Engineering Your Sales Process for Speed Using NTENT

The Jake Dunlap Show

https://www.jakedunlap.com/the-innovative-seller

32:48

America’s Sweethearts: Dallas Cowboys Cheerleaders is back for its second season! Kay Adams welcomes the women who assemble the squad, Kelli Finglass and Judy Trammell, to the Netflix Sports Club Podcast. They discuss the emotional rollercoaster of putting together the Dallas Cowboys Cheerleaders. Judy and Kelli open up about what it means to embrace flaws in the pursuit of perfection, how they identify that winning combo of stamina and wow factor, and what it’s like to see Thunderstruck go viral. Plus, the duo shares their hopes for the future of DCC beyond the field. Netflix Sports Club Podcast Correspondent Dani Klupenger also stops by to discuss the NBA Finals, basketball’s biggest moments with Michael Jordan and LeBron, and Kevin Durant’s international dominance. Dani and Kay detail the rise of Coco Gauff’s greatness and the most exciting storylines heading into Wimbledon. We want to hear from you! Leave us a voice message at www.speakpipe.com/NetflixSportsClub Find more from the Netflix Sports Club Podcast @NetflixSports on YouTube, TikTok, Instagram, Facebook, and X. You can catch Kay Adams @heykayadams and Dani Klupenger @daniklup on IG and X. Be sure to follow Kelli Finglass and Judy Trammel @kellifinglass and @dcc_judy on IG. Hosted by Kay Adams, the Netflix Sports Club Podcast is an all-access deep dive into the Netflix Sports universe! Each episode, Adams will speak with athletes, coaches, and a rotating cycle of familiar sports correspondents to talk about a recently released Netflix Sports series. The podcast will feature hot takes, deep analysis, games, and intimate conversations. Be sure to watch, listen, and subscribe to the Netflix Sports Club Podcast on YouTube, Spotify, Tudum, or wherever you get your podcasts. New episodes on Fridays every other week.…

about a year ago 18:29

MP3•Episode home

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Pre-order the book for access to exclusive content and The Innovative Seller Community:

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

210 episodes

#MBA #Entrepreneur #Business #Marketing #Jake Dunlap #Leadership #Sales #Skaled #Succession #Celebrities

Engineering Your Sales Process for Speed Using NTENT

The Jake Dunlap Show

published about a year ago

MP3•Episode home

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Pre-order the book for access to exclusive content and The Innovative Seller Community:

https://www.jakedunlap.com/the-innovative-seller

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

210 episodes

#MBA #Entrepreneur #Business #Marketing #Jake Dunlap #Leadership #Sales #Skaled #Succession #Celebrities

All episodes

The Jake Dunlap Show

1
Surprisingly Simple Ways to Improve Sales Team Performance 41:13

49 weeks ago41:13

41:13

Jake explores the essential elements of optimizing sales processes by emphasizing the balance between technology and human intuition. Drawing inspiration from leading brands like Tesla, he underscores the transformative power of integrating advanced tools with human precision to drive innovation across industries. He delves into strategies for achieving scalability through data-driven decisions and fostering continuous learning within sales teams. This session promises valuable insights into implementing effective tactics for enhancing sales team performance in 2024 and beyond, emphasizing personalized approaches to system and process optimization. ______________________________________________ If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/ ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
NTENT vs. Outdated Sales Methodologies 25:08

50 weeks ago25:08

25:08

Jake Dunlap discusses the evolving B2B sales landscape, underscoring the critical factors of speed and convenience that modern buyers prioritize. Drawing parallels to Blockbuster's fateful decision regarding Netflix, he stresses the imperative for businesses to embrace digital transformation. Jake critiques outdated methodologies like MEDDIC in today’s era of abundant information, advocating instead for his innovative NTENT framework. This approach aims to synchronize sales strategies with contemporary buyer behaviors, enhancing efficiency and delivering superior customer experiences. ______________________________________________ If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/ ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Fix Outbound Fast: Planning, Tools, and Processes to 2X Results in Q3 2024 with Mike Kavanagh 32:20

