Podcasts about skaled consulting

Jake Dunlap is the industry-leading CEO on Modern Sales and Revenue Trends. He was recognized internationally by LinkedIn as the only CEO in the latest Top Voices for Sales list in 2023. He has worked with 1000s of top revenue leaders and teams globally, such as Microsoft, Splunk, NFL, and NBA, to modernize their sales organizations, driving 100s of millions of dollars in new revenue.   With an MBA focused on International Business and 20 years of sales and revenue leadership experience, he is a trusted advisor to top VPs of Sales around the world as they look to find repeatable ways to scale without the usual chaos that comes from rapid growth.  His insights have been featured in national media outlets such as Forbes and Huffington Post and many leading podcasts, including the Gary Vee Audio Experience.  As the CEO of Skaled Consulting, he helps VPs of Sales and business leaders break down the complexities of scaling quickly to increase sales and gives them peace of mind through his Modern Sales Framework.  Grab your copy of Innovative Seller here! Contact Info: Website: https://skaled.com/  Social Media links https://www.linkedin.com/in/jakedunlap/  https://twitter.com/JakeTDunlap https://www.instagram.com/jake_dunlap_/    How We Can Help You Close More Deals: If you want Jeffrey to help you write your book, email Helpme@gitomer.com with "Book" in the subject and your name and phone number and he will give you call.  GitomerSales.AI Gitomer Books and Courses Here Sales Mastery Program Here  

Join Andy and the roundtable featuring, Jake Dunlap, CEO of Skaled Consulting; Andrew Levy, Co-Founder and CEO of Aircover, and Dave Brock, CEO of Partners in Excellence as they discuss how sales tools and technologies over the last decade haven't significantly improved sales effectiveness. They explore the need for sales teams to adapt to evolving buyer behaviors, focusing on adding real value in sales interactions, and dive into the changes in buyer behavior, misuse of AI in sales, and the push towards meaningful engagement over volume-based strategies.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

On today's Win Rate Weekend edition, Andy has three amazing sales veterans on the panel, Jake Dunlap, CEO of Skaled Consulting; Andrew Levy, Co-Founder and CEO of Aircover, and Dave Brock, CEO of Partners in Excellence to explore the role of AI in sales, particularly in improving outreach effectiveness. There's a lot of noise out there, and depending on your strategy with AI, your message could get lost or it could be refined in a way to bring greater impact.They get into AI's potential in condensing information for personalized communication rather than writing perfect emails, the need to use AI to better understand buyers and industries, enhancing human sales interactions, and achieving higher personalization at scale to break through that noise.Listen to the full episode on Apple and SpotifyHost Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

Our host Jeff Ignacio sits down with Jake Dunlap, CEO of Skaled Consulting. They look at how to improve the buyer's experience and improve personalisation. They also look into the power of AI and how it can help build sales relationships and understand personas, pain points, and how you solve problems. Finally, they discuss how RevOps can help scale businesses, build infrastructures and fix what's broken.

There is so much hype, fear, hyperbole, and trepidation that swirls around the subject of AI, and specifically how it can and will impact sales. Luckily Andy has another roundtable of sales all-stars to break it down and give some new and unique insights. Today he is joined by Jake Dunlap, CEO of Skaled Consulting; Andrew Levy, Co-Founder and CEO of Aircover, and Dave Brock, CEO of Partners in Excellence. The discussion revolves around the integration of AI in sales processes, focusing on increasing personalized engagement and addressing the inefficiencies of current sales methods. They debate the potential of AI to improve sales effectiveness versus simply automating things that you already aren't doing well. They also get into the issues of short tenures in sales leadership, misaligned incentives, and the need for deep professional development to maximize the potential of sales teams.Host Andy Paul is the expert on modern B2B selling and author of three best-selling, award-winning sales books, including his latest Sell Without Selling Out. Visit andypaul.com to subscribe to his newsletter for even more strategies and tips to accelerate your win rate.

In this episode of the SaaS Revolution Show our host Alex Theuma is joined by Jake Dunlap, CEO of Skaled, who shares the innovations in sales required to hit your goals. "Relevancy cuts through the noise. That is the only way to be successful - that is it, it is singular. If your team and your organisation cannot send relevant messages, whether it's via video, whether it's via LinkedIn, voice-note, whether it's email or call, you will not generate meetings. So that's where the human comes in." Jake shares: - The most important thing that CEOs should be doing *right now* - The core component of hitting outbound targets - Modern sales processes and the vecs concept: vetted, educated, cold and self service - Relevancy vs personalisation, and the *only* way to win - Meeting the modern customer where they stand- 40% of buyers would like the option to self service buy at 2030, where do sales reps fit in? and more!Check out the other ways SaaStock is serving SaaS founders

Check out Jake's new book The Innovative Seller: Keeping Peace in an AI and Consumer-Centric World and pre-order your copy today! FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Allocate your time into now, near future, and far future to identify true priorities. Use two-week blocks to understand where those priorities fall at any given time. When managing promotion expectations of reps, communication and clarity from you as a leader is the only way you can help them move up their place in line. Hitting numbers is table stakes, so be clear on what the above-and-beyond things are that get your reps to the front of the list. Figure out the problem that nibbles 20% percent of your day every single day and solve the entire thing before that consumes the entire 100% of your day. PATH TO PRESIDENT'S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor THE LATEST FROM 30MPC Tactic Teardown Toolkits & Templates THINGS YOU CAN STEAL Prospecting ZoomInfo: 5 Plays, 30MPC Style Discovery & Demo Coming Soon Sales Process Superhuman: 6 Ways To Be An Inbox Superhuman Pipedrive: 5 deal cheat codes to cut your sales cycle in half 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 :)

Jake Dunlap, CEO of Skaled Consulting, joins us to talk about the sales tech stack. How has it changed in the last ten years? How much do sales leaders need to master each tool? What does a good shopping and implementation process look like?Plus, Jake gives sales leaders a crash course on how to leverage AI for better sales processes. Links:Check out Jake's example of the family operating system here:https://chat.openai.com/share/1dc7f4a3-8dd2-422d-b51d-251cdc17bdc2

This week on the Million Dollar Mastermind podcast, host Larry Weidel is joined by Jacob Dunlap, CEO of Skaled Consulting. Jacob has dedicated the last nine years to building a global, world-class sales consulting firm: Skaled Consulting. He is a C-level sales leader and a highly sought-after industry leader, notably the first VP of Sales at Glassdoor and the VP of Sales at NoWait (since acquired by Yelp). He further hosts The Jake Dunlap Show, speaking to celebrities and thought and industry leaders to discover their journey to success.

This week on the Million Dollar Mastermind podcast, host Larry Weidel is joined by Jacob Dunlap, CEO of Skaled Consulting. Jacob has dedicated the last nine years to building a global, world-class sales consulting firm: Skaled Consulting. He is a C-level sales leader and a highly sought-after industry leader, notably the first VP of Sales at Glassdoor and the VP of Sales at NoWait (since acquired by Yelp). He further hosts The Jake Dunlap Show, speaking to celebrities and thought and industry leaders to discover their journey to success.

This week on the Million Dollar Mastermind podcast, host Larry Weidel is joined by Jacob Dunlap, CEO of Skaled Consulting. Jacob has dedicated the last nine years to building a global, world-class sales consulting firm: Skaled Consulting. He is a C-level sales leader and a highly sought-after industry leader, notably the first VP of Sales at Glassdoor and the VP of Sales at NoWait (since acquired by Yelp). He further hosts The Jake Dunlap Show, speaking to celebrities and thought and industry leaders to discover their journey to success.

This week on the Million Dollar Mastermind podcast, host Larry Weidel is joined by Jacob Dunlap, CEO of Skaled Consulting.

In this episode of Peak Performance Selling Podcast, hosts Jordan Benjamin and Jake Dunlap discuss the mindset shift required when transitioning to a leadership position in sales. Jake emphasizes the importance of focusing on developing people and their skills rather than being the hero who hits quotas. He shares strategies for embracing discomfort and always giving 100 percent in sales situations. The conversation touches on interview techniques for sales hires and Jake's perspective on winning and losing. The episode concludes with insights on success as creating a thriving, growth-oriented company.PEAK PERFORMANCE HIGHLIGHTS QUOTES"Your worth as a leader is determined by how many people get promoted from your team every year." - Jake Dunlap"I love the game. Winning and losing are outcomes, but I focus on giving 100 percent, and that's what energizes me." - Jake Dunlap"Success today is creating an amazing company that people love to come to, where they're challenged and growing." - Jake DunlapYou can connect with Jake Dunlap through the link below.LinkedIn: https://www.linkedin.com/in/jakedunlap/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

In this episode of Peak Performance Selling Podcast, hosts Jordan Benjamin and Jake Dunlap explore the keys to sustainable peak performance in sales. They discuss the detrimental effects of burnout and how it often stems from a misalignment between one's passions and their career choices. Jake emphasizes the importance of adopting a growth mindset and continuously learning to stay ahead in the ever-evolving sales landscape. He also highlights the power of problem-solving through online resources like Google and YouTube. The conversation touches on the tech-savvy nature of younger generations entering the workforce and their potential to disrupt traditional approaches to sales.PEAK PERFORMANCE HIGHLIGHTS QUOTES"It's your responsibility to be happy. You can find joy in learning every day is a chance to get better." - Jake Dunlap"Every single problem you are facing has already been solved. Go find a process, try it, do it." - Jake DunlapYou can connect with Jake Dunlap through the link below.LinkedIn: https://www.linkedin.com/in/jakedunlap/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

In this episode of Peak Performance Selling Podcast, Jordan Benjamin and Jake Dunlap discuss the challenges and opportunities in sales coaching and growth strategies. They explore the common mistakes managers make when coaching their sales teams and emphasize the importance of active listening. Jake Dunlap shares his insights into the impact of headcount-driven growth strategies and highlights why sales leaders need to embrace sales technology to maximize team productivity and revenue growth. This episode provides valuable perspectives on the evolving landscape of sales management and the need for a more modern and tech-savvy approach.PEAK PERFORMANCE HIGHLIGHTS QUOTES"Coaching is about helping people to self-discover, the same way we do in discovery calls with prospects." - Jake Dunlap"In today's world, you can't outsource your knowledge of sales tech. You need to know it to scale in a modern way." - Jake Dunlap"The perception that a sales leader's worth is determined by the number of people they lead is changing, and it won't last." - Jake DunlapYou can connect with Jake Dunlap through the link below.LinkedIn: https://www.linkedin.com/in/jakedunlap/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

