The Jake Dunlap Show

Surprisingly Simple Ways to Improve Sales Team Performance

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 1 Aug 2024 12:00:00 +0000

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 achieving scalability through data-driven decisions and fostering continuous learning within sales teams. This session promises valuable insights into implementing effective tactics for enhancing sales team performance in 2024 and beyond, emphasizing personalized approaches to system and process optimization.

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If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

NTENT vs. Outdated Sales Methodologies

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 25 Jul 2024 21:57:30 +0000

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 today’s era of abundant information, advocating instead for his innovative NTENT framework. This approach aims to synchronize sales strategies with contemporary buyer behaviors, enhancing efficiency and delivering superior customer experiences.

______________________________________________

If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Fix Outbound Fast: Planning, Tools, and Processes to 2X Results in Q3 2024 with Mike Kavanagh

becca.eddleman@skaled.com (Mike Kavanagh, Jake Dunlap) — Thu, 18 Jul 2024 04:00:00 +0000

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, they explore the necessity of strategic planning adaptations, the impact of AI tools like CustomGPTs, and the crucial role of data-driven optimization in boosting outbound effectiveness in today's competitive B2B sales landscape.

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Follow Mike Kavanagh:

Connect with Mike Kavanagh on Linkedin:

https://www.linkedin.com/in/mikejkavanagh/

______________________________________________

If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

5 Ways to "Scale" Personalization in Sales

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 11 Jul 2024 12:00:00 +0000

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 advanced technologies like LinkedIn Sales Navigator, generative AI tools, and sales engagement platforms to gather insights and tailor communications. He also highlights the need for hyper-customized touchpoints, balancing AI with human interactions, and consistently optimizing personalization strategies to adapt to changing buyer behaviors and achieve sales success.

______________________________________________

If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

The Hidden Cost of Outdated Metrics on Your Outbound Strategy

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 4 Jul 2024 12:00:00 +0000

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 a shift towards quality over quantity metrics, leveraging AI tools to track meaningful engagement metrics like positive reply rates and content conversion types. This approach aims to enhance personalized customer interactions while maintaining the efficiency of automated processes, aligning sales strategies with evolving buyer behaviors for sustained success.

______________________________________________

If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

How Outbound Has Come Full Circle

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 27 Jun 2024 12:00:00 +0000

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 Platforms focusing on quantity over quality, engagement and conversion rates declined significantly by 2022. Acknowledging these challenges, Jake advocates for a return to personalized outreach in modern sales strategies. He emphasizes leveraging advanced AI tools to tailor messages based on individual prospect data, aiming to strike a balance between efficiency and effectiveness. This approach aims to rebuild trust, enhance customer relationships, and drive improved conversion rates and satisfaction.

______________________________________________

If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

The 4-Point Checklist to Stop Bleeding Customers

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 20 Jun 2024 12:00:00 +0000

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 discussions 120 days in advance and highlights the importance of building multiple relationships within a company to avoid dependence on a single point of contact. He also shares insights on setting and tracking SMART goals to ensure clear, impactful business outcomes, aiming to strengthen client relationships and prevent churn.

______________________________________________

If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

How to Build the Ideal Sales Experience with VECS

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 13 Jun 2024 12:00:00 +0000

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 experience based on the buyer's stage. He shares practical tips for implementing this approach, aiming to close deals faster and improve customer satisfaction. Don't miss his insights on creating an ideal customer journey and the benefits of the Innovative Seller Community.

______________________________________________

If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Every Buyer Wants Speed and Customization: What Are You Going to Do About It?

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 6 Jun 2024 12:00:00 +0000

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, arguing they are outdated in today’s information-rich environment. He introduces his innovative "NTENT" framework, designed to align sales processes with buyer behavior, ultimately aiming to streamline sales cycles and improve customer experiences.

______________________________________________

If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

AI in Sports with Davyeon Ross, CEO & Co-Founder of ShotTracker

becca.eddleman@skaled.com (Jake Dunlap, Davyeon Ross) — Thu, 30 May 2024 12:00:00 +0000

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 coaching strategies. Davyeon elaborates on how ShotTracker's sensor-based technology provides real-time basketball statistics and analytics, streamlining coaching processes. They also explore the future of AI in sports and Davyeon’s excitement about upcoming developments in the field.

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Follow Davyeon:

Connect with Davyeon on LinkedIn: https://www.linkedin.com/in/davyeonross/

Check out ShotTracker: https://shottracker.com/

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The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller

The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Community:

https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

______________________________________________

Book Time:

https://savvycal.com/Jake-Dunlap/modern-leader

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Three Skills of Top-Performing AEs: Mindset, Method, & Authenticity with Ian Koniak

becca.eddleman@skaled.com (Jake Dunlap, Ian Koniak) — Thu, 23 May 2024 12:00:00 +0000

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 can transform sales performance and client relationships. Ian’s journey from top performer to coach provides invaluable insights for anyone looking to excel in sales.

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Follow Ian:

Connect with Ian on LinkedIn: https://www.linkedin.com/in/iankoniak/

Untap Your Sales Potential: https://www.linkedin.com/company/untapyoursalespotential/

______________________________________________

The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller

The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Community:

https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

______________________________________________

Book Time:

https://savvycal.com/Jake-Dunlap/modern-leader

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Moving Upmarket: Building the Process to Closing the First Deal with Bryan Caplin

becca.eddleman@skaled.com (Jake Dunlap, Bryan Caplin) — Thu, 16 May 2024 12:00:00 +0000

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 into the evolution of go-to-market strategies, the importance of cross-functional alignment, and the need for a dedicated approach to successfully transition from SMBs to larger markets. Bryan emphasizes the significance of planning, proper talent management, and the value of iterative learning in this complex but rewarding journey.

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Follow Bryan:

Connect with Bryan on LinkedIn: https://www.linkedin.com/in/bcaplin/

Check out Thoropass: https://thoropass.com/

______________________________________________

The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller

The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Community:

https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

______________________________________________

Book Time:

https://savvycal.com/Jake-Dunlap/modern-leader

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Escape the 306 Billion Email Trap: Hyper-Customized Touchpoints to Maximize Outbound Conversion

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 9 May 2024 12:00:00 +0000

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 multi-channel approach to cut through the noise. He underscores the importance of ongoing testing and adjustments to optimize outbound strategies effectively. Jake stresses that genuine customization and relevancy in messaging, tailored to the specific needs and jargon of the industry, are key to making an impact and not just adding to the clutter.

______________________________________________

If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Increase Outbound Results by 25% With This Optimization Strategy

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 2 May 2024 12:00:00 +0000

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—over mere volume, and introduces tools like "Performance Pulse" from Skaled for faster, data-driven optimizations. Next week’s episode will explore hyper-customization in outbound strategies to further enhance engagement and conversion rates.

______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Turning Commitment to Technology & AI into Productivity & ROI

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 25 Apr 2024 12:00:00 +0000

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 automation to achieve scalable personalization, advocating for technology that enhances the customer experience rather than just internal efficiencies. Throughout the episode, he challenges sales leaders to foster a culture of continuous learning and adaptability, ensuring their teams remain at the cutting edge of sales technology and processes.

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What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

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DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

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AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

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Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

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Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Future-Proof Sales & Revenue: The Art of "Moonshots" for Exponential Growth

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 18 Apr 2024 12:00:00 +0000

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 strategic advice, the episode outlines tactical ways sales teams can incorporate moonshots into their routines, thereby future-proofing their operations against a rapidly evolving marketplace.

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What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

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DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

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AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Keeping Pace in an AI & Customer-Centric World

becca.eddleman@skaled.com (jake dunlap) — Thu, 11 Apr 2024 12:00:00 +0000

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 strategic planning, highlighting that the adoption of these technologies is not just an upgrade but a necessity for staying competitive. Jake delves into the essence of creating customized sales journeys, arguing that understanding and adapting to the modern buyer's needs is key to sales innovation. ______________________________________________

What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Order your copy of the book and join The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

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AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

How to Build a Sales Machine That Increases Conversions Every Other Week

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 4 Apr 2024 12:00:00 +0000

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 through bi-weekly optimizations. We highlighted the critical need for a clear process, data-driven decisions, and the assembly of a dedicated team to implement these consistent adjustments. This strategy not only enhances efficiency and agility but also aligns sales efforts closely with rapidly changing market demands and buyer behaviors.
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What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Pre-order the book for access to exclusive content and The Innovative Seller Community:

Book: https://www.jakedunlap.com/the-innovative-seller

Community: https://www.jakedunlap.com/the-innovative-seller-community

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DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

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AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Engineering Your Sales Process for Speed Using NTENT

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 28 Mar 2024 12:00:00 +0000

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 outcomes, with insights on integrating this framework into current sales strategies.

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What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Pre-order the book for access to exclusive content and The Innovative Seller Community:

https://www.jakedunlap.com/the-innovative-seller

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DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

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AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

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Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Steal Buyers From the Competition With Customized Sales Journeys

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 21 Mar 2024 12:00:00 +0000

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 buyers to explore independently. This exploration serves as a blueprint for businesses aiming to pivot to a buyer-centric approach, promising not just to meet but exceed the evolving expectations of modern consumers, thereby securing a competitive edge in the market.

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What will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Pre-order the book for access to exclusive content, The Innovative Seller Community, and a ticket to the Summit (March 26th):

https://www.jakedunlap.com/the-innovative-seller

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DM or book time with Jake to discuss your current sales processes and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

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AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

Workshop + Prompt Pro: https://bit.ly/accelerator-and-prompt-pro

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

GTM Shift: Focusing on Outcomes Over Volume Metrics Can 3x Conversion Rates

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 14 Mar 2024 12:00:00 +0000

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 meetings, advocating for a shift from quantity to quality in sales efforts. Jake underlines the significance of meaningful conversations and outcome-focused sales strategies for improving conversion rates and aligning sales activities with broader business objectives. He also highlights the necessity of personalization in customer interactions, supported by data showing improved click-through and conversion rates through personalized communication. The episode concludes with a call to action for sales professionals to adopt a more nuanced, customer-centric approach to sales, moving away from volume metrics and towards strategies that prioritize quality interactions and personalization.

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This is an area organizations struggle most and just by swapping to outcome-based metric tracking, you’ll 3X conversions

DM or book time with me to discuss your current structure and best practices: https://savvycal.com/Jake-Dunlap/innovative-seller-live

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Pre-order the book for access to exclusive content, The Innovative Seller Community, and a ticket to the Summit (more details on that coming):

https://www.jakedunlap.com/the-innovative-seller

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Current GTM Strategy: How Integrated Teams Transform Lead Generation

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 7 Mar 2024 13:00:00 +0000

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 miss their quotas, underscoring the urgency to address this "bleeding neck problem." Jake sheds light on the importance of strategic integration between marketing and lead generation efforts, ensuring that both teams work towards common objectives with aligned strategies, messages, and metrics. He explores the differences from traditional team alignments, the significance of data sharing, and the consequences of failing to integrate sales, marketing, and customer success teams effectively. The episode concludes with advice for organizations to assess and improve their alignment and integration, urging them to consider their current structures and to strive for a unified approach to enhance customer journeys and drive revenue growth.

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Consider your current team structures - how would you grade your alignment on a scale of 1-10? How integrated are sales and marketing efforts?

If you’d grade yourself below a 7, DM or book time with Jake to discuss your current structure and best practices:

https://savvycal.com/Jake-Dunlap/modern-leader

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The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller

The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

How RevOps Can Transform Fixed Culture into Growth Culture with David Quartemont

becca.eddleman@skaled.com (Jake Dunlap, David Quartemont) — Thu, 29 Feb 2024 13:00:00 +0000

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 facilitating growth and change management. They discuss the nuances between fixed and growth mindsets, highlighting how a growth culture embraces continuous improvement, strong emotional intelligence, and sees failure as an opportunity for learning. The episode is rich with strategies for instilling a growth mindset at both the individual and organizational levels, underlining the importance of RevOps in breaking down silos, fostering cross-functional collaboration, and driving operational efficiency for sustainable growth.

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Follow David:

David Quartemont: https://www.linkedin.com/in/david-quartemont/

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The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller

The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

______________________________________________

Book Time:

https://savvycal.com/Jake-Dunlap/modern-leader

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

The 4 Cs of Innovative Selling: A Framework for the Future

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 22 Feb 2024 13:00:00 +0000

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 updating sales approaches in today's digital and AI-driven world. In this episode, we start to unpack the book and look at how to stay ahead in sales innovation, with tips on using AI and leading your team to great success.

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The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller

The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?
Pre-order and receive up to $300 in free bonuses!

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AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

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Book Time:

https://savvycal.com/Jake-Dunlap/modern-leader

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

AI's Role in Redefining Jobs, Collaboration, and Skills with Anupam Satyasheel

becca.eddleman@skaled.com (Jake Dunlap, Anupam Satyasheel) — Thu, 15 Feb 2024 13:00:00 +0000

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 envision future trends. This episode covers strategies for supporting employees through transitions, emphasizing retraining and the shared responsibility between companies and individuals. They also delve into the essential skills and educational adaptations needed for an AI-integrated future, offering insights for navigating the evolving employment landscape.

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More about Anupam:

Anupam founded Occams Advisory in 2011 and has served as the CEO since 2012. Anupam has advised many CEOs and boards. Under his leadership, Occams has achieved exceptional results for its clients across industries and geographies. Prior to founding Occams, Anupam spent over half a decade on Wall Street with names like Barclays, Merrill Lynch, Scotia Capital et al.

Follow Anupam:

LinkedIn: https://www.linkedin.com/in/anupamsatyasheel/

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The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller

The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

______________________________________________

Book Time:

https://savvycal.com/Jake-Dunlap/modern-leader

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Innovative Change is Coming

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 8 Feb 2024 13:00:00 +0000

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 new heights, emphasizing the necessity of adapting sales strategies in a digital and AI-powered landscape. In this episode, we begin to breakdown the book and explore how to be at the forefront of sales innovation, with insights on harnessing AI, and leading your team to unprecedented success.

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The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller

The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

AI Sales Accelerator Workshops: https://skaled.com/insights/ai-sales-accelerator/

______________________________________________

Book Time:

https://savvycal.com/Jake-Dunlap/modern-leader

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Generative AI Outbound Strategies to Develop in 2024

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 1 Feb 2024 13:00:00 +0000

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 many are still navigating its practical applications. Jake takes listeners through a journey of discovery, highlighting the innovative use of custom GPTs in sales onboarding and demonstrating the power of personalized content creation at scale. He intricately discusses the art of crafting compelling cold emails and strategically identifying and approaching the right prospects, akin to how RevOps provides a comprehensive overview of the entire customer journey. This episode is an insightful exploration of the potential of generative AI to offer a holistic, birds-eye view of sales and marketing processes, inviting professionals to embrace these cutting-edge tools to enhance their outreach strategies and drive their businesses forward efficiently.

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Pre-order Jake's book, "The Innovative Seller" and get access to over $300 in free bonuses!

https://www.jakedunlap.com/the-innovative-seller

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only $50/year:

https://skaled.com/insights/ai-sales-prompt-pro

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here:

https://bit.ly/sales-ai-unleashed-series

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

______________________________________________

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Everything You Need to Know About the Google and MSFT Spam Rules in 2024 with Ruari Baker

becca.eddleman@skaled.com (Jake Dunlap, Ruari Baker) — Thu, 25 Jan 2024 13:00:00 +0000

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 roadmap for businesses to adapt their email marketing and sales strategies effectively. Ruari and Jake emphasize the importance of compliance, suggesting tools and processes for monitoring, and advocating for a proactive stance in improving email deliverability and engagement. The episode is a call for businesses to refine their outreach strategies, ensuring they align with the evolving digital communication landscape while maintaining the integrity of their sender reputation and inbox placement.

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Google Email Sender Guidelines: https://support.google.com/mail/answer/81126?hl=en#requirements-5k&zippy=%2Crequirements-for-sending-or-more-messages-per-day

Pre-order Jake's book, "The Innovative Seller" and get access to over $300 in free bonuses!

https://www.jakedunlap.com/the-innovative-seller

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only $50/year:

https://skaled.com/insights/ai-sales-prompt-pro

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here:

https://bit.ly/sales-ai-unleashed-series

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Ruari:

LinkedIn: https://www.linkedin.com/in/ruaribaker/

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Sales & Revenue Checklist: What’s Trending & What You Should Focus On

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 18 Jan 2024 13:00:00 +0000

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 burgeoning capabilities of ML & AI to streamline data processes. As we navigate these pivotal shifts, a critical checklist is presented, pinpointing the strategic role of RevOps, the adoption of real-time metrics, and the enhanced utilization of ML & AI tools as the key drivers poised to redefine organizational dynamics and operational efficiency.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

______________________________________________

Pre-order Jake's book, "The Innovative Seller" and get access to over $300 in free bonuses!

https://www.jakedunlap.com/the-innovative-seller

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only $50/year:

https://skaled.com/insights/ai-sales-prompt-pro

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here:

https://bit.ly/sales-ai-unleashed-series

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

The Art of Believable ROI: Telling Stories That Stick with Max Elster

becca.eddleman@skaled.com (Jake Dunlap, Max Elster) — Thu, 11 Jan 2024 13:00:00 +0000

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 critical examination of value selling, underscoring the shift from a one-sided approach to a more collaborative, customer-centric method. Max points out the increasing scrutiny CFOs are placing on spending, necessitating a deeper and earlier engagement in understanding and quantifying product value for buyers.

,Max and Jake explore the nuances of constructing compelling ROI narratives tailored to various stakeholders, from technical to non-technical audiences. They address the challenges of consensus building in the decision-making process, where every stakeholder, from end-users to department heads, plays a pivotal role. The conversation also touches on the increasing complexity of sales due to the proliferation of procurement software in enterprises. Looking ahead, Max foresees a trend towards greater transparency and collaboration in sales, where the value proposition is clear and mutually beneficial for both buyers and sellers. This episode is packed with valuable insights for anyone looking to refine their sales strategies and better understand the dynamics of modern enterprise sales.

______________________________________________

Pre-order Jake's book, "The Innovative Seller" and get access to over $300 in free bonuses!

https://www.jakedunlap.com/the-innovative-seller

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only $50/year:

https://skaled.com/insights/ai-sales-prompt-pro

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here:

https://bit.ly/sales-ai-unleashed-series

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Check out Minoa:

https://www.minoa.io/

The Ultimate Guide to Value Selling:

https://www.minoa.io/whitepaper

______________________________________________

Follow Max:

LinkedIn: https://www.linkedin.com/in/maxelster/

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

The 4 Priorities of Revenue Teams for High Performance & 2024 Success

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 4 Jan 2024 13:00:00 +0000

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-time metrics and analysis, stressing the importance of measuring sales movement frequently to adapt strategies promptly. The episode underscores the necessity of taking outbound optimization seriously, addressing the low success rates and advocating for consistent, real-time optimization practices.

Jake concludes by delving into the deployment of generative AI, foreseeing its tremendous benefits for true personalization at scale, efficient sales operations, and dynamic training scenarios. While acknowledging potential resistance to change, he encourages organizations to embrace these innovations in 2024.

Check out the AI Unleashed Series, featuring Jake and Kevin Dorsey, and to pre-order Jake's upcoming book, "The Innovative Seller," to continue the conversation and stay ahead in the dynamic landscape of sales and revenue operations.

Timestamps:

00:02 Introduction and New Year Wishes

00:22 AI and Lease Series Announcement

00:44 Discussing Priorities for 2024

01:21 The Importance of Revenue Operations

04:33 The Need for Real-Time Metrics and Analysis

06:10 Outbound Optimization and its Importance

09:48 The Role of Generative AI in 2024

12:58 Legislation and Email Deliverability

13:35 Conclusion and Final Thoughts

______________________________________________

Pre-order Jake's book, "The Innovative Seller" and get access to over $300 in free bonuses!

https://www.jakedunlap.com/the-innovative-seller

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only $50/year:

https://skaled.com/insights/ai-sales-prompt-pro

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here:

https://bit.ly/sales-ai-unleashed-series

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Using AI in the Right Way | Marketing & Brand Management with Jaci Russo

becca.eddleman@skaled.com (Jake Dunlap, Jaci Russo) — Thu, 28 Dec 2023 13:00:00 +0000

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, and consumer decision-making. She shares her insights on why companies should not fear the rise of AI but rather recognize how to harness its growing power, and the common skepticism surrounding AI—fears of job insecurity and the ever-looming question: Are machines taking over?

Jaci also shares her experiences in brand management and how AI tools like Guidde and Originality AI are reshaping operational standards while maintaining the quintessential human strategic thinking.

Don’t forget to hit the subscribe button on your favorite podcast player so you don’t miss the next episode!

Timestamps:

(00:00) Discussing pushback and benefits of generative AI.

(05:13) Navigating fear of being replaced; valuable collaboration.

(11:03) Tools do not replace human strategic thinking.

(13:55) Discussing new tools and problem-solving approaches.

(18:12) Google and Microsoft imposing email limits in February.

(22:40) Strategic planning, proactive approach, and reconnection trends.

(26:16) Competitive landscape shifts to vetted buyers' needs.

(29:43) AI can help adapt and win in business.

(30:37) Developing custom GPTs for sales team research.

Quotes:

"We should not be scared that somebody else, whether it's another agency or an AI, that's going to solve the problem. We should be focused on how do we improve our processes, how do we get better at our jobs so that we are solving the problems of our clients."

"We find that we waste most time as humans when we procrastinate, delay, put off, instead of planning ahead and setting ourselves up for success."

“So we're back to the fear of the unknown, the third piece that I hear most often... How am I going to keep my job if the computer can do it better than me, right?”

______________________________________________

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year:

https://skaled.com/insights/ai-sales-prompt-pro

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here:

https://bit.ly/sales-ai-unleashed-series

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Guidde- free extension:

https://www.guidde.com/?ref=zty0zwi&gclid=CjwKCAiAp5qsBhAPEiwAP0qeJhrkXgeuHPTfp1wXIkkK8wn0c5nNVLRhpFD-SIXdOSrOJMuWBpGmORoCtmIQAvD_BwE

Originality AI-

https://originality.ai/

______________________________________________

Connect with Jaci:

LinkedIn: https://www.linkedin.com/in/jacirusso/

Instagram: https://www.instagram.com/jacirusso/?hl=en

Website: https://jacirusso.com/

Twitter X: https://twitter.com/i/flow/login?redirect_after_login=%2Fjacirusso

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Where Does ChatGPT Fit in Your 2024 Planning?

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 21 Dec 2023 13:00:00 +0000

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 on. It will likely cause a profound change in your processes. But given the increasing capabilities of AI, it may very well turn into the biggest leverage for your business next year.

In this episode, we’ll focus on three particular areas where we recommend deploying chatGPT in your organization this 2024:

Increased outbound and sales conversions
Account growth and retention
Ongoing sales training

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com:

https://skaled.com/insights/chatgpt-for-sales-2024/

If you’re a leader and want to integrate an AI strategy into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year:

https://skaled.com/insights/ai-sales-prompt-pro

Join us in one of our workshops to learn how chatGPT can boost sales in your organization:

https://skaled.com/insights/ai-sales-accelerator/

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here:

https://bit.ly/sales-ai-unleashed-series

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

3 Ways Data Drives Revenue & How to Measure It with Evan Nelson

becca.eddleman@skaled.com (Evan Nelson, Jake Dunlap) — Thu, 14 Dec 2023 13:00:00 +0000

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 closely enough. And now with AI, this process is becoming much faster and smoother. So there’s no excuse not to embrace a data strategy.

In today’s episode, we are joined by Evan Nelson, VP of Customer Experience at Cognism, to explore the impact of data on revenue, actionable ways to measure it, and three ways data can drive sales and improve decision-making.

Timestamps:

00:00 Intro

01:20 Evan’s Background

03:58 Data and Reporting in 2024

06:39 How Data Drives Revenue

09:33 Win/Loss Analysis

14:34 Segmentation & Territories

17:01 Churn Analysis

21:47 AI and Data

25:22 Outro

Quotes:

“There is no professional that improves their performance by winging it and not knowing the data.”

“For a lot of folks, data isn't important until it might be too late.“

“The second you start to understand your customer base and how you're going to market, it becomes game-changing. You can actually build out teams that are so much more efficient.”

“It's not just about where am I winning, or where am I losing. It's about what are the common traits of those.”

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

______________________________________________

If you’re a leader and want to integrate an AI or RevOps strategy into your org - book some time with us to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year:

https://skaled.com/insights/ai-sales-prompt-pro

Join us in one of our workshops to learn how chatGPT can boost sales in your organization:

https://skaled.com/insights/ai-sales-accelerator/

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions.

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Follow Evan:

Linkedin: https://www.linkedin.com/in/evan-nelson-4326683b/

Website: https://www.cognism.com/

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Why RevOps Should Own the Sale Playbook

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 7 Dec 2023 13:00:00 +0000

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 has a birds-eye view of the processes and technology involved in the whole customer journey.

In today’s episode, we are going to go through five reasons why RevOps should own the creation and optimization of your sales cycle. Let’s dive in!

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com:

https://skaled.com/insights/revops-sales-playbook-5-reasons/

If you’re a leader and want to integrate a RevOps strategy into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year:

https://skaled.com/insights/ai-sales-prompt-pro

Join us in one of our workshops to learn how chatGPT can boost sales in your organization:

https://skaled.com/insights/ai-sales-accelerator/

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here:

https://bit.ly/sales-ai-unleashed-series

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

3 Immediate Ways to Use ChatGPT in Enterprise Sales

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 30 Nov 2023 13:00:00 +0000

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 internal processes you need to navigate. With that in mind, in today’s webinar we’ll cover how enterprise sales orgs leverage ChatGPT as soon as possible, by specifically focusing on these points:

Advanced account research: Trends in a specific account
Individual research: People within the account
Scenario planning and long-term strategy development

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

If you’re a leader and want to integrate an AI strategy into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Data-Driven Revenue Decisions: The Most Important Metrics for Your Business in 2024

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 23 Nov 2023 15:41:41 +0000

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 those findings.

How efficiently are your prospects moving through the sales process? What percentage of them are converting? And how can we keep them for longer? These are the sort of questions you should be asking yourself. Lucky for you, in today’s episode we’ll dive deep on these three key metrics, and how RevOps can drive better results on each of them:

Sales Efficiency: Close deals in less time
Conversion Rates: Convert a higher % of leads
Customer Churn: Get more customers renewing

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

If you’re a leader and want to integrate a RevOps strategy into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year:

https://skaled.com/insights/ai-sales-prompt-pro

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here:

https://bit.ly/sales-ai-unleashed-series

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Driving Revenue in 2024: How to Create End-to-End Visibility to Maximize Performance

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 16 Nov 2023 13:00:00 +0000

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 implementing a new piece of software never will, improving key performance metrics like sales velocity, conversion rates, average deal size, or team productivity.

Today, we’ll dive deep into four key areas that will help you drive revenue in 2024 and create end-to-end visibility into your business:

The difference between Revenue Operations and Sales Operations
3 Reasons to make Revenue Operations a top priority in 2024
Quantifiable ways to measure the impact of Revenue Operations
Actionable steps to get started implementing a RevOps strategy

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions.

If you’re a leader and want to integrate a RevOps strategy into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the chatGPT prompts, full article, and recording on skaled.com:

https://skaled.com/insights/revenue-growth-strategy-2024/

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Trends to Watch - The Next Frontier of AI In Sales

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 9 Nov 2023 13:00:00 +0000

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 another, they might not be aware of all the ways it could be helping them to grow their business. And so, for those of you who like to stay ahead of the curve, today we are going to explore some upcoming trends that will massively impact the way sales teams operate around the world.

In this episode, Jake will cover:

What’s next in AI for Sales
Setting up a custom bot
Integrating and automating apps
Partnering with AI Startup funds
Thoughts on MEDDIC
Relevant vs Personalized outreach
LinkedIn advice for small creators

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

____________________________________________

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year:

https://skaled.com/insights/ai-sales-prompt-pro/

Remember, registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders mastering AI and chatGPT during our free live sessions.

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Closing the Pipeline Gap: Full-Cycle AEs are Back in Fashion with Jamie Shanks

becca.eddleman@skaled.com (Jake Dunlap, Jamie Shanks) — Thu, 2 Nov 2023 12:00:00 +0000

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 to prospecting and sales? While they offer significant advantages in streamlining processes and enhancing customer relationships, challenges like time constraints for prospecting remain. However, certain industries and organizations find this approach more fitting and less problematic than sales development and sales being separate.

Today we’re joined by Jamie Shanks, CEO of Pipeline Signals & Get Levrg and a pioneer in the category of social selling, to dive deep into the resurgence of full-cycle AEs, their contribution compared to SDRs, and their future in sales.

Timestamps:

(00:00) Intro

(00:42) How Jamie pioneered Social Selling

(06:57) The evolution of the SDR role

(10:39) Prioritizing ROI in your sales team

(15:33) Best-in-class companies always have AE

(20:17) Prospecting with a destination in mind

(22:34) Outro

Quotes:

“The SDR role was meant to be a feeder ground for sales. If all it is now is a copywriting job, then the DNA is completely different than what it was.“

“I can't think of a single customer that didn't demolish their SDR team once the CFO got their grips on the numbers.”

“We've had customers be like we spend a gazillion dollars of paid media and all this stuff for marketing, and my AEs haven't seen a leave in 3 months.”

