are a gold mine. That percentage of the deals that you're losing is such a black box and such a massive opportunity for companies.”“When a prospect tells you we lost to no-decision, we find that two-thirds of the time, that's not even true because people want to be nice.”“Listening to Gong calls, you can make assumptions of why you didn't win. But if you actually get the feedback from the customer, they're the ones that will tell you the truth, if you can get there.”______________________________ Join 800+ sales leaders in ‘SALES AI UNLEASHED', a 9-part webinar series w/ Kevin Dorsey: https://bit.ly/sales-ai-unleashed-series Connect with Michael Hoffman: 
 Website: https://pastsight.comEmail: mike@pastsight.com Sign up for the Modern Leader newsletter for more tips and talks from Jake:https://skaled.com/modern-leader-sign-up/ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

When it comes to using chatGPT, we know that the quality of our input will determine the quality of our output. We've been saying it for months. But generative AI doesn't just exist to spit out text. It can create strategies, train people, and solve complex problems if you go about it the right way.There is an art and a science to using generative AI in an effective way. Prompt scenarios are part of that: they are how we think about using chatGPT BEFORE we even start prompting. And, to help sales leaders out there, Jake has prepared 6 prompt scenarios to help us extract more value from chatGPT. The Prompt Strategy of Role PlayingScenario PlanningLong-term PlanningResearchSkills TrainingBrain StormingLet's dive in!Registrations are now OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Don't miss this opportunity and join 800+ sales leaders who are leveling up their AI game during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Hit the subscribe button on your favorite podcast player so you don't miss the next episode.Check out the full article and recording on skaled.com:https://skaled.com/insights/chatgpt-for-sales-prompts-to-strategy/ Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter  Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Does this sound familiar? You pick up the phone, ready to make a cold call,only to be met with disinterested prospects and unanswered voicemails.You've been told to start your pitch with a long-winded introduction aboutyour company, but all it does is bore your prospects and leave you feelingfrustrated and unproductive. It's time to break free from this ineffectiveaction that only leads to wasted time and missed opportunities. Instead,discover the power of crafting a compelling cold call opener that capturesyour prospect's attention and sets the stage for a meaningful conversation.In this episode, you will be able to:- Unlock the secret importance of training your greenhorn sales reps and nurturing their talents.- Dive into the journey of overcoming obstructive mindsets that can hobble one's sales performance.- Learn the key to constructing a safety net for practicing role-play and simulation exercises.- Get a grip on strategic methods for launching a successful cold call and pitch to potential customers.- Explore the route of managing disagreements and cementing trust with your potential customers.The key moments in this episode are:00:00:06 - Welcome to the Live Better, Sell Better podcast,          00:01:02 - Training and SDR Tactics,          00:02:37 - Breaking Down Mental Barriers,          00:04:22 - Implementing Practice and Repetition,          00:09:39 - Effective Practice Sessions,          00:13:08 - The importance of readiness in sales enablement,          00:14:00 - Hiring for characteristics and potential,          00:16:30 - The need for skilled sales reps,          00:19:00 - Chunking and practicing specific skills,          00:20:19 - Effective cold call openers,          00:26:35 - Building Genuine Connections,          00:27:03 -  Making Sense of the Conversation,          00:27:49 -  Steer the Conversation,          00:28:38 -  Handling Objections,          00:29:42 - Handling Early Objections,           

Each ChatGPT thread is its own string of consciousness. It gets increasingly smarter the more information you feed it. But how many of us consciously start a thread knowing the exact type of output they are looking for?Remember, the quality of your question will determine the quality of the answers. To help you get better answers, Jake will cover 5 essential thread ideas that will help you increase your closing rate during sales conversations:Persona Research: To get familiar with their desires and pain points.Pitch/Demo Simulator: To create customized demos in little time.Top Objections: To anticipate the main concerns of your prospect.Role-Play Scenario: To get comfortable navigating challenging conversations.Top Follow-Up Responses: To create quick scripts that re-engage your leads.Hit the subscribe button on your favorite podcast player so you don't miss the next episode. Registrations are now OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey.  Sign up here: https://bit.ly/sales-ai-unleashed-seriesDon't miss this opportunity and join 800+ sales leaders who are leveling up their AI game during our free live sessions. If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Check out the chatGPT prompts, article, and recordings on skaled.com:https://skaled.com/insights/chatgpt-for-sales-prompts-to-strategy/ Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter  Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com 