In this episode of Peak Performance Selling Podcast, host Jordan Benjamin welcomes Jake Dunlap, an expert in building sustainable sales models and processes. Jake shares insights from his extensive career, including valuable lessons that have shaped his sales journey. He emphasizes the importance of following sales processes and how he learned this lesson early in his career. Jake also discusses the significance of investing in training and onboarding, especially when transitioning new leaders into organizations.A key theme throughout the episode is building trust in sales leadership. Jake highlights the role of consistency, empathy, and active listening in establishing and maintaining trust. He emphasizes that trust is something to be consistently nurtured as it can be easily lost. Sales professionals and leaders will find valuable strategies for onboarding, training, and building trust in this engaging conversation.PEAK PERFORMANCE HIGHLIGHTS QUOTES"Sales is a process. It is just as much science, if not more science than art." - Jake Dunlap"Invest in training and onboarding early. If you've got new leaders leading new people, that is not a recipe for success." - Jake Dunlap"Trust isn't something that you get from someone; it's something you rent from someone because trust can be destroyed like this in five seconds by inconsistency and actions." - Jake DunlapYou can connect with Jake Dunlap through the link below.LinkedIn: https://www.linkedin.com/in/jakedunlap/If you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.Jordan Benjamin: https://www.linkedin.com/in/jordanbenjamin/MyCoreOs.com: http://mycoreos.com/Podcast: https://www.mycoreos.com/podcastTwitter: https://twitter.com/jbenj09

Jake Dunlap is the industry-leading CEO on innovative sales and revenue trends. As the CEO of Skaled Consulting, he has worked with 1000s of top revenue leaders and teams globally, such as Microsoft, Splunk, the NFL, and NBA, to modernize their sales organizations driving 100s of millions of dollars in new revenue. Click here for Jake's AI training series. Jake also discussed the importance of using prompts when using ChatGPT. Here's a link to information from him specifically on prompts. Learn more about your ad choices. Visit megaphone.fm/adchoices

How can you take a platform people in business use every day (LinkedIn) and turn it into a sales driver? Jake Dunlap has done just that, taking the sales industry by storm as CEO of Skaled Consulting. As a go-to Sales Expert for Forbes and Huffington Post, we sat down to dig into how he's using LinkedIn to get ahead in the sales cycle and convert new customers. He shared tips on building a buyer persona, his secret to setting goals and some must-read books that are perfect for your next pool day. Jake has set his sights on “creating the future of sales” and is helping us do the same!Notes:09:18 Why Sales and Dealing with Rejection14:13 Gaining Confidence In Sales16:12 How To Build Buyer Personas21:00 ROI of Posting Regularly31:25 Urgent Tasks and Saying No48:55 The 80/15/5 Strategy50:15 Speed RoundIf you loved this episode you should check out this episode Staying Authentic In Sales With Kevin DorseyIf you enjoyed today's episode, please:1.) Sign up for notes at copymyhomework.com for a full list of resources, links and recommendations listed on today's episode.2.) Post a screenshot of the episode & tag me on LinkedIn or Instagram @kimkaupe so we can talk about your favorite parts!3.) Leave a positive review (shameless, but someone's gotta say it right?!)4.) Subscribe for new episodes every Tuesday on your favorite podcast app. Connect with Kim over on the socials!Instagram + TikTok: @kimkaupeLinkedIn: https://www.linkedin.com/in/kimkaupe

Jake Dunlap takes us from founding Skaled Consulting to his first successful sales hire. And yes, it did take 10 years to get it right.It's great to be a founder led sales company but founder led services delivery is a problem. This was the first major hurdle that Jake encountered in his fledgling sales consulting business and a barrier to scaling. It took years to structure a scalable services delivery model. The first big lesson, young, affordable, full-time staff didn't have the requisite skills to replace Jake and properly service the accounts. It turns out, contract, part time senior team members could deliver.As he grew globally, it was time to expand the sales team. His next big challenge was finding salespeople who could sell even 80% as well as he could. His hires kept failing until he realized it was because the sales process was in his head and needed to be on paper. His second big a ha moment was realizing that selling a product is different from selling a service. Jake only recently cracked this problem and hired an experienced services salesperson.The biggest takeaway that every B2B company needs to understand, customers want everything on their terms and this includes learning about your product. Sales teams can no longer be gatekeepers of the buyer's journey.Highlights:1:57 We are a revenue strategy, operations and enablement company and really what that means, we've got 40 plus people globally and what we do is we help organizations optimize the sales process. 3:13 If you've got a marketing organization that's compensated on one thing and a sales organization that's compensated and there's no overlap, you're not going to have marketing and sales alignment.6:27 When I started my business, I started cold outreach from Crunchbase. I found people that just raised a seed series A, series B and started reaching out cold to CEOs. Hey, you know, chances are you're probably thinking about these challenges. I've faced them multiple times. Let me know if you need help. And sure enough, within the first 45 days, I had a few customers. I've just been figuring it out since then.9:59 I thought everybody had to be full time because if they were contractors, they wouldn't care. And boy, was I wrong.11:57 Over the years we hired a few different sales people and it never worked out. Obviously as a CEO, everything's my fault. I didn't really know the DNA of the person that I needed. Selling a service is much different than selling a product.15:05 I can count on two hands how many founders I've seen that didn't have to figure out the Go-To-Market themselves before hiring the first salespeople.17:18 It's your job to fix these problems no matter what department. You can't outsource fixing your problems.20:36 And so another mistake that I made when I was scaling early is I kept hiring junior people and putting them in roles that they were not set up to be successful in. 22:03 Get it right and then get it off your plate.23:27 Some of our first big deals were through partnerships where the other partner didn't provide the services that we did.26:21 Handing a job off to someone without the training or process is abdicating not delegating.30:40 I didn't ever really define what made a good partner for us. I took probably hundreds of calls with people who were never going to be a fit.35:46 ​​Revenue Operations is really a good synopsis of what we do. It's looking at the end-to-end customer journey and experience.40:03 We live in a world of now on my terms. I want to consume information when I want to. The problem is B2B sales is in the Stone Age right now. We've created a process where the salesperson is a gatekeeper for information instead of giving it to consumers on their terms.About Our Guest:Jake Dunlap consistently designs repeatable, sustainable sales models and processes that outperform industry standards. As the Founder + CEO of Skaled Consulting, Jake helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales + Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018).Follow Jake on LinkedIn and subscribe to the Jake Dunlap Show on Apple Podcasts. You can learn more about and connect with Alice Heiman in the links below.Website:https://AliceHeiman.comLinkedIn: https://www.linkedin.com/in/aliceheiman/

Becoming a great leader is a lifelong journey, it doesn't happen overnight. Every day you are on your personal journey of leadership and its full of of failures, lessons, and sacrifices along the way. Today's guest is Jake Dunlap, Founder, and CEO at Skaled Consulting. Inc Magazine ranked his company #3963 on the 2022 Inc 5000 list. Skaled Consulting is a world-class management and sales consulting provider. They accelerate the growth of emerging and enterprise companies by bringing in Sales Leadership, Operations, and Enablement experts who drive real and quantifiable business outcomes. In this episode, Jake talks about his journey of leadership and the things he learned the hardway. He also talks about how to get yourself and the people truly aligned when changes are bound everywhere. He shares the mistakes he has made in his journey of leadership. Learn from this interview with Jake about why values are important and some unconventional approaches to leadership.   Get the show notes for The Journey of Leadership with Jake Dunlap at Skaled Consulting Click to Tweet: Listening to a fantastic episode on Growth Think Tank featuring #JakeDunlap with your host @GeneHammett https://bit.ly/gttJakeDunlap   #JourneyofLeadership #GeneHammettPodcast #Inc2022 #GHepisode938 #managementconsulting #salesconsulting Give Growth Think Tank a review on iTunes!

In this episode of the Sales Empowerment podcast, Mike and Shawn continue their conversation with Andrew Kappel, SDR & GoToMarket Strategy Consultant for Skaled Consulting. Andrew offers several golden tips on leading your SDRs into success and achieving better outcomes. Instead of obsessing over the messaging, Andrew focuses on the sales list first to ensure that the ones you're reaching out to are more likely to be interested in the first place. Andrew also specifies the most important metrics that you need to be looking into, to ensure that you're optimizing your time and effort.  HIGHLIGHTSMost people will not like cold-calling, but you should Imitate what is working, then innovate The 4 key metrics that every executive needs to lead SDRsThe messaging doesn't need to be perfect Time is still the most important assetThe best SDRs and BDRs don't book the most meetings  QUOTESAndrew's strategy for improving the performance of the whole team: "My management and leadership philosophy is to actually spend time with the highest performers, with the folks that are most curious, most resourceful, most creative, and make sure that we're removing obstacles, that we're trying out new stuff and we're making the best even better. And then we're documenting that and then we're helping to reuse those best practices to train and enable the broader team." Andrew on why you need to start with your sales list before messaging: The "To" is more important than the body of your email. And so that's why we start with the list of who you're targeting. Because it's about targeting the right persona, the trigger event, a new executive in the role, etc., with a relevant message and then teaching and enabling the SDR to become effective with the right value props and really just showing that curiosity." Why the best SDRs and BDRs don't necessarily have the most meetings booked: "Maybe a contrarian or atypical view that I've seen from experience is that the best BDRs and SDRs don't always have the highest output of their number of meetings on the books. Because they're focused on the bigger picture of advancing, of learning, developing, staying curious and then looking to do something else." Connect with Andrew and his work via the links below: LinkedIn: https://www.linkedin.com/in/andrewkappel/ Connect with Mike and Shawn and learn more about OpTonal by visiting the following links:LinkedIn (Mike): https://www.linkedin.com/in/zmmiranda/LinkedIn (Shawn): https://www.linkedin.com/in/shawnwinters1/Website: https://www.optonal.com/