“Use a waterfall calculator and figure out what amount of lead flow will the average AE need to do. If you don't set that foundation upfront, Then the AE will prospect, but without a destination in mind.”

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

______________________________________________

Get instant access to AI Sales Prompt Pro, our new premium Notion database with the best ready-to-use prompts for chatGPT. Grab it here and join our community for only 50€/year: https://skaled.com/insights/ai-sales-prompt-pro

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here: https://bit.ly/sales-ai-unleashed-series

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

______________________________________________

Connect with Jamie:

LinkedIn: https://linkedin.com/in/jamestshanks

Instagram: https://instagram.com/jamietshanks

Website: https://pipelinesignals.com

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

AI Sales & Marketing Trends You Can’t Ignore in 2024 with Mike Begg

becca.eddleman@skaled.com (Jake Dunlap, Mike Begg) — Thu, 26 Oct 2023 12:00:00 +0000

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 AI into their current workflow.

AI tools like chatGPT have the power to help you 2x, 3x, or even 10x your output. There is no excuse not to incorporate AI into your organization. And with that in mind, today, we’re joined by Mike Begg, Co-Founder & CEO of AMZ Advisors, an eCommerce consultancy firm, to discuss how AI is changing the game, which trends he foresees moving forward, and how to adapt to the new business landscape as we approach 2024.

Timestamps:

(00:00) Intro

(00:42) Increasing output with AI

(06:49) What holds people back from using AI

(11:58) How to do quality at scale with AI

(16:55) Training your team to embrace AI

(18:42) Shifting from outbound to inbound

(23:24) Content ownership and ethical concerns

(26:21) Where to find Mike

(27:06) Outro

Quotes:

“The more content you put out there, the faster you're gonna learn what your customer likes, what they don't like. And if you're able to do it with great volume, you're shortening the learning curve.”

“When you make it feel like people are buying into the idea versus it being forced on them, you get way better results.”

“In the foreseeable future, there's no way AI is ever gonna be able to replicate the creativity of an individual.“

“If you're in a role that is either relationship-based (sales, relationship management…), or creative-based (marketing, design…), you're always gonna have an opportunity or a job.

“Every piece of content that exists is just a riff on another piece of content.”

______________________________________________

Join our AI Sales Prompt Pro - Notion community here:

https://skaled.com/insights/ai-sales-prompt-pro/

Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions. Sign up here:

https://bit.ly/sales-ai-unleashed-series

Connect with Mike Begg:

LinkedIn: https://linkedin.com/in/mbegg/

Website: https://amzadvisers.com

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Email: https://skaled.com/modern-leader-sign-up

LinkedIn:https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

5 Ways ChatGPT Can Actually Move the Needle For Sales Teams

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 19 Oct 2023 12:00:00 +0000

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:

Pipeline generation: craft your sequences, strategy, and messaging to get leads to engage with you.
Onboarding: Train reps in a controlled environment and get them performing in half the time.
Ongoing Skills Training: Craft training programs that turn weaknesses into strengths.
Building Pitches: Anticipate objections and determine how to match their problem with your solution
Better ROI Story: Craft a compelling proposal that aligns your product with your prospect’s need.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Don’t miss out! Registrations are OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Join 1000+ sales leaders who are mastering AI and chatGPT during our free live sessions.

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Check out the chatGPT prompts, full article, and recording on skaled.com:

https://skaled.com/insights/move-the-needle-chatgpt-sales/

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Win More Deals By Knowing How You Lost with Michael Hoffman

becca.eddleman@skaled.com (Jake Dunlap, Michael Hoffman) — Thu, 12 Oct 2023 12:00:00 +0000

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 insights that not only improve close rates but also shape the outlook of an organization.

Today, Jake is joined by Michael Hoffman, cofounder and CEO of PastSight, to discuss why this simple activity can unlock massive business growth, and how you should go about it.

Timestamps:

(00:00) Intro

(00:43) Knowing Why You Lose Deals

(02:23) Why This Is Important

(06:11) Reaching Out To Lost Opportunities

(08:40) Losing Deals To No-Decision

(14:05) Integrating This Into Your Sales Process

(17:23) How This Helps With Customer Retention

(20:30) Getting The Feedback Directly

(21:52) Outro

Quotes:

“There are very few activities you can do as an organization that will move the needle faster than doing a win/loss analysis”.

“All the insights that you're missing from not understanding why you're losing are a gold mine. That percentage of the deals that you're losing is such a black box and such a massive opportunity for companies.”

“When a prospect tells you we lost to no-decision, we find that two-thirds of the time, that's not even true because people want to be nice.”

“Listening to Gong calls, you can make assumptions of why you didn't win. But if you actually get the feedback from the customer, they're the ones that will tell you the truth, if you can get there.”

______________________________

Join 800+ sales leaders in ‘SALES AI UNLEASHED’, a 9-part webinar series w/ Kevin Dorsey:

https://bit.ly/sales-ai-unleashed-series

Connect with Michael Hoffman:  

Website: https://pastsight.com

Email: mike@pastsight.com

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

The Art & Science of Using ChatGPT for Sales (Prompt Scenarios)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 5 Oct 2023 12:00:00 +0000

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 AI in an effective way. Prompt scenarios are part of that: they are how we think about using chatGPT BEFORE we even start prompting. And, to help sales leaders out there, Jake has prepared 6 prompt scenarios to help us extract more value from chatGPT.

The Prompt Strategy of Role Playing
Scenario Planning
Long-term Planning
Research
Skills Training
Brain Storming

Let’s dive in!

Registrations are now OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Don’t miss this opportunity and join 800+ sales leaders who are leveling up their AI game during our free live sessions.

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com:

https://skaled.com/insights/chatgpt-for-sales-prompts-to-strategy/

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

5 ChatGPT Threads Every Seller Needs to 2X Conversions at Every Step

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 28 Sep 2023 12:00:00 +0000

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 5 essential thread ideas that will help you increase your closing rate during sales conversations:

Persona Research: To get familiar with their desires and pain points.
Pitch/Demo Simulator: To create customized demos in little time.
Top Objections: To anticipate the main concerns of your prospect.
Role-Play Scenario: To get comfortable navigating challenging conversations.
Top Follow-Up Responses: To create quick scripts that re-engage your leads.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Registrations are now OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Sign up here:

https://bit.ly/sales-ai-unleashed-series

Don’t miss this opportunity and join 800+ sales leaders who are leveling up their AI game during our free live sessions.

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Check out the chatGPT prompts, article, and recordings on skaled.com:

https://skaled.com/insights/chatgpt-for-sales-prompts-to-strategy/

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Advanced & Later Stage Deal Prep (with ChatGPT)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 21 Sep 2023 12:00:00 +0000

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, Jake covers:

In-Depth Research: Get a better understanding of the decision-makers, companies, and industries involved.
Value proposition: Address the specific pain points and goals of your prospect.
Objections: Anticipate and address potential objections or concerns the target company might raise.
Role-play scenarios: Learn to deal with difficult buyers and refine your communication skills through mock discussions.

Registrations are now OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey. Don’t miss this opportunity and join 500+ sales leaders who are leveling up their AI game during our free live sessions.

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode!

Check out the chatGPT prompts, full article, and recording on skaled.com:

https://skaled.com/insights/chatgpt-for-sales-prompts-to-strategy/

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

9 Points in the Sales Process You Should Use ChatGPT (Part 2)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 14 Sep 2023 12:00:00 +0000

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 relates to sales, you know how important this topic is for the future of business.

In this episode, Jake covers:

Building Credibility: Be the expert every time you start a conversation with warm leads
Problem-Solution Mapping: Prepare for any conversation by identifying common problems and their potential solutions
Addressing Objections: Get ahead of possible objections and be ready to address them confidently
Messaging: Make every customer feel like they are the only one to help prevent churn
Get Up to Speed: Make the transition from buyer to customer faster and more personalized

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

In case you’ve missed it, registrations are now OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey where we’ll dive deeper into everything we mention today. Throughout these live sessions, you’ll learn how to leverage AI to augment every part of the sales process, from lead generation to customer onboarding.

Don’t miss out on this opportunity to level up your game and be at the forefront of the future of sales. Register by clicking on this link: https://skaled.com/events/sales-ai-unleashed-webinar-series/

If you’re a leader and want to integrate AI into your org - book some time to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Check out the full article and recording on skaled.com:

https://skaled.com/insights/how-to-use-chatgpt-for-sales-9-ways/

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

9 Points in the Sales Process You Should Use ChatGPT (Part 1)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 7 Sep 2023 12:00:00 +0000

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 first part of a two-part episode.

In case you’ve missed it, registrations are now OPEN for ‘Sales AI Unleashed’, a webinar series w/ Kevin Dorsey where we’ll be diving deeper into all of the things we mention today. Throughout these live sessions, you’ll learn how to leverage AI to augment every part of the sales process, from lead generation to customer onboarding. Don’t miss out this opportunity to level up your game and be at the forefront of the future of sales.

In this episode, Jake covers:

Messaging: Create personalized inbound and outbound messages
Preparation: Do your research before initial meetings or personalized demos
Follow-Up: Send emails or videos with targeted action plans built from your last call
Advanced Prep: Create personalized touchpoints during subsequent sales calls.

If you’re a leader and want to integrate AI into your org - book some time with me to talk about how we can build a custom system for your needs:

https://savvycal.com/Jake-Dunlap/modern-leader

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com:

https://skaled.com/insights/how-to-use-chatgpt-for-sales-9-ways/

Email: https://skaled.com/modern-leader-sign-up

LinkedIn: https://bit.ly/modern-leader-newsletter

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

AI and Intellectual Property: Debating Ownership of AI-Generated Content with Keegan Caldwell

becca.eddleman@skaled.com (Jake Dunlap, Keegan Caldwell) — Thu, 31 Aug 2023 12:00:00 +0000

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-provoking questions such as whether AI can be considered an author for copyright protection, its implications on industries based in knowledge work, or the potential ethical concerns surrounding its use. From discussing landmark court cases to sharing personal experiences with artificial intelligence, Jake and Keegan will raise important questions regarding the ownership of the AI-generate output.

Timestamps:

(00:00) Intro

(00:43) Keegan’s Background

(06:51) Ownership Of AI-Generated Content

(10:49) Does OpenAI Own The Output Of ChatGPT?

(13:42) Does OpenAI Use Our Inputs For Training ChatGPT?

(17:18) Who Will Be Liable In Case Of Infringement?

(21:05) Ethical Implications of AI

(28:11) The Benefits Of AI

(31:46) Where To Find Keegan

(32:20) Outro

Quotes:

"Governments are set up to protect the citizens. They're not set up to protect machines."

"You can use [chatGPT’s output] for any purpose, including commercial purposes or sale or publication, as long as you comply with their terms."

"An interesting question that will arise is… when the model is produced by one party and the output by another party, who will be liable for the infringement?"

"Misinformation takes on two types of impacts: it can mislead through reasoning or through rhetoric."

https://bit.ly/sales-ai-unleashed-series

___________________________________________________

Connect with Keegan Caldwell:
Website: https://caldwelllaw.com
LinkedIn: https://linkedin.com/in/keegancaldwellphd
Instagram: https://instagram.com/keegan_caldwell

https://skaled.com/modern-leader-sign-up/

Check out the article on AI-generated content Ownership on skaled.com:

https://skaled.com/insights/who-owns-ai-generated-content/

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Why Every Company Should Act Like A Media Company - with Jeffrey Hayzlett

becca.eddleman@skaled.com (Jake Dunlap, Jeffrey Hayzlett) — Thu, 24 Aug 2023 12:00:00 +0000

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, Jeffrey and Jake dive deep into a wide-ranging conversation, touching subjects such as why small businesses owners should embrace acting like a media company, what is the three-C’s secret formula that drives business success, or how picking sides and stating your opinions can help your brand stand out from the crowd.

Tune in now and don't miss out on these invaluable insights from Jeffrey Hayzlett.

Time stamps:

(00:00) Intro

(00:43) Why Your Company Should Behave Like A Media Company

(06:10) Creating Content That Produces ROI

(08:5️0) Why More Companies Should Take A Stand

(11:12) Standing For Your Brand Values

(17:43) Balancing Traditional & New Media

(21:07) Going Where Your Customers Are

(24:16) Outro

Quotes:

“I found that content leads to great communities, and community leads to commerce.”

“By taking content, putting it out there, and having people digest it, people will figure out that you're the best at it. That's the game. And if you don't have a podcast as a minimum, then you're really going to lose this game.”

“Most people on podcast or TV shows are not going to be famous. But what you can do is get to the hearts and minds of people that matter the most.”

“A brand is nothing but a promise delivered.”

“If you were to sit back and say, what kind of company do I want to be? By spending more time on that, it makes the rest of the decisions easier.”

______________________________

Sign up now for ‘SALES AI UNLEASHED’, a 9-part webinar series w/ Kevin Dorsey starting today, August 24th:

https://bit.ly/sales-ai-unleashed-series

Connect with Jeffrey Hayzlett:

Website: https://c-suitenetwork.com
LinkedIn: https://linkedin.com/in/hayzlett
Instagram: https://instagram.com/jeffreyhayzlett/
Twitter: https://twitter.com/JeffreyHayzlett

Sign up for the Modern Leader newsletter for more tips and talks from Jake:

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Mastering Multi-Threaded Sales with ChatGPT

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 17 Aug 2023 12:00:00 +0000

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 sales calls, or handle objections from difficult prospects, you’re seriously missing out. There are hundreds of use cases that you probably haven’t integrated into your sales process and that you’ll need to not fall behind. Understanding how to use this new technology will have a big impact on your company and your sales career.

So let’s dive right in!

In this episode, Jake explains how to leverage chatGPT to:

Identify, research, and attract stakeholders from diverse industries and companies
Help craft personalized value props and pitches for different stakeholders
Offer guidance on how to address conflicting feedback from prospects
Act as a sales mentor, providing guidance on effective multi-threading strategies

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

https://bit.ly/sales-ai-unleashed-series

Check out the full article and recording on skaled.com:

https://skaled.com/insights/chatgpt-prompts-for-sales/

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Leading With Humanity: Cultivate Leadership That Puts The Human Element At The Forefront Of Business w/ Dr. Jennifer Nash (Be Human, Lead Human)

becca.eddleman@skaled.com (Jake Dunlap, Jennifer Nash) — Thu, 10 Aug 2023 12:00:00 +0000

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 skills and cultivate a human-centric approach to business.

Join us as we explore powerful concepts like why we should show up as your whole human at work, why vulnerability in the workplace is a good thing, and how to create an environment that nurtures both professional performance and the unique humanity that fuels it.

Get ready for a thought-provoking conversation that will challenge your perceptions and inspire you to be a better leader.

Time stamps:

(00:00) Intro

(00:43) Be human, lead human

(05:58) Leadership: you either have it or you don’t?

(07:51) Bringing our personal self to the workspace

(11:32) To err is human

(13:50) How to maximize performance while being human?

(16:49) Figuring out what makes people tick

(21:10) Tactical levers that leaders can pull

(22:58) Leading projects vs. leading people

(28:15) Outro

Quotes:

“We have been professionally trained to engineer the human element out of the business place.”

“When we bring that human element to the forefront of business, their performance skyrockets.”

“Figuring out what makes people tick is the key to understanding their motivating drivers.”

“The role of a leader has shifted from command and control that we had in the 20th century, to an evolving role of coach and facilitator.”

______________________________

Connect with Jennifer:

Website: https://drjennifernash.com

LinkedIn: https://linkedin.com/in/drjennifernash

Buy Jennifer's book: https://drjennifernash.com/bhlh

______________________________

Follow Jake:

Website- https://www.jakedunlap.com/

Instagram- https://www.instagram.com/jake_dunlap_/

LinkedIn- https://www.linkedin.com/in/jakedunlap

Twitter- https://twitter.com/jaketdunlap

Increase New Hire Productivity by 25% with ChatGPT

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 3 Aug 2023 12:00:00 +0000

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 about the quality of conversations and prep increases when it comes to ChatGPT.

Another application of it is adding these prompts and role-plays into your onboarding strategy.

It’s a no-brainer!

Get reps up to speed on the industries they sell to. This required years of experience to get the nuances but now can be cut into weeks/months.
Get them up to speed on buyer personas. Train a rep in a week top priorities, value prop for that buyer, and how to communicate with various buyer types.
Have reps leverage ChatGPT to simulate customer interactions to practice and refine their selling techniques in a controlled environment.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com:

https://skaled.com/insights/chatgpt-prompts-for-sales/

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Why Communities Are The Future Of Business Development, with Renat Wegrzyn (Birthright Israel)

becca.eddleman@skaled.com (Jake Dunlap, Renat Wegrzyn) — Thu, 27 Jul 2023 12:00:00 +0000

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 brands, topics, and services, bringing people together in meaningful ways.

However, building a successful virtual community is a craft not a lot of people know about, and many companies jump on the bandwagon assuming is much easier than it actually is.

In this episode, we’re joined by community expert Renat Wegrzyn, head of Birthright Israel Digital, a digital alumni network that helps Jewish stay connected around the globe beyond their Taglit-Birthright Israel trip.

In this episode, Jake sits down with Renat to discuss what is the role of communities as it relates to marketing, how to cut through the noise and engage your members effectively, and how companies can leverage communities to transform the customer’s journey from a one-off service to a life-changing experience. Tune into this thought-provoking conversation and discover why communities are the future of business development.

Time stamps:

(00:00) Our guest today, Renat Wegrzyn, Head of Birthright Israel BEYOND

(00:43) Building a purpose-driven community

(06:57) Common challenges among community builders

(10:57) Attracting and engaging members

(14:49) How to integrate a community into your business

(22:20) How online connections transcend to the real world

(24:07) How to cut through the noise as a Greenfield community

(28:48) What is the future of communities?

(34:17) Outro

Quotes

"If you are not clear about the need, you will never be able to succeed."

"It’s better to have 10 very engaged people than 1,000 that are hardly engaged."
“The stronger the connection customers have to the product or service, the better your probability to grow a long-lasting relationship with them.”

"When the time gets tough, you tend to close all the innovation units, all the things that are not a necessity, which tends to be a huge mistake when business goes back to usual."

“The more we're digital native… the more therapists and the more human connections we'll need.”

______________________________

Connect with Renat:

LinkedIn: https://www.linkedin.com/in/renatwegrzyn/

Email: renatw@taglitbri.com

Follow Jake:

LinkedIn: https://linkedin.com/in/jakedunlap

Instagram: https://instagram.com/jake_dunlap_

Twitter: https://twitter.com/jaketdunlap

Website: https://jakedunlap.com

Never Stop Optimizing Your Sales Process with Technology & AI (7 Steps)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 20 Jul 2023 12:00:00 +0000

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 optimize 16,000 hours of sales performance? If so, listen to this episode as we go through all steps of the sales funnel, from lead generation to closing, and look at you can leverage AI technology in your existing sales processes. Also, pay close attention because Jake also mentions a few recommended AI tools that will level up your sales game. Let’s dive into it!

In this episode, Jake also covers:

Why you should develop an always-optimizing mindset
The reason why customization at scale doesn't work
The importance of explaining your product in your customer's language
Why focusing solely on top-of-funnel optimization is not enough
Why discovery call prep is one of the best use cases of AI in sales

Helpful links:

How to have a successful discovery call

Elevate your pitch using AI

Tools:

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com:

https://skaled.com/insights/ai-for-sales-leadership-6-week-challenge/

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

How To Immerse Yourself In AI Over 6 Weeks So You Don’t Get Left Behind

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 13 Jul 2023 12:00:00 +0000

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 decades.

Jake emphasizes the importance of using AI towards your specific goals and avoiding falling into the trap of chasing every new AI development while realizing that you can’t overstate the power of these new technologies.

Listen to this episode and take a leap forward in your AI journey.

Oh, and one more thing. If you’d like to commit to this challenge, don’t forget to tag us and use the hashtag #6WeekAIChallenge on social media! We’d love to see you join us on this journey.

In this episode, Jake also covers:

Why the quality of your prompts will determine the quality of your answers
How he applies the framework: Crawl, Walk & Run
The reason why chasing shiny objects will not get you closer to your goal
Why you should create different threads for different topics on chatGPT
How to avoid getting discouraged and overwhelmed by AI

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com:

https://skaled.com/insights/ai-for-sales-leadership-6-week-challenge/

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

3 Ways to Use AI to Have Better Conversations as a Sales Manager

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 6 Jul 2023 12:00:00 +0000

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 managers can now enhance their coaching skills, engage in high-stakes role-play scenarios, and even create tailored scripts to prepare for difficult conversations. This week, we’re focusing on these three scenarios to help you improve your leadership, communication, and results as a sales manager.

In this episode, Jake also covers:

Some of the main differences between chatGPT and Bard
How the GROW framework can supercharge your coaching game
The benefits of leadership development programs in sales
How to effectively conduct Performance Improvement Plans (PIPs)
How chatGPT can assist you in pipeline and deal review
Why you should create scripts to navigate difficult conversations

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com:

https://skaled.com/insights/chatgpt-for-sales-emails-and-everything-else/

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

How AI Is Reshaping The Sales Force Of Tomorrow

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 29 Jun 2023 12:00:00 +0000

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 business to becoming a high-performing organization that leaves competitors in the dust.

However, there’s already a huge divide between sales professionals who embrace AI and those who do not. So now it’s not the time to rest on your laurels; it's time to take action, educate yourself, and stack the odds in your favor by leveraging AI throughout your sales processes, starting today.

In this episode, Jake covers:

What you need to do to stay at the forefront of AI as a sales professional
How AI will disrupt the sales industry
Why chatGPT is not “just a tool to write better emails”
The reason why you shouldn’t think of AI as an automation
How to leverage AI to become a thought leader on LinkedIn
How AI can help you have better conversations with your leads

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com:

https://skaled.com/insights/chatgpt-for-sales-emails-and-everything-else/

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Elevate Your Sales Pitch (& Other Parts of the Sales Process) Using AI

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 22 Jun 2023 12:00:00 +0000

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 two reasons why you should be doing this. (1) It will significantly decrease your prep time, and (2) if you ask smart questions and take time with your prompts, you will have a significantly better conversation.

This is an interactive session, so we’ll add some of his AI prompts below!

In this episode, Jake covers:

All anyone wants to talk about is how to use AI to write better sales emails – which it’s still not great at. It has so many other applications.
What AI is really good at in the sales process is helping salespeople to prepare: prepare for a sales meeting or how to have a conversion.
If I was a new rep in my career, I could get up to speed so much faster by using this.
One of my favorite use cases for the sales process is using AI to prep for objections.
You have to be thoughtful about creating different threads on different topics (different personas, messaging in the middle of the funnel, really good recaps, etc).
Taking the time to write a really good prompt is everything.

Prompts to generate a better pitch:

Introduction & Prep

Prompt: Generate an attention-grabbing opening statement or question to engage the VP’s interest in our financial services platform. Our platform offers advanced AI-powered analytics and automation tools for risk management and investment strategies. Highlight the competitive advantage of our platform’s real-time data analysis capabilities and its potential to improve decision-making and drive financial growth for their organization. Please make the opening statement concise, compelling, and focused on capturing their attention from the start.

Credibility

Prompt: Provide information about [company] and its achievements that can enhance credibility for a financial services platform. Include notable clients, industry recognition, or partnerships.

Problem-Solution Matching

Prompt: Explain the common challenges or pain points that financial services organizations face today. Highlight the specific problems our platform can address.

If you know the common challenges, input them into ChatGPT and skip to the following prompt.

Prompt: Describe the key features and benefits of our financial services platform. Emphasize how it solves the challenges mentioned earlier and fulfills the VP’s needs.

Objections

Prompt: Anticipate potential objections or concerns that a VP might have about adopting a new financial services platform. Provide persuasive responses that address these objections and instill confidence.

Call to Action

Prompt: Craft a clear and compelling call to action for the VP that will encourage them to take the next step [such as scheduling a demo or meeting].

Check out the full article and recording on skaled.com:

https://skaled.com/insights/ai-sales-pitch-generator-chatgpt/

…

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

How to Support RevOps So They Can Support You

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 15 Jun 2023 12:00:00 +0000

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. The first is surface insights that make the organization better - aka more productive and profitable. The second thing they do really well is not "recommendations" based on these cross-organization insights but the strategy that will make an impact.

So, how can you support RevOps so they can better support you? Understanding these two things is what RevOps are best at, and working with them on Jake’s step-by-step strategy to fixing the way you run your RevOps org today.

In this episode, Jake covers:

When revenue operations is done right, they can provide insights and then the actions to foundationally change your sales process.
Step one is do a deep dive from the top down and then back to the top.
Having a revenue operations roadmap to meticulously attack the bottleneck (and then the next) and requests from the frontline is absolutely critical.
The best-in-class revenue operations teams run their roadmap like a product.
Most of us in Sales think of things in sprints, and then they're fixed. The reality is that most of these processes are never truly done.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com:

https://skaled.com/insights/how-to-support-revops/

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

…

How to Increase Rep Efficiency By Expecting Less

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 8 Jun 2023 12:00:00 +0000

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 first touchpoint.

Richard Harris said it best: The mindset problem is that people are too focused on efficiency versus effectiveness. In this episode, Jake will break down why quality conversations should be your #1 top-pf-funnel metric, what are quality/meaningful conversations, and how do you make “less” scalable.

In this episode, Jake covers:

The mindset problem is that people are too focused on efficiency versus effectiveness (shoutout to Richard Harris).
The teams that are performing today are the teams that don't have a significant number of steps in their sequences as send all. They also don't only customize the first step.
One of the biggest shifts he’s seen is that changed the goal from trying to get a meeting with the one person we are reaching out to. And this is a natural consequence of tools that allow us to send in bulk.
Instead of focusing on "I want to get a meeting with John Smith", Sales is more concerned with "I want to do a certain number of activities".
How to get leadership to buy into this mindset change.
How to make this scalable and 100% trackable.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com:

https://skaled.com/insights/how-to-increase-rep-efficiency/

…

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Make Sales Fun! Creative Sales and Leveraging AI Into Your Creative Process with Jay Wolff (CRO at KERV Interactive)

becca.eddleman@skaled.com (Jake Dunlap, Jay Wolff) — Thu, 1 Jun 2023 12:00:00 +0000

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?

Listen as Jake and Jay reveal their strategies on how to break free from bad habits you’ve gained through unhelpful advice and improper training, and how to start thinking outside the box and discover the innovative and engaging side of sales.

KERV Interactive is an AI-powered interactive and active attention technology company that shortens the path to business outcomes such as leads, brand results, instant commerce and is revolutionizing the future of video engagement and seamless commerce through dimensional storytelling.

Time stamps:

(00:44) Today’s guest, Jay Wolff- CRO at KERV Interactive

(02:05) Has Sales lost its creativity?

(04:04) Is creativity essential to the success of a sales organization?

(07:33) Encourage your team to think outside the box and come up with innovative solutions;

(14:10) Strategies to help you coach your team toward creativity;

(25:12) How to pitch ideas that your boss can’t say no to! Creative and proactive alternatives to boring and inefficient meetings ;

(29:37) What can AI technology help you with, in your sales approach and creative process;

Quotes

“Man, there are a lot easier jobs if you don’t love it. If you’re just in a box hitting send all every day or asking qualification questions that have no creativity, man, what are you doing?”

“I really find selling to be an art, not a science.”

“(Success) starts with hiring the right people to represent your brand because you can’t sell anything without the right people (...) We need to make sure that my team is out there, being polished, being memorable, not just pitching, not just selling, but creating, (...) standing out, and making a lasting impression on people’s minds.”

“Without creativity, technique means less, and when you can merge both worlds (...) and apply it in a human way, you’ll be successful.”

“What I found is, by having some structure in place, holy crap, I can listen better, and then when I got to talking about how we could solve the problem, man… it felt custom! Because I was listening, I was in the moment and not thinking on what’s gonna happen next!”

“We use AI to make video work harder and smarter.”

______________________________

Get in contact with Jay:

LinkedIn- linkedin.com/in/jaywolff

Twitter- https://twitter.com/jaywolff_1

KERV Interactive- social links:

Website- https://kervit.com/

Facebook- https://www.facebook.com/KERVit

Twitter- https://twitter.com/KERVInteractive

Instagram- https://www.instagram.com/kervinteractive

LinkedIn- https://www.linkedin.com/company/kervinteractive

______________________________

Follow Jake:

Website- https://www.jakedunlap.com/

Instagram- https://www.instagram.com/jake_dunlap_/

LinkedIn- https://www.linkedin.com/in/jakedunlap

Twitter- https://twitter.com/jaketdunlap

Highly Effective Discovery Calls (with AI Guided Selling)

becca.eddleman@skaled.com (Jake Dunlap, David Levy) — Thu, 25 May 2023 12:00:00 +0000

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 every other conversation you’re going to have with a buyer. Everyone is looking for more and more leads, but the buying process is changing too. And it all comes back to the Discovery Call.