51 weeks ago32:20

32:20

In this episode, Jake engages in a conversation with Mike Kavanagh, the RVP of SMB Sales at Zendesk, recognized for his deep expertise in technology sales and GTM strategies. They discuss the evolving challenges of outbound sales, highlighting common pitfalls such as overly product-centric messaging rather than customer-centric solutions. Together, they explore the necessity of strategic planning adaptations, the impact of AI tools like CustomGPTs, and the crucial role of data-driven optimization in boosting outbound effectiveness in today's competitive B2B sales landscape. ______________________________________________ Follow Mike Kavanagh: Connect with Mike Kavanagh on Linkedin: https://www.linkedin.com/in/mikejkavanagh/ ______________________________________________ If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/ ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
5 Ways to "Scale" Personalization in Sales 17:35

52 weeks ago17:35

17:35

Jake explores the critical aspects of sales personalization by addressing key strategies for successful organizations. He emphasizes the importance of focusing on individual prospects rather than adopting a broad approach and suggests celebrating successful meetings and sharing personalization tactics within teams. Jake introduces the use of advanced technologies like LinkedIn Sales Navigator, generative AI tools, and sales engagement platforms to gather insights and tailor communications. He also highlights the need for hyper-customized touchpoints, balancing AI with human interactions, and consistently optimizing personalization strategies to adapt to changing buyer behaviors and achieve sales success. ______________________________________________ If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/ ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
The Hidden Cost of Outdated Metrics on Your Outbound Strategy 16:55

1 year ago16:55

16:55

Jake analyzes the transformative impact of "Predictable Revenue" in early 2010s outbound sales, emphasizing its structured approach while cautioning against its overemphasis on automation and volume metrics. He identifies hidden costs such as inaccurate success indicators and decreased team morale stemming from ineffective strategies. Jake promotes a shift towards quality over quantity metrics, leveraging AI tools to track meaningful engagement metrics like positive reply rates and content conversion types. This approach aims to enhance personalized customer interactions while maintaining the efficiency of automated processes, aligning sales strategies with evolving buyer behaviors for sustained success. ______________________________________________ If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/ ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
How Outbound Has Come Full Circle 12:34

1 year ago12:34

12:34

Jake examines the evolution of outbound sales strategies, beginning with the early 2000s' emphasis on personal connections through cold calls and email campaigns, which fostered strong customer relationships and high conversion rates. However, with the advent of over-automation in the 2010s, characterized by tools like automated Sales Engagement Platforms focusing on quantity over quality, engagement and conversion rates declined significantly by 2022. Acknowledging these challenges, Jake advocates for a return to personalized outreach in modern sales strategies. He emphasizes leveraging advanced AI tools to tailor messages based on individual prospect data, aiming to strike a balance between efficiency and effectiveness. This approach aims to rebuild trust, enhance customer relationships, and drive improved conversion rates and satisfaction. ______________________________________________ If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/ ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
The 4-Point Checklist to Stop Bleeding Customers 13:48

1 year ago13:48

13:48

Jake dives into the critical aspects of client engagement and retention by addressing key issues in client management. He emphasizes the problem of using monthly check-ins and QBRs solely for updates and suggests enhancing these interactions with industry insights to support professional growth. Jake introduces a strategy for initiating renewal discussions 120 days in advance and highlights the importance of building multiple relationships within a company to avoid dependence on a single point of contact. He also shares insights on setting and tracking SMART goals to ensure clear, impactful business outcomes, aiming to strengthen client relationships and prevent churn. ______________________________________________ If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/ ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
How to Build the Ideal Sales Experience with VECS 14:48