In this episode of the Sales Empowerment podcast, Mike and Shawn talk to Andrew Kappel, SDR & GoToMarket Strategy Consultant for Skaled Consulting. Andrew talks about his work, and how he found success as a sales development representative, got promoted to account executive, and not doing very well as a result. Fortunately, he found his niche when he was tasked by his company to work with other B2B companies in designing and implementing modern SDR and GoToMarket strategies. Andrew talks about the most common issues that SDRs face, and the most urgent interventions that make the biggest impact in improving outcomes.  HIGHLIGHTSKnow your product just well enough to sell it Always be curious and resourceful Do SDRs overcomplicate things?Phones are still the best way to establish a two-way connectionTry to get the quick wins as soon as possibleThe importance of the feedback loop QUOTESThe most important trait for sales reps, according to Andrew: "An important trait of SDRs and sales reps is being curious. Having that curiosity and resourcefulness to try to figure stuff out, to do some research."How Andrew approaches clients: "When I'm working with clients and SDR teams, it's really great to break it down, the outbound process into target, channel, message, and then feedback loop."Connect with Andrew and his work via the links below: LinkedIn: https://www.linkedin.com/in/andrewkappel/Connect with Mike and Shawn and learn more about OpTonal by visiting the following links:LinkedIn (Mike): https://www.linkedin.com/in/zmmiranda/LinkedIn (Shawn): https://www.linkedin.com/in/shawnwinters1/Website: https://www.optonal.com/

The more you have, the more you need, and salespeople today have a lot. But stripped of every tool in your arsenal, what would you actually need to sell? And would you have what it takes to succeed? Join Darryl and long-time friend Greg Meehan, Senior Sales Strategy Consultant at Skaled Consulting. They get to the root of what you actually "need" to be a success in sales, why entitlement is a barrier to high-performance, how to decimate every excuse in the book, and just how important hair is to your standing as a seasoned sales sage.

In many ways, finding success in sales is all about your mindset. The sales professionals who are able to maintain a flexible and optimistic mindset no matter what's happening in the market around them will already have a major advantage over the competition and a greater chance at achieving their goals. In this episode, Hannah and Tony explore some of the key elements of sales success, and what makes some companies thrive in challenging times while others fail. To inform their discussion, they sit down with the President and Founder Listen and subscribe wherever you listen to podcasts: Listen on Apple Podcasts: https://fal.cn/readysetsellappleListen on Spotify: https://fal.cn/readysetsellspotifyIn each bi-weekly episode of Ready, Set, Sell, hosts Hannah Ajikawo, Practice Lead at Skaled Consulting and Tony Germinario, Director of Sales at Mindtickle sit down with industry thought leaders to provide listeners with smart insights, tangible advice, and actionable tips they can apply to the work they do in their own roles. Want to learn more about creating a culture of sales excellence? It starts here: https://fal.cn/3mr6VConnect with Hannah Ajikawo: https://www.linkedin.com/in/hannah-aj...Connect with Tony Germinario: https://www.linkedin.com/in/tony-germ...Connect with Colleen Francis: https://www.linkedin.com/in/colleenfrancis/

California Southern Law School graduate with a passion for business, Steve Gallion comes on the Jake Dunlap Show and offers his vision about the importance of mentorship and surrounding yourself with the right people in order to create a successful business. Steve's passion for people and eye for market opportunities have led him to build several companies, MedTrainner being the fruit of over 15 years dedicated to transforming the healthcare industry.MedTrainer offers a wide range of training and compliance services and the structure and support that healthcare staff in the medical, dental, pharmaceutical, and veterinary fields need to develop effective compliance strategies. Time stamps: 00:48- Introducing Steve Gallion01:48- Did somebody say “doughnuts”?!03:37- Growing up, memories, influences and inspiration09:18- Entrepreneur beginnings- facing hardships while building his business12:26- Motivation to grow and acknowledging his responsibilities16:51- MedTrainer-getting the company off the ground and discovering their niche26:21- Finding mentors and learning from other people's experiences30:43- Creating a great team- surround yourself with smart people40:45- Next chapters  Quotes: “ I break up mentors into three different buckets and one of them is a bucket that I call practical mentor, so people who directly influence you but may not be directly related to your field of interest.” “ I truly believe it's in your blood or it's not. I think you can teach people to do certain things (but) entrepreneurship, creating your own business, that kind of live and die by your own sword mentality is something that is pretty tough to teach.” “Success carries very similar patterns when you talk about working with people. I think (my) passion for people began working in a Target meeting, getting to know everybody on the team, which is highly diverse, from race to age to gender, and really getting those people to believe in you, to trust you.” “ I want to talk to people who have seen the journey to a hundred million dollars company (...) and what lessons have they learned. Sometimes you can shortcut your way by learning from their successes as well as their failures.”  Learn more about Steve: Linkedin | Facebook | Twitter | Youtube | Website  Follow Jake: Linkedin | Instagram | Twitter | Website____________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

This is part 3 and the final portion of Jake's conversation with Andy. In this episode, Jake and Andy wrap up their conversation, and hear their thoughts on how all of MEDDICC doesn't need to be included on the first call.One of the most commonly used frameworks companies utilize is MEDDICC. Jake sat down with Andy Whyte, the Founder of MEDDICC to discuss what is MEDDICC, Jake's issues with MEDDICC, where it is misapplied in sales departments, as well as how MEDDICC doesn't need to be completely filled out on the first call.Enjoy this week's episode with Andy Whyte!As always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation. Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/ ►Connect with Andy WhyteLinkedIn: https://www.linkedin.com/in/andywhyte/

This is part 2 of a 3 episode series where Jake and Andy discuss the best and worst of MEDDICC deployments: When it Fails and When it Sells.One of the most commonly used frameworks companies utilize is MEDDICC. Jake sat down with Andy Whyte, the Founder of MEDDICC to discuss what is MEDDICC, Jake's issues with MEDDICC, where it is misapplied in sales departments, as well as how MEDDICC doesn't need to be completely filled out on the first call.In this episode, you will hear:Jake's thoughts on when MEDDPICC is misappliedHow you don't need champion to close a 7 figure dealThe differences between an admin, champion, and cheerleader.Enjoy this week's episode with Andy Whyte!As always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation. Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/ ►Connect with Andy WhyteLinkedIn: https://www.linkedin.com/in/andywhyte/

This is part 1 of a 3 episode series where Jake and Andy discuss the best and worst of MEDDICC deployments: When it Fails and When it Sells. In this episode, you will hear MEDDICC Explained, as well as Jake's Issues with it.One of the most commonly used frameworks companies utilize is MEDDICC. Jake sat down with Andy Whyte, the Founder of MEDDICC to discuss what is MEDDICC, Jake's issues with MEDDICC, where it is misapplied in sales departments, as well as how MEDDICC doesn't need to be completely filled out on the first call.In this episode, you will hear:MEDDPICC ExplainedJake's Issues With MEDDPICCMEDDPICC as a process, not a frameworkEnjoy this week's episode with Andy Whyte!As always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation. Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/ ►Connect with Andy WhyteLinkedIn: https://www.linkedin.com/in/andywhyte/

This is part 3 and the final portion of Gia's conversation with Jake. In this episode, Gia shares the 3 most important pillars when building a world-class sales enablement function.Hootsuite is a global leader in social media management with almost 2,000 employees, and over 200 sales reps. During their conversation, they discussed all things sales enablement, from the growth of sales enablement, what goes into well-executed initial technology deployment, what sales enablement will look like now, what Gia believes it will look like 5 years from now, as well as the 3 most important pillars in building a world-class Sales Enablement.As always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”Now, enjoy this week's episode.This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation. Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/ ►Connect with Gia DeRoseLinkedIn: https://www.linkedin.com/in/gia-derose-425b2939/

This is part 2 of a 3 part series of the lessons Gia shared during her conversation with Jake. In this episode, Gia breaks down what goes into a well executed initial technology deployment.Hootsuite is a global leader in social media management with almost 2,000 employees, and over 200 sales reps. During their conversation, they discussed all things sales enablement, from the growth of sales enablement, what goes into well-executed initial technology deployment, what sales enablement will look like now, what Gia believes it will look like 5 years from now, as well as the 3 most important pillars in building a world-class Sales Enablement.As always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”Now, enjoy this week's episode. This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes. As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation. Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com ►Connect with Gia DeRoseLinkedIn: https://www.linkedin.com/in/gia-derose-425b2939/ 

FOUR ACTIONABLE TAKEAWAYS Don't just set the next steps. Set the next next steps. 2nd meeting demos should be 100% business application focused. NOT technical. Set that expectation upfront. In the 3rd meeting, lead with top 3 themes you've heard, then ask “what do you think?” before jumping into demo. In that meeting, have a 5 minute exec demo and a deep dive demo in your back pocket. PATH TO PRESIDENT'S CLUB LP @ Stage 2 Capital Former VP Sales @ Nowait, Inc. Former Head of Sales & Customer Success @ Chartbeat Former VP Sales @ Glassdoor RESOURCES DISCUSSED: Time is running out to register for our upcoming 30MPC Live webinar. Download our exclusive cold calling battlecard by signing up for the newsletter. Improve sales execution with Outreach. Click to watch our playbook on how to write better subject lines. Gong improves your win rates, starting with their Discovery Cheat Sheet + our top discovery tactics. Share demos, proposals, and customer stories that push opportunities over the finish line with Vidyard. See our top video tips + use promo code 30MPC to upgrade to a Pro account free for 30 days.  Dooly instantly syncs notes to Salesforce and automatically adds contacts to accounts. Access the sales template we use to qualify and close more deals, faster. Automate conversational texting for the entire customer journey with Skipio. Check out our best practices for texting prospects. HELP US OUT! What do you love about our podcast? Please consider leaving a rating and review for the show. We always enjoy reading your comments and feedback!