In this episode, Jake and David cover:

The agenda - so many people skip this, it’s silly.
Role and fit - who am I really talking to and who else do I need to loop in?
Top priorities - keep it business-focused and it narrow it to 2-3.
Current & ideal plans - the order of operations and how you ask questions has a direct impact on the quality of answers that you get. Start high-level then get tactical.
Grand recap - reconfirm their top priorities (you should also be recapping after every section so it doesn’t feel like 20 questions).
Worldview alignment - give back and add value. Explain the problem you solve in terms of world trends and what’s happening in the space.
Value matching - focus on the features that are applicable to the priorities they mentioned (you may put these last two in a second call demo - but again, huge miss).
Driving momentum - you lose momentum by asking about next steps and asking to speak with XYZ - you need to be the architect and drive this.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

How to Hire/Be Exceptional Sales Leaders (From Managers to VPs)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 18 May 2023 12:00:00 +0000

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 examples of exactly what to look for in managers, directors, the VP level, and again, what you need to do yourself if you’re trying to get to this level.

In this episode, Jake covers:

There are three characteristics of every sales leader you hire.
For frontline managers, there are two non-negotiables.
In directors, it's the two things I mentioned for managers but with this one extra layer.
VPs of Sales, you are leading leaders at this point. You have all the skills and skill development I mentioned before, but at the VP level, you must be good at working with other groups in the organization. Ex. Engineers think way differently than marketing, and marketing things differently than finance, etc.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

…

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website:

https://www.jakedunlap.com/

Stop Running in All Directions! Let Go of The Urge To Control Every Aspect of Your Business & Empower Your People in Decision-Making And Taking The Right Risks (with Patrick Danial, Co-founder and CTO of Terakeet)

becca.eddleman@skaled.com (Jake Dunlap, Patrick Danial) — Thu, 11 May 2023 12:00:00 +0000

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, from startup to global marketing partner for global brands seeking online business growth through direct audience engagement.

When Patrick and his team decided it was time to take their business to a new level, they had to rethink their leadership strategies. In order to grow their company, they had to learn to trust and empower their people in decision-making and help them develop the right type of risk mindset.

Listen and find out what are the pain points when going through this leadership transitioning process and what you need to do in order to create an environment where people feel involved and motivated to push forward.

Time stamps:

(00:43) Our guest, Patrick Danial, Co-founder and CTO of Terakeet;

(01:28) Empowering decision-making employees;

(07:41) Navigating through this type of leadership transition process;

(13:45) When to take risks and the right type of risk mindset you want your people to develop;

(18:44) How do you stay focused and keep your people involved and dedicated to this type of change;

(21:27) The one thing you wish someone would have told you if you were a new leader, starting out today.

Quotes:

“We attempt to always grab the wheel and fix a situation ourselves, (...) but that quickly changes if you’re looking to move beyond the lifestyle business and not be held captive to every single facet of the business, every customer and every employee need.”

“We continued to grow but we were still very much a founder-led company, up until five years ago when we learned about the power of numbers and allowing people to contribute ideas and vote on ideas in a safe space.”

“You can’t extend autonomy to someone until you make them feel that we’re all moving in the same direction, and then you can step back and give them the motivation to push forward and take their own risks.”

“People know what’s going on. People can see the business, they see what’s broken even if it’s not in their own department.”

“By having the team be a part of the process it can make the lows a little bit higher because they feel like they’re a part of it. (...) We’re in this together.”

____________________________

Mentions:

Rapid Development Strategy (RED)

Website | Linkedin

____________________________

Get in contact with Patrick:

Linkedin-https://www.linkedin.com/in/patrickdanial/

Twitter- https://twitter.com/pdanial?lang=en

Patrick's company, Terakeet:

Website- http://terakeet.com/

Facebook- https://www.facebook.com/Terakeet

Twitter- https://twitter.com/terakeet

Instagram- https://www.instagram.com/terakeet/

Linkedin- https://www.linkedin.com/company/terakeet

____________________________

Follow Jake:

Website- https://www.jakedunlap.com/

Instagram- https://www.instagram.com/jake_dunlap_/

Linkedin- https://www.linkedin.com/in/jakedunlap

Twitter- https://twitter.com/jaketdunlap

When to Hire Your First Sales Leader & The Next

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 4 May 2023 12:00:00 +0000

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 foundations of people AND processes AND put together the reports and dashboards AND know how to manage a team of 40 AND… etc.

Check out the rest of the episode for what to avoid and what to look for so you hire the right leadership that doesn’t slow you down.

In this episode, Jake covers:

There are three big mistakes companies make when hiring their first sales leader.
You should not look for a more senior sales leader until you get to 10-20 sales reps.
You should not hire a sales leader to document your sales process, and you don't want to hire a VP to build out your tech stack.
The sales leaders that can take a company from 0 - $100s of millions in revenue are unicorns. It's a different skill set.
First 0-20 reps, a really good manager is fine. 20-75, you need someone with a proven track record (or to get them the support they need - leaders who've built other leaders).

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

…

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Is Remote Work a Trust Exercise For Leaders And Their Teams? Prevent Proximity Bias and Embrace the Value of Organized Hybrid Work Models (Unspoken Pros & Cons of Remote Work with Melissa Romo)

becca.eddleman@skaled.com (Jake Dunlap, Melissa Romo) — Thu, 27 Apr 2023 12:00:00 +0000

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 slack without that in-person proximity.

In this episode of the Jake Dunlap Show, Melissa Romo, author of “Your Resource is Human: How empathetic leadership can help remote teams rise above” joins Jake in a discussion about the pros and cons of remote work, unspoken remote work emotions and the most common issues that leaders face when coordinating remote teams.

A long-distance leadership aficionado, Melissa shares why, despite being a career remote worker herself, she feels that the best solution for companies right now is to customize work to the individual and follow the organized hybrid work model popularized by Nicholas Bloom.

Time stamps:

(00:57) Meet Mellisa Romo, author of the best-seller “Your Resource is Human: How empathetic leadership can help remote teams rise above”, and VP of Global Marketing at Sage;

(02:47) Most common issues leaders face when interacting with their remote teams: trust, proximity bias & hybrid organized model;

(11:00) Boredom, depression, paranoia, loneliness, and guilt- the 5 unspoken remote work emotions;

(16:37) Emotional professionalism- how do companies deal with the pressure of people looking for a sense of purpose in their work;

(21:54) Other leadership behaviors- accomplishing things as a team, communicating with optimism, and one on one conversations that combat loneliness and give employees a sense of belonging;

(31:11) Tactical things that transform remote work into a positive experience (for the employer as well as for the employee).

Quotes :

“There’s this persistent fear that when people are at home they’re not productive or they’re slacking off (...) The reality is (remote work) is more productive, and there is data behind this. (...) If someone is slacking off it becomes really evident, work just doesn’t get delivered. Things slow down, you don’t really need to see the person to know that they’re slacking off.”

“If you don’t trust your people, why did you even hire them?”

“We need to take the leader's location, and we need to look at how that leader is rating their people, where are those people located, and here is what I bet you’ll see! Geographically, the further away that employee is from his leader’s location, the worse their rating. (...) We just have these built-in biases that don’t serve our interest as a company.”

“Organised hybrid means to decide a day, or two, or three when everyone comes in, and by everyone I mean a group of people that have sort of obvious collaboration needs and you know that when you go on Tuesday, you’re going to be in the office with people that have similar collaboration needs as you.”

“If (remote workers) don’t like that they’re being asked to come in, I would ask them to think about the people who are new to the company, the people who just got hired and are trying to get a read on the culture and are trying to build a network in the company. (...) They can’t come into the office alone and build a network alone. They need you to show up!”

“You’re not going to get anything from people when they’re burned out. I look at the timestamp of emails from the people working for me and sometimes I’ll see somebody send the first email at 5 am and the last email at 10 pm, and I go straight to that person and I say I don’t want to see this again. And I’m very strict about that.”

__________________________

Get in contact with Melissa:

Website- https://www.melissaromoauthor.com/

TikTok- https://www.tiktok.com/@melissaromoauthor

Linkedin- https://www.linkedin.com/in/melissatromo/

Facebook- https://www.facebook.com/romoauthor

Instagram- https://www.instagram.com/romowriter/

Melissa’s book:

Your Resource Is Human: How Empathetic Leadership Can Help Remote Teams Rise Above

__________________________

Mentions:

Nicholas Bloom- Stanford Economics Professor, Speaker, and Consultant on Remote Work

Linkedin | Twitter

__________________________

Follow Jake:

Website- https://www.jakedunlap.com/

Instagram- https://www.instagram.com/jake_dunlap_/

Linkedin- https://www.linkedin.com/in/jakedunlap

Twitter- https://twitter.com/jaketdunlap

Relationship Building in 2023 (Part 2/2 How To Turn Reactive Account Management Into a Proactive Growth Machine)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 20 Apr 2023 12:00:00 +0000

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 focus. Jake gets into his last few tips in this episode - go back and watch Part 1 if you missed it!

In this episode, Jake covers:

My definition of relationship building. What it is and isn’t in 2023.
A great account manager understands that in two years, more likely than not, their contact will no longer be at that company.
If you want to prevent churn, make sure you have two relationships in every account.
The goal of a QBR is not to review usage metrics or troubleshoot issues. The QBR is to talk about the business.
End every QBR by asking for referrals.
Make sure you have prioritized accounts with proactive touchpoints that you set in onboarding.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com:

https://skaled.com/insights/account-management-strategies-proactive-growth/

…

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

How Do You Know It’s Time to Try Something Different? Rebranding, Reinventing & Revolutionizing Who You Are | From WebEnertia to Clear Digital with Steve Ohanians

becca.eddleman@skaled.com (Jake Dunlap, Steve Ohanians) — Thu, 13 Apr 2023 12:00:00 +0000

This time last year on the Jake Dunlap Show, we were talking to Steve Ohanians, a successful entrepreneur, Co-Founder of WebEnertia, an industry-leading digital agency and a beacon in the extremely competitive world of web designing and digital strategy.

Since then, very exciting things have happened, which Jake and Steve will cover in today’s episode!

After 20-plus years of significant growth, WebEnertia has relaunched as Clear Digital, a name meant to encompass the whole portfolio of services and innovations the company has developed since its conception.

Steve shares the intricacies of the entire re-branding process, how he and his business partner concluded that this was the right time to take the leap, and the impact this decision had on the company so far.

Time stamps:

(00:00) A year of exciting changes for Steve Ohanians and his company;

(01:50) Retrospective of how WebEnertia came to life;

(03:20) Making the decision to rebrand and solve the confusion the prior name was creating;

(06:07) Finding the perfect moment for re-branding- researching all the aspects before taking the leap and deciding on the new name- Clear Digital;

(08:46) Keeping the rebranding process as transparent as possible, knowing that every decision will emotionally impact their employees and clients;

(13:51) Critical things to keep in mind when going through a rebranding process;

(15:53) Confidently navigating change and repositioning themselves as a top agency to B2B brands across North America;

(18:48) The most important factor in the reinventing process- having the mechanism to re-evaluate yourself, to ask why something is not working, and find the ability to shift and look for solutions.

Quotes

“My co-founder and I founded the agency while we were both still in college and we had a physics class together where we were learning about “inertia”, this property that keeps objects in motion and we thought, hey that’s a really cool concept (...) not necessarily thinking that is also the property that stops things from moving, which was clearly pointed out to us throughout the years.”

“Nowadays finding the name that fits you strategically, clears all trademarks, it’s easy to pronounce, and has a URL available is not easy so we hired an agency that helped us go through hundreds and hundreds of names before we landed on Clear Digital.”

“There’s an emotional attachment to the brand itself. I read somewhere that we emotionally process change the same way we process laws and grief. It can bring a lot of anxiety for employees and clients.”

Get in contact with Steve:

Linkedin- http://linkedin.com/in/steveohanians

Twitter- https://twitter.com/steveohanians?lang=en

Instagram- https://www.instagram.com/chalowalo/?hl=en

Facebook- https://www.facebook.com/steve.ohanians

Steve’s company- Clear Digital (former Web Enertia):

Website- http://www.webenertia.com/

Linkedin- https://www.linkedin.com/company/cleardigitalinc

Twitter- https://twitter.com/cleardigitalinc

Instagram- https://www.instagram.com/cleardigitalinc/

Facebook- https://www.facebook.com/cleardigitalinc

____________________________

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The 120-Day Renewel Process (Part 1/2 How To Turn Reactive Account Management Into a Proactive Growth Machine)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 6 Apr 2023 12:00:00 +0000

This is Part 1 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 focus. Jake will get into his first few tips in this episode and don’t miss Part 2 next week.

In this episode, Jake covers:

Why are we spending 95% of our time talking about outbound when current customers and inbound are easier to grow?
When you think about turning your account management organization to be more proactive, you need to look for people who are problem solvers, not problem reactors.
The 120-day renewal process is critical to making your account team proactive.
Make sure that you’re talking to your customers early and not waiting until two weeks before they’re supposed to renew.
No client has time to “catch up,” “touch base,” or “check-in.”
2023 will be – one million percent – a year of unknowns. So it is your job to stay up to speed on behalf of your clients. And your cheat code is ChatGPT.
hatGPT is going to spoon-feed you pure gold.
At the end of saying, here’s what we’re tracking when reviewing the scorecard, here’s what you need to ask: “What’s changed since we last met?”

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

…

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

How Poor Outbound Performance Management Will Affect Revenue in 2023 Continued… (Part 2/2 - The Dream Team)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 30 Mar 2023 12:00:00 +0000

This is Part 1 of 2 where Jake gives an introduction to the concept of Outbound Performance Management: what it is, why it’s important for sales and revenue leaders in 2023, and how to build the outbound performance management dream team.

"Quick analogy for you. If Marketing spends $100K a month on ads, they will use 15-20% of that budget to optimize performance. At the same time, we're spending $100K on SDRs and only spending $4,000 or $5,000 a month on optimizing outbound performance. Why?"

This is why this topic is important. Let’s get into Part 2.

In this episode, Jake covers:

The types of data points that we're looking at (in tools like Outreach and Salesloft) are the highest-performing sequence, overall positive-reply sequence performance, highest-converting touchpoint, and highest-performing content. But unfortunately, today, it's still manual.
One of the most important things for us to change is mindset. Outbound is an ongoing optimization process. It is never a campaign. It is never a sprint or rebrand over six months, and then we're done.
Don't just look at what's performing now. Think about where the economy is headed, where your industry is headed, and start to put in place contingency sequences.
The role of an SDR leader is evolving. If your org isn't hiring an agency to help you or a full-time person, then it's your job. You have to turn into your own performance person and look at setting up the data in the right way.
This process should be 100% collaborative.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com: https://skaled.com/insights/outbound-performance-management-increase-revenue-2023/

…

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

How Poor Outbound Performance Management Will Affect Revenue in 2023 (Part 1/2)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 23 Mar 2023 12:00:00 +0000

This is why this topic is important. Let’s break it down.

In this episode, Jake covers:

Last year, I did several polls around this, and the lowest result we ever got was 71% of people saying their team missed their outbound number.
This is not going to be the easiest year. We're going to have to get creative, and we're going to have to deal with things in outbound that we should have dealt with years ago.
We haven't adapted our tracking in response to the introduction of LinkedIn and "untrackable" activities.
If we are pumping hundreds of thousands of data points through a system, why aren't we optimizing it every week?
If your team does not think about outbound as an ongoing performance management optimization activity, it will not be successful in 2023.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

…

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Performance Management is Costing You Revenue (Part 2/2 Top 2 Ways to Increase Revenue Without Increasing Headcount in 2023)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 16 Mar 2023 12:00:00 +0000

This is Part 2 of 2 where Jake gives two ways to increase revenue without increasing headcount. Many organizations know this starts with optimizing their sales process but are also looking for more ways that they know will work, and what are the ways they can do this without having to spend a ton of dough.

Increasing revenue without increasing budget or headcount is one of the top questions on sales and revenue leaders' minds at the end of 2022, so here are the top two things Jake and Skaled advise clients to do that will make the most impact with less or no extra budget.

In this episode, Jake covers:

Performance management for sales. This shouldn't sound crazy, but virtually no one is doing it.
In sales, we've got a problem. In sales, we don't have a performance management process.
In a dynamic world like today, you need to be looking at your process every month.
Performance management is a mindset shift to making changes in real-time.
For a team of 20 SDRs, you're spending about $108K roughly a month on them, and no one is optimizing the performance.
The world is changing so rapidly that you have to have a performance management mindset in 2023, or you're going to be left behind.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode!

Check out the full article and recording on skaled.com:

https://skaled.com/insights/sales-trends-2023-increase-revenue/

…

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Sales Technology is Costing You Revenue (Part 1/2 Top 2 Ways to Increase Revenue Without Increasing Headcount in 2023)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 9 Mar 2023 13:00:00 +0000

This is Part 1 of 2 where Jake gives two ways to increase revenue without increasing headcount. Many organizations know this starts with optimizing their sales process but are also looking for more ways that they know will work, and ways they can do this without having to spend a ton of dough.

In this episode, Jake covers:

Most organizations have invested a lot of money in sales technology. The issue is that they only use 20-30% of these tools.
2023 is going to be all about doing more with less.
Technology for many people has just been used to send more emails and create more data. These tools should allow us to do higher quality (not quantity) interactions.
We have to move away from looking at activity metrics at the tip-top of the process because reps are doing so much more now.
If you want to increase revenue, we have to ask our teams not to automate interactions, or use the latest bot, but allow them to show up and do higher-quality interactions.
The strategy that got you here this year of sending all (in 2022) that wasn't working, will also not work in 2023.
Anytime you see your sales team doing something manually, you probably have something in your tech stack that could do that work for them

...

This is a Mini Episode Monday episode where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next two episodes.

…

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

How Sales Can Make Sure Their Customers Get Real Results

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 2 Mar 2023 13:00:00 +0000

Get ready for 30 minutes on how to prevent churn and ensure your sales team gives customers an amazing start to their experience.

1. There is such a thing as a bad-fit customer

Where misalignment happens
- - Sales gathers a customer’s pains and goals - but CS is responsible for them
- - Sales is only concerned with closing deals
CS can be as proactive as they want - if it’s a bad fit, there isn’t much they can do

2. How sales can help CS

1. Information transfer
- - SFDC can only help to a point - Sales needs to communicate information to CS in detail
2. The Handoff
- - The handoff should not be the first meeting with CS
3. Managing expectations and talking through the engagement touchpoints
- - This should be discussed before the handoff with CS and the customer
- - What does implementation look like? The first 30/60/90?

3. How CS can help Sales

1. Feedback on best-fit customers
- - CS can track successful customers and provide that information back to sales to better target
- - They can also share current and new challenges Sales can use in conversations
2. Expansion and upsells
- - CS can identify the right time to start talking about expansion opportunities and when to bring in sales (depending on how your org is set up)

...

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Shifting Focus in 2023 from New Business to Customer Growth & Retention

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 23 Feb 2023 13:00:00 +0000

This week on the Jake Dunlap Show, Jake covers a hot topic that’s been on every business and sales leader’s mind: customer growth and retention. As the economy remains uncertain and volatile, protecting our current customer base is a top priority as new business numbers slow down.

Much like COVID accelerated the trend of better engagement and conversations, we’re seeing a trend that ties sales to account growth goals and metrics accelerate. In this episode, Jake will cover the state of new business-focused companies today and what expansion-focused companies could look like tomorrow.

Main points:

Today: New Business Focused: High churn and attrition
- (1) Bad comp plans
- (2) The three-year hype curve
- (3) Implementations
Tomorrow: Expansion Focused: Faster growth
- (1) SDRs in Account Management
- (2) CS has value-based conversations
- (3) Comp plans tied to renewal

https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Find Joy In Your Business! Create Your Own Financial Reality with Life-Changing Tools from Simone Milasas, Author, Leading Facilitator, and Creator

becca.eddleman@skaled.com (Jake Dunlap, Simone Milasas) — Thu, 16 Feb 2023 13:00:00 +0000

In this episode of the Jake Dunlap Show, we are joined by Simone Milasas, an innovative business leader, founder, and creator at Joy of Business.

Simone is convinced that the secret behind her 30 years of thriving in the business world lies in her positive mindset and in her belief that “life is not about ticking boxes, but rather to enjoy abundant living and to be fully engaged with all choices.”

She was $187k in debt when she managed to build her life back up and create the “Joy of Business”, a program that empowers entrepreneurs to embrace their own unique leadership and business skills.

Simone shares her life-changing tools and techniques all over the world as a leading Facilitator with “Access Consciousness” and through her books “Joy of Business”, “Getting out of Debt Joyfully” and “Create Your Own Financial Reality”.

Time stamps:

(01:44) Meet Simone Milasas, founder and creator at Joy of Business;

(02:56) Growing up in Sydney and going to a private school in King’s Cross, a pretty controversial area;

(04:01) Simone inherited her fascination for the business world from her father, an accountant, and inventive entrepreneur;

(06:10) Never settling down- being an entrepreneur helped Simone fulfill her burning desire to travel and discover the world;

(08:42) Starting her first business ventures in hopes of creating a different impact in the world;

(13:51) How Simone’s book, “Joy of business”, came to be- creating a program that empowers entrepreneurs to embrace their own unique leadership and business skills;

(16:46) Find joy in the business you’re in or have the courage to create the right business that can spark joy in you;

(24:50) Getting out of debt joyfully- her experience and things she’s learned about managing her finances;

(34:05) Get happy and stay there! Give yourself time and free yourself from self-judgment;

(43:28) Future plans- opening El Lugar- an eco-retreat in Costa Rica, working on another book, and co-owning a castle in Italy.

Quotes

“The world was just pulling at me. I was so intrigued with the rest of the world. I was always so interested in the world and when a lot of my friends were, you know, wanting to get married and have kids, I was like “I wanna see the world” (...) and “I want to own my own business”. Business was a way to get out there, to travel and make money.”

“I was a backpacker in London and I was living in a three-bedroom house, with one bathroom with 21 people(...) and when I wanted to have my own space, as having no money, I’d take the bus and ride from one end of London to the other (...) I was writing these ideas of what I wanted to be in the world, how I wanted to invite people to something different (...) different quotes and different people that I met and I started putting them on T-shirts and I designed the T-shirts and merchandise.”

“I started doing these classes on the joy of business with Acess Consciousness tools and, for me, truthfully I was on stage going, wow this is boring (...) But then I realized so many people came up to me and they were so grateful. Things that I was taking for granted, like the tools I was using, weren’t, and they were opening these doors that matched the energy of what it is that I was looking to create.”

“One of the gifts of 2020 and 2021 was a lot of people started to look at everything, their businesses, their relationships, and (started asking) am I actually choosing this because I’m enjoying it and it’s my life or am I choosing this because it’s a necessity. And if you make anything a necessity, it’s going to have this control over you (...) It’s a really old tool but it’s a good one, a good question to ask. If every single person left your life, your business left, would you choose it again?”

“If you can align people to what they’re good at, even if they’re only doing that for 20% of their job (...) holly crap are they productive. As opposed to, if they’re not super pumped up about what they’re doing and they’re working 100% but you’re only getting like 50% (yield).”

“A lot of leaders don’t want to step into what if you’re willing to be useless and surround yourself with all these people that are so confident and then you become useless. That’s a very vulnerable energy to step into, cause all of a sudden you’re like what’s my role here? (...) Every time I’ve done this when I become useless, I step into more creation and it opens up a bigger and a greater door for something different.”

Get in contact with Simone:

Website- https://www.simonemilasas.com/

Twitter- https://twitter.com/simonemilasas

Linkedin- https://rb.gy/rri3zl

Instagram- https://www.instagram.com/simonemilasas/

Facebook- https://www.facebook.com/AccessSimoneMilasas

Youtube- https://www.youtube.com/c/SimoneMilasas

Simone’s Books:

Joy of Business- https://rb.gy/lyemhe

Getting Out of Debt Joyfully- https://rb.gy/tun6dj

Relationships, Are You Sure You Want One?- https://rb.gy/ivyrd7

Create Your Own Financial Reality- https://rb.gy/ekntiu

Get Happy And Stay There- https://rb.gy/qpbm7h

Simone’s Podcast: The Choice, Change & Action Podcast

El Lugar- Simone’s eco-resort in Costa Rica:

Website- https://el-lugar.com/

Facebook- https://www.facebook.com/el.lugar.resort/

Youtube- https://rb.gy/ptnlmc

Instagram- https://www.instagram.com/el_lugar_resort/

Joy of Business- Social links:

Website- https://www.accessjoyofbusiness.com/

Facebook- https://www.facebook.com/accessjoybusiness/

Instagram- https://www.instagram.com/joyofbusiness/

Youtube- https://www.youtube.com/user/accessjoyofbusiness

Access Consciousness- Social links:

Website- https://rb.gy/opahij

Facebook- https://www.facebook.com/accessconsciousness

Twitter- https://twitter.com/accessConscious

Youtube- https://www.youtube.com/user/accessconsciousness

_____________________________

Follow Jake:

Website- https://www.jakedunlap.com/

Instagram- https://www.instagram.com/jake_dunlap_/

Linkedin- https://www.linkedin.com/in/jakedunlap

Twitter- https://twitter.com/jaketdunlap

What the hell does collaboration really mean? The Core Value To Healthy Relationships & Thriving Workplace Culture, With Dr. Deb Mashek

becca.eddleman@skaled.com (Jake Dunlap, Deb Mashek) — Thu, 9 Feb 2023 12:38:35 +0000

What does collaboration really mean to you? At a certain time, either in your couple's relationship or in your interaction with your colleagues at work, you surely found yourself in need to adjust your behaviour towards them and find common ground and shared goals in order to effectively solve the issues you were facing and create value together.

As a full professor of social psychology- turned CEO of a national non-profit- turned business owner, Deb Mashek uses relationship science to help business leaders create productive and less painful workplace relations with their teams.

She reveals all her research discoveries in her book- “Collabor(h)ate- How to build incredible collaborative relationships at work (even if you’d rather work alone)”.

In today’s episode of the Jake Dunlap show, Deb shares the real meaning behind “collaboration”, and how, if used effectively and in accordance with the situation you’re in, it can solve many of the problems created by ineffective communication and build a culture in which anyone can thrive.

She talks about growing up in a trailer park in Nebraska and dealing with her parent's struggle with alcoholism, how she discovered her passion for social psychology, and the study of close relationships, and what determined her to branch out into the world of business and non-profits after a successful career in higher education administration.

Time stamps:

(00:50) Meet Dr. Deb Mashek, an experienced business advisor, professor, higher education administrator, and national non-profit executive;

(02:02) Growing up in a trailer park and witnessing her parents struggle with their alcohol addiction;

(06:42) Why social psychology? Falling in love with this domain after taking a course on “Psychology of close relationships” in her first semester at the University of Nebraska.

(08:52) Moving to Stony Brooke and facing the real world and people with a completely different mindset than the one she was used to while growing up in the Midwest;

(12:00) The 2016 elections- the incentive she needed to branch out into the non-profit organizations' world after a successful career in higher education administration;

(15:26) The real meaning behind collaboration and how Deb’s book came to life- “Collabor(h)ate- How to build incredible collaborative relationships at work (even if you’d rather work alone)”

(20:17) Working together for a positive result- challenge and empower each other to find that common ground;

(26:00) Effective mechanisms to help people collaborate efficiently;

(33:01) Working with constructive tension to increase the quality of collaboration- the difference between teams that accomplish things at the highest levels and teams that struggle to get there.

Quotes

“The trailer park, my parent's alcoholism, and my Ph.D. These are the three great teachers of collaboration for me.”

“I learned really early on that to get some of my very basic needs met, whether it’s baby food one day or transportation to school another day, we relied on me understanding how to connect with the other adults in the world.”

“That very first semester I took this “Psychology of close relationship” course and absolutely fell in love with it. I was the dork in the class who read every single page of every single assignment (…) I just couldn’t get enough of this content and decided that semester that this is what I really wanted to study.”

“Collaboration can also be trying to adjust our activities in a way to meet some sort of shared goal or (...)sharing resources. And those resources could be the talent or (...) spaces in the classroom or it could be I’ve got this really expensive piece of machinery sitting over in this chemistry lab (...) What it actually means is that we’re doing all these things and we’re learning from each other to be better at our work.”

“We’re all playing different positions on the same teams and you don’t want two pitchers on the same mound at the same time, you want to trust that the person whose there knows their stuff and is going to be responsive to your needs, that we care about each other and we lift each other up.”

“We should not be collaborating because it’s the right thing to do or because it feels good. We do it because the end result serves the interests of the participating parties.”

“If you’ve got a team of four and everybody has a different assumption about how we should be working together, it’s a land mine. Of course, you’re going to be upsetting everybody! There’s a really basic functional conversation that we can have at the top of the collaboration to help get smoother behavior together.”

______________________________

Get in contact with Deb:

Website- https://www.debmashek.com/

Linkedin- https://www.linkedin.com/in/debra-mashek/

Twitter- https://twitter.com/debmashek

Instagram - https://rb.gy/ed96sc

Facebook- https://www.facebook.com/groups/551201039300719

Tik Tok- https://www.tiktok.com/@debmashek

Deb Mashek’s book:

Collabor(h)ate- How to build incredible collaborative relationships at work(even if you’d rather work alone)

______________________________

Follow Jake:

Website- https://www.jakedunlap.com/

Instagram- https://www.instagram.com/jake_dunlap_/

Linkedin- https://www.linkedin.com/in/jakedunlap

Twitter- https://twitter.com/jaketdunlap

What Is Your Definition Of Success? Know When And How To Exit A Business And Find The Career Path That’s Right For You (with Joseph Fung, Founder and Ceo of Uvaro)

becca.eddleman@skaled.com (Jake Dunlap, Joseph Fung) — Thu, 2 Feb 2023 13:00:00 +0000

In this episode of The Jake Dunlap Show, Jake is joined by Joseph Fung, a repeat founder with multiple successful exits who share his perspective on what career success really means, the importance of creating better workplaces by developing more effective onboarding and enabling processes and why he thinks it’s never too late to change your career path.

