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This is The Jake Dunlap Show - where we talk to celebrities, thought, and industry leaders to discover their journey to success. The best way to learn is to live, life experience equals business experience. I am VERY excited that you have joined us. This show is like no other- you might laugh and cry, but you’ll definitely leave inspired and gain a whole new level of insight into the people you follow, love and admire.
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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 achi…
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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 Jake critiques outdated methodologies like MEDDIC in tod…
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Fix Outbound Fast: Planning, Tools, and Processes to 2X Results in Q3 2024 with Mike Kavanagh
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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,…
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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 advanc…
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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…
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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 Pl…
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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 dis…
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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 …
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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, argu…
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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…
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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 …
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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…
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Escape the 306 Billion Email Trap: Hyper-Customized Touchpoints to Maximize Outbound Conversion
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 m…
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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…
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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 auto…
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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…
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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 strat…
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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 t…
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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 o…
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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 …
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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 m…
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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 mis…
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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 fa…
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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 up…
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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…
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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 n…
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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 man…
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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 roadm…
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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 burgeo…
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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…
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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-…
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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…
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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 …
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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…
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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 …
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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 i…
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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 …
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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 imple…
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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 an…
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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…
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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…
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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: Pipel…
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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 …
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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…
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Each ChatGPT thread is its own string of consciousness. It gets increasingly smarter the more information you feed it. But how many of us consciously start a thread knowing the exact type of output they are looking for? Remember, the quality of your question will determine the quality of the answers. To help you get better answers, Jake will cover …
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In sales, we often put a lot of effort into the first meeting. Most of our prep goes into this initial conversation. Unfortunately, so many deals stall in the transition from the discovery call to the next meetings. That’s why we should always do our due diligence and take later-stage conversations as seriously as the first one. In this episode, Ja…
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Today Jake walks us through an exhaustive list of key points where chatGPT will massively impact your approach to sales. This is the second part of a two-part episode. To check out Part 1 + additional resources, visit: https://skaled.com/insights/how-to-use-chatgpt-for-sales-9-ways/ If you've been following our recent content on chatGPT and how it …
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If you've been following our recent content on chatGPT and how it relates to sales, you know how important this topic is for the future of business. But using ChatGPT goes way beyond writing emails or crafting messages. Today Jake will walk you through a list of key points where chatGPT will massively impact your approach to sales. This is the firs…
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AI and Intellectual Property: Debating Ownership of AI-Generated Content with Keegan Caldwell
32:53
In today's episode of the Jake Dunlap Show, we have a fascinating discussion about the implementation of generative AI, the future of content, and its potential legal repercussions. Joining us as our special guest is Keegan Caldwell, founder of CALDWELL and expert attorney in intellectual property and patent applications. We'll explore thought-prov…
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In today’s episode, we are joined by Mr. Jeffrey Hayzlett, global business celebrity, author of four bestselling business books, and the founder of the prestigious C-Suite Network—an acclaimed platform that provides growth, development, and networking opportunities for senior business leaders and top-tier executives. In today’s conversation, Jeffre…
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