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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 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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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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Today, Jake will explore why you should develop a multi-threaded sales strategy with AI. When it comes to multi-threading and other sales skills, ChatGPT can be a pretty effective coach, but most people don’t know how to really leverage this new technology in the context of sales. If you’re not using ChatGPT to research your stakeholders, role-play…
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How do we bring the human element to the forefront of business? That is the question that we will explore today’s episode of the Jake Dunlap Show. Dr.Jennifer Nash is an executive coach, human capital strategist, and the author of the book “Be Human, Lead Human”. Through her work, she helps individuals and organizations enhance their leadership ski…
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In today’s episode, Jake shares the playbook for incorporating AI into sales onboarding. This is going to be a game-changer! The longer it takes to ramp new reps, the more revenue you’re missing out on until they’re producing at 100%. By adding ChatGPT into your onboarding plan, you can get reps 25% more productive in year 1. We’ve talked a bit abo…
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In a world where feelings of isolation are on the rise, and technology threatens to overshadow our sense of humanity, the art of fostering genuine human connections will become one of the most valuable skills of the 21st century. And today, businesses have a tremendous opportunity to cultivate communities of like-minded individuals around their bra…
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In today’s episode, Jake presents a blueprint with 7 ways to optimize your sales process with technology and AI. With AI-powered tools, you can elevate the performance of your sales team like never before, being able to stay ahead of the game and drive exceptional results for your business. Do you think it's worth spending 20 hours a month to optim…
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As a leader or sales professional, you have to understand this: just a few minutes to explore AI today will have a massive impact on your productivity, results, and career. And with that in mind, in today’s episode, Jake will walk you through a 6-week plan that will help you stay ahead of the curve on arguably the biggest innovation of the recent d…
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Today, we're diving into the world of AI and how it can revolutionize the way sales managers engage and communicate. We all know that coaching is essential for developing top-performing teams, but sometimes it can be challenging to find the time and resources to make it happen. That's where tools like chatGPT come in. With the help of AI, sales man…
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In today's episode, Jake dives into the increasing influence of AI and how it's reshaping the roles of sales professionals across industries. You may not yet realize the game-changing potential of incorporating AI into your business processes, but by harnessing this powerful technology, you can propel your company from being just another mediocre b…
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This week on The Jake Dunlap Show, Jake talks about the current state of AI in sales (using AI for mostly email writing) and how B2B sales is sleeping on how AI can enhance all areas of the sales process - not just email writing. In this session, Jake speaks about using ChatGPT and AI as your sales pitch generator to perfect your pitch. There are t…
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This week on The Jake Dunlap Show, Jake talks about how many Sales leaders and executives don't often appreciate the revenue operations side of the business, and a lot of that has to do with not understanding what Revenue Operations can do for them and how it applies to the business on a larger scale. There are two things RevOps does really well. T…
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This episode Jake starts off with the phenomenon in sales where everyone is on a quest to do more and more. From the 100s of teams he’s worked with every year on optimizing outbound performance, the ones that are performing today are those that do not have a significant number of steps in their sequences as send-all and do not just customize the fi…
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In today’s episode, Jake is joined by Jay Wolff, CRO at KERV Interactive, as they talk about the importance of a creative mindset for the success of a sales organization. For some people, sales can be a great field to work in, while for others it often becomes a stressful nightmare. So, how can you turn this bad situation around and make sales fun?…
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In this episode Jake is joined by David Levy, co-founder and CBO of Aircover, to not only walk through Skaled’s playbook to Discovery Calls but how this all plays out within the AI-guided selling platform Aircover. Discovery Calls are not dead. Bad Discovery Calls are dead. Qualification Calls are dead. The right agenda and plan sets the stage for …
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Today, Jake not only talks about how to hire exceptional sales leaders, but also how to reverse engineer this playbook to be the person that gets picked. He gives three general traits or skills that every leader needs to have, but that can play out differently at different levels of leadership. In this episode, Jake breaks this down into a few exam…
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In this episode of the Jake Dunlap Show, we are joined by Patrick Danial, a global enterprise guru, co-founder, and Chief Technology Officer of Terakeet, a company that unsurprisingly has been named in the top 5 of the 2020 Best Workplaces in New York by GPTW_US and FortuneMagazine. For the past 25 years, Terakeet has been on an ascending path, fro…
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If you're a CEO or leader doing the hiring, Jake will give you the playbook on when and how to hire your first sales leader and the rules around hiring a VP of Sales. The first big mistake organizations make Jake calls the “messiah hire.” The perception that founders have of this person is that they are going to hit the ground running and build the…
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When the world was faced with Covid, remote work emerged as an appropriate solution to the need for social distancing. Its adoption as a permanent work model is now a topic that has the world divided. There are multiple reasons why team leaders don’t approve with the idea of remote work and many of them have to do with their fear that teams will sl…
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This is Part 2 of 2 where Jake talks about six critical areas to turning reactive account management practices into a proactive system. Better account management strategies and focusing on customer expansion is a top sales topic of 2023. Organizations and leaders are finally making it a priority over letting new business and outbound be their sole …
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