Manage episode 321947000 series 2934427
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➡️ About The Guest
Jake is the CEO and Founder of Skaled, a consultancy focused on helping global 2000 companies and start-ups grow by optimizing their sales process, people, and technology with customized, repeatable, and sustainable strategies.
Prior to Skaled, Jake headed Sales & Customer Success for Chartbeat. Within the first nine months of his tenure, he grew annual bookings by more than 300 percent year-over-year and nearly doubled monthly recurring revenue.
Before that, Jake was the VP of Sales at Glassdoor, where he expanded the department from one to 40 employees and grew employer-direct revenue from $0 to nearly $1 million in monthly recurring revenue.
Since launching Skaled in 2013, Jake has been a sought-after industry thought leader, quoted by Forbes, Inc., and Huffington Post.
➡️ Show Links
➡️ Podcast Sponsors
1. FEEDBACK LOOP - https://go.feedbackloop.com/success
2. GRIN - https://grin.co/
3. HUBSPOT - https://hubspot.com/
➡️ Talking Points
00:00 - Intro
03:14 - Jake Dunlap’s Origin Story.
04:52 - What Was The Thing Which Pushed Jake Into Telemarketing?
06:10 - How Does Jake Get Quick Wins?
08:38 - What Was The First Job Jake Took?
10:00 - Oldschool Sales & Marketing Strategies.
14:05 - Sales Process In 2010 Versus Now.
16:16 - Is Sales Dependent On Technology?
19:19 - Jake’s Most Impressive Career Roles.
21:57 - Jakes Mission In Life.
23:12 - When Jake Doubled Down on Entrepreneurship.
24:16 - What Does The Modern Sale Organization Lack?
26:34 - “Sales Are Not Relationship Building In 2021” - What Does This Mean?
29:24 - Framing Things Differently.
32:35 - Lowering The Minimums Instead Of Tracking The Activities.
35:10 - Is Jake’s Team Still Cold Calling?
39:42 - Why Are Marketers Not That Creative?
42:16 - Why Everybody Has A Side Hustle When They Are Young?
44:31 - What Is the Difference Between Inbound And Outbound Sales?
47:30 - Building Your Own Brand Is A Good Use Of Time.
51:28 - Some Advice For Salespeople.
53:06 - Where Do People Connect With Jake?
53:23 - What Was The Biggest Challenge Of Jake’s Career And How Did He Overcome It?
54:00 - How To Hire & Onboard New Employees?
55:57 - Who Is Jake’s Mentor?
57:34 - Jake’s Book Or Podcast Recommendation.
59:44 - What Would Jake Dunlap Tell His 20 Year Self?
1:00:33 - What Does Success Means To Jake Dunlap?
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