This is part 1 of a 3 part series of the lessons Gia DeRose, Sr. Director of Sales Productivity at Hootsuite  shared during her conversation with Jake. In this episode, Gia dives into the Growth of Sales Enablement, and much more!Hootsuite is a global leader in social media management with almost 2,000 employees, and over 200 sales reps. During their conversation, they discussed all things sales enablement, from the growth of sales enablement, what goes into well-executed initial technology deployment, what sales enablement will look like now, what Gia believes it will look like 5 years from now, as well as the 3 most important pillars in building a world-class Sales Enablement.As always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”Now, enjoy this week's episode.This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com ►Connect with Gia DeRoseLinkedIn: https://www.linkedin.com/in/gia-derose-425b2939/

This is part 4 and the final episode of a 4 part series on Building Enterprise Sales Playbooks for Early-Stage Growth Companies. In this week's episode, Jake discusses Where To Start When Building Your Enterprise Playbook. Jake covered topics including: Sales playbook timeline, including:Experimental, Documentation Phases prior to DeploymentDeploying your new playbookMessaging and execution of playbooksAs always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.” Now, enjoy this week's episode. ______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

This is Part 3 of a 4 part series on Building Enterprise Sales Playbooks for Early-Stage Growth Companies. and in this week's episode, Jake dives into The Benefits of A Well-Defined Sales Process. Jake covered topics including: Companies that follow a well-defined sales process are 33% more likely to be high performers55% of sales people don't have the skills they need to be successful, but great process makes up for that lack of skillBenchmarks for GrowthDives into the overarching view of business landscapeCritical information for winning investors______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

This is the 2nd part of a 4 part series on Building Enterprise Sales Playbooks for Early-Stage Growth Companies, and in this week's episode, Jake dives into Why You Should Build A Sales Playbook. Jake covered topics including: How companies who have a defined sales process grow 18% faster than those who don'tBenefits of a Sales Playbook including:Consistency across the sales teamConsistent customer and employee experienceBenchmarks for growthOverarching view of business landscapeCritical information for winning investorsAs always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.” Now, enjoy this week's episode. ______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

Welcome to Mini Episode Monday where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic. As the CEO of a 40 + Employee Management Consulting Firm, Jake talks with hundreds of sales leaders and CEOs each year, and with that also sees what these companies are doing for their outbound sales, and gets to take a deep dive into their sales playbooks. This week, we are diving into a 4 part series on Building Enterprise Sales Playbooks for Early-Stage Growth Companies. In Episode 1, Jake dives into Where Leadership Goes Wrong Building An Enterprise Sales Playbook, and you will hear:Only 22% of startup founders have a sales backgroundWhy the average tenure of a VP of Sales is 16-24 monthsHow training your reps on personas and industry trends is your direct line to sales excellenceAs always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.” Now, enjoy this week's episode. ______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

Welcome To Another Mini Episode Monday. For those new to the show, every Monday Jake will bring you bit size clips from interviews he's done, sales calls he's been on, or simply, his hot take on a given topic. In this week's episode, Jake sat down with YouTube Sensation, Jon Barr.Jon started his career as a baseball play by play announcer, and later took his talents to YouTube where he amassed 250,000 avid followers who consistently show up to view his travel content.In this week's episode, Jake and Jon discussed:How Play by Play is TheatricalJake's Experience in Sports SalesJon's Testicular Cancer JourneyCombining Your PassionsMuch More!As always, if you haven't already, hit the subscribe button on your favorite podcast player so you don't miss out on any future episode of “The Jake Dunlap Show.” Now, enjoy this week's episode with Jon Barr.______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

This is part 4 and the final episode of the How CEOs Can 2x Revenue By Building Their Brand series. This episode is a Q&A session Jake held, and in today's episode, you will hear Jake's thoughts on:Adding Value To Marketing's posts without saying the company's name.How to Twitter is tough for Organic ReachValue is in the eye of the beholderTalking to your target market about what you like or doAs always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.” Now, enjoy this week's episode. ______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

Jake Dunlap consistently designs repeatable, sustainable sales models and processes that outperform industry standards. As the Founder and CEO of Skaled Consulting, Jake helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales and Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018). Jake has positioned himself as an expert among multiple channels and spends most days sharing his thoughts with actionable takeaways on LinkedIn, Instagram, YouTube, and his podcast, The Jake Dunlap Show. Click here to connect with Jake on LinkedIn. Learn more about your ad choices. Visit megaphone.fm/adchoices

This is part 3 of a 4 part series on How CEOs Can 2x Revenue By Building Their Brand, and in this week's episode, Jake dives into How You Can Build Your Brand, including:Finding Your ChannelSetting GoalsBuilding A ScheduleBeing ConsistentIn a nutshell: Share your experience! Questions to help your audience:What do you want to be known for?How do you want to present yourself?Where are your buyers? Social MediaVirtual speaking engagementsGuest contributed articlesStrategy Before Practice: What do you have to say?Finding Your ChannelSet your goalBuild a scheduleBe ConsistentThree Steps To Building A Digital Presence:Connect with buyers weeklyPost content regularlyEngage with buyers dailyJake's 2021 LinkedIn Stats:527 Posts year to date8.5M Organic Views (Equivalent of $67K in ad spend)2-3 Inbound opps/weekAs always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.” Now, enjoy this week's episode. ______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.LinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

For a number of reasons, people are hesitant to build their personal brand. To help combat this, we are are continuing our 4 part series. This is the 2nd part of a 4 part series on How CEOs Can 2x Revenue By Building Their Brand. Content is King, and in this week's episode, Jake discusses how Face to Face is coming back, but it has changed, as networking has shifted to digital. When you are linked to your ideal customer profile, LinkedIn is a platform where you can get in front of hundreds of people per week to share your message.Social brand is no longer a “Nice-To-Have” = it is essential.1-2x per week is sufficient to startConsumers aren't looking for people to reshare customer posts, but rather are looking for posts that are:FunEntertainmentLearnDon't overthink your content strategy, what will them smarter? THAT is what you need to answer with your content! As always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.” Now, enjoy this week's episode. ______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

Let's face it, many people across all organizations are still hesitant to build their brand, what is a personal brand, why is it important, how do you build it are all questions that arise with this topic. This week, we are diving into a 4 part series on How CEOs Can 2x Revenue By Building Their Brand. In Episode 1, Jake dives into Why Building A Personal Brand is Important. After running a company for 5+ years, Jake realized the importance of LinkedIn, and building his own brand. Why building brand is important?#1 - People follow people, not brands Companies are faceless - personal pages get more views than company pages.SAP Stat:SAP posts about 40 times/monthIn that same month, over 11,000 employees post. Global executives attribute:45% of their company's reputation to the reputation of their CEO44% of their company's market value to the reputation of their CEO, on average61% of CEOs still lack a persona brand (Domo and CEO)As always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.” Now, enjoy this week's episode. ______________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 22,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation. Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.In this conversation, Jake and I discuss how to become a dangerous leader and the balance between micro-managing, coaching, and throwing associates into the deep end.Follow Jake on LinkedIn and make sure to listen to his podcast, The Jake Dunlap ShowDiscover more:Interested in coaching services, check out Live for Yourself Consulting and Dr. Benjamin Ritter

On today's episode, we will be covering Part 4: Setting Up Automation Triggers For Personas Based On Buyer's Intent.Episode Highlights:Buyer Sentiment ReportsDon't just look at open, clicks, Use this to check replies (including positive, objections, etc). Analyze your emailsAs always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.” Now, enjoy this week's episode. ____________________________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

On today's episode, we will be covering Part 3 - Knowing How Your Customers Make Money, What Is Most Important To The Individual Buying, and the Top-Tech To Please Your Customers. Episode Highlights:80/20 Rule: You only need 20% personalization, and true connection isn't “I see you went to X University). What part of outbound are the most important touch points?28% Touchpoint 141% Touchpoint 2-421% Touchpoints 5-910% Touchpoint 9+  Tech Tools:LinkedIn Sales NavigatorResearch and find leadsEngage outside of emailSendosoSend gifts right within your sequence, track their progressionVidyardPut the “person” in “personalization”Never been easierKoncert Agent-Assisted DialingActual trained human agents do the dialingReps focus on having the conversations that lead to salesAs always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.” Now, enjoy this week's episode. ____________________________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

Today is Part 2 of a 4 part series featuring Jake's 6 ways to close your Q1 Gap. On today's episode, we will be covering Part 2 - Focusing On A Single Pain, and how to Re-Engage Prospects Using VideoEpisode Highlights:Double Tap: Send an introductory email as your first touchPersonalized Video 2nd touchPick 1 pain point to create the video: Far too often do we try to solve all of our customer's problems at once.Always have a call to action.  As always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.” Now, enjoy this week's episode. ____________________________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

In today’s episode of the ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with Jake Dunlap, Founder / CEO of Skaled Consulting and B2B Sales Leader. Jake and Sam are going to be discussing five things every buyer will be grateful for in 2022. Episode Highlights 03:30 – Jake loved reading during growing up, and started to realize very early that sales satisfied a lot of things for him. He was naturally inquisitive. 05:55 - We tend to overcomplicate or bypass some of the things that will make us successful a lot faster, says Sam. 08:00 – Sam asks Jake that from a sales perspective, what's been the biggest change in sales since he started? 12:20 – Jake states, know your industry, and know the people you serve. 14:08 - So either quit or shut up and pay for it yourself because those are your choices, mentions Jake. 16:20 – Jake gives differentiation between extremely relevant and personalization. 18:40 - You don't necessarily have to personalize everything, but everything should be very relevant, states Jake. 21:30 - We've got to realize that you've got to move away from one sales process modality and probably have three or four, no intent, medium intent, high intent, and the way that we interact with those people changes a high intent person comes. 24:40 - Think about for just five seconds here about your expectation management with your customers, when you say requested a demo and the first calls with somebody who can't even answer basic questions. 27:30 - Jake thinks that most SDRs are smart enough to be trained on how to do a level one demo a five-minute walk-through. 29:25 - Jake tells reps this all the time, that any company that's in any decent size that says they don't have 30,000 bucks is lying to you. 32:30 - Outbound emails that show someone took five minutes to think through the fit and message first. 40:30 - Jake thinks that there are a lot of things that they think about sales because it's the way they've done in the past that there's no way someone would want to do this. 45:00 – Jake says that buyers don't need you to be their friend to want to do a ton of business with you, that’s not relationship building. 48:30 - If you're looking to up your sales, and are looking to modernize we've got a ton of free resources on our Insights page, or feel free to reach out to us at our website Three Key Points Jake reveals his sales journey stating that he moved to a startup in New York and then started Skaled Consulting almost nine years ago. They’ve got 45 plus people globally, and they’re helping organizations to modernize their outbound, inbound, go-to-market, sales process, technology stack, anything sales, and revenue engine-related functions. They’re working on engagements around operations, enablement and strategy. Besides that Jake has got a great sales mind the reason Sam wanted him here were the five things on his list. Jake thinks they just have to get out of their heads that not having the power they find a relationship, which is like if you define a relationship on benefits and all that this is not true. They are not in the friend-making business instead they’re into the value exchange business, and it doesn't mean you believe that you're rude. Tweetable Quotes “We seem to overcomplicate things in sales” - Sam Capra “One of the biggest issues that I see right now in sales is many sales organizations are morphing their

Jake Dunlap is a  C-level sales leader and highly sought after industry thought leader, quoted by Forbes, Inc. and Huff Post.