Joseph was attending his undergrad in computer engineering at the University of Waterloo when he decided to delay his studies and take the time to travel and work on creating his own business.

His plan to take things slow and ponder his next steps paid off. Since graduating, Joseph has been the mastermind behind 5 technology companies he built from the ground up and managed to exit successfully.

Today, his company Uvaro helps technology businesses hire sales professionals that can deliver from day one and offers recruits the training they need to be competitive in this modern selling environment.

Time stamps:

(00:57) Jake’s guest today- Joseph Fung, Founder and CEO of Uvaro, and host of “The Seller’s Journey Podcast”;

(02:13) His mother pushed him to find a path doing something he loved most, and not waste his time working normal teenage jobs;

(03:27) Discovering his passion for computers purely by accident;

(05:01) Taking time off from school to travel and work on building his own company;

(08:03) Realizing the importance of creating a company where employees enjoy working and are treated right;

(08:58) Working with friends and family and things he’s learned along the way from each company he founded;

(10:50) Building TribeHr as a learning venture company, and getting acquired by NetSuite;

(13:17) Leaving TribeHr, starting a new company, Kiite, and following through with his plans of creating better workplaces and a more effective approach to onboarding and enabling;

(14:37) Shifting in a new direction demanded by the market and accelerated by the pandemic;

(18:03) A definition of career success and how the perspective on success shifts depending on the role you find yourself in;

(24:57) Trends and challenges- companies are no longer interested to invest in training and developing their employees and are now taken by surprise by the rapid changes in the way sales work and the scarcity of talent on the market;

(27:25) What attracts Joseph to Sales- both industries require the same type of skillset;

(29:27) Buyer behavior is changing and B2B companies need to offer people options and bring their sales tactics and processes up to date;

(33:39) Don’t lose sight of the importance of your customers' experience;

(38:08) The world is waking up! People start to acknowledge that career success needs to change.

Quotes

“I was really angry and frustrated and (...) I needed to take time off to get away from the University, so I found a role in China and took a year off. When I came back I realized I just need to not wait to live life and so I proceeded to do one term of school, then take a year off, do a term of school, take a year off so it took me eight years to finish my undergrad.”

“(His company, Simple Machines) It all stemmed from the idea of trying to build a better company, where people really enjoy working, don’t have the same fear, and do some really cool tech along the way.”

“With Kiite, we went back to that drawing board. How do you get people effective from day one? (...) At that time there was a lot of new technology coming out around content mining, around conversational AI, around leveraging the existing knowledge in the organization, so we were able to leverage a lot of technology to come up with a different approach to onboarding and enabling.”

“(When exiting a company) you always have this period where it feels like you have your two feet, each in different ships, and you try to figure out what is the right course of action(...) Honestly, it feels a lot like a grieving process.”

“Spending time with people who were looking to change their lives we realized that the definition of success is much more holistic (...) It’s financial security, a work that you enjoy but also feeling fulfilled in your life choices and your peer network.”

“Trust me! You can have the money, you can have the life that looks good on paper but you might not still feel successful in the long term. Success is not all just about that.”

“We’re competing with everybody! If your competitors are global, and customers are global you need to be able to interact with them on chat, take a credit card on texting, maybe even in different languages (...) and it really does come back to the different types of diversity you manage to bring into your team(...) The teams who get it are going to continue to thrive and they’re going to outcompete the folks who don’t get it night and day.”

“I love the art of improving the way we sell but just the blind adherence to that kind of a process is kind of a failure of leadership.”

______________________________

Get in contact with Joseph:

Instagram: https://www.instagram.com/josephfung/?hl=en

Linkedin:https://rb.gy/po29sw

Facebook: https://www.facebook.com/jbfung

Twitter: https://twitter.com/josephfung

Joseph’s Podcast-The Seller’s Journey Podcast

Joseph’s company, Uvaro- social links:

Website- https://uvaro.com/

Facebook- https://www.facebook.com/uvaro.life/

Twitter- https://twitter.com/uvarolife

Instagram- https://www.instagram.com/uvaro.life/

Linkedin- https://linkedin.com/company/uvaro

Tik Tok- https://www.tiktok.com/@uvaro.life

Youtube- https://www.youtube.com/uvaro

__________________________

Follow Jake:

Website- https://www.jakedunlap.com/

Instagram- https://www.instagram.com/jake_dunlap_/

Linkedin- https://www.linkedin.com/in/jakedunlap

Twitter- https://twitter.com/jaketdunlap

______________________________

Are Your Onboarding Processes A Nightmare That’s Costing You Potential Clients? Asaf Darash, Ceo and Founder of Regpack And His Next Gen Problem Solving Solutions

becca.eddleman@skaled.com (Asaf Darash, Jake Dunlap) — Thu, 26 Jan 2023 12:46:55 +0000

Regpack CEO Asaf Darash created Regpack out of 7 years worth of research for his Ph.D. Combining his love for linguistics, computer languages, and economics Asaf managed to develop a “self-service software” customizable solution that helps companies manage automated payments, client onboarding, and several other business processes.

In today’s episode of the Jake Dunlap Show, Asaf shares how he discovered the magic behind computer programming, what drives him in his work, and the reality of building a successful business, oftentimes with disregard to physical and emotional health.

Time stamps:

(01:07) Today's guest, Asaf Darash, Founder and CEO of Regpack;

(01:47) Falling in love with the magic world of computers and programming;

(04:03) Getting his Ph.D. in New Media, which combined all his passions- linguistics, computer languages, and economics and moving to California after receiving a Fulbright scholarship at UC Berkley;

(06:16) How the idea of Regpak came to life;

(08:44) Inheriting his father’s entrepreneurship spirit and craving to create something that could solve problems on a day-to-day basis;

(14:47) Finding the right niche for Regpack- helping businesses to automate clients' onboarding and payments and offering people the possibility to pay in installments;

(20:08) Making time for self-care and meditation after having panic attacks and realizing he doesn’t want to go on the medication route;

(29:21) Working hard vs. working smart- you need to learn to ask the right questions and figure out what your client’s real problems are in order to find the right solutions;

(39:07) Regpack’s future- becoming the Shopify of services! Making everything available for a client's onboarding process, in all types of businesses.

Quotes

“Think of it like this. An architect wants to design a building. He designs the building and now someone needs to go out and build the building. A programmer thinks of a program, designs it, writes it down and it exists. It’s an actual working machine. It’s like magic.”

“I didn’t get into Harvard (...) If I would have gone to Harvard I would have been a totally different person than who I am today. I would have met completely different people, I wouldn’t have started my company in San Francisco. My whole life would have been different, and something that at the time seemed like a disaster to me, today, is one of the most important things that ever happened to me.”

“What you’re doing is giving people that flexibility to buy how they want, meeting the customer where they’re at and I just feel like, as we go forward, that is going to be the name of the game.”

“I had a wake-up call. We had a problem in the company where we lost some information, it was leaking out, and as I realized this was happening I found myself almost to the floor, in a fetal position, in a super panic attack (...) and I was sure like I was going to die, cause I felt that everything that I built it was going to be destroyed.”

“If we don’t stop and learn to basically stop thinking and to just feel our body, and to understand that the most important person in all of this is ourselves, then it’s not going to end well.”

“People tend to disconnect their work from their life (...) But no, everything is your life. The time that you swim, the time that you play, the time that you work, the time that you think, the time that you plan, that’s all your life. Every single part of it.”

“We do not come to people with solutions, we only come to people with problems. A lot of times, someone has a problem and they figure out the solution in their mind and they come in, guns blazing saying I need this and this and this (...) they just wanted the solution that they came up with. (...)

What we always do in Regpack is that, when someone comes with a solution or a feature request, we’re like “Stop, what’s the that you’re trying to solve?” Cause we found that 90% of the time, the solution that they come up with is the wrong solution.”

______________________________

Get in contact with Asaf:

Linkedin- linkedin.com/in/asafdarash

Facebook- https://www.facebook.com/asaf.darash/

His company, Regpak- social links:

Website- https://www.regpacks.com/

Linkedin- https://www.linkedin.com/company/regpack

Facebook- https://www.facebook.com/Regpack/

Twitter- https://twitter.com/regpack

Instagram- https://www.instagram.com/regpacks/

______________________________

Mentions:

BASIC- general-purpose, high-level programming languages designed for ease of use;

______________________________

Follow Jake:

Website- https://www.jakedunlap.com/

Instagram- https://www.instagram.com/jake_dunlap_/

Linkedin- https://www.linkedin.com/in/jakedunlap

Twitter- https://twitter.com/jaketdunlap

What Are the Values You Live By? Master These 7 Areas of Your Life And Achieve Excellence, with Dr. John Demartini

becca.eddleman@skaled.com (Dr. John Demartini, Jake Dunlap) — Thu, 19 Jan 2023 13:00:00 +0000

In this episode of the Jake Dunlap Show, we welcome back Dr. John Demartini, human behavior expert, author, and educator.

For over 48 years Dr. Demartini has been dedicated to inspiring people to become purposeful disciplined masters of themselves and inspired leaders of others by expanding human awareness and maximizing potential.

This episode focuses on Dr. Demartini’s new book, ”The 7 Secret Treasures: A Transformational Blueprint for a Well-Lived Life” which explores the 7 areas of life he identifies as the turning points to excelling in life and achieving your objectives.

Time stamps:

(00:53) Dr. John Demartini- human behavior expert, author, and educator;

(01:34) Dr. Demartini’s new book, “The 7 Secret Treasures: A Transformational Blueprint for a Well-Lived Life”- the inspiration behind it, and important takeaways;

(04:48) First chapter- How to master learning and maximize our creativity and skills;

(05:11) The second chapter- Master the art of engaging in your work;

(05:48) Why do people struggle with finding their purpose and following their values?

(08:14) Next chapter- Mastering finance- raise the value of being of service to people by creating a sustainable fair exchange, create your own brand, and learn how to make money work for you passively;

(09:36) Fourth chapter- Relationships- link values and communicate effectively so you can achieve a sustainable relationship;

(11:58) Pride vs. Values- Identify who you are and live consciously according to your true self, without subordinating to other people’s values;

(15:56) Leadership- let your values guide you towards achieving your objectives;

(18:35) 7 questions or 7 turning points to help you find the right path.

(27:40) Conclusions- what we need to address.

Quotes

“There are 7 areas of life that have been noticed that people are searching for (when they’re looking for a relationship) (...) So I have spent the last 50 years doing everything I can and researching how to master those areas, how to empower those areas, how to help people excel in those areas."

“We say we want to make a difference, but we’re not going to make a difference fitting in, we’re going to make a difference standing out.”

“I watch people get trapped economically because they have to have all that stuff, and then they’re working their life for money, instead of having money work for them.”

“If people keep buying consumables that depreciate in value and live in the shadow of other people and live through other people's brands instead of building their own brand in life, they’re not going to have money work for them.”

“Nobody’s dedicated to you, nobody’s loyal to you, nobody’s committed to you, that’s a fantasy people have. The reality is you’re interested in fulfilling your top values and so are they, and they’re getting in a utilitarian relationship with you because they believe that they're going to get more values met by being with you than with somebody else on the market.”

“Any time you’re trying to fix your mate, you’re having a fantasy person you’re trying to get them to be. You’re having an affair with a fantasy and when they go have an affair with somebody else who loves them, don’t be surprised.”

“We have a hierarchy of values and whatever is highest on our values, we’re spontaneously inspired from within to go and do (...) Whatever’s highest on your value is where you excel.”

“The people who excel are people who are living congruently according to what they value most and they’re willing to endure the pain and pleasure in the pursuit of it regardless of obstacles, opinions, or challenges.”

“Money without meaning leads to debauchery. Money with meaning leads to philanthropy.”

“Don’t be a victim of history, be a master of destiny by asking questions and holding yourself accountable to answer them.”

______________________________

The previous episode with Dr. Demartini as a guest:

https://www.youtube.com/watch?v=I_7VlYl5WxE

Dr. Demartini’s new book:

The 7 Secret Treasures: A Transformational Blueprint for a Well-Lived Life

Get in contact with Dr. John Demartini:

Demartini Method- https://rb.gy/xx2gux

Linkedin- https://www.linkedin.com/in/drjohndemartini/

Instagram- https://www.instagram.com/drjohndemartini/?hl=en

Facebook- https://www.facebook.com/drjohndemartini/

Podcast- https://drdemartini.com/podcast/

The Demartini Institute:

Website- https://drdemartini.com/about/demartini-institute/

Linkedin- https://www.linkedin.com/company/demartini-institute/

YouTube- https://www.youtube.com/user/DrDemartini

Pinterest- https://www.pinterest.com/drdemartini/

____________________________

Follow Jake:

Website- https://www.jakedunlap.com/

Instagram- https://www.instagram.com/jake_dunlap_/

Linkedin- https://www.linkedin.com/in/jakedunlap

Twitter- https://twitter.com/jaketdunlap

Integrate Self-Care Into Your Busy Schedule! Roberta Hughes, Founder of PeaceFull Living on Creating a Self-Care-Focused Business Culture and Mindset.

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 12 Jan 2023 14:20:02 +0000

The key to success has always meant working long hours and focusing all our time on achieving our goals. But, in recent years, with all the turmoil created by the pandemic, it’s more obvious than ever that, in order to increase productivity, we need to find balance and integrate self-care into our busy lifestyles.

Roberta Hughes, founder of PeaceFull Living joins Jake in this new episode of The Jake Dunlap Show and shares her journey to self-care and turning her passion for wellness into a business.

Through her platform and her personalized plans and classes, Roberta helps people unlock their ability to achieve their health and wellness goals, live without pain, reduce the impact of stress, and obtain their highest quality of life.

Time stamps:

(01:10) Meet Roberta Hughes- founder of PeaceFull Living, a platform with personalized plans and classes for people to achieve their health and wellness goals;

(02:14) Growing up in Sierra Vista, Arizona in an army family;

(04:52) Learning from her parents about the importance of making the right first impression and about turning passion into purpose;

(07:09) Getting into Arizona State University with a Maroon Gold scholarship and majoring in Journalism;

(11:06) Finding her path- managing the pilates and yoga program for Lifetime Fitness and then starting The Healthy Me Project, an organization dedicated to encouraging people with disabilities to embrace a healthy lifestyle;

(15:51) Creating her passion project- PeaceFull Living;

(19:39) Turning passion into business- developing her own business plan and scaling PeaceFull Living;

(26:55) How to find time for self-care and create a purpose out of it;

(29:38) Helping people transition into this self-care mindset and lifestyle;

(31:31) Future goals for PeaceFull Living- self-sustainability, creating her own leadership training called “Authenticity in Leadership” and shaping a self-care-focused business culture.

Quotes

“The first impression you make on a person is going to always be there, regardless if it’s good or bad.“

“Self-care was just part of how we were raised. My mother is Serbian and in Serbian culture family and caring for your family is at the root of all that they do. My dad was more of my knowledge-based caretaker whereas my mother was more of my self-care role model.”

“When I was at Lifetime Fitness managing their pilates and yoga program, that was my first experience of seeing my profession as a profession, not just something that I did as a hobby (...) our studio was continually overperforming at 15,000 $ a month (150% of revenue).”

“The skills that I learned at Lifetime Fitness, on how to charge for the value of services, how to hold people accountable to the value that they’re gaining from the services, those really created the foundation of me being able to put it more into a business model.”

“I have to let people know how I can help them, I have to market myself, I have to make those sales calls, I have to find prospects, I have to network (and) partnering with people who have the expertise and holding myself accountable has been my no 1 way to help myself learn and grow and scale.”

“Taking little mindful moments throughout the day is the no 1 thing that most people are able to fit in, and I call these “Zen breaks”. (...) Once you find that, it’s almost like a little puzzle (...), and maybe over time, you stretch your two to four minutes to a fifteen-minute time for yourself.”

______________________________

Get in contact with Roberta:

Instagram: https://www.instagram.com/robertawhughes/?hl=en

Linkedin: https://rb.gy/auxdcp

PeaceFull Living- social media links:

Website: https://www.peacefullliving.com/

Blog: https://www.peacefullliving.com/blog

Facebook: https://www.facebook.com/robertapeacefullliving/

_____________________________

Mentions:

Lifetime Fitness- a chain of health clubs in the United States and Canada;

The Healthy Me Project- a non-profit organization dedicated to encouraging people with disabilities to embrace a healthy lifestyle.

________________________

Follow Jake:

Website- https://www.jakedunlap.com/

Instagram- https://www.instagram.com/jake_dunlap_/

Linkedin- https://www.linkedin.com/in/jakedunlap

Twitter- https://twitter.com/jaketdunlap

When has the “cookie” turned into a “monster”? Dan Frechtling, CEO at Boltive on staying safe online and the impact new legislation regarding data privacy has over B2B online marketing strategies.

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 5 Jan 2023 13:00:00 +0000

There is no secret that our online activity and research are constantly monitored. But what really happens when you accept “cookies” and consent to your data being collected by websites? How do companies use that data to configure their marketing and sales strategies?

Two years after his wife’s passing, Dan Frechtling was still inundated with ads related to treatments and studies about cancer. That made him realize how abusive and invasive social media can be and how sometimes ineffective privacy laws are in protecting customers. Through his work as the CEO of Boltive, he is dedicated to helping brands and publishers ensure that websites and ad platforms comply with data privacy laws and adhere to the choices of internet users.

In today’s episode of the Jake Dunlap Show, Dan shares his journey from journalism to entering the world of B2B sales and marketing and later joining Boltive in their mission to secure advertisers and publishers against invasive media. He talks about the beginnings of targeted advertising, what really happens when we accept sharing our personal information online and how new legislation on data privacy and online security is forever changing B2B companies marketing practices.

Time stamps:

(02:32) Back in time- growing up in the D.C. area and getting intrigued by journalism;

(04:20) Getting into Northwestern University and realizing journalism wasn’t the right path for him; deciding to stay on and choosing economics as his second major;

(05:41) Going back to school and getting his MBA;

(06:19) Learning Chinese after his parents housed a student who ran away from China after the Tiananmen Square protests; visiting China, studying at the Nankai University and working with different developers there;

(07:43) His innate curiosity and desire to learn new things attracted him to business- making a pit stop in public relations and working on the Gatorade account, getting hired as an undergrad at General Mills, and leading the marketing department for Stamps.com;

(11:03) Deciding to make the leap into the B2B sales world and learning a new approach to sales and attracting customers;

(16:33) The beginnings of targeted advertising and marketing (from the apparition of the cookie to interest-based ads, online behavioral advertising, and the GDPR protection policy);

(22:09) Do you really understand what happens when you “accept cookies” and allow access to your private data?

(26:35) What you need to know about privacy laws and how they impact the sales marketing world;

(30:30) Boltive’s mission- making the internet safer; launching “Privacy Guard”, a secret-shopper technology ensuring that privacy violations are detected and opportunities to reach a targeted audience aren’t missed;

(38:16) The future of marketing- strategies need to be optimized so that they respect customers need for privacy.

Quotes

“From the first day, I showed up on campus I realized that journalism school was not for me, but what do you do? You’re there, you’re enrolled so what do you do? So I stuck with the program and added economics cause I was getting more interested in business.”

“There’s a storytelling in Journalism that’s also reflected in Marketing. When you think about messaging, when you think about persuasion there’s a lot of what’s going to be meaningful to the listener you’re pitching and how can you be creative in that regard.”

“With B2B you have the opportunity to craft differentiation and to position yourself, and to put facts in case studies and evidence behind what you’re saying.”

“You’ve got this hyper-targeting and tracking that started with the cookie and then you’ve got this data protection rise from these alarming incidents and that’s leading to changing consumer attitudes (...) and GDPR which is still regarded as the most comprehensive privacy and security regime in the world.”

“I didn’t use to get two hoots about privacy until I experienced my own privacy being shared when my wife was diagnosed with cancer and I started doing all kinds of research on the internet to figure out what were the treatments and little did I know that while I was visiting those websites I was being tracked (..) that completely changed my mind about how abusive data privacy can be.”

“There’s this thing called the GPC (Global Privacy Control) that the California attorney general's office is requiring all businesses to honor (...) Yet, 90% plus of U.S. businesses do not honor that, and Sephora was one of them.”

“It gets to national security implications. There was an organization called RuTarget which was a subsidiary of Russia’s Sberbank (...) For 4 months during the Ukraine invasion, RuTarget was receiving data from Google and from other advertisers unknowingly. This led to understanding the risks of surveillance from foreign governments.”

______________________________

Get in contact with Dan:

Linkedin- http://linkedin.com/in/frechtling

Twitter- http://lshrt.xyz/4ox5v

Boltive- social links:

Website - https://www.boltive.com/

Linkedin- https://www.linkedin.com/company/boltive/

______________________________

Mentions:

Tiananmen Square protests and massacre (1989)- student-led demonstrations suppressed by the Chinese government through military intervention;

Gatorade- an American brand of sports-themed beverage and food products, built around its signature line of sports drinks;

Website | Twitter | Youtube | Facebook | Instagram

General Mills- an American multinational manufacturer and marketer of branded processed consumer foods;

Cheerios- a brand of cereal manufactured by General Mills;

Starbucks- an American multinational chain of coffeehouses and roastery reserves;

Geoffrey Moore-an American organizational theorist, management consultant, and author, best known for his work Crossing the Chasm: Marketing and Selling High-Tech Products to Mainstream Customers. In his book he offers a template for a positioning statement;

Website | Twitter | Youtube | Linkedin

HTTP cookies- pieces of data from a website that is stored within a web browser and that the website can retrieve at a later time;

Edward Snowden- former computer intelligence consultant who leaked highly classified information from the National Security Agency (NSA);

__________________________

Follow Jake:

Website- https://www.jakedunlap.com/

Instagram- https://www.instagram.com/jake_dunlap_/

Linkedin- https://www.linkedin.com/in/jakedunlap

Twitter- https://twitter.com/jaketdunlap

Getting Ghosted Late in the Deal (Part 2/2 How to Get Deals Unstuck: Discovery to Larger Meeting)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 29 Dec 2022 13:00:00 +0000

This is part 1 of a two-part episode on how to get deals unstuck between the stages of discovery to larger meeting. Part 2 covers what to do if you get ghosted later in the deal.

In this episode, Jake covers:

If you’ve been ghosted, use the scarcity approach. Don’t act desperate
Use video email or LinkedIn message if someone’s ghosted you. And you can use the last technique and this one combined
Don’t say, “I assume you’re not interested.”
The best sellers have big “no” piles and decent size “yes” piles, and their “maybe” piles are very small.
Reach out to someone else and send them something relevant to push the conversation forward

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com: https://skaled.com/insights/post-discovery-follow-up/

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

How to Always Get the Next Meeting on the Books (Part 1/2 How to Get Deals Unstuck: Discovery to Larger Meeting)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 22 Dec 2022 13:00:00 +0000

This is part 1 of a two-part episode on how to get deals unstuck between the stages of discovery to larger meeting. Part 1 covers steps to get the next meeting on the books and curing at least 40% of your prospects going dark by doing so.

In this episode, Jake covers:

Always book the next meeting while you’re still on the call, and assume everyone will go dark if you don’t
Know who needs to be involved in the post-discovery meeting
Stop using words like “I’d love to” or “It would be great if…”
You should quarterback the details behind setting up the next meeting
Suggest who needs to be involved in the next meeting

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Take your business to the next level! Double your sales and increase productivity with tools and business marketing strategies from Amanda Holmes, CEO at Chet Holmes International.

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 15 Dec 2022 13:00:00 +0000

In today’s Episode of the Jake Dunlap Show, we are joined by Amanda Holmes, CEO at Chet Holmes International in a talk about marketing strategies and practices companies should apply in order to double their sales and increase productivity. She shares her outlook on the most valuable trends that are transforming the future of business marketing and numerous resources and concepts that can take a company to the next level.

Amanda Holmes was a 24 years old aspiring musician when her father, Chet Holmes, America’s top marketing executive and sales expert passed away from leukemia. His business empire with hundreds of employees and a clients list that included over sixty Fortune 500 companies was now resting on her shoulders.

After a rough beginning with no succession plan, Amanda proved to be a born leader. It was exactly her artistic nature and forward-thinking ideas, combined with her father’s proven process and marketing methodology that helped her continue his mission of teaching others to radically change their lives and find their footing in the ruthless world of business.

This year, marking ten years after her father’s untimely passing, Amanda released a revised edition of his book “The Ultimate Sales Machine” in which she included new methodologies, frameworks and easy-to-follow applications that are meant to help readers double their sales.

Time stamps:

(00:48) Meet Amanda Holmes, CEO at Chet Holmes International;

(02:25) Amanda’s biggest regret- not learning the insides of the business world from her father while he was still alive;

(05:39) Her passion for arts was inherited from her father- he wrote songs and screenplays and sold them to Warner Brothers;

(07:13) How Amanda became “the only profitable musician she knew”- learning the skill of keeping your audience entertained and later on transferring that skill into her business career;

(10:26) Stepping into her father's shoes- what determined Amanda to continue the legacy he created;

(14:46) Moving the company online- first few years of holding the reins and becoming the new face of the company;

(17:57) The “Dream 100” concept- taking her father’s strategies to the next level;

(22:11) A five-point checklist to determine the right clients for you;

(23:56) Time management and time blocking- five steps to increase your productivity by 500%;

(32:17) New business marketing trends organizations should focus on- ads, communities, organic social media and other untrackable marketing tools that bring value to your company and lead prospects to you;

(43:41) Back to basics- strengthen your company’s fundamentals by bringing teams together, organizing workshops and involving your employees in the problem-solving process.

Quotes

“I look back and think it would have meant so much to me to involve me in the world of business. My head of sales brings along his 14-year-old and his 11-year-old to a bunch of our trainings and I look at how they’re learning at such a young age and I think holy cow, we really need to do that. That's wonderful, to give them the knowledge or the business acumen at a young age.”

“My father lived and breathed this idea that whatever you want to be you can be. Just go and do it. All it takes is a little thing that we call “pigheaded discipline and determination”. My father invented that phrase.”

“One night I told the audience “If you can fill my tip jar I will walk across the stage on my hands.” And I’m telling you people from the audience grabbed my tip jar and ran around the room trying to get it to fill, and they did fill it, and then I walked across the stage on my hands which I thought was hilarious. Then I recreated it online on Periscope. I got 100,000 likes in like three weeks.”

“My father died at 55. He buried himself into an early grave with the amount of stress and pressure he put on himself (...) it’s as if I’m burying myself in an early grave right next to him, stepping into his business. That’s what was going through my head, and I thought no, I’m not stepping into this.”

“Every time you get distracted it takes an average of 23 minutes for your brain to get back to the place it was, in full focus (...) and we actually have a five-step process to increase your productivity by 500%.”

“90% of the people you are reaching out to don’t care about you and what you do. So, what we recommend is to lead with education that takes them from the “I’m not interested” or “I think I have an opinion about what you do” and educate them into the “buying now” category. (...) At least let’s make sure we follow a system for how to create content because 40% of content online actually hinders the sale.”

____________________________

Amanda’s social links:

Amanda’s music:

Reverb Nation | Spotify | Allmusic

Chet Holmes International- Social links and resources:

Chet’s book, revised edition-The Ultimate Sales Machine

The Ultimate Sales Machine- book resources

Chet Holmes International- free resources

The Elevated Dream 100 Bootcamp

Time Management Secrets of Billionaires

_____________________________

Mentions:

Charlie Munger- an American billionaire investor, businessman, and former real estate attorney;

Charlie Munger’s main business:

Berkshire Hathaway (a diversified multinational holding company with full ownership of GEICO, Duracell, Fruit of the Loom, and significant holding in Coca-Cola, Bank of America, American Express and Apple)

Superhuman- productivity app offering the fastest email experience;

Website | Twitter | Dribble | Facebook

_____________________________

Follow Jake:

Website

Instagram

Twitter

_____________________________

Bring in Customer Service Earlier (Part 2/2: Why Buyer’s Hate Sales Handoffs)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 8 Dec 2022 13:00:00 +0000

This is episode 2 of 2 sessions Jake gives on how to improve the customer handoff process. This second session focuses on bringing Customer Service into the handoff process and focusing on creating power users for your company.

In this episode, Jake covers:

Sales teams that close the most deals also do the best job of explaining the next steps.
Salespeople can slow deals down and not even know it because they aren’t thinking about the handoff.
If you want a great handoff from Sales to CS, talk about implementation early.
Make it your mindset that you are creating power users for your company and you’ll be wildly successful.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com: https://skaled.com/insights/sales-handoff-process/

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Two Scripts for Better Buyer Handoffs (Part 1/2: Why Buyer’s Hate Sales Handoffs)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 1 Dec 2022 13:00:00 +0000

This is episode 1 of 2 sessions Jake gives on how to improve the customer handoff process. This first session provides a script for the cold/general handoff from SDR to AE and a script to use with buyers that have high intent.

In this episode, Jake covers:

How you should deal with people differently if they have high intent versus low.
A straightforward script on how to take the buyer handoff (from SDR to AE) from a level two experience to a level eight.
Imagine how much an AE will love you (as an SDR) if you set the first meeting and let the buyer know what the second meeting will likely be and already get the ball rolling. You basically set two meetings in one.