In sales, we often put a lot of effort into the first meeting. Most of our prep goes into this initial conversation. Unfortunately, so many deals stall in the transition from the discovery call to the next meetings. That's why we should always do our due diligence and take later-stage conversations as seriously as the first one. In this episode, Jake covers:In-Depth Research: Get a better understanding of the decision-makers, companies, and industries involved.Value proposition: Address the specific pain points and goals of your prospect.Objections: Anticipate and address potential objections or concerns the target company might raise.Role-play scenarios: Learn to deal with difficult buyers and refine your communication skills through mock discussions. Registrations are now OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey. Don't miss this opportunity and join 500+ sales leaders who are leveling up their AI game during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Hit the subscribe button on your favorite podcast player so you don't miss the next episode! Check out the chatGPT prompts, full article, and recording on skaled.com:https://skaled.com/insights/chatgpt-for-sales-prompts-to-strategy/ Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Today Jake walks us through an exhaustive list of key points where chatGPT will massively impact your approach to sales. This is the second part of a two-part episode. To check out Part 1 + additional resources, visit: https://skaled.com/insights/how-to-use-chatgpt-for-sales-9-ways/If you've been following our recent content on chatGPT and how it relates to sales, you know how important this topic is for the future of business.In this episode, Jake covers:Building Credibility: Be the expert every time you start a conversation with warm leadsProblem-Solution Mapping: Prepare for any conversation by identifying common problems and their potential solutionsAddressing Objections: Get ahead of possible objections and be ready to address them confidentlyMessaging: Make every customer feel like they are the only one to help prevent churnGet Up to Speed: Make the transition from buyer to customer faster and more personalized Hit the subscribe button on your favorite podcast player so you don't miss the next episode. In case you've missed it, registrations are now OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey where we'll dive deeper into everything we mention today. Throughout these live sessions, you'll learn how to leverage AI to augment every part of the sales process, from lead generation to customer onboarding. Don't miss out on this opportunity to level up your game and be at the forefront of the future of sales. Register by clicking on this link: https://skaled.com/events/sales-ai-unleashed-webinar-series/ If you're a leader and want to integrate AI into your org - book some time to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Check out the full article and recording on skaled.com:https://skaled.com/insights/how-to-use-chatgpt-for-sales-9-ways/ Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter  Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

If you've been following our recent content on chatGPT and how it relates to sales, you know how important this topic is for the future of business. But using ChatGPT goes way beyond writing emails or crafting messages. Today Jake will walk you through a list of key points where chatGPT will massively impact your approach to sales. This is the first part of a two-part episode.In case you've missed it, registrations are now OPEN for ‘Sales AI Unleashed', a webinar series w/ Kevin Dorsey where we'll be diving deeper into all of the things we mention today. Throughout these live sessions, you'll learn how to leverage AI to augment every part of the sales process, from lead generation to customer onboarding. Don't miss out this opportunity to level up your game and be at the forefront of the future of sales. In this episode, Jake covers:Messaging: Create personalized inbound and outbound messagesPreparation: Do your research before initial meetings or personalized demosFollow-Up: Send emails or videos with targeted action plans built from your last callAdvanced Prep: Create personalized touchpoints during subsequent sales calls. If you're a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:https://savvycal.com/Jake-Dunlap/modern-leader Hit the subscribe button on your favorite podcast player so you don't miss the next episode. Check out the full article and recording on skaled.com:https://skaled.com/insights/how-to-use-chatgpt-for-sales-9-ways/ Sign up for the Modern Leader newsletter for more tips and talks from Jake:Email: https://skaled.com/modern-leader-sign-upLinkedIn: https://bit.ly/modern-leader-newsletter  Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