It is already March, which for many of you is the end of Q1. Today is the start of a 4 part series featuring Jake's 6 ways to close your Q1 Gap. On today's episode, we will be covering Part 1 - Why you should stop hitting send all, and track quality over quantity. Episode Highlights:82% of teams aren't hitting their outbound target65% say it's because of generic messagingMix in both short, medium and long sequences.Build the bench for next quarterGo to people who were:Not interestedNot right nowAs always, hit the subscribe button on your favorite podcast player so you don't miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.” Now, enjoy this week's episode. ____________________________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/ 

Part 5 of Jake's "The Modern Outbound Playbook"This is the final episode in this 4 part “What's Not In The Modern Outbound Playbook” series, and today Jake answers some listener questions on creating quick short videos, how to address email open rate problems, and scaling outbound lead generation through outsourcing. Quick Short VideoKey: Add value immediatelySaw on LinkedInBullets below on topicSend more detailsThank them “following your journey on LinkedIn, etc.” Solving Open Rate Problems (Email Subject Lines)Time to connect -  (Date) - 30-40% Open RateReferred From XYZ Office (on big companies)  Scaling Outbound Lead GenerationIf you are outsourcing your lead generation, treat them like a full time employee for the first 30-45 days. The upfront investment will directly correlate to the success.  Link To Download “The Modern Outbound Playbook”:https://skaled.com/insights/modern-outbound-playbook-modern-sales-tech/ If you haven't already, hit the subscribe button so you don't miss out on upcoming episodes of The Jake Dunlap Show. __________________________________________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

Social media has become an arena for polarizing opinions - and not just about real-world issues but also sales and marketing. Is there a way to put this argument-provoking rhetoric to good use and hit your numbers? In this episode of INSIDE Inside Sales, Darryl is joined by the knowledgeable and outspoken Jake Dunlap, CEO at Skaled Consulting, to talk about how to leverage social-selling in a polarized world. Darryl and Jake go on to discuss varied and somewhat controversial posts pulled from Jake's social media, such as the importance of optimizing and diversifying outbound messaging, the power of video in sales, and the TTTT tactic. Subscribe now and find out why the gig economy may be the next frontier for sales professionals.

Part 4 of Jake's 5 Part “What's Not In The Modern Outbound Playbook” series.This week's episode is the “Ultimate Webinar Follow-Up Play for Warm Leads, and how you can re-engage old opportunities with video.”Jake's Poll:Does your marketing team currently run or have plans to run webinars in 2022?Only 50% of teams are using webinars! Ultimate Webinar Follow-Up Play for Warm Leads Marketers- Just because someone signs up for a webinar does NOT mean they are a warm lead.  Pro Tips:#1 Quick follow-up is important in this play, so it's best to have your messaging and sequences written and videos ready to go the day of the event.#2 Since these are warm leads, eGift cards for coffee or lunch tend to work well as a way to get them just over the hump and say yes to a meeting. Reengage Old Opportunities with VideoGo back to your old close/lost opportunities from 2020 and 2021, send a personalized video and message on LinkedIn.  Suggested Tools: Outreach and Vidyard  Pro Tip:When sending your personalized video, bullet out or summarize your key points/value props in the body of your email as well. Jake Poll:What's your #1 concern when it comes to outbound this quarter:Generic messaging - 29%Too focused on quantity - 33% Not iterating - 25% Sequence strategy old - 13%  Link To Download “The Modern Outbound Playbook”:https://skaled.com/insights/modern-outbound-playbook-modern-sales-tech/If you haven't already, hit the subscribe button so you don't miss out on upcoming episodes of The Jake Dunlap Show.__________________________________________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

Part 3 of Jake's 5 Part “What's Not In The Modern Outbound Playbook” series.On today's episode, Jake will go over how to break in when a prospect is active on LinkedIn, how to reduce your chance of no shows, and how to handle those who are Engaged vs. Unengaged.”“Breaking in When They're Active on LinkedIn:”Pro Tips:#1 Always use the AND mentality when creating sequences. For example, it's not a LinkedIn OR video play or an email OR LinkedIn play. This play uses email AND video AND audio messages AND calls.#2 Use Vidyard video analytics to track if people are watching 100% of your video. If not, try to shorten the length or test more engaging intros.  The Play To Reduce Your Chance of No ShowsImmediately after you set the meeting:Step 1. Send invite and assign to sequence Day before meeting:Step 2. The day before a meeting, send a short video as a reminder. Step 3. LinkedIn Profile View Day of Meeting: Step 4. 10 minutes after the meeting time, call your prospect and leave a voicemail if they don't answer. Step 5. 1 hour after meeting, send a video via email: “Hey, we had a meeting booked at X time, but we seem to have missed each other. Is there a time that works for your tomorrow or (weekday 2 days from now)? Day after Meeting:If they still haven't responded the next day, send a LinkedIn message “I know emails can be buried in inboxes…” Up your video quality game, show up digitally like you would in person.  Split Play - Engaged vs. UnengagedPro Tips:#1 Don't use links until at least email #3 or videos until email #2. This helps prevent getting caught in SPAM. #2 Try interest-based, soft calls to action in your early emails, such as asking for a reply or dialogue versus a meetingIf you haven't already, hit the subscribe button so you don't miss out on upcoming episodes of The Jake Dunlap Show.Link To download The Full “Modern Outbound Playbook”: https://skaled.com/insights/modern-outbound-playbook-modern-sales-tech/__________________________________________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

Last week, Jake started breaking down a 5 part series that will highlight “What's Not In The Modern Outbound Playbook.” This week's focus is Part 2:Part 2: The Modern Outbound Tech StackThere are 2,000+ sales techs to choose from! From sourcing leads to closing deals, the most successful teams use technology to increase efficiency! 4 Key Areas To Focus On When Building A Tech Stack:A database for accurate and useful buyer informationA way to organize and track your sequences so you never miss a touchpointA system that tracks and compiles data so you can make better decisions and constantly optimizeA Means to delight your prospectsSkaled Master Six Tech Partners:OutreachVidyardSendosoLinkedIn Sales NavigatorSalesIntelInsightSquaredOne size does not fit all, you need to tier prospects and accounts:Tier 1: Highly personalized high-touch plays with some automation for admin or general tasksTier 2: Mix of personalization and automation (20% personalized, 80% templatized)Tier 3: Slight personalization and high automation If you haven't already, hit the subscribe button so you don't miss out on upcoming episodes of The Jake Dunlap Show.Link To Download “The Modern Outbound Playbook”:https://skaled.com/insights/modern-outbound-playbook-modern-sales-tech/__________________________________________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018. ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

This week, we will be starting a 5 part series that will highlight “What's Not In The Modern Outbound Playbook.” Here is an overview of the series:Part 1: The State of Outbound ExplainedPart 2: The Modern Outbound Tech StackPart 3: Breaking Down Active LinkedIn Users, Reducing No Shows, and Engaged vs. Unengaged BuyersPart 4: The Ultimate Webinar Follow-Up Play For Warm Leads, Reengaging Old Opportunities With VideoPart 5: Q&A  This week, Jake breaks down the current state of outbound. In October 2021, 82% of teams said they weren't hitting their outbounds targets.Outbound Trends of 2022:HybridCreativityQualityHybrid Stats:92% of B2B buyers prefer virtual sales interactions50% B2B Buyers say that remote work has made purchasing easier.86% of B2B companies have experienced an increase in their ROI of the hybrid event.  Top Reasons Teams Aren't Hitting Goal:48.5% Generic Messaging26.3% Too Focused On Quantity  #1 Way Teams Believe We Can Make Outbound More Effective:Track quality over quantityBetter data and insightsIf you haven't already, hit the subscribe button so you don't miss out on upcoming episodes of The Jake Dunlap Show.__________________________________________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

In this week's Mini-Episode Monday, Jake is bringing you his top advice on investing in your employees, 3 hiring mistakes you should avoid that he has made himself, and how to get the attention of any CEO. Investing In Your Employees:Ramp Plan: Breaking it down into Buddy Systems, and consistently level up over time.Focus on the “Basics of Basics”: Companies are responsible for the development of their reps. Continual Development: Constant and consistent development will enhance reps, and be better able to provide the best experience for your customers3 Hiring Mistakes You Should Avoid:Focus on the skillset you are looking for, and not around their charisma. Take the reference process seriously. Years of experience actually doesn't matter. How to Get Any CEO's Attention From A CEO:Jake's most successful gift campaign? Sending iPads to an iPad waitlist management tool for restaurants:75% Response Rate, 45% Meeting Rate Focus Areas:Relevant TouchpointsHigh Quality Activity Number of Positive Outcomes Also the biggest tip of all, stop sending socks!  Episode YouTube Links:Investing In Your Employees https://www.youtube.com/watch?v=IQLljfKuQDY3 Hiring Mistakes You Should Avoid https://www.youtube.com/watch?v=XLEw77uUufoHow To Get ANY CEO's Attention From A CEOhttps://www.youtube.com/watch?v=Q7W2b_gvbKYIf you haven't already, hit the subscribe button so you don't miss out on upcoming episodes of The Jake Dunlap Show.__________________________________________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

We spend so much time with our heads in the weeds or exhausting ourselves trying to create that new-to-the-world idea. But, as today's guest shows us, the best ideas come from keeping your eyes open for what already exists. Jake Dunlap is the CEO of Skaled Consulting and past VP of Sales at Glassdoor.  He shares how he built his career on finding best practices and innovation around him, and bringing them into his work. He also talks about how old processes and identities keep us from finding success in the future and why the future is about research and critical, not information. And, he gives some phenomenal advice about staying present and open to innovation beyond your day-to-day Jake's Everyday Innovator style: Collaborative Inquisitive Connect with Jake on LinkedIn Check out our sponsor Howdy Puppy Discover your Everyday Innovator Style Everyday Innovators Digital Magazine Everyday Innovators Online Facebook Group Innovation is Everybody's Business Book