1 year ago14:48

14:48

Jake dives into the importance of tailoring the sales process to meet buyers where they are in their journey. He emphasizes the problem in B2B sales of using a one-size-fits-all approach and explains how this can slow down the sales cycle. Jake introduces the VECS framework—Vetted, Educated, Cold, and Self-Service—designed to personalize the sales experience based on the buyer's stage. He shares practical tips for implementing this approach, aiming to close deals faster and improve customer satisfaction. Don't miss his insights on creating an ideal customer journey and the benefits of the Innovative Seller Community. ______________________________________________ If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/ ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Every Buyer Wants Speed and Customization: What Are You Going to Do About It? 26:43

1 year ago26:43

26:43

Jake discusses the evolving landscape of B2B sales, emphasizing the importance of speed and convenience for modern buyers. He recounts a pivotal story about Blockbuster's missed opportunity to acquire Netflix, highlighting the shift towards digital and the need for businesses to adapt. Jake critiques traditional sales methodologies like Medic, arguing they are outdated in today’s information-rich environment. He introduces his innovative "NTENT" framework, designed to align sales processes with buyer behavior, ultimately aiming to streamline sales cycles and improve customer experiences. ______________________________________________ If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/ ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
AI in Sports with Davyeon Ross, CEO & Co-Founder of ShotTracker 33:51

1 year ago33:51

33:51

Jake welcomes Davyeon Ross, a pioneering entrepreneur and the co-founder of ShotTracker. Davyeon shares his journey from Trinidad and Tobago to founding tech companies, raising over $40 million in capital, and revolutionizing sports analytics with AI. They discuss the transformative impact of AI in sports, including enhancing player performance and coaching strategies. Davyeon elaborates on how ShotTracker's sensor-based technology provides real-time basketball statistics and analytics, streamlining coaching processes. They also explore the future of AI in sports and Davyeon’s excitement about upcoming developments in the field. ______________________________________________ Follow Davyeon: Connect with Davyeon on LinkedIn: https://www.linkedin.com/in/davyeonross/ Check out ShotTracker: https://shottracker.com/ ______________________________________________ The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ ______________________________________________ Book Time: https://savvycal.com/Jake-Dunlap/modern-leader ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Three Skills of Top-Performing AEs: Mindset, Method, & Authenticity with Ian Koniak 32:12

1 year ago32:12

32:12

Jake sits down with Ian Koniak, founder, and CEO of Untap Your Sales Potential, and former #1 Enterprise AE at Salesforce globally. Ian shares his extensive sales experience, highlighting the importance of mastering mindset, method, and authenticity. They delve into how an outward-focused mindset, the practice of stoicism, and genuine authenticity can transform sales performance and client relationships. Ian’s journey from top performer to coach provides invaluable insights for anyone looking to excel in sales. ______________________________________________ Follow Ian: Connect with Ian on LinkedIn: https://www.linkedin.com/in/iankoniak/ Untap Your Sales Potential: https://www.linkedin.com/company/untapyoursalespotential/ ______________________________________________ The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ ______________________________________________ Book Time: https://savvycal.com/Jake-Dunlap/modern-leader ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Moving Upmarket: Building the Process to Closing the First Deal with Bryan Caplin 27:54

1 year ago27:54

27:54

Jake is joined by Bryan Caplin, CRO of Thoropass and a founding member of Pavilion, to discuss the intricacies of moving upmarket. With over 20 years of experience in leading and scaling high-performing revenue organizations, Bryan shares his insights on the common mistakes companies make when targeting mid-market and enterprise clients. They delve into the evolution of go-to-market strategies, the importance of cross-functional alignment, and the need for a dedicated approach to successfully transition from SMBs to larger markets. Bryan emphasizes the significance of planning, proper talent management, and the value of iterative learning in this complex but rewarding journey. ______________________________________________ Follow Bryan: Connect with Bryan on LinkedIn: https://www.linkedin.com/in/bcaplin/ Check out Thoropass: https://thoropass.com/ ______________________________________________ The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ ______________________________________________ Book Time: https://savvycal.com/Jake-Dunlap/modern-leader ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Escape the 306 Billion Email Trap: Hyper-Customized Touchpoints to Maximize Outbound Conversion 22:41