In today's episode of the Jake Dunlap Show, we have a fascinating discussion about the implementation of generative AI, the future of content, and its potential legal repercussions. Joining us as our special guest is Keegan Caldwell, founder of CALDWELL and expert attorney in intellectual property and patent applications.We'll explore thought-provoking questions such as whether AI can be considered an author for copyright protection, its implications on industries based in knowledge work, or the potential ethical concerns surrounding its use. From discussing landmark court cases to sharing personal experiences with artificial intelligence, Jake and Keegan will raise important questions regarding the ownership of the AI-generate output. Timestamps:(00:00) Intro(00:43) Keegan's Background(06:51) Ownership Of AI-Generated Content(10:49) Does OpenAI Own The Output Of ChatGPT?(13:42) Does OpenAI Use Our Inputs For Training ChatGPT?(17:18) Who Will Be Liable In Case Of Infringement?(21:05) Ethical Implications of AI(28:11) The Benefits Of AI(31:46) Where To Find Keegan(32:20) Outro Quotes:"Governments are set up to protect the citizens. They're not set up to protect machines.""You can use [chatGPT's output] for any purpose, including commercial purposes or sale or publication, as long as you comply with their terms.""An interesting question that will arise is… when the model is produced by one party and the output by another party, who will be liable for the infringement?""Misinformation takes on two types of impacts: it can mislead through reasoning or through rhetoric." Sign up now for ‘SALES AI UNLEASHED', a 9-part webinar series w/ Kevin Dorsey:https://bit.ly/sales-ai-unleashed-series___________________________________________________ Connect with Keegan Caldwell: Website: https://caldwelllaw.comLinkedIn: https://linkedin.com/in/keegancaldwellphdInstagram: https://instagram.com/keegan_caldwell Sign up for the Modern Leader newsletter for more tips and talks from Jake:https://skaled.com/modern-leader-sign-up/ Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

In today's episode, we are joined by Mr. Jeffrey Hayzlett, global business celebrity, author of four bestselling business books, and the founder of the prestigious C-Suite Network—an acclaimed platform that provides growth, development, and networking opportunities for senior business leaders and top-tier executives.In today's conversation, Jeffrey and Jake dive deep into a wide-ranging conversation, touching subjects such as why small businesses owners should embrace acting like a media company, what is the three-C's secret formula that drives business success, or how picking sides and stating your opinions can help your brand stand out from the crowd.Tune in now and don't miss out on these invaluable insights from Jeffrey Hayzlett. Time stamps:(00:00) Intro(00:43) Why Your Company Should Behave Like A Media Company(06:10) Creating Content That Produces ROI(08:5️0) Why More Companies Should Take A Stand(11:12) Standing For Your Brand Values(17:43) Balancing Traditional & New Media(21:07) Going Where Your Customers Are(24:16) Outro Quotes:“I found that content leads to great communities, and community leads to commerce.”“By taking content, putting it out there, and having people digest it, people will figure out that you're the best at it. That's the game. And if you don't have a podcast as a minimum, then you're really going to lose this game.”“Most people on podcast or TV shows are not going to be famous. But what you can do is get to the hearts and minds of people that matter the most.”“A brand is nothing but a promise delivered.”“If you were to sit back and say, what kind of company do I want to be? By spending more time on that, it makes the rest of the decisions easier.”______________________________ Sign up now for ‘SALES AI UNLEASHED', a 9-part webinar series w/ Kevin Dorsey starting today, August 24th:https://bit.ly/sales-ai-unleashed-series Connect with Jeffrey Hayzlett: Website: https://c-suitenetwork.comLinkedIn: https://linkedin.com/in/hayzlettInstagram: https://instagram.com/jeffreyhayzlett/Twitter: https://twitter.com/JeffreyHayzlett Sign up for the Modern Leader newsletter for more tips and talks from Jake:https://skaled.com/modern-leader-sign-up/ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Today, Jake will explore why you should develop a multi-threaded sales strategy with AI. When it comes to multi-threading and other sales skills, ChatGPT can be a pretty effective coach, but most people don't know how to really leverage this new technology in the context of sales.If you're not using ChatGPT to research your stakeholders, role-play sales calls, or handle objections from difficult prospects, you're seriously missing out. There are hundreds of use cases that you probably haven't integrated into your sales process and that you'll need to not fall behind. Understanding how to use this new technology will have a big impact on your company and your sales career. So let's dive right in! In this episode, Jake explains how to leverage chatGPT to:Identify, research, and attract stakeholders from diverse industries and companiesHelp craft personalized value props and pitches for different stakeholdersOffer guidance on how to address conflicting feedback from prospectsAct as a sales mentor, providing guidance on effective multi-threading strategies Hit the subscribe button on your favorite podcast player so you don't miss the next episode. Sign up now for ‘SALES AI UNLEASHED', a 9-part webinar series w/ Kevin Dorsey starting next August 24th:https://bit.ly/sales-ai-unleashed-series Check out the full article and recording on skaled.com:https://skaled.com/insights/chatgpt-prompts-for-sales/ Sign up for the Modern Leader newsletter for more tips and talks from Jake:https://skaled.com/modern-leader-sign-up/ Follow Jake:LinkedIn: https://linkedin.com/in/jakedunlapInstagram: https://instagram.com/jake_dunlap_Twitter: https://twitter.com/jaketdunlapWebsite: https://jakedunlap.com