Hit the subscribe button on your favorite podcast player so you don’t miss the next two episodes.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Moving Buyers from Cold to Educated to Vetted

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 24 Nov 2022 13:00:00 +0000

This episode Jake breaks down“Building Sales Processes for Cold, Educated and Vetted Prospects. During this session, he discusses the importance of moving buyers from cold to educated to vetted and how to shape the process based on where a prospect is in their journey.

In this episode, Jake covers:

Today's sales processes are often over-focused on the word qualification. But buyers and sales pros don't like the word qualification. In reality, your first call is a discovery call.
In sales, intent is defined as the buyer's understanding of your solution and where they are on their purchase path.
Can you get a buyer to be a bit more educated on what you do? What are some creative, quick ideas you could leverage to get your buyers more educated?
If you don't have intent-based discovery questions, there is a high likelihood that you will start talking about things that prospects already know.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com: https://skaled.com/insights/intent-based-leads/

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Always Think Next Steps in Your Career (Part 5/5 My 5 Habits of Successful Sales People

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 17 Nov 2022 13:00:00 +0000

This is episode 5 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this final session, Jake talks about the importance of planning for your career in the long term and takes a question on how to have a conversation with your boss to get future promotions.

In this episode, Jake covers:

Your manager doesn’t promote you, your manager’s boss promotes you. To get promoted, you need to know the unstated expectations of your boss's boss
Your company is not 100% responsible for your professional development. You are. But, you can find companies that will invest in you
Know your skill set and do things to make yourself sharper down the road

From now on, the Mini Episodes will be released on Thursday as well where Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com: https://skaled.com/insights/successful-salespeople-five-habits/

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

The 80/15/5 Mindset (Part 4/5 My 5 Habits of Successful Sales People

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 14 Nov 2022 13:41:12 +0000

This is episode 4 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this fourth session, Jake shares how having an 80/15/5 mindset when it comes to your priorities and work can set you up for success.

In this episode, Jake covers:

80% of your time should be spent on things that are going to impact the near term. That could be the next few weeks, the next month, or six weeks
15% of your time should be spent on activities that will impact the midterm - about three to six months from now
5% of your time should be spent doing things that will make you more successful six months from now
Question from the crowd: What to say to managers who see being creative as a detriment

This is a Mini Episode Monday where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the last of the five habits.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

The grind never stops! Ang McManamon, VP of Crunchbase on how to stay motivated and on a growth path in a sales career.

becca.eddleman@skaled.com (Jake Dunlap, Ang McManamon) — Thu, 10 Nov 2022 13:00:00 +0000

Today, on the Jake Dunlap Show, we are joined by Ang McManamon, VP at Crunchbase and Global Sales and SaaS Leader with over 22 years of experience in the field.

Ang has been leading the sales divisions for multiple companies that activate in different industries, from tech to real estate, IT and SaaS she kick-started the sales for the London division of Amazon, was the Director of Sales for North America at Stack Overflow and, in 2019, was selected as one of the 38 Most Dynamic Women in Sales.

In this episode, Ang shares with us the experiences that helped her stay motivated and on a growth path in her sales career, how working in different industries refined her skills as a salesperson and the importance of building culture in the remote work environment as the key to keeping your team members engaged and present in their work.

Time stamps:

(00:52) Today's guest, Ang McManamon- one of the 38 Most Dynamic Women in Sales in 2019 who aspires to one day be an NYT Best Seller and speak in front of 1,000+ people;

(02:12) Graduating with a Bachelor's in Communication, and working for an ad agency in New York; getting her first contact with the sales world after getting hired by City Search;

(05:07) Learning how to deal with rejection and looking for ways to grow in her sales career;

(10:09) Leaving City Search after almost 10 years of working with them, joining Gilt Groupe then HopStop and eventually becoming Global Head of Sales for Amazon Restaurants;

(14:23) Moving to the UK and kickstarting Amazon’s sales division in London;

(15:21) Working for Stack Overflow as Sr. Director of Sales for the North America area- learning about the importance of work and sales culture;

(17:26) Capturing as many growth opportunities as possible- working in different industries and refining her skills as a salesperson;

(21:30) Venturing into SaaS- how she stayed motivated in her growth journey;

(28:29) Building culture in a remote environment- engaging and helping her team members to be present in their work;

(32:00) Advice for people who want to level up their careers in this today’s unstable market.

Quotes

“Don’t take everything so personal. That was a big learning moment (...) learning to deal with rejection in a way where like you don’t want to dismiss it, you definitely want to feel it, you don’t want it to ruin your momentum and your day.”

“If you don’t have a way to look at data, look at success, what’s working what’s not working, I feel like there’s a lot of people that are reliant on other people’s feedback and their boss of whoever to improve themselves (...) proper planning and thinking it through and entering your data for you, how can you get better if you don’t know.”

“I am a big stickler for good company culture but then also building a great sales culture (...) I want people to have fun and be really passionate about what they’re selling (...) and just being happy because that will emulate with the people you talk to and your clients.”

“ I think many times when things happen in our carrier maybe you feel derailed, certainly for me, my first two and a half years were in sports and I told my boss to f*** off and I got fired and I thought my life was over, and then I got into tech and it like changed my life forever (...) we all have these kinds of paths and we don’t have to get it perfect, we don’t have the ability to kind of recognize the learnings that we have until much later.”

“What can I do better as a leader? What are actually the things that I can affect (...) and that is being a better leader, making my sales managers stronger leaders, you know, where are they lacking, what training do they need. I’m constantly thinking of that.”

“ I want you to take an hour tomorrow, I want you to look at your calendar for the next month and I want you to think about challenges you’re having and the things in your business or your personal life that you need to prioritize (...) because if not, you’re just going to be on the (hamster) wheel. The wheel is not going to stop and tell you to get off.”

______________________________

Get in contact with Ang:

Facebook

Twitter

Instagram

______________________________

Mentions:

Gilt Groupe- an off-price e-commerce portfolio company.

Instagram | Facebook | Linkedin | Pinterest

Tumbler- an American microblogging and social networking website founded in 2007.

Facebook | Instagram

Knotel- a workspace platform that matches, tailors, and manages real estate for businesses that are in need of spaces custom designed for their use.

Linkedin | Facebook | Instagram | Twitter

Stack Overflow - is a question-and-answer website for professional and enthusiast programmers.

Blog | Facebook | Twitter | Linkedin | Instagram

___________________

Follow Jake:

Website

Instagram

Twitter

Confidence Wins (Part 3/5 My 5 Habits of Successful Sales People)

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 7 Nov 2022 13:00:00 +0000

This is episode 3 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this third session, Jake shares how being confident actually comes from being prepared.

In this episode, Jake covers:

There's a difference between confidence and being cocky or arrogant
Confidence comes in preparation and knowledge
Don't prep for the rose-colored glasses meeting, prep for the meeting where everything goes wrong
Don’t say things like, “Hey. John, I really appreciate you taking the time to meet me. I know you're really busy.”
You are an expert. You should know more about your product and your industry niche than the buyer does

This is a Mini Episode Monday where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next two habits.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Rebound from past mistakes and conquer that next play! Joel Green, (CEO of Pro Level Training) on how to ace the mental game and turn failure into success.

becca.eddleman@skaled.com (Joel Green, Jake Dunlap) — Thu, 3 Nov 2022 12:00:00 +0000

Getting over past mistakes is a real mental game you can conquer only if, instead of dwelling in the moment, you seek opportunities to improve and transform those failures into success.

After bouncing back from an injury that almost robbed him of his dream of being a professional basketball player, Joel Green went on to finish his major in Psychology and started different entrepreneurial ventures, all the while staying true to his belief that learning to control your emotions and sympathize with people is the real secret behind being successful in every endeavor.

In today’s episode of the Jake Dunlap Show, Joel shares how he discovered his true path in the business world, how he’s learned to take every setback as an opportunity to grow and the message behind his book- “FILTERING- The Way To Extract Strength From The Struggle”.

Time stamps:

(00:49) Meet Joel Green- former Pro Basketball Player, CEO of Pro Level Training, Motivational Speaker and published author;

(01:47) Yesterday's success doesn't matter! Let go of past mistakes and focus on that next play;

(05:58) Getting his major in Psychology- learning about himself and how to sympathize and relate to people better;

(09:46) Going from being a pro basketball player to exploring different entrepreneurial endeavors and finally finding his path in the business world when starting Pro Level Training;

(15:37) Challenges and struggles along the way, questioning life and finding ways to help himself instead of seeking validation;

(21:31) Sharing the concepts and the message behind his book- “FILTERING: The Way to Extract Strength From The Struggle”;

(28:15) Steps to help you win that mental game and learn to control your reactions- Proactivity vs. Reactivity.

Quotes

“Yesterday’s success doesn’t matter. We can’t rest on our laurels, we can’t brag about it like it’s of the glory days, it doesn’t factor into today’s work.”

“ The mistakes that you did yesterday, don’t need to stay with you (...) it’s the ability to rebound from that mistake in real-time and, a lot of people out there make mistakes and just continue to hold on to those mistakes, just the same way as other people hold on to their successes and think that that’s going to stick with them forever.”

“As soon as I started to study (...) I began learning about myself, and that was the best part about it. (...) I feel like no other major can have an immediate impact like Psychology did for me because (...) it helped me to become a beast at things on the court-off the court and helped me to relate to other people better.”

“ I was just following fun ideas, you know, early on (…) And that’s what it was for me (...) Glamour Runway is a fashion social media network just to connect photographers with models and models with event planners. It was Facebook but for the fashion industry (...) It was working out but that wasn’t me, and one of the main things I realized (was that), if eventually you’re going to have longevity, it has to really flow from you, without being forced from you.”

“For me, filtering is just trying to get as much as I possibly can from the moment, extracting the reason why it came in the first place so that I know I don’t have to wait on hindsight to reveal these answers to me, I can actually develop foresight to say here’s what’s about to happen.”

“It wouldn’t be nice if life was always perfect. It wouldn’t be interesting.”

______________________________

Get in contact with Joel:

His Company- Pro Level Training:

Website

Youtube

His book - FILTERING: The Way to Extract Strenght From The Struggle

______________________________

Mentions:

Philadelphia 76ers- colloquially known as the Sixers, are an American professional basketball team based in Philadelphia.

The 7 Habits of Highly Effective People- a business and self-help book, written by Steven Covey.

__________________________

Follow Jake:

Website

Instagram

Twitter

Utilize Your Team (Part 2/5 My 5 Habits of Successful Sales People)

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 31 Oct 2022 04:00:00 +0000

This is episode 2 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this second session, Jake explains how to be a quarterback and utilize your team to your advantage and close deals.

In this episode, Jake covers:

Great sales people are great quarterbacks. They realize it's not their job to play every position. They know they can't also be the coach and the line receiver and the running back.
Your VP or your CEO are happy to get on the phone and help close a big deal.
The top competitor you lose deals to is “no decision.” Your main competitor is not some other person.
Loop in your customer service team early in the process to avoid “no decision” because no one knows “who’s going to own it.”

This is a Mini Episode Monday where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next three habits.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

When is the right time to start a business? Be a pioneer in your industry and use new technology to enhance your business (with Alexi Venneri, Co-Founder and CEO at Digital Air Strike)

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 27 Oct 2022 13:14:10 +0000

If you think of waiting for the right time to trust your dreams and build your own business, you might find yourself waiting forever.

Alexi Venneri, our guest today, was freshly out of a job, getting ready to become a mother and with a house torn down when she finally decided to trust her vision and experience and build her own company from the ground up.

Because of Alexi’s leadership and vision, Digital Air Strike is now an award-winning social media, intelligent lead response, and consumer engagement technology company and a pioneer in digital response and social media technology.

Digital Air Strike improves consumer engagement for over 7,700 businesses nationwide and was named to Inc. 5000’s list of Fastest Growing Private Companies.

Listen to today’s episode of The Jake Dunlap Show and get inspired to stop wasting time and start working on transforming your dreams into reality!

Time stamps:

00:56- Meet Alexi Venneri, founder of Digital Air Strike and Queen of Customer Experience;

01:52- Learning respect and ethics from stories about her grandfather and his entrepreneurial endeavours;

05:31- Her love for people and travelling guided her towards a career in tourism;

09:50- Graduating from the University of Calgary with a B.A. in Tourism, Marketing and Business, working with Tourism Victoria and getting recruited by Clipper Navigation; getting the chance to visit the whole United States;

11:28- Transitioning from Marketing to Sales- managing the ballpark marketing and guest relations for the Seattle Mariners;

16:44- Working for "Who's calling", getting noticed by Dealer Track and getting into the Automotive industry;

20:37- Writing a best-seller (“Balls! Six Rules for Winning Today’s Business Game”), losing her job because of the recession and founding Digital Air Strike literally on her kitchen table;

26:14- It's never the right time!

30:32- How customers' perspective on AI and machine learning has changed- finding new ways to use technology to really help consumers;

36:19- Embrace technology! Find what better fits your company and build relationships between your business and the consumer.

Quotes

“Lovely Cottage was an Irish horse that was like a thirty to one odds, that was the only Irish horse running in their version of the Kentucky Derby, but it was in UK (...) Every Irish individual little farmer put money on this horse and my grandfather, it was illegal, had bookey shots. (...) Lovely Cottage horse won and my grandfather, the legend says, is the only bookey that paid out. He mortgaged his home, he took out loans and paid every last dollar back and when the other bookeys went out of business, he became the bookey to go to.”

“No matter what business you’re in, it’s the people, it’s the employees that you have and building that culture that makes a difference in your business. And then also connecting with your consumers or your clients, you know? How do you show value and be earnest in that approach.”

“And for the first time in my life, I was out of a job. It like never happened, no. Truth be told it was about a day, literally, I think the next day I had some folks in the industry that heard that we closed the agency and I immediately started consulting for some amazing folks in the industry.”

“And that’s when Digital Air Strike started. I just always believed in what we wanted to do it was actually freeing to start something from scratch even though it was a crazy situation. And then on top of all of that, I got pregnant. And I didn’t think I could have kids. So, my belly’s growing, the house is still torn up, and I’m trying to grow a business. That is basically where it started.”

“It never is a good time! The one thing that did work in our favor is there were no jobs and there were all these amazing, smart college grads coming out that couldn’t even get jobs working at a fast food restaurant. So I believed in just finding the smartest people, even if they didn’t have a lot of social media or technology experience, and we would work together to figure this out.”

“I think one benefit of COVID is, think about all the grandparents now that learned to zoom, or learned to use chat even in a video call or are now a little bit more tech-savvy (...) to let them say, you know, I’d actually chat with a bot if it’s a smart bot if it’s going to let me schedule an appointment, if it’s going to let me do something, I’d rather not talk to a human.”

“I believe in embracing the challenge! You know, when times are great, people aren’t so innovative, but when times are tough, that’s when you can truly come up with the most incredible solutions and just have the right mindset. Not every day is easy but (...) look for those opportunities and find new ways, and (don’t) be afraid to try new things.”

______________________________

Get in contact with Alexi:

Twitter

Facebook

Alexi’s company, Digital Air Strike:

______________________________

Mentions:

1946 Grand National- horse race won by the horse “Lovely Cottage”.

Victoria Royals- Canadian major junior ice hockey team based in Victoria, BC.

Website | Twitter | Facebook | Instagram

Seattle Mariners- an American professional baseball team based in Seattle.

Sir Richard Branson

a British billionaire, entrepreneur, and business magnate;

he founded the Virgin Group, which today controls more than 400 companies in various fields.

________________

Follow Jake:

Website

Instagram

Twitter

______________________________

Be Creative and Break Shit (Part 1/5 My 5 Habits of Successful Sales People)

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 24 Oct 2022 12:00:00 +0000

This is episode 1 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this first session, Jake discusses the importance of being creative and finding new iterations in your sales process or risk falling behind.

In this episode, Jake covers:

How, during one of his first sales jobs, he created a scatter chart to identify when inbound calls slowed down so he could maximize his outbound call schedule around those inbound calls
Once you establish a baseline of success, something that works, then start to iterate and get creative
ALWAYS being creative without a baseline or formula is as bad as never being creative

This is a Mini Episode Monday where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next four habits.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

What makes you successful in your career? Force yourself out of your comfort zone and learn from each role you’re in - Brett Hansen

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 20 Oct 2022 12:45:00 +0000

After 20 years of working for giants of the IT industry like Dell and IBM, where he held various leadership roles in product, marketing, channel, and strategy domains, Brett Hansen joined ”Semarchy”, a small company where he was faced with a totally different mindset and business approach.

In today’s episode of The Jake Dunlap Show, Brett shares his experience of transitioning to a smaller company, the lessons he’s carried through from his previous roles and his holistic approach to the whole process of sales and marketing and in relation to his customers.

Brett also talks about the importance of self-growth and how taking hold of every opportunity you get to improve and acquire new skills is the key to owning every career path you take.

Time stamps:

00:41- Brett Hansen- over 20 years in the IT industry;

01:52- Meeting the right people at the right time- going back to school and getting his MBA;

02:40- Working for Dell and IBM- always focus on your client’s needs;

09:24- Strive for more - don't limit yourself and look for opportunities to grow and improve your skills;

11:54- Take ownership of your career- what’s your dream job?

16:55- After 20-plus years of working for IT industry giants, Brett joins Semarchy, a small company where he uses and implements what he's learned from his previous experiences;

24:53- How do you adapt when you transition to a smaller company?

28:21- Evolution of the holistic perspective in marketing and sales- how do you approach that customer journey?

39:56- Think long-term and see the benefits of an intent-based marketing approach.

Quotes

“So one of the things that I encourage folks who I mentor is don’t become singularly focused in your career. Certainly, you should have a clear path, certainly, you should develop your skills in a certain speciality, but there is a lot of value to be had in exploring functions that are outside of your core, looking for opportunities that are going to stretch your skills.”

“Whether you’re in marketing or product management, or product marketing or sales or any other role both IBM and Dell in their own ways really have that unflinching focus on the customer and understanding who the customer is, what are their requirements, what are their needs.”

“Throughout your career, you should always be looking for your next growth opportunity. A lot of folks are focusing on, you know, I wanna be a manager on, I wanna be a director on, I wanna be a VP, whatever the other next role in the ladder there is, that might not be what’s best for you. What might be best for you is getting some new experiences and being open to that.”

“You need to be thinking about what motivates you, what gets you out of bed every morning (...) I often find candidates who either try to tell me what they think I wanna hear based upon the job they’re interviewing for or they haven’t thought about it and either one of those to me is a red flag because I want to have someone that is really self-aware, who knows what he’s aspiring to be.”

“You do certainly need to be selfish, don’t get me wrong. It’s your career, you need to own your career but at the same time that selfishness should be one and with a real heavy focus on what’s being best for your customer and what’s being best for your employer. And if you can find that blend, I think these opportunities will naturally present themselves and there is a question of just taking advantage of those when they occur.”

“In small companies, everyone has a role and everyone has to do a role (...) You have to have the mindset that “I'm going to take something and own it.”

______________________________

Get in contact with Brett:

Semarchy social links:

Facebook

Twitter

Youtube

_________________________

Mentions:

IBM- an American multinational technology corporation;

Dell- an American technology company that develops, sells, repairs, and supports computers and related products and services;

Demand generation- a marketing strategy focused on building reliable brand awareness and interest, resulting in high-quality leads;

__________________________

Follow Jake:

Website

Instagram

Twitter

Moving Buyers Through the Process Faster with Intent Based Sales (Part 2/2: Intent-Based Sales Processes)

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 17 Oct 2022 12:00:00 +0000

This is the second episode of a two part session Jake gives on how to decrease your sales cycle by understanding the intent of your buyers. This second session gets tactical on exactly how to move prospects from cold intent to educated to vetted intent levels for a faster process.

In this episode, Jake covers:

If you don’t a process to educate people in-between meetings, your sales cycle is going to be weeks or months longer than it needs to be
First questions should establish intent. And there are stupid questions.
Everyone wants speed, and we as sellers often artificially drag things out.

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com: https://skaled.com/insights/intent-based-sales-cycles/

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Do you want to stand out from your competitors? Find the right people that complement your abilities and can help grow your business - Rick Nucci

becca.eddleman@skaled.com (Rick Nucc, Jake Dunlap) — Thu, 13 Oct 2022 12:00:00 +0000

Today, on The Jake Dunlap Show we are joined by Rick Nucci, co-founder and CEO of Guru, a company that is reshaping the way teams create, find and share institutional knowledge.

Rick started his venture in the business world as the Co-founder of Boomi, and after realizing he wasn’t getting along with his team, decided to part ways with his partners and reinvent and re-strategize his business.

He shares the leadership conflicts and mistakes that caused the failure of his first company and the lessons he’s learned and is now implementing in Guru.

Listen to this episode and find out how to surround yourself with the right people that complement your abilities and are compatible with your company and your values!

Time stamps:

00:49- Meet Rick Nucci- Co-founder and CEO of Guru;

01:56- Life in Lebanon, Pennsylvania as the son of two creative entrepreneurs- passions and experiences that have shaped him and his beliefs;

07:37- His passion for music- playing in a high school band named “Manic Oppressive” and DJ-ing at his friends' parties and school graduation dances;

11:31- Using his major in Logistics and Supply Chain Management as a ramp into the world of technology and engineering and getting a closer look at how to better use technology in the business world;

14:42- Starting Boomi;

16:19- Learning from mistakes and rebuilding Boomi with the goal to create something unique and novel, that would differentiate from everything else on the market;

24:10- Getting acquired by Dell and starting Guru, a company that is reshaping the way teams create, find, and share institutional knowledge;

28:22- Nothing is easy even the second time around! The journey to finding the right product-market fit;

31:56- Combine the best parts of working in an office with the best parts of working remote and create the ideal experience;

41:05- Ask your employees what they want and you’ll find the key to a successful business.

Quotes

“There was a thing that both of my parents would instil in me, that I’ve taken till today, and it so resonated with me, and the phrase they would use is “hey, remember that person puts their pants on the same way you do, one leg at a time” (...) remembering that we’re all humans and that our accomplishments and great but at the end of the day we are all humans.”

“I ended up joining a logistics software company (...) and this was a way to merge my major with what I’m really passionate about and that got me in the door and like into the world of technology.”

“ I would never start a company and not have clarity on (...) whose the ultimate decision maker because (...) we make all these decisions and as soon as there is a conflict we’re like “now what? who decides?” (....) it’s a lot of wasted time having internal conversations that weren’t actually solving problems for customers.”

“I’m really fortunate in really having that eye on the role innovation could play and newly rethinking old problems in completely new ways.”

“ I think there’s this like phenomenal opportunity where we can take the best parts of what it was like working in an office, combine that with the best parts of what we’re learning about working remote and create the ideal experience.”

“ I think that we can truly figure out what is work best done in person, what is work best done at home and how do we optimise towards that.”

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Get in contact with Rick:

Twitter

Facebook

Rick’s company- Guru:

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Mentions:

Larry Bird- former American professional basketball player, coach, and executive in the National Basketball Association.

Converse shoes- an American brand of lifestyle wear that markets, distributes, and licenses sneakers, skating shoes, lifestyle brand footwear, apparel, and accessories;

Air Jordan- line of basketball shoes and athletic clothing produced by Nike;

The Beatles- English rock band, pioneers in recording, songwriting and artistic presentation;

MTV- an American tv channel dedicated to broadcasting music;

Mary J Blige- singer, songwriter, and actress, often referred to as the "Queen of Hip-Hop Soul;"

Website | Instagram | Twitter | Facebook | Youtube

Bobby Brown- American singer, songwriter, and dancer;

Instagram | Twitter | Youtube

Mc Hammer- an American rapper and dancer, best known for his hits “U can’t touch this” and “2 Legit 2 Quit”;

Instagram | Twitter | Spotify | Youtube

BoyzIIMen- American vocal harmony group best known for emotional ballads and a cappella harmonies;

Website | Instagram | Youtube | Spotify

Keith Sweat- American singer, songwriter and producer;

Instagram | Youtube | Twitter | Facebook

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Follow Jake:

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Understanding Buyer Intent Levels (Part 1/2: Intent-Based Sales Processes)

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 10 Oct 2022 12:00:00 +0000

This is the first episode of a two part session Jake gives on how to decrease your sales cycle by understanding the intent of your buyers. This first session is directed at defining and understanding levels of intent and encouraging sales professionals to create distinct processes for each buyer intent level.

In this episode, Jake covers:

Understanding buyers’ intent levels
You must create different intent-based sales cycles to adapt
Asking questions to determine what but a buyer fits in (cold, educated, or vetted)

This is a Mini Episode Monday episode where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next two episode.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Is AI replacing people? Use technology to upscale your business (with Martin Birch, CEO and President of ibml )

becca.eddleman@skaled.com (Martin Birch) — Thu, 6 Oct 2022 12:00:00 +0000

In today’s episode of The Jake Dunlap Show we are joined by Martin Birch, CEO and President of ibml, an IT Services and Consulting company that offers guidance on digital transformation and major technology trends like Artificial Intelligence (AI) and Cloud.

Martin shares with us the values that guide him in his work and life and how disregarding the fast evolution of technology can overrun even companies that had been market leaders (Kodak, Marvel Comedy, Blockbuster etc).

He also talks about the ways technology can help a business achieve goals faster, while at the same time offering employees the flexibility they need and a better workplace experience.

Time stamps:

01:01- Get to know today's guest- Martin Birch, CEO and President of ibml;

02:10- His grandmother's life lessons have inspired the values that ibml stands by: “Do the right thing!”

04:16- Making the right decisions- the nice thing is not always the right thing!

07:08- Kodak, Marvel, Blockbuster- what's the future like for companies that were taken by surprise by the developing digital technologies- bad decisions have been made…

14:40- Ibml- a “sleeping giant” that is now offering guidance on digital transformation and major technology trends (Cloud, AI etc) to governments and corporations across the world;

16:38- Combining “Artificial intelligence” with “Human intelligence”- the way to achieve the best outcomes for your company;

21:46- Focus on an outcome and get technology to work for you and help you achieve your goals faster and better;

26:20- The great resignation vs the great reinvention- what role do you choose? "FLEXIBILITY"- the key to retaining and keeping your employees happy.

26:30- What can you do to control what you can't control? Look for the good in every day and keep a positive mindset.

Quotes

“She (his grandmother) thought me some valuable life lessons, and one of them was actually incorporated into our values here at ibml, and that was: Do the right thing! (...) If you always do the right thing you never have to worry about anything.”

“The right decision doesn’t always mean the easy decision. Sometimes we confuse “nice” and “easy” (...)The nice thing is not always the right thing.”

“The speed of change is happening so much faster now. Technology shifts are just happening so, so fast it's really difficult to keep up with it. So, the disruptors can come in and move very nimble.”

“I think the key is combining “artificial intelligence” (AI) with “human intelligence” (HI) (...) not replace the human, but actually help the human do their job more effectively, more efficiently, faster and easier.”

“Companies very often don’t know what the technology can really do for them. (...) Start with the outcome in mind. What’s the outcome you want to achieve and then unlearn everything, start with a blank sheet of paper and say, what can technology do for you to help you get to that outcome better?”

“Even though things are speeding up, and the rate of change is speeding up, the way that you implement change or new processes successfully is by planning in advance.”

“I think one of the big changes that’s happened is that people want more flexibility (...) the ability to control their own destiny, work how they want to work.”

“I’m a huge believer that ultimately the human race will always overcome and I believe there’s far more good out there than there is bad.”

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Get in contact with Martin:

“ibml”- social media:

______________________________

Mentions:

Kodak- an American public company that produces various products related to its historic basis in analogue photography

Blockbuster- was an American-based provider of home movie and video game rental services;

Netflix- American subscription streaming service and production company;

Marvel Comics- an American comic book publisher and primary imprint of Marvel Worldwide Inc.

Warren Buffett- an American business magnate, investor, and philanthropist.

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Follow Jake:

Website

Instagram

Twitter

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You Don’t Have to Take Your Lot in Life (Part 3/3 Motivating Your Team)

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 3 Oct 2022 12:00:00 +0000

This is episode 3 of a 3 part series Jake gives on how to motivate your team from top to bottom. This third session is directed at frontline reps (but applicable to everyone at any stage in their career) and talks about how to figure out what you really want out of your role and how to make your lot versus take what you’re given.

Motivation is one of those words that gets tossed out a lot, and there is a lot of hype around having to motivate our people. But the reality of motivating people, that Jake talks about in these three sessions, is we actually need to make sure we’re not demotivating them. Most people have their own fire and drive. We just have to stoke that fire as leaders and on the flip side (Jake’s main points in this session) know what our true motivations are.

In this episode, Jake covers:

Don’t ever leave a company you’re happy with without at least asking if there is something else.
Have you taken the time to think about what actually motivates you?
At the end of the day, you own your motivation.
You have much more control in your work life than you might think, but you have to be able to have the conversation.

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

Check out the full article and recording on skaled.com: https://skaled.com/insights/team-motivators-top-to-bottom/

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Achieve success by cultivating a positive mindset. Can this generate more sales? - Gail Rubinstein the Queen of Social Media Strategy

becca.eddleman@skaled.com (Gail Rubinstein, Jake Dunlap, vAuto, Digital Dealers) — Thu, 29 Sep 2022 12:00:00 +0000

In today’s episode of the Jake Dunlap Show, we get to meet Gail Rubinstein- the Queen of social media strategy in the automotive industry.