1 year ago22:41

22:41

In 2020, around 306 billion emails were sent and received each day globally. This number is expected to rise to 376 billion emails per day by 2025. In this episode, Jake emphasizes the necessity of understanding and segmenting audiences meticulously, crafting messages that strike a balance between templatization and customization, and utilizing a multi-channel approach to cut through the noise. He underscores the importance of ongoing testing and adjustments to optimize outbound strategies effectively. Jake stresses that genuine customization and relevancy in messaging, tailored to the specific needs and jargon of the industry, are key to making an impact and not just adding to the clutter. ______________________________________________ If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/ ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Increase Outbound Results by 25% With This Optimization Strategy 21:25

1 year ago21:25

21:25

A staggering 81% of sales professionals are not meeting their outbound targets. Addressing this issue, Jake emphasizes the necessity of shifting from traditional quarterly optimization to a dynamic, bi-weekly process, potentially increasing results by 25%. He advocates for measuring meaningful sales activities—conversion rates and pipeline coverage—over mere volume, and introduces tools like "Performance Pulse" from Skaled for faster, data-driven optimizations. Next week’s episode will explore hyper-customization in outbound strategies to further enhance engagement and conversion rates. ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Turning Commitment to Technology & AI into Productivity & ROI 17:30

1 year ago17:30

17:30

Jake delves into the critical role of technology in modern sales strategies, focusing on optimizing ROI through smart tech investments. He underscores the need for companies to align technology with evolving customer behaviors and streamline processes to ensure both are working harmoniously. Jake emphasizes the importance of moving beyond mere automation to achieve scalable personalization, advocating for technology that enhances the customer experience rather than just internal efficiencies. Throughout the episode, he challenges sales leaders to foster a culture of continuous learning and adaptability, ensuring their teams remain at the cutting edge of sales technology and processes. ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Future-Proof Sales & Revenue: The Art of "Moonshots" for Exponential Growth 18:33

1 year ago18:33

18:33

In this episode, Jake dives into the concept of "moonshots" in sales, equating them to ambitious goals that push the boundaries of innovation and resource allocation. Jake discusses the importance of creating a culture that welcomes new ideas and periodic reviews to challenge and optimize current sales methodologies. Through real-world examples and strategic advice, the episode outlines tactical ways sales teams can incorporate moonshots into their routines, thereby future-proofing their operations against a rapidly evolving marketplace. ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Keeping Pace in an AI & Customer-Centric World 18:32

1 year ago18:32

18:32

It's here!! "The Innovative Seller" has officially hit the shelves. In this episode, Jake celebrates the much-anticipated release of the book by diving into the crucial role of AI and customer-centric strategies in redefining sales. He underscores the transformative impact of AI on sales processes, from enhancing rep efficiency to reimagining strategic planning, highlighting that the adoption of these technologies is not just an upgrade but a necessity for staying competitive. Jake delves into the essence of creating customized sales journeys, arguing that understanding and adapting to the modern buyer's needs is key to sales innovation. ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Order your copy of the book and join The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
How to Build a Sales Machine That Increases Conversions Every Other Week 15:26

1 year ago15:26

15:26

In today's episode, we dissected the transformative approach of Consistent Performance Optimization (CPO) in sales, advocating for a shift from rare, significant overhauls to frequent, incremental improvements. By adopting this methodology, sales teams can achieve significant gains, with a potential 26% increase in pipeline generation over a year through bi-weekly optimizations. We highlighted the critical need for a clear process, data-driven decisions, and the assembly of a dedicated team to implement these consistent adjustments. This strategy not only enhances efficiency and agility but also aligns sales efforts closely with rapidly changing market demands and buyer behaviors. ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Pre-order the book for access to exclusive content and The Innovative Seller Community: Book: https://www.jakedunlap.com/the-innovative-seller Community: https://www.jakedunlap.com/the-innovative-seller-community ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Engineering Your Sales Process for Speed Using NTENT 18:29