Ellen is joined by Kevin Dorsey from Our Family Wizard to explore the positive impact of Co-parenting apps on blended family life, helping to bring organization and reduce conflicts. With an increasing number of app options available, they discuss key factors to consider when choosing one, as well as the most beneficial tools they offer. They also delve into the process of obtaining court orders for app usage and encouraging the other household to embrace it. If you're curious about starting with a co-parenting app, this discussion is a must-listen!OurFamilyWizard stands as the world's largest co-parenting platform, dedicated to empowering separated families to thrive. Their mission is to equip families and professionals with the necessary tools for smooth and successful co-parenting. With nearly one million users, this app facilitates seamless sharing of calendars, messages, journals, files, expenses, and crucial information like health and school records. By keeping families in sync, OurFamilyWizard plays a vital role in enhancing outcomes for both children and parents.Don't miss this insightful conversation that can bring harmony and organization to your co-parenting journey. Whether you're a parent, family law professional, or just curious about improving co-parent communication, this podcast is a must-listen! Join us now and unlock the secrets to successful co-parenting with the world's largest co-parenting platform, OurFamilyWizard. www.ourfamilywizard.com

Does this sound familiar? You've been told to simply submit your resume andhope for the best, but all you're feeling is the pain of rejection and frustrationin the highly competitive job market. It's time to discover the effective  strategies that will truly make you stand out and increase your chances of  getting hired.In this episode, you will be able to:Discover how to separate yourself from the crowd in a highly  competitive job market.  Uncover the importance of forging personal relationships and  efficiently engaging on social media platforms.  Gain insights on how to demonstrate an exceptional expertise in cold  calling during hiring procedures.  Find out how a well-executed demonstration can effectively highlight  your skills and abilities.  Understand how to emphasize on long-term growth and development  opportunities to boost your professional journey.The key moments in this episode are:00:00:06 -                          Introduction and Purpose,            00:01:22 -                          Hiring in the Current Market,            00:04:38 -                          Standing Out as a Candidate,            00:07:36 -                          Selling Yourself as a Sales Professional,            00:09:38 -                          Projects and Proactive Efforts,            00:12:51 -                          Standing Out in the Hiring Process,            00:13:21 -                          Interviewing Differently in a Competitive Market,            00:14:51 -                          Negotiating Compensation,            00:16:33 -                          Negotiating or Getting the Job,            00:21:41 -                          Investing in Employee Growth,            00:25:36 -                          Referral Bonuses and Standing Out in the Application Process,          00:26:33 -                          The Importance of a Digital Footprint,            00:29:28 -                          Effective Filtering in the Hiring Process,            00:33:45 -                          Realistic Ramp Time,            00:38:28 -                          Importance of Handling Customer Problems Professionally,            00:38:40 -                          Living Better to Sell Better,            00:39:15 -                          Myth of the Nine-to-Five,            00:39:28 -                          Guarding and Being Intentional with Time,            00:39:49 -                          Appreciation for the Guest,    

Does this sound familiar? You've been told to hire more salespeople to boost  your declining sales, but it's not delivering the results you expected. The  pain of investing time and money into new hires without seeing significant  growth can be frustrating. In this episode, we'll show you a more effective  approach by focusing on top-of-funnel metrics and lead qualification to drive  sustainable growth and overcome this challenge.In this episode, you will be able to:Unravel the impact of leading metrics and lead qualification in  powering growth.  Disclose the efficacy of harmonized messaging in enhancing the resultsof sales talks.  Extract valuable cues from customer interactions to bolster your  messaging strategy.  Familiarize with the magic of six probing questions to collect vital  feedback and optimize messaging.  Appreciate the importance of building faith and formulating a method  for uniform message uptake.The key moments in this episode are:           00:00:06 -                          Introduction,            00:01:03 -                          The Issue of Throwing People at Problems,            00:03:37 -                          Analyzing Top of Funnel,            00:06:26 -                          Fine-Tuning Messaging,            00:10:22 -                          Messaging vs. People Problem,            00:13:08 -                          Messaging and Sales Process,            00:14:38 -                          Understanding Capacity,            00:15:11 -                          Timing and Capacity Planning,            00:17:23 -                          Quality Over Quantity,            00:21:10 -                          Hiring the Right Way,            00:25:28 -                          Leading with Why in Communication,            00:26:24 -                          Involving the Team in Hiring and Growth,            00:27:20 -                          Evolving and Adapting to Change,            00:28:29 -                          Prioritizing Physical and Mental Health,            00:29:45 -                          Finding Adam J Online,           