Welcome to another episode of Mini-Episode-Monday, a new series where Jake will be bringing you bite-sized clips from sales calls he has done, interviews he has been on, or simply Jake's hot take on a given topic. This week's episode is a mashup that starts with Jake discussing his thoughts on how B2B sales will change in 2022. That portion is followed up with how Jake made his first million dollars, and the episode finishes with 3 apps that Jake uses that have exploded his productivity.  How B2B Sales Will Change in 2022:The buyer in 2022 needs someone who can be a guide to them, and help someone make the right decision while adding value. Link: https://www.youtube.com/watch?v=FOQTJve6lqw Jake's First Million:Everyone wants to be a “millionaire,” right? It is a lot of hard work, mistakes, and putting money away. Some great ways Jake made his first million:Max Out Your 401K - That is free money! Taking A Job For GrowthLink: https://www.youtube.com/watch?v=xp6Ic6UCXR8&t=68s 3 Apps That Have Exploded Jake's Productivity: EvernoteSuperHuman (25-30% more efficient)Calendar Link: https://www.youtube.com/watch?v=RmuEtmfNV48If you haven't already, hit the subscribe button so you don't miss out on upcoming episodes of The Jake Dunlap Show.__________________________________________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes. As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation. Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.__ ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

HIGHLIGHTSSales is a processInvest in training and onboarding earlyConsistency and empathy: Building trust as a sales leader Humans suck at multitasking Coaching should not breed dependencyHeadcount should not determine the worth of a sales leaderYou don't feel burnout if you truly enjoy doing somethingYou have to own your career developmentAll your problems have already been solved before Chase growth and wealth will follow later The trick to dealing with discomfortLove the game, not just the outcomesQUOTESJake: "Sales is a process. It is just as much science, if not more science than art. There are right and wrong ways to move customers through a journey based on your sales cycle, who you sell to, etcetera." Jake: “It's all about the people, man. I don't need to know the product that well. I don't need to really know much. All I need to do is to get to know Jake, or John, or Scott or Shawn, or Susian, or Eva, whatever. I think for a lot of people, if I understand where you are today, like what your motivations are, what you're trying to accomplish, then like, amazing. I can now help to put together a development plan because I can invest in you. “Jake: "To understand where someone's coming from, I don't have to placate that person. I just need to understand so that I can better communicate with that person because now I know where they're at mentally or based on their experience. And then I show up consistently throughout the process. That's how I build rapport." Jake: "Really great coaching isn't always giving advice. Sometimes it's just asking."Jake: "If you are doing something that you really enjoy, even when it's hard, you don't feel it, if I'm just being perfectly candid. I've been tired in my career and life, but once I realize that, look, I really love sales. I love learning. I'm naturally very curious. And sales to me checks those boxes in some next level because it's evolving so quickly." Jake: "If you align the things that you're good at and the things you enjoy and get energy from, that's the job you should be doing."Jake: "Everyday is a chance to learn. Everyday is a chance to get better. Everyday is a chance to try new shit and break new things and try something different."Jake: "100% if the problems you're facing have already been solved. Therefore, it is doable. So what are you gonna do about it?"Jake: "I made an oath: I will never hang up the phone and have that feeling again. I will always go for 15 seconds of discomfort to ask that tough question, as opposed to 25 minutes or an hour, hours of beating myself up later, just knowing that I left something on the table, knowing that I left my best possible performance on the table."You can learn more about Jake in the link below.Linkedin:  https://www.linkedin.com/in/jakedunlap/Email: Jake@SKaled.com Youtube: https://www.youtube.com/c/JakeDunlapSalesIf you're listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.LinkedIn - https://www.linkedin.com/in/jordanbenjamin/Website - http://mycoreos.com/Podcast - https://www.mycoreos.com/podcastEmail - Jordan@MyCoreOS.comTwitter - https://twitter.com/jbenj09

Welcome to another episode of Mini-Episode-Monday, a new series where Jake will be bringing you bite-sized clips from sales calls he has done, interviews he has been on, or simply Jake's hot take on a given topic. This week's Mini Episode Monday features Kevin “KD” Dorsey, who joins Jake to discuss the current problems with remote work Being remote has greatly exposed everyone that did not have processes in place to thrive in this environment. If you have to be there in person to get the behavior that you expect, it means you don't have the culture you need to have, and if you don't have processes in place and then you go remote, it's all downhill from there. Kevin Dorsey joins Jake Dunlap in working remote problems and awesome solutions around them! KD's Top Tips For Remote Leaders: 1. Putting Sync Ups On The Calendar2. Less Transactional Spiffs - Managers Need To Be Proactive3. Who Needs A Shout Out/Pick Me Up? Send Them A Message If you haven't already, hit the subscribe button so you don't miss out on upcoming episodes of The Jake Dunlap Show.__________________________________________________________________________________________________Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes. As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation. Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.__ ►Connect with Jake DunlapLinkedIn: https://www.linkedin.com/in/jakedunlapInstagram: https://www.instagram.com/jake_dunlap_/Twitter: https://twitter.com/jaketdunlapWebsite: https://www.jakedunlap.com/

As the Founder + CEO of Skaled Consulting, Jake Dunlap helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales + Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018).Follow Jake on LinkedIn here: https://www.linkedin.com/in/jakedunlap/Follow and connect with the host, Connor Dube on LinkedIn here: https://www.linkedin.com/in/socialsellingexpert/Instagram: connor_dubeIf you're already thinking you need to find a more efficient way to conquer your monthly B2B content like blogs, newsletters, and social media – we'd like to show you how we can improve the quality, save you tons of time, and achieve better results! To learn more visit www.activeblogs.comKey Takeaways:Today's customer has done their research. They can be 80% of the way through the sales process before you have contact with them. You need a strong understanding of the sales process — which is almost universal — and a clear picture of where your customer is in that process when they make contact.With sales technology, to get your full ROI, make a solid plan for deployment, systems integration, and continuous optimization. Identify the bottlenecks you have, and choose/use technology to address existing problems.Jake's Top Sales Tech Stack Recommendations:For customizing and tracking steps in your sales process, Outreach.For a strong, clean data collection tool, LinkedIn Sales Navigator.For analytics to gauge the impact of your content, InsightSquared and Vidyard.For following up with personalized gifts, Sendoso.Hope you enjoyed this episode of B2B Mentors! Make sure to subscribe on your favorite podcast platform. Leave us a 5-star review, so your friends and colleagues can find us too. B2B Mentors is brought to you by activeblogs.com. Head over to our Content Trifecta page to schedule a chat with Connor about custom marketing content solutions for your company and the Content Trifecta effect!

Jake Dunlap consistently designs repeatable, sustainable sales models and processes that outperform industry standards. As the Founder and CEO of Skaled Consulting, Jake helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales and Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018). Jake has positioned himself as an expert among multiple channels and spends most days sharing his thoughts with actionable takeaways on LinkedIn, Instagram, YouTube, and his podcast, The Jake Dunlap Show. Learn more about your ad choices. Visit megaphone.fm/adchoices

This week's guest is Jake Dunlap, who is the CEO of Skaled Consulting, where he helps companies operationalize key aspects of their sales and marketing organizations, and has done so at companies such as: Microsoft Yelp LinkedIn Outreach Salesloft to name a few. Jake believes that strategic vision and tactical strategy execution are how you generate results. He is also the host The Jake Dunlap Shows - which dives into the back stories of your favorite, most successful people. The biggest lessons for me in this episode were: #1 Sell Outcomes, Not Products - Jake crushed sales when he put people in the position of giving others an experience they will never forget with their child/spouse, etc. #2 Steal other's best practices (no need to reinvent the wheel) smooth the learning curve #3 Round Out Your Experience (If you want to be a leader at some point, experience is essential- walking the walk) It is also important to have fun with what you are doing and love what you do, as others will feel that as well. We also discussed “How To Google or YouTube 101”, which is Jake's College 101 course he would teach. Enjoy this episode with Jake Dunlap! ____________________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to 20percentpodcastquestions@gmail.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!

Jake discusses working at CareerBuilder and Glassdoor, his midwestern background, ticket sales with the TB Rays, bringing business plans to interviews, getting fired, effective sales leadership, keys to getting promoted, sales team bonding in a remote world, learning the startup game, why he started Skaled, and the future of sales.

In this episode, we're talking with Jake Dunlap, the CEO of Skaled Consulting. Skaled helps executives around the world accelerate their business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales + Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2B in 2018). Hear directly from Jake how to build out your sales department, mistakes small businesses often make, how to structure commissions, and much more! Find the show notes for this episode here! Watch this episode on Youtube here. Host: Chris Ronzio

