54: Jake Dunlap - Selling Outcomes Not Products, Stealing Other’s Best Practices, and Rounding Out Your Experience
The 20% Podcast with Tyler Meckes
This week's guest is Jake Dunlap, who is the CEO of Skaled Consulting, where he helps companies operationalize key aspects of their sales and marketing organizations, and has done so at companies such as: Microsoft Yelp LinkedIn Outreach Salesloft to name a few. Jake believes that strategic vision and tactical strategy execution are how you generate results. He is also the host The Jake Dunlap Shows - which dives into the back stories of your favorite, most successful people. The biggest lessons for me in this episode were: #1 Sell Outcomes, Not Products - Jake crushed sales when he put people in the position of giving others an experience they will never forget with their child/spouse, etc. #2 Steal other’s best practices (no need to reinvent the wheel) smooth the learning curve #3 Round Out Your Experience (If you want to be a leader at some point, experience is essential- walking the walk) It is also important to have fun with what you are doing and love what you do, as others will feel that as well. We also discussed “How To Google or YouTube 101”, which is Jake’s College 101 course he would teach. Enjoy this episode with Jake Dunlap! ____________________________________________________________________________ I am now in the early stages of writing my first book! In this book, I will be telling my story of getting into sales and the lessons I have learned so far, and intertwine stories, tips, and advice from the Top Sales Professionals In The World! As a first time author, I want to share these interviews with you all, and take you on this book writing journey with me! Like the show? Subscribe to the email: https://mailchi.mp/a71e58dacffb/welcome-to-the-20-podcast-community I want your feedback! Reach out to email@example.com, or find me on LinkedIn. If you know anyone who would benefit from this show, share it along! If you know of anyone who would be great to interview, please drop me a line! Enjoy the show!
Jake Dunlap CEO of Skaled highlights 3 trends for the future of sales
Transform Sales Podcast
Jake Dunlap CEO at Skaled met with our CEO Amir Reiter to discuss sales transformation. In the conversation, they discussed three trends that sales teams will follow and what companies can do to support their sales leaders to succeed in the future of sales.
Jake discusses working at CareerBuilder and Glassdoor, his midwestern background, ticket sales with the TB Rays, bringing business plans to interviews, getting fired, effective sales leadership, keys to getting promoted, sales team bonding in a remote world, learning the startup game, why he started Skaled, and the future of sales.
7: Scaling & Process in the World of Sales Tech with Skaled Consulting’s Jake Dunlap
Sales Tech Podcast
Scaling & Process in the World of Sales Tech with Skaled Consulting’s Jake Dunlap Episode Summary: Welcome to Sales Tech, the show that talks about sales technology, what’s working, what’s not, and where the industry is going. In this episode, Jake Dunlap joins the show to provide his thoughts on the ever-evolving sales tech industry. Jake is the CEO of Skaled Consulting, a company that helps organizations meet buyer demand through a unique approach that combines modern sales strategy, intentional digital presence, and quality execution. Today, Thom and Jake discuss the sales experience and how it can be a huge differentiator in today’s market. Jake expounds on the importance of process, the value of tactical execution, and why it is so critical that sales professionals take control and invest in sales technology tools that can help them hit quota more effectively. They discuss the work Jake and his team do at Skaled, the critical need for collaboration, and what the future holds for the sales industry. What We Covered: 00:38 – Thom introduces today’s guest, Jake Dunlap who joins the show to discuss the current state of the sales tech industry 02:38 – Best practices for dealing with the overwhelming emergence of so many new sales tech tools 05:11 – The most important sales tech tools that Jake has noticed in the market 08:25 – How customer behavior has changed over recent years and why salespeople need to be aware of these changes 10:50 – Jake speaks to trends he’s notices where sales tech is not being utilized and maximized the proper way 12:22 – Jake expounds on the difference between quantity and quality as it pertains to sales tech 14:05 – Jake speaks to how sales professionals can better utilize sales tech 16:04 – What excites Jake most about the future of sales tech 18:15 – Jake speaks to how he and his team at Skaled focus on tactical execution 20:03 – Why most of Jake’s customers have issues with process above all else 21:16 – Jake speculates on the future of sales tech and what sales professionals should be preparing for 23:48 – Final words of wisdom from Jake 24:40 – Thom thanks Jake for joining the show today and let’s listeners know where they can connect with him Tweetables: “I think right now we have a bit of a knowledge gap. Meaning, right now people don’t really even fathom what is or isn’t possible because there’s so many new tools and it’s always emerging.” (01:48) “Just like marketing goes and hires experts in performance marketing, sales teams need to get comfortable working with outside partners that will help them fill in the gaps of expertise.” (04:23) “As buyers have become more educated – they want a process, they want a helper, they want a guide – a platform where you and the customer and collaborating on the sales process, that to me is the new frontier for sales itself.” (07:46) “The issue with sales tech and how most people are wielding it today, is they’re using it to push the ‘more’ button. Listen to more calls. Do more activities. And we didn’t realize that these tools are about ‘more’ and quality.” (11:19) “If I was an individual, I’d either