Do you want to skyrocket your sales performance and achieve  unprecedented productivity? Are you tired of struggling with time  management skills that hinder your success in the sales industry? If so, I  have the solution you've been searching for. In this podcast episode, I will  reveal the key to unlocking unparalleled results in sales by mastering the art  of time management and productivity. By implementing the strategies and  techniques shared, you will experience a transformative boost in your sales  effectiveness and efficiency. Say goodbye to missed opportunities and hello  to a whole new level of success. Get ready to achieve remarkable outcomes  and reach your full potential in sales.In this episode, you will be able to:Uncover the transformative effect of effective time management on  sales productivity.  Delve into the innovative two-hour solution and its potential to  supercharge your time management strategy.  Understand the significance of weekly assessments and the potential  for progressive improvements.  Explore the concept of prioritization through the lens of an urgent-important model, enabling better decision making.  Grasp the integral role of intentionality in influencing how we most  effectively utilize our time.The key moments in this episode are:           00:00:05 -                          Introduction,                       00:02:04 -                          The Two Hour Solution,           00:04:02 -                          Weekly Review,            00:07:10 -                          Prioritization and Time Management,            00:09:49 -                          Failing to Plan is Planning to Fail,            00:12:35 -                          Reconnecting with Your Goals,            00:13:55 -                          Reviewing and Blocking Commitments,            00:15:29 -                          Scheduling Excellence Time,            00:17:15 -                          Scheduling Green Time,            00:20:40 -                          Managing Red Time,            00:24:45 -                          The Importance of Recreation,            00:25:38 -                          Proactive Communication and Boundaries,            00:27:45 -                          Maximizing Productivity at Work,            00:29:18 -                          Recognizing the 80/20 Rule,            00:32:30 -                          Planning for Success,           

In this episode, learn how to mobilize and champion your sales deals with key insights and questions to ask your champions. But what happens when your champion isn't sold? Tune in to find out.In this episode, you will be able to:Discover how to effectively mobilize sales deals, even in the most competitive markets.Unearth the significance of being problem-oriented in the discovery phase, setting the base for solution-focused strategies.Identify how an upfront agreement for next steps can catalyze your business's forward momentum.Learn to forge impactful relationships with industry champions, fostering mutually beneficial collaborations.Understand how providing clear value propositions can elevate your brand recognition and trust.Master the art of driving sales deals, using a tactical approach to overcome barriers.Decode the key to successful problem-based discovery that leads to constructive decision-making.Get insights on setting collaborative upfront agreements that pave the way for efficient future operations.Absorb strategies on establishing robust relationships with your industry's movers and shakers, influencing your growth trajectory.Delve into creating transparent value propositions, a vital element to bolster your business's integrity.Unveil proven strategies to propel your sales deals, turning competition into an advantage.Grasp the integral role of problem-based discovery in devising innovative solutions to consumer needs.Ascertain the importance of formulated upfront agreements to streamline your operations.Nurture business relationships with influential industry figures, a primary ingredient for sustained growth.Recognize how presenting distinct value propositions can reinforce your brand's reputation and recall.The key moments in this episode are:          00:00:06 -                        Introduction,                    00:02:06 -                        Buyer's Focus Process,                    00:05:20 -                        Champion and Mobilizer,                    00:08:26 -                        Navigating the Call,                    00:11:44 -                        Summary,                    00:12:57 -                        The Importance of Having a Champion and Mobilizer,                    00:13:40 -                        Suggesting Next Steps and Homework,                    00:16:40 -                        Closing the Deal,                    00:18:20 -                        Getting the Schedule and Commitment,                    00:21:27 -                        Recap and Coaching,                    00:25:25 -                        Mobilizing and Championing,                    00:25:45 -                        Importance of Proposals,                    00:26:56 -                        Core Format for Mobilizing and Championing,                    00:27:18 -                        Building Relationships, 