She shares with us the hard moments that fueled her drive for success, her determination to stay true to her path of educating people about the secrets of the automotive industry and how she helps her clients overcome their fears and start believing in the power of positive energy.

Time stamps:

00:52- Introducing today’s guest, Gail Rubinstein, the Queen of social media strategy in the automotive space;

03:06- Growing up in Winnipeg, a small city, colder than Mars;

04:56- Her parent's divorce- the anger that fueld her start in the automotive industry and how she managed to transform that energy into something positive;

09:32- Quitting vAuto, creating her own path as an entrepreneur and finding the healing power of work-life balance;

14:50- Retail Resilience- they continue to transform their services to accommodate all of their customers;

17:22- Staying true to her path- educating people and sharing the secrets of social media marketing and the auto industry;

19:13- It's all about the customer- listen and improve your solutions to your client’s needs;

22:33- Helping her customers overcome their fear of being judged;

26:43- The first Retail Resilience automotive retreat;

30:01- How energy plays into people's success;

33:45- Social media trends that are exciting and their influence on the automotive industry;

36:43- Recap and parting words.

Quotes

“In terms of entrepreneurship, I found that or at least my perception of the world was, that there were larger opportunities elsewhere and that Winnipeg was a small city, and yes, I could have a career there, but I could find more opportunities somewhere else.”

“To respond to your message about the cold (in Winnipeg), in January, one year, it was -51 ℃ and it was reported colder than Mars.”

“This may not be the answer people would expect, but I’ll be brutally honest. I fueled my drive off of my anger, and I’m not kidding, around my family’s divorce.”

“I basically was like, ok, sink or swim, do or die, I might fail at this, I might not, but I have to at least try it because when I’m older and I look back, I don’t want to say I never tried.”

“(Her accident) It was a reality check that like life is not work, work, work. (...) That’s when I left vAuto, started my own business, started meditating regularly, started doing energy healing work, got way more in tune with God or a higher being, and started the work-life balance.”

“Don’t ever be afraid to call a customer and ask them if they canceled what’s wrong and how you can improve and be better. You’ve got to humble yourself. If you’re an entrepreneur you’ve got to throw your ego out the door, because it’s not about you, it’s about the customer.”

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Get in contact with Gail:

Gail’s company, Retail Resilient:

Website

______________________________

Mentions:

vAuto- company that developed a dealership management software that offers both new and used car dealers the power of a live market view to drive better decisions

Digital Dealers- conference and expo held biannually that brings together automotive dealers, OEMs, thought leaders and solution providers

__________________________

Follow Jake:

Website

Instagram

Twitter

Find Goals that Naturally Play to their Motivations

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 26 Sep 2022 12:00:00 +0000

This is episode 2 of a 3 part series Jake gives on how to motivate your team from top to bottom. This second session is directed at directors and managers and covers how to have conversations that actually uncover a person’s true motivation and how to tie it back to the business.

Motivation is one of those words that gets tossed out a lot, and there is a lot of hype around having to motivate our people. But the reality of motivating people, that Jake talks about in these three sessions, is we actually need to make sure we’re not demotivating them. Most people have their own fire and drive. We just have to stoke that fire as leaders and on the flip side (which we’ll get into in session 3) know what our true motivations are.

In this episode, Jake covers:

The way the vision is consumed in an organization is from the interactions and reactions of the frontline managers and directors.
There’s always an underlying motivation to money.
Not only do you need to know how someone is motivated, but you need to know their north star.

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next episode.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Create a business around your passion and OWN your audience. Is web 3.0 the future of creator economy? Jordan Greenfield and Casin Ward creators of hoo.be.

Thu, 22 Sep 2022 12:00:00 +0000

In today’s episode of the Jake Dunlap Show, we are joined by Jordan Greenfield and Casin Ward, co-founders of hoo.be, a popular link-in-bio social media startup that focuses on helping artists, athletes, creators and brands, stand out in the overcrowded social media.

They talk about the future of social media and how this new trend of content creator economy (businesses built around social media platforms

and social media influencers) has generated the demand for platforms like the one they developed.

Listen to Jordan and Casin’s story, from childhood dreams and the power of manifestation to creating a successful business and contradicting the myth of never mixing business with friendship.

Time stamps:

01:02- Introducing today's guests, Jordan Greenfield & Casin Ward, co-founders of hoo.be;

02:21- Casin Ward- from dreams of being an Olympic skier and a rock star to co-founding a start-up company;

06:49- Jordan Greenfield learned from his athletic background the importance of team spirit and building relationships with people, and he views his team as a family;

08:38- Manifestation is real!

12:47- Jordan and Casin's unlikely meeting and starting their business ventures together;

15:13- How they got through tough times and the misconceptions around mixing friendships with business;

23:20- When celebrities started creating their own brands and investing in their own businesses the need for a platform like hoo.be became crucial;

29:31- Social media and social networks trends- where is it all heading and the impact this has on people that are not public figures vs. established celebrities;

35:47- Predictions on the long-term evolution and impact of social media;

40:37- Parting words.

Quotes

“That dream you have as a kid…someone might say I wanted to be a firefighter, an astronaut or a rock star and for me, my dream was when I was a kid, ten-eleven, to be a rock star. (...) Being a start-up founder… you’re putting yourself in the position to be that rock star.”

“Everything I always wanted to do, whether it was, you know, skiing, my mom told me this, not too long ago (...)I could never do it small. I could never just do it like the rest of the kids. I had to, not just be on the ski team, I had to try to go to the Olympics.”

“ There are thousands and tens of thousands of people in the world that know about hoo.be that have no idea who we are or that we exist and I think that’s the coolest thing in the world. To build something that ultimately becomes so much bigger than you.”

“And so this idea of actually picturing what you want to go out and accomplish, and then getting tangible steps to get there, in my opinion, is one of the most powerful things in the world.”

“In startups, it’s a f****** marathon, and we’re from Boston! (…) The weird consulting gigs we were doing during the pandemic to continue to pay the bills and allow ourselves to continue building, it was wild, and I think that’s where your true character is shown when you do have your backs against the wall.”

“First impressions don’t exist in person anymore when you’re shaking someone's hand and you’re looking them in the eyes (thanks to today’s technology) they've already gotten to that point.”

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Get in contact with Jordan :

Instagram

Twitter

Get in contact with Casin :

Instagram

Twitter

hoo.be platform and social media

Join hoo.be

Youtube

Tiktok

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Mentions:

Web 3- a new iteration of theWorld Wide Web;

Creator economy -new business trend;

David Dobrik

Internet personality who found early success on the video-sharing platform Vine, before starting his vlog on YouTube;

David Dobrik’s social media:

50 Cent

Is an American rapper, actor, and businessman described as a "master of the nuanced art of lyrical brevity”;

50 Cent’s social media:

Youtube | Instagram | Facebook | Spotify

__________________________

Follow Jake:

Website

Instagram

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Make Sure There is a Clear North Star (Part 1/3 Motivating Your Team)

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 19 Sep 2022 12:00:00 +0000

This is episode 1 of a 3 part series Jake gives on how to motivate your team from top to bottom. This first session is directed at executives and VPs and how to communicate the “north star” so people can feel connected to a greater purpose.

Motivation is one of those words that gets tossed out a lot, and there is a lot of hype around having to motivate our people. But the reality of motivating people, that Jake will talk about in these next three sessions, is we actually need to make sure we’re not demotivating them. Most people have their own fire and drive. We just have to stoke that fire as leaders and on the flip side (which we’ll get into in session 3) know what our true motivations are.

In this episode, Jake covers:

Can one human motivate another?

Your job at the executive level is to make sure the company has a clear north star and that everyone knows what it is.

Where the term grind comes from and getting everyone aligned

This is a Mini Episode Monday episode where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next two episodes.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

How Nathan James transformed his father’s hobby into a successful business

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 15 Sep 2022 12:00:00 +0000

Nathan James, today’s guest on the Jake Dunlap Show started his journey in the business world at a very young age (at 8 he was selling vegetables from his backyard to his neighbors) and has held various jobs in sales and digital marketing before becoming the CEO of Boardroom Socks.

What started out as a hobby his father had, soon turned out to be a real success, the quality of their products and the increasing demand for traditionally made products giving them a real chance to stand the test of time.

James comes from a long line of textile titans who’ve supported the industry in North Carolina, the Charlotte-based company his parents launched in 2010, selling more than 50 styles and colors of cotton and wool men’s dress socks.

We talk about his early onset passion for business, his years at University and lessons he learned along the way about running a niche company.

Time stamps:

00:48- Introducing Nathan James- from selling his mother's backyard vegetables to starting his eCommerce page while he was still in university and now CEO of his family business, Boardroom Socks;

02:12- An entrepreneur in the making- guided and supported by his parents who were also his example, both of them being business entrepreneurs;

05:56- His years at Elon University- the people he met directed his future steps in the real world of business;

08:46- Studying in Cuba- learning to be grateful for the opportunities and the lifestyle America has to offer;

10:36- Bass fishing- qualifying for regionals;

12:52- A family legacy, entrepreneurship and digital marketing- the sum of ingredients that culminated with a dream come true- Boardroom Socks;

14:20- Why socks, though? The journey…

17:47- Lessons learned- understanding the product and the customer- the key to finding their niche;

22:55- Ignore the noise, keep the business focused and stay excited and motivated;

33:59- New and exciting in manufacturing- renewed interest towards domestic manufacturing.

Quotes

“I was very fortunate in how my parents raised my brother and I, and that they were both entrepreneurs and they were very willing to let us kind of run with ideas.”

“The way he (his professor) always explained it is, there are two kinds of professors: there’s AQ, academically qualified, and then there's PQ, professionally qualified (...) A lot of the knowledge and the information that he shared just all around sales and marketing it was just so applicable and hands-on in the real world that I think it really opened up my eyes.”

“It doesn't really matter what job you’re doing, at some point you’re always selling, you’re selling something. You’re selling yourself, everything kinda comes back to sales.”

“My dad had worn for years and years just a classic black Merino wool over the cap dress sock and he always got them locally made and just being plugged in the textile community (...) it started as really a hobby more than anything else, so he started making the socks for his personal use and then some of his friends started to ask about them and then it kind of snowballed and grew organically. I thought he was nuts when he first came up with this(...) I didn’t understand it”.

”When I left my day job to start working at Boardroom socks full time and to really run the company, I remember one of the first things I did was to move everything, move the business out of their house and into a warehouse, and I had to count all the socks that were in their house (...) and it was over fifteen thousand pairs of socks that they had in their house (...) Their socks were just everywhere.”

“You have to figure out what you’re good at and what your business is good at and then really double down, triple down on that and just relentlessly focus on that, and do the best you can to ignore the noise and just put your blinders on and focus on what you’re good at. And then, once you’ve mastered that, put a system or a process in place to manage it.”

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Get in contact with Nathan:

Boardroom Socks website

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Mentions:

Elon University

FLW Tournament at Lake Guntersville- bass fishing tournament

__________________________

Follow Jake:

Website

Instagram

Twitter

______________________________

Why SDR Orgs Struggle with Tracking “Effectiveness

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 12 Sep 2022 12:00:00 +0000

This is episode 1 of a 2 part series Jake and Andrew Kappel give on the 4 Simple SDR Metrics to Track the Health of Your SDR Org. In Part 1, Jake and Andrew broke down the four metrics and how to track them: Effort, Effectiveness, Outbound, and Outcomes.

Part 2 pays particular attention to the metric Effectiveness (quality connects) and why organizations are struggling with the concept of quality connects and how to track them.

In this episode, Jake and Andrew cover:

Why leaders struggle with overfocusing on activity metrics instead of what’s effective
The early predictable revenue mindset and the data the book was based on
We have to stop managing reps to the mean

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next tip and episode.

Check out the full article and recording on skaled.com: https://skaled.com/insights/sdr-metrics-to-track/

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Follow Andrew:

LinkedIn: https://www.linkedin.com/in/andrewkappel/

The perfect customer experience and industry secrets from Jonathan Thompson the digital marketing guru

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 8 Sep 2022 12:00:00 +0000

Jonathan Thompson, founder and CEO of Automotive Marketing Gurus joins Jake in today’s episode of the Jake Dunlap Show and brings forward the importance that changing people’s perception of the automotive dealerships and creating a better customer experience has over the future of the automotive industry.

He candidly talks about his life, from growing up in a mixed family in South Georgia to his college years and the start of his career and shares with us the experiences that shaped his convictions and work ethics.

Join us today and learn from JT about gratitude and positivity and how to grow a company with consideration towards your clients and employees.

Time stamps:

00:43- Introducing Jonathan Thompson, the "go-to" Digital Marketing Guru for Agencies, Direct Dealerships and Groups trying to modernize their customer services;

01:47- Going back to the beginnings- growing up in South Georgia as a military brat (his father was in the air force) and trying to find things to keep him busy and away from trouble;

04:19- Getting in trouble and starting to make his own decisions about the people and the environment he was hanging around;

08:00- First steps into adult life- flunking the first year of college because of low attendance and getting his first job in a car dealership;

12:07- Going back to college, winning back his scholarship and starting a new job at a call center (Fresh Beginnings aka Elead CRM);

13:58- Realizing sales is his future;

19:35- Starting to work for Force Marketing after attending a VA conference and trying to pitch them to build a call center in their company;

24:10- Deciding to start his own company right when Covid started;

27:01- Growing his company with consideration to his clients and employees;

31:00- How digital marketing (social media, websites etc) combined with traditional marketing (radio, mail, billboards etc) complete a customer’s experience;

38:10- The importance of positivity and gratitude;

42:39- Things that get JT excited about the future- changing people’s perception about dealerships;

45:36- Parting words.

Quotes

“Growing up, it was different down in South Georgia, for me specifically. I’m a military brat, my dad was in the Air Force, he picked up a lovely lady from Taiwan (...) I was always getting in trouble because I felt like I just didn’t have enough to do and there was a time where they wanted to put me in gifted classes, and you know, I went through them, and it was all just because I kept on disturbing the class, so like, what’s wrong with this guy? He keeps getting A’s but he keeps getting in trouble.”

“Throughout all my times of trouble, I had a lot of learning. And a lot of what I learned was, I needed to look at myself and stop counting on my parents to try to put me somewhere and make something of me. (...) I can’t just rely or try to depend on my parents or my environment to stimulate me.”

“You know, growing up, comparing yourself?! Yeah, you look at everybody else…I remember, I would watch some of my peers, especially in middle school going into high school, they would be wearing Polos’ and Tommy Hilfigers’ and I was like, “I want some Polos and Tommy Hilfigers’!” And I remember I used to ask my mom (...) and she was like, are you kidding me, they’re 50 dollars, 60 dollars shirts that you’re just going to tear up. But she got me three. I remember it was a green one, a white one and a red one. And boy did I rotate those shirts off!”

“To keep your Hope scholarship you have to have good attendance. Well, even though I had great grades, I actually ended up flunking out my first year because of attendance. And so they took my Hope scholarship away and I was just distraught. (...) So I found a job in the newspaper, 500 dollars a week, selling cars in a Honda dealership (...) that’s how I started in the car business, I went there and I didn’t even know I had a knack for sales.”

“He does one of the largest mail deals, still to this day that I’ve ever done. Sixty-nine thousand dollars, I’ll never forget it. (...)and I quickly realized at the time, my company doesn’t treat me right. (...) I’ve been putting up sixty- seventy thousand a month with no cut plan.”

“I wanted them to remember JT, not necessarily Force Marketing. I wanted them to remember the great hard work that I put in and I didn’t want to offer them products that may or may not make an impact.”

“If you provide remarkable products and services you truly know they’re remarkable, they will just generate that gravity to leads and opportunities. It will just happen. If you treat your employers right, if you treat your customers right, it is like gravity.”

“Dealers calling vendors, vendors and dealers calling leads, leads, you know? These are people! Remember that they are people and treat them as such. Converse with them. Be funny. Don’t just try to get into their wallet, 'cause that is one of the fastest ways to break a relationship.”

“It took me years of practice, but if you start to understand that your thoughts make your feelings, which creates your behaviors… you gotta start at the beginning and think about how can I change my thoughts, how can I wake up every single day and appreciate and have gratitude for what I have.”

__________________________

Get in contact with JT:

AMG Group:

Website

Facebook

Youtube

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Mentions:

Polo- first full line of menswear created by Ralph Lauren

Tommy Hilfiger - an American premium clothing brand, manufacturing apparel, footwear, accessories, fragrances and home furnishings.

Honda- a Japanese public multinational conglomerate manufacturer of automobiles, motorcycles, and power equipment.

Mitsubishi- a group of autonomous Japanese multinational companies in a variety of industries, including the automotive industry.

Kia- a South Korean multinational automobile manufacturer.

Hope scholarship

Elead CRM- a cloud-based customer relationship management solution created for automotive retailers by automotive industry experts.

Force Marketing- leading providers of technology-enabled, data-driven multi-channel marketing services for automotive clients.

_________________________

Follow Jake:

Website

Instagram

Twitter

______________________________

The 4 Metrics Every SDR Org Should be Tracking

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 5 Sep 2022 12:00:00 +0000

This is episode 1 of a 2 part series Jake and Andrew Kappel give on the 4 Simple SDR Metrics to Track the Health of Your SDR Org. Part 1 goes deep on the four metrics: Effort, Effectiveness, Outbound, and Outcomes. Jake and Andrew will break down what these four metrics mean and how to track them in your CRM and Sales Engagement platform.

In this episode, Jake and Andrew cover:

What leaders and investors realy care about
Start with the end in mind. How to work these four metrics backward
Different camps of compensation to match and encourage your key metrics

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next tip and episode.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Follow Andrew:

LinkedIn: https://www.linkedin.com/in/andrewkappel/

The art of mastering your life- discover what you can do to excel in all areas of life from Dr John Demartini

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 1 Sep 2022 13:30:00 +0000

In today’s episode of the Jake Dunlap Show, we bring to you one of the world’s leading authorities on human behavior and personal development, an author and educator dedicated to the art of mastering life. Dr John Demartini is the founder of the Demartini Institute, a private research and education organization with a curriculum of over 72 different courses covering multiple aspects of human development.

We talk about the hardships that influenced his life and the people that inspired him on his journey, his dedication to discovering a way to excel in all areas of life and the things he aspires to do next.

Time stamps:

00:43- Introducing Dr John Demartini- 21 years of living on a ship called "The World";

02:59- The hardships he faced while growing up became lessons for a better life;

09:05- Facing death at 17 and meeting Paul Bragg, the man whose words changed his life forever;

12:07- How he overcame his fears and learned to feel comfortable with himself (graduating med school and discovering his passion for public speaking);

16:58- Dr Demartini shares what he extracted from Alec Mackenzie's book-The Time Trap, one of the all-time bestselling books on time management;

25:22- What inspires people to act and change their lives (the hierarchy values list and learn to delegate work);

31:04- Self-doubt and exaggerated self-esteem- the two actions that can undermine a business;

37:33- Dr Demartini's most recent book: The 7 Secret Treasures: A Transformational Blueprint for a Well-Lived Life;

43:42- What’s next?

47:14- Parting words.

Quotes

“I live on a ship called “The World” and it’s about 675 feet long, 109 feet wide and it’s twelve-story high, and I’ve been living on here for 21 years.”

“Today I’m kind of known for the questions I ask people. And I learned to ask questions at that age, starting at seven and up to twelve, and I would ask the smartest kids what did you get out of the class, and I would get enough information to pass school.”

“Very young I was already you know, hoping trains and hitchhiking everywhere (...) I had the opportunity to meet Howard Hughes, I got to meet Timothy Leary, I got to meet Ted Nugent, I got to meet Jimi Hendrix, I mean I got to meet so many characters along the way.”

“At 15 I made it over to Hawaii, and I socially climbed. I lived under a bridge first, then a park bench, then a bathroom, abandoned car and finally a tent. And I was a big wave surfer, a long hair hippie surfer guy with a beard, and that worked till I was seventeen. I got in some surf movies, I got in surf books, surf magazines and stuff. Did pretty good back there. And then I almost died at seventeen.”

“What he said that night (Paul Bragg), changed the course of my life. Unquestionably. When he spoke, I never thought I was going to be intelligent, until that night I met him(...) And I went on a journey from that moment on and never turned back.”

‘When I tried to go back to school, I failed, and I was so determined to overcome that, that my mom and I made me memorize 30 words a day in a dictionary until my vocabulary was strong enough to pass school(...) I wanted to share whatever I was learning. And slowly but truly, crowds came.”

“I believe that the intelligence of the body inside the cells is far greater than our intelligence, and I want to learn how to maximize that.”

“Knowledge without application and knowledge without organization doesn’t lead anywhere.”

“I’m a firm believer that if you prioritize your actions and live by design, you can create the life that you want.”

“If you liberate yourself from the things that you’re not designed for, and go and get into your core competence where you’re inspired, now you’re going to build momentum.”

“Two things that undermine a business is the exaggeration of self or being proud, and then being cocky, narcissistically thinking that you know better than the customer and the employees, and then de-appreciating yourself, altruistically sacrificing for your employees and your customers.”

___________________________

Get in contact with dr Demartini:

Demartini Institute:

Website

Youtube

______________________________

Mentions:

Dr Demartinis home- a ship called “The World”.

Dunce cap- used as an article of discipline in schools (19th and early 20th century.

Howard Hughes-an American business magnate, investor, record-setting pilot, engineer, film director, and philanthropist.

Timothy Leary-American psychologist and author known for his strong advocacy of psychedelic drugs.

Ted Nugent- American singer, songwriter, guitarist and activist.

Jimi Hendrix- was one of the most influential electric guitarists in the history of popular music, and one of the most celebrated musicians of the 20th century.

Donald Trump- Trump Wall

Paul Bragg- American alternative health food advocate and fitness enthusiast.

Alec Mackenzie- is an internationally known writer and speaker on time management, who wrote The Time Trap.

The 7 Secret Treasures: A Transformational Blueprint for a Well-Lived Life (2022).

David Carradine- American actor who starred in the 1970’s television series- Kung Fu.

Bill Woods- television journalist, radio and television broadcaster, and author.

________________________

Follow Jake:

Website

Instagram

Twitter

_____________________________

The future of workplace culture and the integration of real-time engagement technology in everyday life with Tim Gray

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 29 Aug 2022 12:00:00 +0000

In today’s episode of the Jake Dunlap Show, we talk about the future of workplace culture and the evolution of communication technology that can bridge the gap between the virtual and the physical world (VR). We are joined in this discussion by Agora’s Senior Manager, Tim Gray, a corporate communications expert that has gathered over 15 years of media experience and developed a deep understanding of the importance of creating technology that can emulate real-time meaningful human-to-human connections.

Time stamps:

01:30- Introducing Tim Gray;

02:40- Career choices that led him from working as a newspaper reporter to becoming an expert in corporate communication;

05:00- The transformation of the workplace culture and the importance of creating technology that can emulate real-life experiences;

13:26- Agora enables its users to experience the virtual reality perspective without the need to invest in expensive technology;

16:05- The ever-growing need for technology that can consolidate real-time communication functions into one space;

20:37- The future of remote work and the integration of VR technology into everyday life.

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Get in contact with Tim:

Agora links:

______________________________

Mentions:

Staten Island Advance

- Daily newspaper published in the borough of Staten Island in New York City;

- It was created in 1886 by printer John J. Crawford and businessman James C. Kennedy as the “Richmond County Advance”.

InternetNews

- A news website that features real-time tech news;

- The website features articles in various categories such as software, security, storage, servers, networking and communications, developer, small business, mobile, IT management, and more;

- InternetNews.com is owned and operated by Quinstreet Enterprise.

Metaverse

Oculus

NASA- Holoportation

Slack

Zoom

Webex

_____________________________

Follow Jake:

Learn the secrets behind creating engaged, successful teams and transforming your work relations with Rising Team CEO and founder, Jennifer Dulski.

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 25 Aug 2022 12:00:00 +0000

Today on the Jake Dunlap Show, we are joined by Jennifer Dulski, CEO and founder of Rising Team. With an impressive career working for giants of the tech industry like Facebook, Google and Yahoo, Jennifer reveals her secrets to creating engaged, successful teams and transforming your work relations. We talk about the source of her power and inspiration (her strong parents and the people and stories that she witnessed while growing up) and her take on how leadership has evolved in our current times.

Time stamps:

00:46- Introducing Jennifer Dulski;

01:45- Growing up in San Francisco in the 80s and getting exposure to different people and experiences have impacted her view of the world and became the inspiration for her later work;

07:55- College life, becoming National Champion as a Coxswain on the Women's Crew Team, and the start and motivation behind her career;

12:28- Her time at Yahoo, building her startup and after failing three times, managing to sell it to Google;

19:49- Making a difference- getting involved in the Change.org Foundation;

23:59- Creating Rising Team (a company that empowers managers to build more engaged, connected and successful teams) and her take on how “leadership” has evolved in current times;

30:01- Factors that lead to high-performing teams and high engaging employees (psychological safety, guiding people to understand and work towards their natural talents and making them feel appreciated);

36:28- Learning how to be a movement starter and transform your work relations- her book “Purposeful”.

Quotes

“I feel like growing up in San Francisco gave me what I call exposure privilege, you know being able to see and experience a lot of different things and backgrounds, and people. I also grew up in the 80s, in the AIDS crisis in San Francisco, which was really a pretty big part of my childhood (...).”

“ I have this mantra I use in my life, which is “Every person is a teacher, every experience is a lesson.” You can look all around you and just see those lessons everywhere, and in fact,(...) the most popular piece that I wrote on Linkedin is a piece I wrote about my dad. It’s called “Don’t Work With Jerks- Five lessons I learned from my dad.”

“ My mom was a multi-time cancer survivor and in her late 20s, she had surgery that ended up paralyzing half of her face. Imagine a woman in the 70s whose not even quite 5 feet tall with half her face paralyzed, trying to get into a new career, and she did it, after like 50 interviews she ended up getting a job as a compensation consultant and had a super successful career after that (...). As a female founder in tech, there are days that feel like that for me too.”

“ The reason why I got into tech was because I loved making an impact, I could see it in the kids that were coming through this program that we were making an impact and at the same time, the scale was going to be very linear, I could raise twice as much money and we could serve just about twice the students and at this time it was the dawning of the internet and I just saw it and I thought, this is where the scale of impact is, I have to get into tech cause this is how you reach more people.”

“Just so people don’t only hear like the pretty, fancy side of selling a startup, that company probably failed at least three times before we succeeded. I sometimes call myself too stubborn to fail because I think a lot of people would have just gone home.”

______________________________

Get in contact with Jennifer:

______________________________

Mentions:

a worldwide petition website, based in California, US, operated by the San Francisco-based company of the same name, which has over 400 million usersand offers the public the ability to promote the petitions they care about to potential signers, including 196 countries which are "creating change" in their communities.

More info on Change.org:

__________________________

Follow Jake:

Website

Instagram

Twitter

Don’t Clutter Your Mind with Things You Can’t Control (Part 3/3 More Productive & Less Stressed as a CXO)

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 22 Aug 2022 12:00:00 +0000

This is episode 3 of a 3 part series Jake gives on how to be more productive and less stressed at work. His third and final tip covers how to not clutter your mind with things you can’t control.

From a sales leader, to VP, to CEO, being more productive is less about quick tips and hacks for time management, but how you construct your work life, what worked and what didn’t, and how it’s all shaped today so you can focus on what matters most.

In this episode, Jake covers:

More than just “don’t worry about it” but how to make time for when you can make a difference
How all three habits work together to construct a work life that keeps you productive and less stressed
Bonus tactical productivity tips

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next tip and episode.

Check out the full article and recording on skaled.com: https://skaled.com/insights/productivity-tips-leaders/

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Learn to take risks and win every time from Jason Hennessey, an SEO expert and successful entrepreneur and podcast host

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 18 Aug 2022 12:00:00 +0000

In today’s episode of the Jake Dunlap Show, Jason Hennessey joins us in an engaging conversation about his journey as an entrepreneur and self-taught SEO expert and the risks he’s taken throughout his very successful career as a businessman. He talks about his childhood, a period that has been the foundation of his core values and strong character, his time in the Air Force and the way he transformed his passion for DJing into a million-dollar company. Later on, his status as a mastermind is again confirmed after he creates two very successful companies, Evanspark Interactive and Hennessey Digital, specialising in SEO and search marketing for the legal industry.

Time stamps:

00:35- Introducing Jason Hennessey;

01:45- Going back in time- early memories and growing up in Copeg;

06:25- Joining the Air Force and getting into Special Forces;

08:55- Returning to his old love for DJing and getting into the entertainment business (he founded D.Jay's Entertainment straight from his Air Force dorm room);

13:48- Learning SEO and transforming this new venture into a separate successful business.

18:57- Giving an SEO-related presentation for the Atlanta DUI Lawyers gave him the idea to create Evanspark Interactive and later on Hennessey Digital (SEO and Digital Marketing Agencies).

26:18- Staying relevant and finding the right people to keep your company growing.

35:16- Next chapters- moving into growth by acquisition, writing another book and opening an Influencer Marketing Agency.

Quotes

“Didn’t really have much, but I grew up in a family that gave me all my core values, love, respect, manners, all the things that kind off build your character in life (...).”

“I always had a hustle as a kid. My mom couldn’t just give me money to buy a video game, I had to hustle, so I was the kid selling Blow Pops and Juicy Fruit out of my backpack.”