1 year ago18:29

18:29

Jake unpacks the NTENT framework from "The Innovative Seller," designed to revolutionize sales processes. Jake breaks down NTENT's components—Next Steps, Team dynamics, Education of the buyer, Numerical priority, and Time to impact—explaining how they cater to complex buying behaviors. Learn how to implement NTENT for faster, more efficient sales outcomes, with insights on integrating this framework into current sales strategies. ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Pre-order the book for access to exclusive content and The Innovative Seller Community: https://www.jakedunlap.com/the-innovative-seller ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Steal Buyers From the Competition With Customized Sales Journeys 24:05

1 year ago24:05

24:05

Navigating the complex world of B2B sales, where a staggering 77% of buyers report overwhelming purchase processes, calls for a radical rethink of sales strategies. In this episode, Jake spotlights the transformative potential of Customized Sales Journeys, focusing on the power of optimizing customer pathways and the pivotal shift towards allowing buyers to explore independently. This exploration serves as a blueprint for businesses aiming to pivot to a buyer-centric approach, promising not just to meet but exceed the evolving expectations of modern consumers, thereby securing a competitive edge in the market. ______________________________________________ What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Pre-order the book for access to exclusive content, The Innovative Seller Community, and a ticket to the Summit (March 26th): https://www.jakedunlap.com/the-innovative-seller ______________________________________________ DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/ Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
GTM Shift: Focusing on Outcomes Over Volume Metrics Can 3x Conversion Rates 23:46

1 year ago23:46

23:46

In this episode, Jake discusses two critical pillars of the current Go-to-Market (GTM) strategy, emphasizing the need to focus on outcomes rather than just volume metrics and the importance of implementing hyper-customized touch points in outbound strategies. He argues against the traditional belief that more activities automatically lead to more meetings, advocating for a shift from quantity to quality in sales efforts. Jake underlines the significance of meaningful conversations and outcome-focused sales strategies for improving conversion rates and aligning sales activities with broader business objectives. He also highlights the necessity of personalization in customer interactions, supported by data showing improved click-through and conversion rates through personalized communication. The episode concludes with a call to action for sales professionals to adopt a more nuanced, customer-centric approach to sales, moving away from volume metrics and towards strategies that prioritize quality interactions and personalization. ______________________________________________ This is an area organizations struggle most and just by swapping to outcome-based metric tracking, you’ll 3X conversions DM or book time with me to discuss your current structure and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live ______________________________________________ Pre-order the book for access to exclusive content, The Innovative Seller Community, and a ticket to the Summit (more details on that coming): https://www.jakedunlap.com/the-innovative-seller ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Current GTM Strategy: How Integrated Teams Transform Lead Generation 13:51

1 year ago13:51

13:51

In this episode, Jake dives deep into the intricacies of the second 'C' of his 4 Cs framework: Current Go-to-Market (GTM) strategy, emphasizing the crucial role of aligning marketing and lead generation teams. He highlights the stark reality that only 9% of teams hit their outbound targets last year, and more than half of sales reps expected to miss their quotas, underscoring the urgency to address this "bleeding neck problem." Jake sheds light on the importance of strategic integration between marketing and lead generation efforts, ensuring that both teams work towards common objectives with aligned strategies, messages, and metrics. He explores the differences from traditional team alignments, the significance of data sharing, and the consequences of failing to integrate sales, marketing, and customer success teams effectively. The episode concludes with advice for organizations to assess and improve their alignment and integration, urging them to consider their current structures and to strive for a unified approach to enhance customer journeys and drive revenue growth. ______________________________________________ Consider your current team structures - how would you grade your alignment on a scale of 1-10? How integrated are sales and marketing efforts? If you’d grade yourself below a 7, DM or book time with Jake to discuss your current structure and best practices: https://savvycal.com/Jake-Dunlap/modern-leader ______________________________________________ The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
How RevOps Can Transform Fixed Culture into Growth Culture with David Quartemont 30:51