This is a practical episode to help co-parents improve the exchange of information about the kids, even if the co-parenting relationship is difficult or challenging. I welcome Kevin Dorsey, the manager of professional relationships for Our Family Wizard. We talk about Our Family Wizard app and website, which is a suite of resources designed to help separated or divorced parents communicate effectively.Kevin discusses the benefits of using Our Family Wizard, including its transparency, verified communication, and specialized calendar templates. We emphasize the importance of using these tools to co-parent effectively and in the best interest of the child. These tools are used to help avoid conflict or confusion and to help parents become more confident in working together in their roles as co-parents.Giving parents the tools needed to maintain a flow of information between two households helps to reduce tension between the parents and also provides clarity for the kids. This is a very low-cost (or even free for those who are struggling financially), customizable option that helps parents work through issues and prevent or reduce the need to continually return to court around co-parenting schedules and misunderstandings. About the Guest: Kevin Dorsey Manager of Professional Relationships, OurFamilyWizard. Kevin is a professional liaison for OurFamilyWizard. His role includes educating judges, attorneys, mediators, GALs, and other family law professionals on the online tools that can be utilized to benefit and monitor parental communication in high-conflict cases. Kevin travels the country speaking and exhibiting at dozens of continuing legal education conferences and seminars each year. Kevin graduated from the University of Denver receiving a BA in Music and Political Science. To find out more about Our Family Wizard:Email: ourfamilywizard.comFacebook: https://www.facebook.com/OurFamilyWizard/Instagram: https://www.instagram.com/ourfamilywizard/?hl=enTwitter: https://mobile.twitter.com/OurFamilyWizard About the Host:Mardi Winder-Adams is an ICF and BCC Executive and Leadership Coach, Certified Divorce Transition Coach, and a Credentialed Distinguished Mediator in Texas. She has worked with women in executive, entrepreneur, and leadership roles navigating personal, life, and professional transitions. She is the founder of Positive Communication Systems, LLC. To find out more about divorce coaching: www.divorcecoach4women.com Are you interested in learning more about your divorce priorities? Take the quiz "Find Out Your #1 Priority to Cut Through the Fog of Divorce". Connect with Mardi on Social Media:Facebook - https://www.facebook.com/Divorcecoach4womenLinkedIn: https://www.linkedin.com/in/mardiwinderadams/Instagram: https://www.instagram.com/divorcecoach4women/ Thanks for...

IT PAYS TO LEARN FROM YOUR MISTAKES AND FROM OTHERS.In this episode, Matthew shares his learnings from his first sales job and his journey from an SDR to a CEO. Matthew discusses how he built his playbook from his failures and how he used other people's content as a source of knowledge. You can learn this too by tuning in to this latest episode of Sales Transformation. Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!Power up your podcast experience by joining our Free Podcast Community!TRANSFORMING MOMENTSLearnings in his first jobBuilding a personal playbookLearning from others“There's an unlimited number of ways to do things, and I believe that for sure, but there's a limited number of ways to do things wrong, and so if you're able to start cutting out the ways you can do things wrong, it enables you to really figure out the path doing the right way and there's millions of different paths.” - Matthew on building his playbook about his failures Connect with Matthew and learn more about what he's been working on!About MatthewAbout PauseDialPause.comConnect with Collin and find out what's new in Sales Transformation and other things he's up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET'S TALK.

IT TAKES TIME AND SOME CASH.Josh explains when is the right time for a founder to have his first sales hire, or sales team for that matter. In his discussion, Josh emphasizes that a founder should spend time and of course, some cash to provide support for his new team. Tune in to learn more about this in the latest episode of Sales Transformation. Jazz up your sales mindset with Kevin Dorsey aka KD and some of the brightest minds in sales in Live Better Sell Better!Stop sending boring sales e-mails or videos and start sending catchy GIFs and Memes with VIDU.io!Power up your podcast experience by joining our Free Podcast Community!TRANSFORMING MOMENTSWhen are founders ready to make sales hiresIt takes a window of time to provide supportSell your product or service using a formatInvest in tools for your sales team“You need to have enough time in your schedule to be able to give them adequate support, and help and materials or leads or whatever you're going to do. So you have to have enough time for that. But you have to have enough business to support the rest of it. So it is kind of a window of time if you will.” - Josh: You need to invest time to provide support Connect with Joe Arioto and Josh Hirsch and learn more about what they've been working on!About JoeAbout JoshAbout MetaGrowthMetaGrowth.VenturesConnect with Collin and find out what's new in Sales Transformation and other things he's up to:About CollinAbout SalescastSalescast CommunitySales TransformationWanna kick off your own kick-ass podcast?Already have one? How about growing it, or even monetizing it?LET'S TALK.