“I created a T-shirt that says “ADHD is my superpower”, and it really is, it’s an entrepreneurial superpower, but you don’t know it back then because they’re trying to fit you in to be a good student and to sit here and to listen and to study, (...) and I just knew I had this entrepreneurial DNA in me.”

“You could be either bold or you could be smart and I think I was bolder where I just took the risk and said I’ll just figure it out later, where sometimes people that are too smart don’t take the risk. Some of the best entrepreneurs are bold and the reason why their companies grow is that they surround themselves with smart people.”

______________________________

Get in contact with Jason:

______________________________

Mentions:

Founder and CEO of ZoomInfo (NASDAQ:ZI) a Go-To-Market Intelligence Solution for more than 25,000 companies worldwide.

Henry Schuck- social media:

Aaron Wall

Business Owner at SEO Book, a best-selling e-book and training program on SEO to guide new entrepreneurs, small businesses, ad agencies and large companies.

SEO Book- social media:

__________________________

Follow Jake:

Be an Expert Re-negotiator (Part 2/3 More Productive & Less Stressed as a CXO)

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 15 Aug 2022 12:00:00 +0000

This is episode 2 of a 3 part series Jake gives on how to be more productive and less stressed at work. His second tip covers how to be an expert re-negotiator so you can prioritize the right things.

In this episode, Jake covers:

We all say yes to too much, you have to learn the art of re-negotiating and not just the art of saying “no”
Don’t get stuck just completing the small tasks and in the dopamine trap
Start early with something small

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next tip and episode.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Why companies need to invest in employees training with Ted Blosser

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 11 Aug 2022 12:00:00 +0000

In today’s episode of the Jake Dunlap Show, we are joined by Ted Blosser, the CEO and Co-Founder of WorkRamp, the leading end-to-end training platform that educates employees and customers to reach their full potential at work. We talk about the importance of companies investing in the development and training of their employees, especially after the rapid-paced evolution of remote work during the pandemic, the key moments that led him to start his own company and develop the product that gave WorkRamp its long-term success and exciting new chapters to come.

Time stamps:

01:37 Ted Blosser- early days and finding his career path

08:17 WorkRamp- key moments that led him to start his own company

16:16 Finding their niche and developing the product that gave them their long-term success

22:05 Remote work- adapting to this new trend in the work market and providing learning opportunities for employees by developing the necessary training and infrastructure

37:32 Investing in “front line leaders”- they set the tone in your company

40:36 Next exciting chapters- going from a single point product (LMS) to an entire learning platform

Get in contact with Ted: Facebook | Twitter | Linkedin

Email: ted@workramp.com

Work Ramp Links:

Website | Facebook

Mentions:

Steve Nash: Foundation | Instagram | Facebook | Twitter | Youtube

- Canadian professional basketball coach and former player who is the head coach of the Brooklyn Nets of the National Basketball Association.

- He played 18 seasons in the NBA, where he was an eight-time All-Star and a seven-time All-NBA selection.

Steve Nash- social media:

Super Pumped: The Battle for Uber

- American anthology drama television series created by Brian Koppelman and David Levien, named for the 2019 nonfiction book of the same name by Mike Isaac.

- The first installment, subtitled The Battle For Uber, is based on Isaac's book and centers on the rise and fall of former Uber CEO Travis Kalanick, played by Joseph Gordon-Levitt.

IMDB: https://www.imdb.com/title/tt11173006/

Crossing the Chasm

- Marketing book by Geoffrey A. Moore that focuses on the specifics of marketing high-tech products during the early start-up period.

Brett Adcock

- Technology entrepreneur and founder of Archer, based in Palo Alto, CA.

- Archer is an aerospace company building an all-electric vertical takeoff and landing aircraft focused on improving mobility in cities. The company's mission is to advance the benefits of sustainable air mobility.

- Prior to this, Brett founded Vettery, an online talent marketplace that was acquired by The Adecco Group in February 2018 (the financial terms were not disclosed, but sources with knowledge of the deal claimed that the price was a little over $100 million).

Brett Adcock’s social media: Personal website | Twitter | Linkedin | Company website

Follow Jake: Website | Instagram | Twitter | LinkedIn

My Calendar is How I Run My Life - Part 1/3 More Productive & Less Stressed as a CXO

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 8 Aug 2022 12:00:00 +0000

This is episode 1 of a 3 part series, Jake gives on how to be more productive and less stressed at work. His first tip covers how he makes time for everything by calendaring everything.

From a sales leader to VP, to CEO, being more productive is less about quick tips and hacks for time management, but how you construct your work life, what worked and what didn’t, and how it’s all shaped today so you can focus on what matters most.

In this episode, Jake covers:

How to calendar everything so you never wake up anxious about dropping the ball

Look ahead and manage your time by cancelling or moving meetings that no longer matter

His anti-tip for being more productive - what works for someone else, may not work for you

This is a Mini Episode Monday episode where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

Hit the subscribe button on your favorite podcast player so you don’t miss the next two tips and episodes.

…

Sign up for the Modern Leader Newsletter for more tips and talks like this from Jake: https://skaled.com/modern-leader-sign-up/

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Learn from the people around you so you can create a successful business with Steve Gallion

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 4 Aug 2022 12:00:00 +0000

California Southern Law School graduate with a passion for business, Steve Gallion comes on the Jake Dunlap Show and offers his vision about the importance of mentorship and surrounding yourself with the right people in order to create a successful business. Steve’s passion for people and eye for market opportunities have led him to build several companies, MedTrainner being the fruit of over 15 years dedicated to transforming the healthcare industry.

MedTrainer offers a wide range of training and compliance services and the structure and support that healthcare staff in the medical, dental, pharmaceutical, and veterinary fields need to develop effective compliance strategies.

Time stamps:

00:48- Introducing Steve Gallion

01:48- Did somebody say “doughnuts”?!

03:37- Growing up, memories, influences and inspiration

09:18- Entrepreneur beginnings- facing hardships while building his business

12:26- Motivation to grow and acknowledging his responsibilities

16:51- MedTrainer-getting the company off the ground and discovering their niche

26:21- Finding mentors and learning from other people's experiences

30:43- Creating a great team- surround yourself with smart people

40:45- Next chapters

Quotes:

“ I break up mentors into three different buckets and one of them is a bucket that I call practical mentor, so people who directly influence you but may not be directly related to your field of interest.”

“ I truly believe it’s in your blood or it’s not. I think you can teach people to do certain things (but) entrepreneurship, creating your own business, that kind of live and die by your own sword mentality is something that is pretty tough to teach.”

“Success carries very similar patterns when you talk about working with people. I think (my) passion for people began working in a Target meeting, getting to know everybody on the team, which is highly diverse, from race to age to gender, and really getting those people to believe in you, to trust you.”

“ I want to talk to people who have seen the journey to a hundred million dollars company (...) and what lessons have they learned. Sometimes you can shortcut your way by learning from their successes as well as their failures.”

Learn more about Steve:

Linkedin | Facebook | Twitter | Youtube | Website

Follow Jake:

Linkedin | Instagram | Twitter | Website

____________________________________________________________

Jake Dunlap, CEO and Founder of Skaled Consulting, is an industry influencer and C-Level Sales leader with more than a decade of experience. Jake has developed and led high-performing sales and operational functions for Fortune 500, Global 2000, and start-up organizations. Jake and the team at Skaled specialize in building out repeatable, sustainable processes.

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

Thriving in B2B sales in an economic downturn

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 1 Aug 2022 12:00:00 +0000

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Invest in yourself and achieve greatness with Larry Long

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 28 Jul 2022 11:30:00 +0000

Joining us today on the Jake Dunlap Show, we have Larry Long Jr., Founder and CEO of the Larry Long Jr (LLC), which focuses on sales motivation, inspiration, training and coaching, helping people and teams achieve their greatness. Larry is also the host of the ‘Midweek Midday Motivational Minute’ which is the motor behind his first book, “Jolt!”. He shares with us the lessons that transformed him into the confident and accomplished person he is today, his journey from opening an indoor softball and baseball academy to venturing into the world of sales and finally finding the courage to dedicate himself to his true passions. Surrounded by the never-ending support of his family and friends, Larry shares with us the moment he decided to make the leap from a very successful career in sales and go on to the path of motivational speaking and investing in his own brand.

Time stamps:

00:35- Introducing Larry Long Jr.;

01:35- Early memories- “Make new friends but keep the old, one is silver while the other is gold”;

05:14- Confidence vs. Cockiness;

08:44- Early career and figuring out his true calling (first job at Accenture, opening an in-door softball and baseball academy, venturing into sales and becoming a full-time motivational speaker and author);

17:24- Discovering and investing in the “Larry Long Jr.” brand;

22:05- Taking the leap;

24:35- The message behind “Jolt!”;

31:46- # 3 Minute Challenge- start investing in people;

37:29- Next chapters- blessing others and helping them accomplish their dreams.

Quotes:

“I’ve never met a “stranger”, and that came just from the encouragement of my parents, to get out, make new friends, meet new people [...] My mom used to make me stand up in the middle of the room, every night, holding my hands over my head and say “I am somebody”, and when you do that, you start to believe that you are somebody. ”

“[His father said] If you don’t believe in yourself, you’re done for it. You might as well give up. You can’t have my name if you’re going to give up. Get back to the drawing board and work on your craft, and most importantly work on your mindset.”

“When you show people through your actions, that you care, at the most random times, it comes back to you. You’re not giving with the intent to receive, you’re just giving to give, and it’s amazing how it comes full circle.”

‘If you don’t do it, you’re being selfish, because you’re making it about you and you being scared. If you can impact one person for the positive, that’s all that matters.”

“If you’re not saying your greatness out loud, it’s very tough to step into it. So I encourage people to say “I am somebody” every day. Ten times a day.“

“Whether you think you can, or whether you think you can’t, you’re right”. Henry Ford

Get in contact with Larry:

Get Larry’s book: Jolt!

Follow Jake:

The #1 Area Sales Orgs Bleed Money: The Tech Stack

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 25 Jul 2022 11:30:00 +0000

Time stamps:

6:37 - The way we buy tech today is the first problem

9:39 - Implementations are the second reason we’re bleeding money and impact

13:00 - Frontline leaders matter the most and why

15:35 - The three reasons tech adoption fails

19:30 - Sales Ops hasn’t created a roadmap to eliminate bottlenecks or have a seat at the table for proper implementation

22:00 - Your “expert” hasn’t implemented these tools before or only 1-2 times

28:33 - Never think of a go-live date. Always focus on “when we need to see value” date

31:31 - Always train leaders first and make sure you bring them in during the last stages of the partnership/vendor vetting

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Envisioning the future of live streaming with Nick Mattingly

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 21 Jul 2022 09:00:00 +0000

In today's episode of the Jake Dunlap Show, we get a glimpse into the future of live streaming and the endless possibilities that it offers to its users. From installing projectors and AV units for his school to creating a new radio automation system and hosting a radio show called “Word to your mother” during his college years, Nick Mattingly developed his passion for anything related to the broadcasting industry and charted his own path into the live streaming industry.

Following his visionary instincts, he built long-lasting partnerships with platforms like Facebook and Youtube, that back then were in the early stages of development. Today, his company, Switcher is the most renowned mobile solution for live streaming, working with almost all the platforms that require this kind of services (Microsoft Stream, Linkedin Live, Facebook, Twitch etc).

Time stamps:

● 00:35- Introducing Nick Mattingly;

● 01:59- Formative years- discovering his passion for anything related to media broadcasting;

● 06:56- Starting his own consulting business and developing a multi-streaming app;

● 14:31- Visionary instincts- starting partnerships with platforms that were in the early stages of development and that later ended up being used worldwide (Facebook, Youtube, Linkedin etc);

● 22:09- Finding new video solutions for the next generation of video content creators; introducing new layouts for live streaming (vertical mode) and video reframing tools;

● 24:55- What’s next in live streaming- introducing Cartr, a new live commerce-based feature that helps customers to shop directly through the comment section of a live stream;

● 32:59- Retro Camper and Nick 2.0- family adventures and personal life.

Get in contact with Nick

Switcher Studio:

Follow Jake:

All of MEDDPICC Doesn't Need To Be Filled During The 1st Call (Part 3/3 with The Founder of MEDDICC, Andy Whyte)

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 18 Jul 2022 09:00:00 +0000

This is part 3 and the final portion of Jake’s conversation with Andy. In this episode, Jake and Andy wrap up their conversation, and hear their thoughts on how all of MEDDICC doesn’t need to be included on the first call.

One of the most commonly used frameworks companies utilize is MEDDICC. Jake sat down with Andy Whyte, the Founder of MEDDICC to discuss what is MEDDICC, Jake’s issues with MEDDICC, where it is misapplied in sales departments, as well as how MEDDICC doesn’t need to be completely filled out on the first call.

Enjoy this week’s episode with Andy Whyte!

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

►Connect with Andy Whyte

LinkedIn: https://www.linkedin.com/in/andywhyte/

Empowering Others Despite Our Differences with Dr. Daryl Jones and Charles Mitchell

becca.eddleman@skaled.com (Dr. Daryl Jones, Charles Mitchell, Jake Dunlap) — Thu, 14 Jul 2022 09:00:00 +0000

This week, we are doing something for the first time on the show. For the first time, I will be joined by 2 purpose driven leaders who are on missions to show others the importance of hustling against the odds and empowering each other despite our differences

One of these guest’s is the CEO of a purpose driven company that is ranked in the Top 500 African American Owned Companies and is the 3rd Largest Minority owned company in the state of Arizona. Outside of the business, he is very involved in non-profit work.

Our next guest is a former 20 Year Nike Executive, who covered Nike’s largest region globally covering $2.3B in annual revenue. He is also a former college professor, as well as the owner of his own consulting firm.

Together, they developed “The Conscious Vibe,” which has gained popularity for it’s multifaceted conversations around race, politics, business and culture, all with the intention of driving forward compelling stories and building sustainable intellectual capital.

The conduits to critical conversations that benefit the greater good of all people, Mr. Charles Mitchell and Dr. Daryl Jones are this week’s guests on “The Jake Dunlap Show.”

Dr. Daryl Jones:

Dr. Jones was born in Battle Creek Michigan, and lived in 5 states before 5th grade. He spent much of his time with his mother outside of being very active in sports (Football, Track, and Baseball). Dr. Jones graduated with his Marketing undergraduate degree at Michigan State University, his MBA from DePaul University, and his Doctorate of Management, Human Behavior, Strategy, and Crisis Management from Weatherhead School of Management at Case Western Reserve.

Daryl was recruited to work at Pepsi at the time they were bringing Tiger Woods on. Later, he went on to work as a Management Executive for Nike, where he held roles of Director of Diversity & Inclusion, Head of Global Sales for the 2016 Rio Olympics, and VP/GM of Nike’s largest region with over $2.5B in annual revenue. He later was an Adjunct Prof. at the University of Oregon where he taught Business, Sports Marketing and Product Development. Now, he is a Leadership and Organization/Transformation Consultant at Dalmar Consulting. He also serves at the Founder/President of the E-5 Foundation, a non-profit entity focused on transformation of Chicago’s underserved youth in critical areas of development.

Charles Mitchell:

Education was a cornerstone for Charles growing up, and this continued when he completed his undergraduate Finance degree at North Carolina Agricultural and Technical State University before obtaining his MBA at UNC, and JD in Corporate and Securities Law from American University. He also completed OPM at Harvard Business School.

Charles is the Chief Executive Officer at All About People, a professional recruiting firm that sources the best and brightest talent for temp/direct to hire senior leadership roles for Fortune 50, Mid-Market, and Growth companies. They are ranked in the Top 500 African American Owned Companies, and 3rd-largest minority owned company in the state of Arizona.

Together, they created the Conscious Vibe, where they interview some of today’s most diverse, prolific, and interesting people to elevate intellect through conscious dialogue. These multifaceted conversations around race, politics, business and culture drive compelling stories, capture critical concepts, and build sustainable intellectual capital.

Please enjoy this week’s episode with Dr. Daryl Jones, and Charles Mitchell.

Dr. Daryl Jones Social Links:

Website: tcvpodcast.com

LinkedIn: https://www.linkedin.com/in/dr-daryl-l-jones-90657321/

Instagram:https://www.instagram.com/djthedoc/?hl=en

Soundcloud: https://soundcloud.com/djthedoc

Charles Mitchell Social Links:

Website: tcvpodcast.com

LinkedIn: https://www.linkedin.com/in/charles-mitchell-8694581/

Instagram: https://www.instagram.com/theconsciousvibepodcast/

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

Where MEDDPICC is Misapplied (Part 2/3 with The Founder of MEDDICC, Andy Whyte)

becca.eddleman@skaled.com (Andy Whyte, Jake Dunlap) — Mon, 11 Jul 2022 09:00:00 +0000

This is part 2 of a 3 episode series where Jake and Andy discuss the best and worst of MEDDICC deployments: When it Fails and When it Sells.

In this episode, you will hear:

Jake’s thoughts on when MEDDPICC is misapplied
How you don’t need champion to close a 7 figure deal
The differences between an admin, champion, and cheerleader.

Enjoy this week’s episode with Andy Whyte!

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

►Connect with Andy Whyte

LinkedIn: https://www.linkedin.com/in/andywhyte/

Take Risks - Don't Wait For The Perfect Job with Jodi Geddes

becca.eddleman@skaled.com (Jodi Geddes, The Jake dunlap Show, Jake Dunlap) — Thu, 7 Jul 2022 09:00:00 +0000

We are taking The Jake Dunlap Show down-under with this week’s guest to talk about all things employee engagement and future of work.

While taking on the mission of building a better world for working parents and careers, my guest and her Co-Founder Kate have seen massive growth, working with customers such as Gap, Estee Lauder and Atlasian to name a few.

World Traveler, Jodi Geddes is this week’s guest on “The Jake Dunlap Show.”

Jodi grew up next to the Great Barrier Reef in Austria, and later went to Queensland University of Technology where she earned degrees in both Marketing and PR. She later went on to become the Global Sponsorship Manager for the 2003 Rugby World Cup while working at Visa.

After her experience with Visa, she held roles as a National Trade Marketing Manager for Spirits and Wine at Foster Group, multiple roles at the National Australia Bank as a Sr. Sponsorship Manager, Head of Schools, as well as the Head of Sponsorship and Events.

Now, she serves as the Co-Founder of In Circle, which was founded by her and Kate Pollard, and their mission is to build a better world for working parents and careers. Today she serves her customer base which includes L’Oreal, Western Power, Culture Amp, Coca Cola and more!

Please enjoy this week’s episode with Jodi Geddes.

Award:

Telstra Best of Business award winner for accelerating women.

Jodi Geddes:

Facebook: https://www.facebook.com/circlein.co

Instagram: instagram.com/circlein.co

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

Jake's Issues with MEDDPICC (Part 1/3 with The Founder of MEDDICC, Andy Whyte)

becca.eddleman@skaled.com (Jake Dunlap, Andy Whyte) — Mon, 4 Jul 2022 09:00:00 +0000

This is part 1 of a 3 episode series where Jake and Andy discuss the best and worst of MEDDICC deployments: When it Fails and When it Sells. In this episode, you will hear MEDDICC Explained, as well as Jake’s Issues with it.

In this episode, you will hear:

MEDDPICC Explained
Jake’s Issues With MEDDPICC
MEDDPICC as a process, not a framework

Enjoy this week’s episode with Andy Whyte!

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

►Connect with Andy Whyte

LinkedIn: https://www.linkedin.com/in/andywhyte/

From Start-Up To Grown-Up with The #1 Start-Up Coach In The World, Alisa Cohn

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 30 Jun 2022 09:00:00 +0000

This week’s conversation with our guest will be short, because I will have to spend a long time talking about all of her incredible achievements.

She was named:

#1 Startup Coach in the world
Top 30 Global Gurus for Startups
Writes for Inc, Forbes, and HBR
Has been featured in BBC, Bloomberg, NYT and WSJ
Client list includes: Venmo, Draft Kings, Microsoft, Google, Pfizer, Dell, IBM, Calvin Klein
And is the author of “From Start-up to Grown-Up: Grow Your Leadership To Grow Your Business

One thing that many people don’t know about this week’s guest is that she is an Amateur rapper. Coaching Connoisseur and Start-Up Savant, Alisa Cohn is this week’s guest on “The Jake Dunlap Show.”

Alisa graduated from Boston University with her Bachelor’s Degree in Journalism, and later went on to also receive her MBA at Cornell University. Early in her career, she was exposed to the non-profit world where she became extremely interested in what motivates people to work in alignment with their organizations.

She later found herself working at a Big Four Professional Services Firm, where she was on a fast track to partner. One day after 2 years, she hoped she would have the flu so she didn’t have to go to work. 18 hours later, she had to go to the emergency room with the flu, and realized that hard work was not the path. She met a coach at a conference, and decided that was the path she wanted to do. Alisa coached people as a side hustle while serving as a CFO.

Alisa is now the CEO of Alisa Cohn and Associates, where she specializes in:

Startup coaching - founders, co-founders, CEOs, executive teams and their investors
Building influence
New leader onboarding
Developing a strong personal brand
Navigating corporate politics
Building your social capital
Increasing your resilience - building mental toughness
Feedback and coaching

Please enjoy this week’s episode with Alisa Cohn.

Achievements:

Author of From Start-up to Grown-up and (podcast host of the same name)
Top Startup Coach in the World at the Thinkers50/Marshall Goldsmith Global Coaches Awards
#1 Global Guru for Startups in 2021 and 2022,
A sought-after speaker, Inc. named one of the top 100 leadership speakers
keynoted events for IBM, PwC, Dell, and Citi.
The executive coach for Runway, the incubator at Cornell’s New York City campus. A regular contributor to the Harvard Business Review, Forbes, and Inc, and she's been featured as an expert on BBC World News and in the New York Times and the Wall Street Journal.
An angel investor and a Broadway investor

Additional Links:

From Start-Up to Grown-Up Book Link: https://www.alisacohn.com/start-up/

5 Scripts PDF Download: http://alisacohn.com/5scripts

From Start-Up to Grown-Up Podcast:

https://podcasts.apple.com/us/podcast/from-start-up-to-grown-up/id1576751076

Alisa’s Rap: https://www.youtube.com/watch?v=av0kma7rHD4

"The Secret": https://www.thesecret.tv/

Alisa Social Media:

Instagram: @alisacohn

Twitter: @alisacohn

Facebook: facebook.com/alisa.cohn

LinkedIn: https://www.linkedin.com/in/alisacohn/

Website: http://www.alisacohn.com

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

The 3 Most Important Pillars In Building A World Class Sales Enablement (Part 3/3 with Hootsuite's Sr. Director of Sales Productivity, Gia DeRose)

becca.eddleman@skaled.com (Gia DeRose, Jake Dunlap) — Mon, 27 Jun 2022 09:00:00 +0000

This is part 3 and the final portion of Gia’s conversation with Jake. In this episode, Gia shares the 3 most important pillars when building a world-class sales enablement function.

Hootsuite is a global leader in social media management with almost 2,000 employees, and over 200 sales reps. During their conversation, they discussed all things sales enablement, from the growth of sales enablement, what goes into well-executed initial technology deployment, what sales enablement will look like now, what Gia believes it will look like 5 years from now, as well as the 3 most important pillars in building a world-class Sales Enablement.

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

►Connect with Gia DeRose

LinkedIn: https://www.linkedin.com/in/gia-derose-425b2939/

You Are What You Eat - Not All Calories Are Created Equally with World-Renowned Sugar Expert, Dr. Robert Lustig

becca.eddleman@skaled.com (Dr Robert Lustig, Jake Dunlap) — Thu, 23 Jun 2022 09:00:00 +0000

This week’s episode is going to be a sweet one. This week’s guest is a leading neuroendocrinologist who is bringing the bitter truth about sugar to the forefront, and how it relates to the obesity epidemic.

His work has benefited the lives of countless children, over 20 pediatric endocrine fellows, and hundreds more with his 105 peer-reviewed, and 65 review articles.

Not only is he a renowned scientist, you can also say he is in part a YouTube star, with multiple presentations on Sugar, Calories, and Processed foods combining for almost 50 million views!

When sugar isn’t consuming his time, he can be seen at a local Theater, cooking, and traveling with his wife and 2 daughters.

The “Maestro of Metabolism and the Sherpa of Combating Sugar”, Dr. Robert Lustig is this week’s guest on “The Jake Dunlap Show.”

Dr. Robert Lustig was shaped by his early years growing up in his childhood location of Brooklyn, NY. He attended Stuyvesant H.S. in Manhattan before attending MIT to study Life Sciences in his undergrad, and his M.D in Medicine specializing in pediatrics from Cornell University. He later received his Master’s of Studies in Law (Public Health Law) from University of California in 2013.

Dr. Lustig completed his pediatric residency at St. Louis Children’s Hospital, and later his Clinical Fellowship at UCSF in 1984 prior to 6 Years of post-doctoral fellow/research assistant work at Rockefeller University. He also did some work at St. Jude Children’s Research Hospital, where we theorized that hypothalamic damage led to inability to sense hormone leptin, which led to a starvation response.

Now Dr. Lustig is a Professor Emeritus of Pediatrics, Division of Endocrinology at UCSF. He also holds numerous Advisory Board and Chief Medical Officer positions.

Please enjoy this week’s episode with Dr. Robert Lustig.

Author:

Fat Chance (2012)
The Hacking of the American Mind (2017)
Recent release: Matabolical: The Lure and Lies of Processed Food, Nutrition and Modern Medicine

Dr. Lustig’s Social Media:

LinkedIn: https://www.linkedin.com/in/robert-lustig-8904245/

Facebook: https://www.facebook.com/DrRobertLustig

Instagram: https://www.instagram.com/robertlustigmd/?hl=en

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

What Goes Into A Well-Executed Initial Technology Deployment (Part 2/3 with Hootsuite's Sr. Director of Sales Productivity, Gia DeRose)

becca.eddleman@skaled.com (Gia DeRose, Jake Dunlap) — Mon, 20 Jun 2022 09:00:00 +0000

This is part 2 of a 3 part series of the lessons Gia shared during her conversation with Jake. In this episode, Gia breaks down what goes into a well executed initial technology deployment.

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com

►Connect with Gia DeRose

LinkedIn: https://www.linkedin.com/in/gia-derose-425b2939/

Tackling The Gender Gap In Technology and Supporting Mothers, To Being the First Indian Woman To Run For U.S. Congress with Reshma Saujani

becca.eddleman@skaled.com (Reshma Saujani, Jake Dunlap) — Thu, 16 Jun 2022 09:00:00 +0000

This week’s guest was cruising the courtrooms as an Attorney before she surged onto the political stage as the first Indian-American Woman to run for U.S. Congress. Now she is tackling the gender gap in technology as well as advocating for policies to support mothers impacted by the Pandemic.

Here is her unbelievable list of achievements:

Fortune World’s Greatest Leaders
Fortune 40 Under 40
WSJ Magazine Innovator of the Year
Forbes Most Powerful Women Changing the World
Fast Company 100 Most Creative People
She is the winner of the Harold W. McGraw, Jr. Prize in Education.
Her 2 Sons and husband

The Master of Building Movements, and the Commander of GirlsWhoCode, Reshma Saujani is this week’s guest on “The Jake Dunlap Show.”

Reshma grew up in Schamburg, Illinois to parents who formerly lived in Uganda. She studied Political Science at the University of Illinois before obtaining her Master of Political Policy degree from Harvard, and later obtained her Juris Doctor from Yale Law School.

She started her career as an Associate at Davis, Polk, and Wardwell to taking additional Attorney and Associate General Counsel roles. Later Reshma went on to become a Deputy COO and Former Deputy General Counsel. In 2009, she became the first Indian-American Woman to run for congress in New York’s 14th District.

Now, Reshma is the Founder/CEO of both Girls Who Code (A Non-profit working close the gender gap in technology and change the image of what a programmer looks like), as well as the Founder/CEO of Marshall Plan for Moms (which is a national movement to center mothers in our economic recovery and value their labor by advocating public and private sector policies that support moms.

Enjoy this week’s episode with Reshma Saujani.

Achievements:

Fortune World’s Greatest Leaders
Fortune 40 Under 40
WSJ Magazine Innovator of the Year
Forbes Most Powerful Women Changing the World
Fast Company 100 Most Creative People
Harold W. McGraw, Jr. Prize in Education.

Books:

Women Who Don’t Wait in Line: Break the Mold, Lead the Way (2013)

Girls Who Code: Learn to Code and Change the World (2017)

Brave, Not Perfect: Fear Less, Fail More, and Live Bolder (2018)

Pay Up: The Future of Women and WOrk (and Why It’s Different Than You Think (March 2022)

Board Involvement:

Board of Overseers for Harvard University
Board of Trustees of the Economic Club of New York
Board of Directors for mParticle.

Reshma’s Social Media:

Websites: https://girlswhocode.com/ , https://marshallplanformoms.com/

LinkedIn: https://www.linkedin.com/in/reshma-saujani/

Twitter: https://twitter.com/reshmasaujani?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor

Instagram: https://www.instagram.com/reshmasaujani/?hl=en

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

The Growth of Sales Enablement (Part 1/3 with Hootsuite's Sr. Director of Sales Productivity, Gia DeRose)

becca.eddleman@skaled.com (Gia DeRose) — Mon, 13 Jun 2022 09:00:00 +0000

This is part 1 of a 3 part series of the lessons Gia DeRose, Sr. Director of Sales Productivity at Hootsuite shared during her conversation with Jake. In this episode, Gia dives into the Growth of Sales Enablement, and much more!