1 year ago30:51

30:51

In this episode, Jake sits down with David Quartemont, CEO and Founder of RevSearch, to delve into the transformative journey from a "fixed culture" to a "growth culture" within organizations. David shares his experiences and insights from his career in executive recruiting and the founding of RevSearch, emphasizing the pivotal role of RevOps in facilitating growth and change management. They discuss the nuances between fixed and growth mindsets, highlighting how a growth culture embraces continuous improvement, strong emotional intelligence, and sees failure as an opportunity for learning. The episode is rich with strategies for instilling a growth mindset at both the individual and organizational levels, underlining the importance of RevOps in breaking down silos, fostering cross-functional collaboration, and driving operational efficiency for sustainable growth. ______________________________________________ Follow David: David Quartemont: https://www.linkedin.com/in/david-quartemont/ ______________________________________________ The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ ______________________________________________ Book Time: https://savvycal.com/Jake-Dunlap/modern-leader ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
The 4 Cs of Innovative Selling: A Framework for the Future 22:49

1 year ago22:49

22:49

As the world of sales changes, with buyers getting more knowledgeable and connected, Jake introduces a clear guide for sales teams looking to innovate and lead the way. The book, "Innovative Seller," is built around the 4Cs of innovative selling and shares practical strategies to take businesses to the next level. It highlights the importance of updating sales approaches in today's digital and AI-driven world. In this episode, we start to unpack the book and look at how to stay ahead in sales innovation, with tips on using AI and leading your team to great success. ______________________________________________ The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? Pre-order and receive up to $300 in free bonuses! ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ ______________________________________________ Book Time: https://savvycal.com/Jake-Dunlap/modern-leader ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Related Content: Allegrow: https://bit.ly/allegrow-email-deliberability ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
AI's Role in Redefining Jobs, Collaboration, and Skills with Anupam Satyasheel 45:38

1 year ago45:38

45:38

In this episode, Jake invites Anupam Satyasheel to discuss the transformative impact of AI on the workforce, navigating through job creation versus displacement, AI-human collaboration, and the indispensable human touch. Reflecting on the past five years and projecting into the next decade, they explore AI's significant reshaping of job markets and envision future trends. This episode covers strategies for supporting employees through transitions, emphasizing retraining and the shared responsibility between companies and individuals. They also delve into the essential skills and educational adaptations needed for an AI-integrated future, offering insights for navigating the evolving employment landscape. ______________________________________________ More about Anupam: Anupam founded Occams Advisory in 2011 and has served as the CEO since 2012. Anupam has advised many CEOs and boards. Under his leadership, Occams has achieved exceptional results for its clients across industries and geographies. Prior to founding Occams, Anupam spent over half a decade on Wall Street with names like Barclays, Merrill Lynch, Scotia Capital et al. Follow Anupam: LinkedIn: https://www.linkedin.com/in/anupamsatyasheel/ ______________________________________________ The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ ______________________________________________ Book Time: https://savvycal.com/Jake-Dunlap/modern-leader ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Innovative Change is Coming 29:13

1 year ago29:13

29:13

It's official. Jake's new book, "The Innovative Seller" is available for pre-order. As the sales landscape evolves with more informed and connected buyers, Jake introduces a blueprint for sales organizations to innovate, adapt, and lead. Grounded in the 4Cs of innovative selling, the book offers tried and tested strategies to propel businesses to new heights, emphasizing the necessity of adapting sales strategies in a digital and AI-powered landscape. In this episode, we begin to breakdown the book and explore how to be at the forefront of sales innovation, with insights on harnessing AI, and leading your team to unprecedented success. ______________________________________________ The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI? ______________________________________________ AI Unleashed: https://bit.ly/ai-unleashed-series AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/ AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/ ______________________________________________ Book Time: https://savvycal.com/Jake-Dunlap/modern-leader ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Related Content: Allegrow: https://bit.ly/allegrow-email-deliberability ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Generative AI Outbound Strategies to Develop in 2024 26:11