Scaling & Process in the World of Sales Tech with Skaled Consulting's Jake Dunlap Episode Summary: Welcome to Sales Tech, the show that talks about sales technology, what's working, what's not, and where the industry is going. In this episode, Jake Dunlap joins the show to provide his thoughts on the ever-evolving sales tech industry. Jake is the CEO of Skaled Consulting, a company that helps organizations meet buyer demand through a unique approach that combines modern sales strategy, intentional digital presence, and quality execution. Today, Thom and Jake discuss the sales experience and how it can be a huge differentiator in today's market. Jake expounds on the importance of process, the value of tactical execution, and why it is so critical that sales professionals take control and invest in sales technology tools that can help them hit quota more effectively. They discuss the work Jake and his team do at Skaled, the critical need for collaboration, and what the future holds for the sales industry. What We Covered: 00:38 – Thom introduces today's guest, Jake Dunlap who joins the show to discuss the current state of the sales tech industry 02:38 – Best practices for dealing with the overwhelming emergence of so many new sales tech tools 05:11 – The most important sales tech tools that Jake has noticed in the market 08:25 – How customer behavior has changed over recent years and why salespeople need to be aware of these changes 10:50 – Jake speaks to trends he's notices where sales tech is not being utilized and maximized the proper way 12:22 – Jake expounds on the difference between quantity and quality as it pertains to sales tech   14:05 – Jake speaks to how sales professionals can better utilize sales tech 16:04 – What excites Jake most about the future of sales tech 18:15 – Jake speaks to how he and his team at Skaled focus on tactical execution  20:03 – Why most of Jake's customers have issues with process above all else 21:16 – Jake speculates on the future of sales tech and what sales professionals should be preparing for 23:48 – Final words of wisdom from Jake 24:40 – Thom thanks Jake for joining the show today and let's listeners know where they can connect with him   Tweetables: “I think right now we have a bit of a knowledge gap. Meaning, right now people don't really even fathom what is or isn't possible because there's so many new tools and it's always emerging.” (01:48) “Just like marketing goes and hires experts in performance marketing, sales teams need to get comfortable working with outside partners that will help them fill in the gaps of expertise.” (04:23) “As buyers have become more educated – they want a process, they want a helper, they want a guide – a platform where you and the customer and collaborating on the sales process, that to me is the new frontier for sales itself.” (07:46) “The issue with sales tech and how most people are wielding it today, is they're using it to push the ‘more' button. Listen to more calls. Do more activities. And we didn't realize that these tools are about ‘more' and quality.” (11:19) “If I was an individual, I'd either make sure I went to a company that values sales technology, or I'd buy it myself. And I know that's gonna be controversial, but what are you waiting for? These tools exist.” (14:47) “I'm very bullish that using a beautiful way to talk through and describe and gather information, coupled with a way to interact with customers to get their input in the process, is going to dramatically shrink sales cycles. It's gonna increase trust with prospects. It's gonna make the experience fun.” (16:52) “If you don't know your customer journey, how can you then align an optimal customer path?” (18:53) “The deployment and implementation is Step Zero. The end goal for any tech is power usage. And so make sure that when you do purchase, you're building a path to get to power usage and reinforcement.” (24:25) Links Mentioned: Jake Dunlap on LinkedIn Skaled Consulting's Website The Goal  Zoom Info  Sales Intel Sales Navigator Lusha Mural  In Accord Clubhouse

Twins Talk it Up Episode 34: Skale up Your Performance   In this episode, we speak with Jake Dunlap, CEO of Skaled Consulting. Skaled Consulting helps sales and marketing professionals as well as organizations scale more efficiently by using technology & consulting. We are grateful that Jake was able to join us despite the challenges due to a loss of power that the majority of the State of Texas was experiencing.  Jake shares his thoughts about how the organizations that are thriving are those who pivot quickly to optimize & customize their sales processes and product set. He states that "the companies that are winning, do not hold onto the past. They are focused on what the buyer is doing and on what can I do to sale and get in front of them." The landscape has now changed and sales professionals need to become more proficient in the virtual space and grow in their soft skills such as public speaking and storytelling. In responding to the question of 'virtual fatigue', Jake shared that "every call you have is somebody's first experience with you and your company". You have to first be excited about your position and your product and then you have to be passionate about the buyers you serve. We speak about leveraging platforms and tools that best serve professionals and their organizations; and how vital it is to interact and stay connected with other leaders, prospects and clients. Jake was gracious enough to offer provide a link for a free 60-day trial of Sales Navigator. Learn more about Jake Dunlap and Skaled Consulting at https://skaled.com/ LinkedIn Navigator trial for our listeners: http://bit.ly/Jake60SalesNav​   ----more----   If you are looking to learn the art of audience engagement while listening for methods to conquer speaking anxiety, deliver persuasive presentations, and close more deals, then this is the podcast for you. Twins Talk it Up is a podcast where identical twin brothers Danny Suk Brown and David Suk Brown discuss leadership communication strategies to support professionals who believe in the power of their own authentic voice.  Together, we will explore tips and tools to increase both your influence and value.  Along the way, let's crush some goals, deliver winning sales pitches, and enjoy some laughs. Danny Suk Brown and David Suk Brown train on speaking and presentation skills.  They also share from their keynote entitled, “Identically Opposite: the Pursuit of Identity”.     Support and Follow us: Instagram: @twinstalkitup Instagram:  @dsbleadershipgroup Twitter:  @dsbleadership LinkedIn: https://www.linkedin.com/company/twins-talk-it-up/ LinkedIn:  linkedin.com/company/dsbleadershipgroup/ Facebook: facebook.com/TwinsTalkitUp Facebook: facebook.com/dsbleadership/ Website: dsbleadershipgroup.com/TwinsTalkitUp

Chad Burmeister, the AI for Sales Expert on C-Suite Radio, talks with Mike Racz, Senior Director of Enterprise Strategy for Skaled Consulting.In this episode, you will learn:1)   Top of funnel needs to be handled by AI, Mike will tell you why2)   Why high-EQ trumps high-IQ in an AI-driven world3) Where is AI for Sales headed?

Season Two Episode Ten  Guest: Jake Dunlap, CEO at Skaled Consulting  About Jake:  As the Founder + CEO of Skaled Consulting, Jake helps executives around the world accelerate business growth with data-backed sales solutions. Jake is a Linkedin expert and influencer, shaping the landscape of how marketing teams, sales teams, and executives sell and shape their personal brands through Digital Presence.  You can learn more about Jake and reach out to him on LinkedIn here:  https://www.linkedin.com/in/jakedunlap/  About Skaled Consulting:  Skaled Consulting helps with both strategic and tactical support through various phases of scaling and when larger organizations are looking to re-invent or stay relevant with their current marketing and sales strategies.  Learn more about Skaled Consulting here:  https://skaled.com/

When you multi-thread in sales, you're taking control of the outcome. You worked hard to get that big meeting — why wouldn't you do everything in your power to close? CEO of Skaled Consulting and multi-threading wizard, Jake Dunlap, joins me in this episode of The Sales Engagement Podcast to chat about everything multi-threading: -How to get the meetings that matter at the ToFu -3 practical tips for a successful Discovery Meeting -How to successfully use LinkedIn to multi-thread For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.

Working inside a sales process helps drive effectiveness and efficiency for sales reps. Today we talk with Jake Dunlap, CEO of Skaled Consulting where he help companies operationalize key aspects of their sales and marketing organization. This is a compelling discussion with Jake about how to improve your processes while remaining authentic.

 Discover how to scale up your business through the use and help of modern technology that align Marketing and Sales for a smoother buyer experience Learn more about the different levels of growth and which level are you in Find out the importance of the optimization mindset in scaling up your business and choosing the road to growth and change Resources/Links: Check out Jake's The Ultimate Guide to Inbound Lead Follow-Up & Conversion: bit.ly/modernplaybook Summary Do you want to scale up your business, increase sales, and unleash its full potential but just don't know how to do it? Do you know which are the parts of your business that needs changing? Or do you have no idea what needs to be changed at all? Jake Dunlap is the Founder and CEO of Skaled Consulting that helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at NoWait (acquired by Yelp), Head of Sales and Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion in 2018). In this episode, Jake shares his insights on how to scale up your business through, first, knowing the points in your business that needs to be changed, and secondly, by bringing back in our “optimization” mindset in the company. He also shares how engaging in technology can help boost your company. Check out these episode highlights: 01:47 - Jake's ideal client: “We're looking for organizations that are in his initial stages of growth that are trying to, you know, they're at the stage where replicability matters, and there's that early stage where like, ‘Look, just figure it out, wing it.'” 02:31 - Problem Jake helps solve: “I think there are really two problems. I think we solve an expertise problem, you know, from working with hundreds of companies, we just have a vantage point that's very unique around, you know, modern outbound, which will, you know, obviously, is something we'll talk about in a second, you know, really cutting edge sales processes and ways that people are adapting the way that buyers, you know, want to adapt, and then you know, how you work with your current customer.” 03:43 - Typical symptoms that clients experience before reaching out to Jake: “There are usually a few things that you're experiencing. One, we've been growing, things are going well, the duct tape is starting to come off the plane a little bit. And what I mean by that is, we're scaling from X to Y in a very short period, our team is understaffed. Our ops team, our enablement team, and maybe our leadership team has a lot on their plate.” 05:25 - Common mistakes that people make before they find Jake's solution: “It's different at different levels of growth. I think early on, they try to hire full-time people that are 60% role for the job they need today, a 40% role for the day two years from now.” 07:08 - Jake's Valuable Free Action (VFA): “Create a culture of, "always optimizing". Create a culture, ‘We're going to be optimizing this process an ongoing basis.'” 07:38 - Jake's Valuable Free Resource (VFR): Check out Jake's The Ultimate Guide to Inbound Lead Follow-Up & Conversion: bit.ly/modernplaybook 08:05 - Q: How is technology going to impact sales over the next 10 years? A: We need to start to not judge the success of our sales organizations and marketing organizations by size. We need to judge our success by output. Tweetable Takeaways from this Episode:

Jake Dunlap is the CEO of Skaled Consulting and easily one of the best voices in the world of modern B2B Sales. He's a true practitioner, he has fresh takes and he has really "done it" and been successful in a number of different industries. The side of Jake I appreciate most is his perspective to choose growth, not short term financial success, as your guide. I'm a strong believer in that. In this conversation, we talk about: His sales career in the MLB and NHL and why he told his boss to f-off (!) Picking growth over money early in your career How to become a "student of the game" How he scaled the team at Glassdoor in the early days and some of his best stories You can find Jake on LinkedIn, Twitter, Instagram, and YouTube. You can also check out Skaled Consulting. For more content, check me out on LinkedIn, Twitter, Instagram, and YouTube. All other content is also hosted on MillennialMomentum.net. If you enjoyed today's conversation, please subscribe, leave a review and tell a friend. Sending nothing but love, Tom