make sure I went to a company that values sales technology, or I’d buy it myself. And I know that’s gonna be controversial, but what are you waiting for? These tools exist.” (14:47) “I’m very bullish that using a beautiful way to talk through and describe and gather information, coupled with a way to interact with customers to get their input in the process, is going to dramatically shrink sales cycles. It’s gonna increase trust with prospects. It’s gonna make the experience fun.” (16:52) “If you don’t know your customer journey, how can you then align an optimal customer path?” (18:53) “The deployment and implementation is Step Zero. The end goal for any tech is power usage. And so make sure that when you do purchase, you’re building a path to get to power usage and reinforcement.” (24:25) Links Mentioned: Jake Dunlap on LinkedIn Skaled Consulting’s Website The Goal Zoom Info Sales Intel Sales Navigator Lusha Mural In Accord Clubhouse
Skale your sales with the right tools!In today’s episode, we are chatting with Jake Dunlap, a sales growth mastermind, LinkedIn influencer, and mastermind speaker. In the last year Skaled has gone through its first rebrand in eight years and things are taking off as business owners recognize the shift in b2b sales. Jake grew his business after many years in the sales force from sports sales to running career builder and scaling the sales force at Glassdoor. After outgrowing the employee mindset Skaled was born. In 2018 Jake started building his personal brand on LinkedIn and has over 80,000 connections and he is proof that a personal brand is one of the many drivers to growing potential clients to your services. Skaled has helped thousands of small businesses and large corporations maximize their sales teams and processes. Jake has created unmute - which is a 2 day virtual event packed with LinkedIn growth strategy to help you gain visibility in a virtual landscape. In this episode, Jake and I talk about hid beginnings as a college student, the major reflection he faced after realizing he wasn’t a good employee after growing Glassdoor to a profitable brand, and how he overcame that difficult time by identifying the need to make a his business grow. We then talk further about how he super-charged his linkedIn account, his top social media strategies, how you can grow a following of engaged connections and the ways in which you can shift our sales growth strategies. Social Media: Follow The S2 Show on IG: https://www.instagram.com/thes2show/Reach out to Stephanie directly at: firstname.lastname@example.orgCheck out our website to meet the team, view show notes and transcripts: www.thes2show.comMentioned in the Episode: Jake’s LinkedIn: https://www.linkedin.com/in/jakedunlapJake’s Mastermind Courses: https://skaled.com/insights/unmute-create-your-digital-voice-on-linkedin/
My Guest today has worked in sales and marketing since he was in college. 6 years ago he was crushing every sales projection in his path. He was Vice President of Sales and Success at Chartbeat, making mid-six figures, and building a team that helped the company sell for 1.2 billion dollars. And that’s when it happened. He was fired for the 6th time in his career. That’s when it all became clear; he couldn’t stand the status quo as an employee. Status quos made him uncomfortable because he only wanted to live above them. And continue growing; continue scaling. Thus his company, Skaled, was born. Today, he’s on a mission to help salespeople, CEOs and Executives scale their lives and organizations as effectively and efficiently as possible. His company has consulted with well over 400 companies, including multiple Fortune 500 companies. His goal is to change the landscape of sales and transform the way people sell. Many sales leaders still run teams the way they did 15 years ago. But in today’s world, that status quo just won’t do. His mission and his company’s mission are one and the same; to teach companies to interact with their buyers - more efficiently and effectively.
Jake Dunlap is the CEO of Skaled. In this episode Jake and I discuss an article he posted on linkedin about 5 predominant myths in sales. You’ll really want to listen to this conversation because I think it’s safe to say that, well, I had a few issues with Jake’s myths. However, I really enjoyed sparring with Jake because this is the type of open discussion that needs to happen more frequently in sales. Because, quite honestly, B2B Sales is a mess. There are a lot of issues that need to be addressed. And it’s only by engaging in these types of conversations that we’ll be able to start moving the ball forward.
Episode 128: #128: Jake Dunlap of Skaled Consulting — Sales in 2021: It’s about Experiences
Sales Leadership Podcast
Jake joins us again on the Sales Leadership Podcast to talk about how sales is changing in 2021. As sales teams work to keep customers and close more deals in 2021, one of the best ways to ensure success is to build multiple relationships in your accounts and create positive experiences for all of them. Do not get stuck working with just one person and leaving the success or failure of the future of the account on that one person. Learn how to use mutual action plans to build experiences your customers will thank you for.
The Definitive Guide to Multi-Threading in Sales w/ Jake Dunlap
The Sales Engagement Podcast
When you multi-thread in sales, you’re taking control of the outcome. You worked hard to get that big meeting — why wouldn’t you do everything in your power to close? CEO of Skaled Consulting and multi-threading wizard, Jake Dunlap, joins me in this episode of The Sales Engagement Podcast to chat about everything multi-threading: -How to get the meetings that matter at the ToFu -3 practical tips for a successful Discovery Meeting -How to successfully use LinkedIn to multi-thread For more engaging sales conversations, subscribe to The Sales Engagement Podcast on Apple Podcasts, on Spotify, or on our website.