1 year ago26:11

26:11

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

The Jake Dunlap Show

1
Everything You Need to Know About the Google and MSFT Spam Rules in 2024 with Ruari Baker 27:11

1 year ago27:11

27:11

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

The Jake Dunlap Show

1
Sales & Revenue Checklist: What’s Trending & What You Should Focus On 28:58

1 year ago28:58

28:58

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

The Jake Dunlap Show

1
The Art of Believable ROI: Telling Stories That Stick with Max Elster 29:05

1 year ago29:05

29:05

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

The Jake Dunlap Show

1
The 4 Priorities of Revenue Teams for High Performance & 2024 Success 15:19

2 years ago15:19

15:19

In this episode, Jake kicks off 2024 by outlining four strategic priorities crucial for businesses. He emphasizes the need to make Revenue Operations (RevOps) a strategic role, serving as a through line to align sales, marketing, and customer service, thus avoiding the common pitfalls of siloed problem-solving. Jake highlights the benefits of real-time metrics and analysis, stressing the importance of measuring sales movement frequently to adapt strategies promptly. The episode underscores the necessity of taking outbound optimization seriously, addressing the low success rates and advocating for consistent, real-time optimization practices. Jake concludes by delving into the deployment of generative AI, foreseeing its tremendous benefits for true personalization at scale, efficient sales operations, and dynamic training scenarios. While acknowledging potential resistance to change, he encourages organizations to embrace these innovations in 2024. Check out the AI Unleashed Series, featuring Jake and Kevin Dorsey, and to pre-order Jake's upcoming book, "The Innovative Seller," to continue the conversation and stay ahead in the dynamic landscape of sales and revenue operations. Timestamps: 00:02 Introduction and New Year Wishes 00:22 AI and Lease Series Announcement 00:44 Discussing Priorities for 2024 01:21 The Importance of Revenue Operations 04:33 The Need for Real-Time Metrics and Analysis 06:10 Outbound Optimization and its Importance 09:48 The Role of Generative AI in 2024 12:58 Legislation and Email Deliverability 13:35 Conclusion and Final Thoughts ______________________________________________ Pre-order Jake's book, "The Innovative Seller" and get access to over $300 in free bonuses! https://www.jakedunlap.com/the-innovative-seller Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only $50/year: https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs: https://savvycal.com/Jake-Dunlap/modern-leader Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Using AI in the Right Way | Marketing & Brand Management with Jaci Russo 31:27