Sales is often thought of as complex dark magic when in reality every deal boils down to the same base process just with different outcomes. An Industry Thought Leader, Quoted by Forbes and Huffington Post, C-Level Sales Growth Trainer, B2B Strategy Consultant, CEO of Skaled Consulting, Jake Dunlap, describes the foundation of sales deals and what customers are looking for from their sales call.   Takeaways: More often, customers are looking for a different sales experience than the “friendship” tactic. Sales are less about building relationships and more about solving problems for their customer. If you want to close more deals, then communicate separate solutions. Set up 1:1 meetings with individual departments that are involved in the vetting or implementation.  Understand that no enterprise organization goes all in out of the gate. Follow this pattern: proof of concept then proof of scale and then secure a bigger purchase. Marketer Challenge: Go set up a time to listen in on 20 sales conversations at all different stages of the funnel to listen to what your buyers are saying. Career advice: Start working and getting experience now. Take a job to develop a skill to move on to the next role.    Links: LinkedIn: https://www.linkedin.com/in/jakedunlap/ Twitter: https://twitter.com/JakeTDunlap YouTube: https://www.youtube.com/c/JakeDunlapSales?sub_confirmation=1 Personal Website: https://www.jakedunlap.com Skaled Consulting: https://skaled.com   Busted Myths: Sales is a science. Deals and sales follow specific patterns with different ending results. Think about building more repeatable processes for sales so that there is a set foundation for making deals. There is no outsourced champion that is going to magically fix collaboration in your company. If you are trying to increase your average deal size then you have to be the internal champion. Organic social traffic is worth it! Less than 3% of people on LinkedIn contribute content. The ability to stand out is easily achieved!   Ways to Tune In: iTunes - https://podcasts.apple.com/us/podcast/the-hard-corps-marketing-show/id1338838763 Spotify - https://open.spotify.com/show/1vVLpNI1LssMTiL6Kdsamn Stitcher - https://www.stitcher.com/podcast/the-hard-corps-marketing-show Google Play - https://play.google.com/music/m/Im7mytmu2wa2mekhoeixlja5hpe?t=The_Hard_Corps_Marketing_Show YouTube - Full video - https://youtu.be/mmknunVhHC0

Jake Dunlap, CEO of Skaled Consulting, drops by the podcast to talk more about the alignment between Sales and Customer Success within B2B SaaS. He drops some tactical advice for our customer success leaders. Some show notes... Companies can be organized and Incentivized on things that are counter-Intuitive to the customer experience The Customer Framework - start with the customer In mind, then build the framework to support around that Incentivize sales teams around the retention and renewal - helps to align the team to selling the right deals and ensuring customers can achieve outcomes Customer marketing needs to be a quarterback of communication and tied to retention driving activities Customer success Is used as a reactive function focused on maintenance; need to change the mindset to be proactive function focused on growth 3 common mistakes of early SaaS; Underinvesting In Sales Operations Roles and Hiring Profiles Segmentation and territories Get depth In your relationships -- If you want to join the discussion with thousands of other customer success leaders, join Gain Grow Retain: http://gaingrowretain.com/ -- This podcast is brought to you by Jay Nathan and Jeff Breunsbach of Customer Imperative, where we help B2B SaaS organizations build growth & retention strategies. Learn more at https://customerimperative.com/ Jay Nathan: https://www.linkedin.com/in/jaynathan/ Jeff Breunsbach: https://www.linkedin.com/in/jeffreybreunsbach

What You'll Learn From This Episode: Ways to increase the volume of their demand generation or outbound efforts Why LinkedIn is a good platform for digital presence Modern demand generation and optimizing ​ Related Links and Resources: He's going to offer a go-to playbook for any executive or company looking to get active for the first time, so follow the link: https://skaled.com/lp/linkedin-touchpoints Summary: Jake Dunlap is the founder and CEO of Skaled Consulting and a recognized Sales Leader and B2B Sales and Marketing Thought Leader. Jake and the Skaled Team help executives around the world accelerate and scale business growth with data-backed sales solutions and a sustainable customer framework. Along with the list of enterprise clients Skaled has amassed in a few short years (read: The New York Jets, LinkedIn, Insightly, ADP, Microsoft), the majority of Skaled clients are Startups and Mid-Level businesses looking for accelerated growth with a scalable and sustainable path forward. In these uncertain times, Jake has naturally positioned himself and Skaled as an Expert in adaptability. Jake spends most days leading Executives and Teams through modern demand gen sequences and into the future of sales and marketing. You can consistently rely on him for sharing his true and honest thoughts and advice on any number of his social channels as well as participating in Virtual Speaking Events and Break Out Sessions around the globe. Before building Skaled, Jake held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales + Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018) Here are the highlights of this episode: 2:41 Jake's ideal Client: Our ideal clients are really CEOs and revenue leaders who are trying to either modernize a component of their sales engine. Whether it's the demand generation from a marketing stand point, the sales process, the account growth process, or organizations that are looking to scale to new levels. So, organizations that are at 25-50 million and trying to figure out and wondering what are we going to need to do from a revenue engine stand point to get now to 100-150 million, etc. That can be a company going from 1-10, 30 to 100 (million). We really come in and support executive leadership through those changes. Think of this as a consulting firm plus an agency that actually gets into the transition and does a lot of tactical execution as well. 3:35Problem Jake helps solve: I think now, it evolves, right? As the needs of our market shifts and things changed. But I would say I can boil it down to a couple of criteria. First is modern demand generation; you focus on your SEO strategy, your paid media strategy, your outbound strategy. Well today this is more intertwined that ever. A lot of organizations wondering how are we going to mix our paid, our LinkedIn, organic strategies and create a modern inbound and outbound engine. So that's one. Every company wants more leads. That will be one core problem that we solve. The other is optimizing; really needing the customer where the customers at. Most sales engine is built from a sales organization efficiency first, and customer experience second. And what we're seeing is at B2B, customers are looking for an experience more similar to B2C, where I can learn about the company upfront, I can get to the information that I want, I can get information about the competition, the I can make an educated decision. 4:59Typical symptoms that clients do before reaching out to Jake: There's ones that show on your dashboard or spreadsheet, and there's one that show up in your gut too. Usually what manifest is that they're looking for either ways to increase the volume of their demand generation or outbound efforts. Or, they are looking for ways to better increase their conversion percentages. A lot of sales process boils down into something very simple.

 Learn how to align buyer experience with sales and marketing for a smooth path to purchase and increased sales productivity Discover how to deploy a Linkedin content strategy that attract 300% leads Learn how to craft a digital brand that is niche-specific, sales-focused, and empowering to be able to authentically attract leads and increase sales Resources/Links: Rethink Your Content. Stop Selling and Start Adding Value: Check out Skaled's Team Free Audit and Assessment: https://skaled.com/digitalpresence Summary Where do you think digital presence going in 2020 and beyond? And what is that going to mean for sales as a profession? People that are going to win are the people that understand how to leverage technology. And if you're not staying well-versed on those then, you're losing quite a bit of efficiency and effectiveness. Rethink your content. Stop selling and start adding value. Pay attention to your digital brand. Jake Dunlap designs repeatable, sustainable sales models and processes that outperform industry standards. As the Founder + CEO of Skaled Consulting, he helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales + Customer Success at Chartbeat, and VP of Sales at Glassdoor. In this episode, Jake shares how he helps organizations and companies to be buyer-centric focused, fix their bandwidth problems, craft and implement a consistent audience development strategy for sales success. Check out these episode highlights: 01:32 – Jake's ideal client: "Yeah. We really have two ideal clients. One is a company that's going through various stages of scaling. You know, you really only need a firm like ours as you're trying to ramp up or do something different. And so, as companies are growing, usually things start to break. And that's when they call in people like us to get hands-on and help them." 02:06 – Problem Jake helps solve: “The first problem that we solve is basically bandwidth. Every organization has smart, capable people internally to do things, but there are only so many hours in a day.” 03:17 – Typical symptoms that clients do before reaching out to Jake: "They focus on digital presence." 04:30 – What are some of the common mistakes that folks make before finding Jake and his solution?: "Well, step one is that they try to take a command and control, right? So marketing is going to pre-approved content that they're going to send out and disseminate to people. Either on their own internal internet, via social media platform, or Elevate LinkedIn own platform. And they're not really, in marketing instead is not, hasn't figured out how to empower people." 05:35 – Jake's Valuable Free Action(VFA): "Have a consistent audience development strategy." 06:21 – Jake's Valuable Free Resource (VFR): Rethink Your Content. Stop Selling and Start Adding Value: Check out Skaled's Team Free Audit and Assessment: https://skaled.com/digitalpresence 07:02 – Q: Where is digital presence going in 2020 and beyond? And what is that going to mean for sales as a profession? A: People that are going to win are the people that understand how to leverage technology. And if you're not staying well versed on those then you're losing quite a bit of efficiency and effectiveness. Tweetable Takeaways from this Episode: “People that are going to win are the people that understand how to leverage technology.

As marketing and sales pros, we're at a major pivotal point in SaaS right now. The market is bloated with products that a lot of us don't fully understand. And we're faced with one of two choices: To continue working in uncertainty, diminishing the buyer's experience as we sink deeper into obscurity. Or, to harness the information that's at our fingertips and foster the best matches between customer and product. Diving deeper into this topic from the stage at B2BSMX 2019 is Jake Dunlap, CEO at Skaled Consulting and revolutionary of modern sales and marketing. He covers: Why the current buyer's experience is dangerously disconnected Trends every marketer should be aware of How to move marketing and sales into the next generation To listen to this episode and more like it, you can subscribe to #FlipMyFunnel on Apple Podcasts or tune in on our website.

What works to build your brand on social media, and what doesn't? Afraid of taking that first step, or letting your opinion be heard? Our guest today will put those fears to rest and show you how sharing your voice is a powerful tool in reaching greater sales success. Jake Dunlap's fascinating career path and forward-thinking strategies, will help move you from dipping your toe in the social media waters, to diving in fearlessly. Free advertising has never been so refreshing. Jake is the founder and CEO of Skaled Consulting, and is a C-level sales leader and entrepreneur. He is transforming modern sales through personal branding strategies, and rethinking how to engage with buyers.  Check out more from Jake Dunlap on his LinkedIn page. On today's podcast… 3:27 - Not a good employee? Build on what you like 5:15 - Looking for the next, next move 6:21 - It's not a goal if someone else controls it 10:59 - Don't wait for direction 13:36 - Blogs are dead, do this instead 16:39 - Advertise for free in a big way 19:22 - How to not be boring 21:38 - Track and measure less - build your voice and brand more 30:54 - Be the leader in 2020 by being the hub for content 34:29 - Don't worry about being LAME! We have a new website. Listen to past episodes and get more from Jeff and Christie! Don't forget to subscribe rate and review our podcast. It only takes a second and helps us make more podcasts for you. The Why and The Buy is part of the Sell or Die Podcast Network. Subscribe to these other amazing network podcasts! Sell or Die with Jeffrey Gitomer and Jen Gluckow Women Your Mother Warned You About Get Attitude Podcast with Glenn Bill The Hidden Stories Podcast Street Smarts with Harvey Mackay Selling with Soul Wheelbarrow Profits