Jake Dunlap consistently designs repeatable, sustainable sales models and processes that outperform industry standards. As the Founder and CEO of Skaled Consulting, Jake helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales and Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018).Jake has positioned himself as an expert among multiple channels and spends most days sharing his thoughts with actionable takeaways on LinkedIn, Instagram, YouTube, and his podcast, The Jake Dunlap Show.Click here to connect with Jake on LinkedIn. Learn more about your ad choices. Visit megaphone.fm/adchoices
Jake Dunlap, CEO & Founder of Skaled | Cold Calling, Side Hustles & Terrible Marketing
Success Story with Scott D. Clary
➡️ Like The Podcast? Leave A Rating: https://ratethispodcast.com/successstory➡️ About The GuestJake 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 Linkshttps://www.linkedin.com/in/jakedunlap/https://www.youtube.com/c/JakeDunlapSales/https://www.jakedunlap.com/➡️ Podcast Sponsors1. FEEDBACK LOOP - https://go.feedbackloop.com/success2. GRIN - https://grin.co/3. HUBSPOT - https://hubspot.com/➡️ Talking Points 00:00 - Intro03:14 - 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? Learn more about your ad choices. Visit podcastchoices.com/adchoices
Stop Trying to Reinvent the Wheel and Leverage What Exists with Everyday Innovator Jake Dunlap
With Tamara Ghandour
We spend so much time with our heads in the weeds or exhausting ourselves trying to create that new-to-the-world idea. But, as today's guest shows us, the best ideas come from keeping your eyes open for what already exists. Jake Dunlap is the CEO of Skaled Consulting and past VP of Sales at Glassdoor. He shares how he built his career on finding best practices and innovation around him, and bringing them into his work. He also talks about how old processes and identities keep us from finding success in the future and why the future is about research and critical, not information. And, he gives some phenomenal advice about staying present and open to innovation beyond your day-to-day Jake's Everyday Innovator style: Collaborative Inquisitive Connect with Jake on LinkedIn Check out our sponsor Howdy Puppy Discover your Everyday Innovator Style Everyday Innovators Digital Magazine Everyday Innovators Online Facebook Group Innovation is Everybody’s Business Book
Love The Game, Not Just The Outcome with Jake Dunlap
Peak Performance Selling
HIGHLIGHTSSales is a processInvest in training and onboarding earlyConsistency and empathy: Building trust as a sales leader Humans suck at multitasking Coaching should not breed dependencyHeadcount should not determine the worth of a sales leaderYou don't feel burnout if you truly enjoy doing somethingYou have to own your career developmentAll your problems have already been solved before Chase growth and wealth will follow later The trick to dealing with discomfortLove the game, not just the outcomesQUOTESJake: "Sales is a process. It is just as much science, if not more science than art. There are right and wrong ways to move customers through a journey based on your sales cycle, who you sell to, etcetera." Jake: “It's all about the people, man. I don't need to know the product that well. I don't need to really know much. All I need to do is to get to know Jake, or John, or Scott or Shawn, or Susian, or Eva, whatever. I think for a lot of people, if I understand where you are today, like what your motivations are, what you're trying to accomplish, then like, amazing. I can now help to put together a development plan because I can invest in you. “Jake: "To understand where someone's coming from, I don't have to placate that person. I just need to understand so that I can better communicate with that person because now I know where they're at mentally or based on their experience. And then I show up consistently throughout the process. That's how I build rapport." Jake: "Really great coaching isn't always giving advice. Sometimes it's just asking."Jake: "If you are doing something that you really enjoy, even when it's hard, you don't feel it, if I'm just being perfectly candid. I've been tired in my career and life, but once I realize that, look, I really love sales. I love learning. I'm naturally very curious. And sales to me checks those boxes in some next level because it's evolving so quickly." Jake: "If you align the things that you're good at and the things you enjoy and get energy from, that's the job you should be doing."Jake: "Everyday is a chance to learn. Everyday is a chance to get better. Everyday is a chance to try new shit and break new things and try something different."Jake: "100% if the problems you're facing have already been solved. Therefore, it is doable. So what are you gonna do about it?"Jake: "I made an oath: I will never hang up the phone and have that feeling again. I will always go for 15 seconds of discomfort to ask that tough question, as opposed to 25 minutes or an hour, hours of beating myself up later, just knowing that I left something on the table, knowing that I left my best possible performance on the table."You can learn more about Jake in the link below.Linkedin: https://www.linkedin.com/in/jakedunlap/Email: Jake@SKaled.com Youtube: https://www.youtube.com/c/JakeDunlapSalesIf you’re listening to the Peak Performance Selling Podcast, please subscribe, share, and send us your feedback.LinkedIn - https://www.linkedin.com/in/jordanbenjamin/Website - http://mycoreos.com/Podcast - https://www.mycoreos.com/podcastEmail - Jordan@MyCoreOS.comTwitter - https://twitter.com/jbenj09
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/