2 years ago31:27

31:27

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

The Jake Dunlap Show

1
Where Does ChatGPT Fit in Your 2024 Planning? 15:16

2 years ago15:16

15:16

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

The Jake Dunlap Show

1
3 Ways Data Drives Revenue & How to Measure It with Evan Nelson 25:55

2 years ago25:55

25:55

Reporting is retrospective. Data is proactive. There’s only so much we can gain by analyzing a report, but taking a holistic view on all the data available can be the difference between a struggling business and a thriving one. Some of the insights your business desperately needs might already be buried in your data, assuming you’re willing to look closely enough. And now with AI, this process is becoming much faster and smoother. So there’s no excuse not to embrace a data strategy. In today’s episode, we are joined by Evan Nelson, VP of Customer Experience at Cognism, to explore the impact of data on revenue, actionable ways to measure it, and three ways data can drive sales and improve decision-making. Timestamps: 00:00 Intro 01:20 Evan’s Background 03:58 Data and Reporting in 2024 06:39 How Data Drives Revenue 09:33 Win/Loss Analysis 14:34 Segmentation & Territories 17:01 Churn Analysis 21:47 AI and Data 25:22 Outro Quotes: “There is no professional that improves their performance by winging it and not knowing the data.” “For a lot of folks, data isn't important until it might be too late.“ “The second you start to understand your customer base and how you're going to market, it becomes game-changing. You can actually build out teams that are so much more efficient.” “It's not just about where am I winning, or where am I losing. It's about what are the common traits of those.” Hit the subscribe button on your favorite podcast player so you don’t miss the next episode. ______________________________________________ If you’re a leader and want to integrate an AI or RevOps strategy into your org - book some time with us to talk about how we can build a custom system for your needs: https://savvycal.com/Jake-Dunlap/modern-leader Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro Join us in one of our workshops to learn how chatGPT can boost sales in your organization: https://skaled.com/insights/ai-sales-accelerator/ Registrations are OPEN for ‘Sales AI Unleashed’ , a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Follow Evan: Linkedin : https://www.linkedin.com/in/evan-nelson-4326683b/ Website: https://www.cognism.com/ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Why RevOps Should Own the Sale Playbook 12:21

2 years ago12:21

12:21

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

The Jake Dunlap Show

1
3 Immediate Ways to Use ChatGPT in Enterprise Sales 25:09

2 years ago25:09

25:09

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

The Jake Dunlap Show

1
Data-Driven Revenue Decisions: The Most Important Metrics for Your Business in 2024 17:15

2 years ago17:15

17:15

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

The Jake Dunlap Show

1
Driving Revenue in 2024: How to Create End-to-End Visibility to Maximize Performance 23:57

2 years ago23:57

23:57

Revenue Operations is often misunderstood, overshadowed by sales operations, or wrongly reduced to the implementation of new software. But Revenue Operations goes far beyond that—it’s about creating unified experiences for customers that drive revenue growth, from beginning to end. Embracing a RevOps approach will impact your company in a way implementing a new piece of software never will, improving key performance metrics like sales velocity, conversion rates, average deal size, or team productivity. Today, we’ll dive deep into four key areas that will help you drive revenue in 2024 and create end-to-end visibility into your business: The difference between Revenue Operations and Sales Operations 3 Reasons to make Revenue Operations a top priority in 2024 Quantifiable ways to measure the impact of Revenue Operations Actionable steps to get started implementing a RevOps strategy Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series If you’re a leader and want to integrate a RevOps strategy into your org - book some time with me to talk about how we can build a custom system for your needs: https://savvycal.com/Jake-Dunlap/modern-leader Hit the subscribe button on your favorite podcast player so you don’t miss the next episode. Check out the chatGPT prompts, full article, and recording on skaled.com: https://skaled.com/insights/revenue-growth-strategy-2024/ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com…

The Jake Dunlap Show

1
Trends to Watch - The Next Frontier of AI In Sales 25:30

2 years ago25:30

25:30

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

The Jake Dunlap Show

1
Closing the Pipeline Gap: Full-Cycle AEs are Back in Fashion with Jamie Shanks 23:07

2 years ago23:07

23:07

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

The Jake Dunlap Show

1
AI Sales & Marketing Trends You Can’t Ignore in 2024 with Mike Begg 27:40

2 years ago27:40

27:40

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

The Jake Dunlap Show

1
5 Ways ChatGPT Can Actually Move the Needle For Sales Teams 30:15

2 years ago30:15

30:15

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

The Jake Dunlap Show

1
Win More Deals By Knowing How You Lost with Michael Hoffman 22:25

2 years ago22:25

22:25

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

The Jake Dunlap Show

1
The Art & Science of Using ChatGPT for Sales (Prompt Scenarios) 14:20

2 years ago14:20

14:20

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

The Jake Dunlap Show

1
5 ChatGPT Threads Every Seller Needs to 2X Conversions at Every Step 29:27

2 years ago29:27