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

This is a Mini Episode Monday episode, where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com

►Connect with Gia DeRose

LinkedIn: https://www.linkedin.com/in/gia-derose-425b2939/

In The Memory and Smile Business with Radio Flyer Chief Wagon Officer, Robert Pasin

becca.eddleman@skaled.com (Robert Pasin, Jake Dunlap) — Thu, 9 Jun 2022 09:00:00 +0000

This week, I want to do something different while you read this week’s guest introduction. Take a moment to imagine your childhood self playing in your yard or with friends down the street. You may remember riding down the road in your nice, new, red Radio Flyer Wagon. This week’s guest is facilitating this generation's wagon memories as the Chief Wagon Officer at Radio Flyer.

Speaking of generations, this week’s guest’s grandfather was the founder of this iconic brand. When not on his wagon, he can be seen running in marathons, playing with his children, or winning Emmy awards for his animated short film, Taking Flight.

As he transports us to some of the best parts of childhood, this week’s guest is Chief Wagon Officer, Robert Pasin.

Robert attended the University of Notre Dame prior to earning his MBA at Northwestern a few years later.

Robert’s grandfather founded Radio Flyer in 1917. In 1992, Robert joined the company when iot wasn’t growing or profitable. Robert quickly found numerous reasons as to why, including no hiring process/HR function until 2004. The major change was that Robert shifted the focus from manufacturing to product development, and did a significant amount of “Feet On The Ground” research that was focusing on seeing how customers were using their products in the field.

In 2015, Robert and Radio Flyer topped $100 Million in sales, all came with the mentality of:

“Radio Flyer can be whatever you imagine it to be and it can take you anywhere you want to go.”

Please enjoy this week’s episode with Robert Pasin.

Robert’s Social Media:

Website: https://www.radioflyer.com/

LinkedIn: https://www.linkedin.com/in/robert-pasin-b2b0953/

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

Where To Start When Building Your Enterprise Playbook with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Mon, 6 Jun 2022 09:00:00 +0000

This is part 4 and the final episode of a 4 part series on Building Enterprise Sales Playbooks for Early-Stage Growth Companies. In this week’s episode, Jake discusses Where To Start When Building Your Enterprise Playbook. Jake covered topics including:

Sales playbook timeline, including:
- Experimental, Documentation Phases prior to Deployment
Deploying your new playbook
Messaging and execution of playbooks

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

No Stranger To Tragedy - What It Takes To BeBOLD with the Founder of Stacy’s Pita Chips and BeBold Bars, Stacy Madison

becca.eddleman@skaled.com (Stacy Madison, Jake Dunlap, The Jake Dunlap Show) — Thu, 2 Jun 2022 09:00:00 +0000

Today’s guest has been through it all in life, the ups and downs, and is the definition of resilience. From overcoming breast cancer to building both a Pita Chip and healthy snack empire, this week’s guest learned over time what it takes to be Bold.

After beginning her career in Social Work, she took her first company, Stacy’s Pita Chips, which my wife is obsessed with, from $1M to $65M prior to being sold to Pepsi and she has a bold and innovative snack taking the health food industry by storm.

Stacy Madison, the Hardest-Working Woman in the Healthy Snack Industry is this week’s guest on “The Jake Dunlap Show.”

Stacy grew up with her father who was a psychologist who was very entrepreneurial, as well as with her mother who was a teacher. After moving to Sharon Massachusetts at 13, and after being hit by a car at 16, Stacy went on to study Psychology at the University of Massachusetts. She later went on to receive her Master of Social Work at California State University, Long Beach.

She started her career as a social worker for pregnant women with drug addictions, and later left Boston to go to Hawaii for a restaurant startup. Instead of a bonus for hard work, she was fired to avoid being paid, and decided to take a leap of faith to buy a food cart.

Stacy’s Pita Chips began when she was selling Pita Bread sandwiches out of their food cart to avoid the waste of over-ordered pita bread from a local bakery. She purchased a Sealy Mattress factory for production, and transitioned to selling pita chips full time.

She grew Stacy’s Pita Chips to $65M in Revenue before selling to Pepsi in 2006. She later owned Stacy’s Juicebar, where Bars that had nuts, oats, chia, chocolate chips, maple syrup, and wildflower honey. This later became BeBOLD Bars!

Enjoy this week’s episode with Stacy Madison.

Stacy’s Rise Project:

Help women gain access to start and grow companies
Matching donations to the program up to $100,000

https://design.pepsico.com/case-studies/stacys-rise-project

Stacy’s Social Media:

LinkedIn: https://www.linkedin.com/in/stacy-madison-09430a7/

Instagram: https://www.instagram.com/_stacymadison/?hl=en

Jake Dunlap:

Personal Site - http://jakedunlap.com

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

The Warrior's Mindset - Memorial Day Edition with Former Green Beret Jason Van Camp, Former Navy SEAL Sniper Brandon Webb, and Former Fighter Jet Pilot, Rob Ceravolo

Mon, 30 May 2022 09:00:00 +0000

Welcome to a Special Memorial Day Edition where we will be highlighting and honoring 3 veterans who were previous guests on the show. Former Green Beret Jason Van Camp, Former Navy SEAL Sniper Brandon Webb, and Former Fighter Jet Pilot, Rob Ceravolo.

This episode is all about the Warriors Mindset. Here is a breakdown of Today’s Guests:

Former Green Beret, Jason Van Camp: Shares his thoughts on Motivation.

Former Navy SEAL Sniper, Brandon Webb: Shares his thoughts on Mental Management.

Former Fighter Jet Pilot Rob Ceravolo, who shares the importance of attention to detail.

We want to send a special thank you for your service to Jason, Brandon, Rob, and all of you listening who have served our country. To listen to these entire conversations, check out the links below:

Jason Van Camp - https://podcasts.apple.com/za/podcast/comfort-with-discomfort-leading-deliberately-with-jason/id1573161624?i=1000539998002

Brandon Webb - https://podcasts.apple.com/us/podcast/from-combat-decorated-navy-seal-sniper-to-building/id1573161624?i=1000547767053

Rob Ceravolo -

https://podcasts.apple.com/us/podcast/flying-with-passion-a-top-gun-pilots-mission-to/id1573161624?i=1000537839873

If Someone Else Can Do It, So Can I with the Founder of Podcast Magazine, Steve Olsher

becca.eddleman@skaled.com (Steve Olsher, Jake Dunlap, The Jake Dunlap Show) — Thu, 26 May 2022 09:00:00 +0000

This week’s guest has made a living Reinventing and Dismantling The Status Quo, from finding “The Funky Pickle,” at 19, to running Podcast Magazine, there isn’t much this week’s guest hasn’t done.

He is a serial entrepreneur who has launched several multi-million dollar companies, an accomplished real estate investor, and a coach who has helped countless people discover their WHAT.

Here are just a few of his achievements: He is the Founder & Editor in chief of Podcast Magazine, original Chairman/Founder of Liquor.com, New York Times Bestselling Author, Real Estate Developer, Host of the Reinvention Radio Podcast, and to top it all off, has appeared on CNN, The Huffington Post as well as the cover of Foundr Magazine.

The Maestro of the Microphone and America’s Reinvention Expert, Steve Olsher is this week’s guest on “The Jake Dunlap Show.”

Steve was born in Chicago, and as a child always loved radio. As he grew up, he found a love for DJing, and opening his first non-alcoholic nightclub, “The Funky Pickle!” at 19. He Speech Communications when he attended Southern Illinois University. The next 9 years he built a catalog and online business, “Liquor by Wire.”

Steve is the author of “Keeper of the Keys,” “Internet Prophets: The World’s Leading Experts Reveal How to Profit Online,” as well as, “What is your WHAT? Discover The ONE Amazing Thing You Were Born To Do.” He is the host of the Reinvention Radio podcast, and has previous guests including:

Simon Sinek
Michael Gerber
Michael Port
Arielle Ford
Lewis Howes
Jordan Harbinger and Pat Flynn

He is a TEDx Keynote speaker, the Founder/CEO of Latatud, is the Founder of Podcast Magazine, and now is getting into the funeral business with his wife.

Please enjoy this week’s episode with Steve Olsher.

Fun facts about Steve:

Steve has 3 sons and his wife
He is a Jiu-Jitsu Brown Belt
He is a motorcycle turned Jeep Lover

Steve’s Social Links:

Instagram: instagram.com/steveolsher

Twitter: twitter.com/steveolsher

Links:

1. Free copy of Steve’s New York Times bestseller, What Is Your WHAT? Discover The ONE Amazing Thing You Were Born To Do – http://www.WhatIsYourWhat.com/

2. Free copy of Steve’s Business Technology Book of the Year, Internet Prophets: The World’s Leading Experts Reveal How to Profit Online – http://www.InternetProphets.com/free

3. Steve’s main site – http://www.SteveOlsher.com

4. The Reinvention Workshop – http://www.TheReinventionWorkshop.com

5. Podcast Magazine https://PodcastMagazine.com/free

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

The Benefits of A Well-Defined Sales Process with Jake Dunlap

becca.eddleman@skaled.com (The Jake Dunlap Show, Jake Dunlap) — Mon, 23 May 2022 09:00:00 +0000

This is Part 3 of a 4 part series on Building Enterprise Sales Playbooks for Early-Stage Growth Companies. and in this week’s episode, Jake dives into The Benefits of A Well-Defined Sales Process. Jake covered topics including:

Companies that follow a well-defined sales process are 33% more likely to be high performers
55% of sales people don’t have the skills they need to be successful, but great process makes up for that lack of skill
Benchmarks for Growth
Dives into the overarching view of business landscape
Critical information for winning investors

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Make Things Happen For You and Don’t Be Victim of What Happens To You with Megan Reilly

becca.eddleman@skaled.com (Megan Reilly, Jake Dunlap, The Jake Dunlap Show) — Thu, 19 May 2022 09:00:00 +0000

This week’s guest is not in the circus, but is a master at juggling everything life throws her way. Whether it is running her international franchise, renovating houses, or on a family walk, this week’s guest knows all about balance.

She has been a full-time parent and entrepreneur since 2012, she has amassed numerous recognitions over a career, Here are just a few:

Her company Tippi Toes has been named a Top 500 Franchise, she has hit the Billboard Top 20 Charts, and was #1 on iTunes for Children’s Albums for the music she wrote for her dance studies, and on top of it all, was a Shark Tank Alumni - taking a deal with Mark Cuban before deciding she wanted to grow the business on her own.

The Master of Franchising and Chief Tippi Toe-er, Megan Reilly is this week’s guest on “The Jake Dunlap Show.”

Megan was born in Tulsa, Oklahoma, and lived in the same house until she went to college and graduated with a Nutritional Science Degree from Oklahoma State University.

Megan started Tippi Toes with her Sister Sarah in 1999, and have continued their mission to make Tippi Toes the best children’s dance company on Earth. Sarah and Megan grew the company from a local dance company to an international franchise empire with 35+ Franchise Owners.

In 2012, Megan appeared on the hit TV Show Shark Tank, where she was awarded a deal with Mark Cuban but decided to grow their business on their own. Since then, they have grown Tippi Toes, written/published children’s music that hit #1 on iTunes and Billboard Charts. Megan is also a Professional Speaker, Member of Entrepreneurs’ Organization, an Expert Mentor for Elite365 by Jesse Itzler, as well as the host of the “Who is Your Momma Podcast,” where she interviews moms who raised top CEOs, Athletes, Entertainers and more!

Please enjoy this week’s episode with Megan Reilly.

Achievements/Milestones:

Master's Degree in Science with focus on childhood nutrition
Full-time parent and entrepreneur since 2012
Shark Tank Alum 2011
Ran marathon 2012
Name Top 500 Franchise
#1 Children's Album on iTunes
Billboard Chart top 20 album for children's music

Megan by the numbers:

39 years old
3 daughters under the age of 9
23 years of business experience owning Tippi Toes, Inc (yes I was in high school when our company started)
13 years as a profitable franchisor
1 Podcast
35 domestic franchises
1 International master franchise
365 handwritten notes sent per year
1 appearance on Shark Tank
1 Marathon completed
50,000 mistakes and more importantly 50,000 lessons learned and corrections made

Social Links:

https://www.linkedin.com/in/meganlreilly-tippitoes/

https://www.instagram.com/meganlreilly/

https://www.instagram.com/whoisyourmommapod/

www.tippitoesdance.com

www.whoisyourmommapod.com

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\\\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

Why Should You Build An Enterprise Sales Playbook with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Mon, 16 May 2022 09:00:00 +0000

This is the 2nd part of a 4 part series on Building Enterprise Sales Playbooks for Early-Stage Growth Companies, and in this week’s episode, Jake dives into Why You Should Build A Sales Playbook. Jake covered topics including:

How companies who have a defined sales process grow 18% faster than those who don’t
Benefits of a Sales Playbook including:
- Consistency across the sales team
- Consistent customer and employee experience
- Benchmarks for growth
- Overarching view of business landscape
- Critical information for winning investors

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Stay At Home Mother Turned Women-Owned Tequila Founder with Mara Smith

becca.eddleman@skaled.com (The Jake dunlap Show, Jake dunlap) — Thu, 12 May 2022 09:00:00 +0000

This week’s guest took her talents from the courtroom to the tequila lounge. After starting her career as an Attorney and Consultant, she found herself on bedrest while pregnant with her twins, which led to her stepping away from the corporate world.

While taking the next 18 years to raise her children while focusing on her charitable work, she always had an entrepreneurial itch, which led to her finding Inspiro Tequila.

The founder of a World-Class, Women-Owned, Gluten-Free Tequila Company, Mara Smith is this week’s guest on “The Jake Dunlap Show.”

Mara grew up in the suburbs of Chicago. During her undergrad years, she spent her time both as a telemarketer, as well as a waitress. After graduating with an Accounting Degree from the University of Illinois, she went on to earn her Doctor of Law at Northwestern University.

After a number of years serving as an Attorney and later a Corporate Strategist for McDonald’s Corporation, Mara was put on emergency bedrest while pregnant with her twins. When they were born prematurely, she decided to leave the corporate world to focus on family and charitable work. While she was caring for her children, she never stopped thinking about what was next, and always envisioned running her own company.

Mara started drinking tequila when she was looking for a clean, gluten free spirit to fit her active lifestyle. After extensive searching for an additive-free tequila, it became her goal to create a “One-of-a-kind” tequila while bringing female voices into the spirit industry. All of this led to her founding Inspiro Tequila.

Please enjoy this week’s episode with Mara Smith!

____________________________________________________________________________

Achievements/Milestones:

Inspiro Tequila is certified women-owned by WBENC
Inspiro Tequila is confirmed additive0 by Tequila Matchmaker
Launched sales online in September 2021 - 19 months from corporate formation to launching online

Mara’s Social Links:

Personal Instagram: https://www.instagram.com/beinspiredbymara/

Inspiro Tequila instagram https://www.instagram.com/inspirotequila/

LinkedIn https://www.linkedin.com/in/mara-smith-9109031a1/

Inspiro Tequila Website https://inspirotequila.com

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

Where Leadership Goes Wrong Building An Enterprise Sales Playbook with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Mon, 9 May 2022 09:00:00 +0000

Welcome to Mini Episode Monday where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

As the CEO of a 40 + Employee Management Consulting Firm, Jake talks with hundreds of sales leaders and CEOs each year, and with that also sees what these companies are doing for their outbound sales, and gets to take a deep dive into their sales playbooks.

This week, we are diving into a 4 part series on Building Enterprise Sales Playbooks for Early-Stage Growth Companies.

In Episode 1, Jake dives into Where Leadership Goes Wrong Building An Enterprise Sales Playbook, and you will hear:

Only 22% of startup founders have a sales background
Why the average tenure of a VP of Sales is 16-24 months
How training your reps on personas and industry trends is your direct line to sales excellence

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

The Original Evangelist - Bringing The Good News with Guy Kawasaki

becca.eddleman@skaled.com (Guy Kawasaki, Jake Dunlap) — Thu, 5 May 2022 09:00:00 +0000

This week’s guest might be everyone’s favorite Hawaiian outside of Barack Obama and he could have never in a million years predicted that he would work for Steve Jobs Twice, and definitely couldn’t have pictured getting his shoes shined by Sir Richard Branson. Guy Kawasaki is this week’s guest on “The Jake Dunlap Show.”

Before entrepreneurship was cool or everyone was an “evangelist” this gentleman was the first and quickly became Chief Evangelist at Apple where, and this is a quote from Steve Jobs himself, he has made a massive dent in the universe.

Guy grew up in a lower middle class family, and his parents sacrificed a lot for him to go to prep school, as they knew the importance of a great education. He attended Stanford University, where he met his roommate and long-time friend, Mike Boich. Following college, Guy’s first job was selling in the jewelry business, and he attributes much of his sales success to lessons he learned there.

Later Guy became the Software Evangelist for Apple. Guy worked for Steve Jobs twice, with his second time as Apple’s Chief Evangelist.

He has advised and evangelized for hundreds of companies such as Google, Canva, as well as Mercedes Benz where he was paid to drive a Mercedes!.

Guy is world renowned Speaker on marketing/innovation/life/Enchantment, Host of Remarkable People Podcast, has 3 Million followers on LinkedIn, and 1.4M on Twitter and no matter where you find him…he is “Bringing the good news” to his followers daily.

Please enjoy this week’s episode with Guy Kawasaki

__________________________________

Books:

Wise Guy
The Art of the Start 2.0
The Art of Social Media
APE: Author, Publisher, Entrepreneur
Enchantment
What the Plus!
Reality Check
Rules for Revolutionaries
Selling the Dream
The Macintosh Way
How to Drive Your Competition Crazy
Hindsights
The Computer Curmudgeon
Database 101

Guy’s Social Media Links

Facebook: https://www.facebook.com/guy

Instagram: https://www.instagram.com/guykawasaki/

LinkedIn:https://www.linkedin.com/in/guykawasaki/

Pinterest: https://www.pinterest.com/guykawasaki/

Twitter: https://twitter.com/GuyKawasaki

YouTube: https://www.youtube.com/user/GuyKawasaki

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

Overcoming Testicular Cancer with YouTube Travel Content Sensation, Jon Barr

becca.eddleman@skaled.com (Jon Barr, Jake Dunlap) — Mon, 2 May 2022 09:00:00 +0000

Welcome To Another Mini Episode Monday. For those new to the show, every Monday Jake will bring you bit size clips from interviews he’s done, sales calls he’s been on, or simply, his hot take on a given topic. In this week’s episode, Jake sat down with YouTube Sensation, Jon Barr.

Jon started his career as a baseball play by play announcer, and later took his talents to YouTube where he amassed 250,000 avid followers who consistently show up to view his travel content.

In this week’s episode, Jake and Jon discussed:

How Play by Play is Theatrical
Jake’s Experience in Sports Sales
Jon’s Testicular Cancer Journey
Combining Your Passions
Much More!

As always, if you haven’t already, hit the subscribe button on your favorite podcast player so you don’t miss out on any future episode of “The Jake Dunlap Show.” Now, enjoy this week’s episode with Jon Barr.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

The Liam Neeson of Crisis Management - Stephynie Malik

becca.eddleman@skaled.com (Stephynie Malik, The Jake Dunlap Show, Jake Dunlap) — Thu, 28 Apr 2022 09:00:00 +0000

This week’s guest worked her way through the ranks of Strategic Partnerships and New Business Development, to running her own Executive Coaching and Crisis Management Firm. Over time, she found a way to live her life with intention, desire, and a never quit attitude.

She is a business strategist and crisis expert for top executives at Nike, United, PwC, and Amex just to name a few. She has also amassed over 70K followers on her social media pages.

Crisis Management Connaisseur Stephynie Malik is this week’s guest on “The Jake Dunlap Show.”

At 15 years old, she walked out of the life she’d known. Her father had drowned when she was a baby, and her mother had a severe, untreated mental illness. All of this left Stephynie eager to be free of insecurity, upheaval and unknowing, and she created a life, a career, and a family.

After studying Behavioral Science at California State University, she began her career in Strategic Alliances, Partnerships, and Business Development prior to starting SMALIK Enterprises, where she serves her clients with:

Crisis/Reputation Management
Executive Coaching
Business Process Improvement

Over time, she developed a “No Plan B Mentality,” as well as the importance of getting people uncomfortable, as well as being a straight shooter during the hiring process.

Please enjoy this week’s episode with the Liam Neeson of Crisis Management, Stephynie Malik.

Awards:

2019 Women World Awards - Top Woman of the Year in Business & The Professions
2017 Female Entrepreneur of the Year in the 2017 One Planet Best in Business and Professional Excellence Awards
Winner of the Top Woman of the Year in Business and The Professions, as well as the Female Entrepreneur of the Year in 2017.

Stephynie’s Social Links:

Instagram: Www.Instagram.com/stephyniemalik

Linkedin:Www.LinkedIn.com/in/stephyniemalik

Twitter: Www.twitter.com/stephyniemalik

Facebook:www.facebook.com/stephyniemalikcoaching

YouTube:https://youtube.com/c/SpinItwithStephynieMalik

Personal Website:Www.StephynieMalik.com

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

Value Is In The Eye Of The Beholder - with Jake Dunlap

becca.eddleman@skaled.com (The Jake Dunlap Show, Skaled, Jake Dunlap) — Mon, 25 Apr 2022 09:00:00 +0000

This is part 4 and the final episode of the How CEOs Can 2x Revenue By Building Their Brand series. This episode is a Q&A session Jake held, and in today’s episode, you will hear Jake’s thoughts on:

Adding Value To Marketing’s posts without saying the company’s name.
How to Twitter is tough for Organic Reach
Value is in the eye of the beholder
Talking to your target market about what you like or do

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Endless Referrals and Selling 1 Million Books with The Go-Giver, Bob Burg

becca.eddleman@skaled.com (Bob Burg, The Jake Dunlap Show, Jake Dunlap) — Thu, 21 Apr 2022 09:00:00 +0000

This week's guest has been teaching entrepreneurs, leaders and sales professionals how to communicate their value to accelerate referral business for over 30 years. He is an award-winning author, who's most popular book sold over a million copies, was translated into 30 languages, and created a world-wide movement,

He is an advocate of Free-Enterprise System, and the money one makes is directly proportional to how many people they serve. Bob Burg is this week's guest on "The Jake Dunlap Show."

In this week's episode, you will hear:

Bob's start in sales
Endless Referrals
The Origins of "The Go-Giver"
What book Bob was put on this Earth to write
Qualification Mindset
Much More!

Please enjoy this week's episode with Bob Burg!

The Go-Giver Success Alliance:

https://thegogiver.com/movement/

Bob's LinkedIn: https://www.linkedin.com/in/bobburg/

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw\_03rSlbGQkeLGMGiDf4Q

How To Build A Brand with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 18 Apr 2022 09:00:00 +0000

This is part 3 of a 4 part series on How CEOs Can 2x Revenue By Building Their Brand, and in this week’s episode, Jake dives into How You Can Build Your Brand, including:

Finding Your Channel
Setting Goals
Building A Schedule
Being Consistent

In a nutshell: Share your experience!

Questions to help your audience:

What do you want to be known for?
How do you want to present yourself?

Where are your buyers?

Social Media
Virtual speaking engagements
Guest contributed articles

Strategy Before Practice:

What do you have to say?
Finding Your Channel
Set your goal
Build a schedule
Be Consistent

Three Steps To Building A Digital Presence:

Connect with buyers weekly
Post content regularly
Engage with buyers daily

Jake’s 2021 LinkedIn Stats:

527 Posts year to date
8.5M Organic Views (Equivalent of $67K in ad spend)
2-3 Inbound opps/week

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

From Supply Chain To CEO: Disrupting The Ready-To-Eat Food Industry with Ellis McCue

becca.eddleman@skaled.com (Ellis McCue, Jake Dunlap) — Thu, 14 Apr 2022 09:00:00 +0000

From Supply Chain expert to ready to eat food guru, this week’s guest is currently clearing the way for you to enjoy chef-prepared meals with nutritionist-approved menus, all powered by a personalization algorithm.

She is not only a disrupter, she was featured as a Top 25 Consumer Health Tech Executive, was an E&Y Entrepreneur of the Year Finalist in 2021, Even more impressively, her company has 55% women sitting on the executive board

The fearless leader of Territory foods and pug lover, Ellis McCue is this week’s guest on “The Jake Dunlap Show.”

Ellis is a school lover/life-long learner, and double majored in International Studies and East Asian Studies. If that wasn’t enough, she double minored in Economics and History as well. After multiple internships, she found herself at Deloitte in Financial Operations working her way through the ranks to a Global Functional Lead and Reporting Release Manager role, where she redesigned business processes for sales, supply chain, and financial functions. After a move to Gap working in Supply Chain, Logistics, and Product Operations, Ellis later went on to become the Chief Executive Officer of Territory Foods.

“Territory marries Ellis’ belief that consumer led design yields disruptive growth to traditional industries with her personal belief that delicious food should be healthy.”

Territory Foods is venture-backed, innovative focused food technology company that brings healthy, chef-prepared foods to eaters across the US,

Please enjoy this week’s episode with Ellis McCue!

Ellis’ Social Media Links

Territory Foods:: https://www.territoryfoods.com/

LinkedIn: https://www.linkedin.com/in/ellis-singer

Instagram: https://www.instagram.com/ellis.mccue/?hl=en

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw\_03rSlbGQkeLGMGiDf4Q

Content is King: Traditional Vs. Digital Brand Building with Jake Dunlap

becca.eddleman@skaled.com (Content Is King, Building Brand, Jake Dunlap) — Mon, 11 Apr 2022 09:00:00 +0000

For a number of reasons, people are hesitant to build their personal brand. To help combat this, we are are continuing our 4 part series.

This is the 2nd part of a 4 part series on How CEOs Can 2x Revenue By Building Their Brand.

Content is King, and in this week’s episode, Jake discusses how Face to Face is coming back, but it has changed, as networking has shifted to digital.

When you are linked to your ideal customer profile, LinkedIn is a platform where you can get in front of hundreds of people per week to share your message.

Social brand is no longer a “Nice-To-Have” = it is essential.

1-2x per week is sufficient to start

Consumers aren’t looking for people to reshare customer posts, but rather are looking for posts that are:

Fun
Entertainment
Learn

Don’t overthink your content strategy, what will them smarter? THAT is what you need to answer with your content!

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Purposeful Play with "The Positive Psychology Play Whisperer" - Jeff Harry

becca.eddleman@skaled.com (Jeff Harry, Jake Dunlap) — Thu, 7 Apr 2022 09:00:00 +0000

Today’s guest has unlocked the secrets behind play, but what does that mean? Play is not just reserved for kids on the playground, and the reality is that play is where genius resides, and it’s through play and positive psychology that individuals and companies can successful navigate many of their complex challenges.

This week’s guest is a renowned speaker, he has worked with:

Google
Facebook
Microsoft
Amazon
NFL

He taught these organizations how to embrace play, and really how to bring a positive psychology mindset to your company. Jeff Harry, the Positive Psychology Play Whisperer is this week’s guest on “The Jake Dunlap Show.”

Born to a Filipino Mother and a Caribbean father, Jeff was always interested in play. So much so that he actually wrote to toy companies while he was in the 3rd grade! Later on, Jeff pitched the idea of having an area where kids can play with toys in the toy store.

Jeff is all about creating psychological safe spaces, and one way to do so was by incorporating more play, so much so that Jeff found a Lego Role on Craigslist that paid $150/week. Jeff went on to grow that company from 7 people to a large organization.

Jeff started his career as a Product Demonstrator at Toys R Us NYC location, and worked his way through other organizations such as Play-Well TEKnologies, Organizing For America, and most recently at “Rediscover Your Play” - where Jeff combines positive psychology and play to heal workplaces, help teams build psychological safety and assist individuals in address their biggest challenges through embracing a play-oriented approach to work (per Jeff’s LinkedIn)

Topics of discussion in today’s episode:

Retention
Jake’s Training Story
The “Zone of Genius”
How Toxicity Prevents Imagination

Please enjoy this week’s episode with Jeff Harry!

Jeff’s Social Media Links:

LinkedIn: https://www.linkedin.com/in/jeffharryplays/

Instagram: https://www.instagram.com/jeffharryplays/?hl=en

Twitter: https://twitter.com/JeffHarryPlays?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor

Facebook: https://www.facebook.com/jeff.harry.7315

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw\_03rSlbGQkeLGMGiDf4Q

Why Building Brand Is Important? with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 4 Apr 2022 09:00:00 +0000

Let’s face it, many people across all organizations are still hesitant to build their brand, what is a personal brand, why is it important, how do you build it are all questions that arise with this topic.

This week, we are diving into a 4 part series on How CEOs Can 2x Revenue By Building Their Brand.

In Episode 1, Jake dives into Why Building A Personal Brand is Important.

After running a company for 5+ years, Jake realized the importance of LinkedIn, and building his own brand. Why building brand is important?

#1 - People follow people, not brands

Companies are faceless - personal pages get more views than company pages.

SAP Stat:

SAP posts about 40 times/month

In that same month, over 11,000 employees post.

Global executives attribute:

45% of their company’s reputation to the reputation of their CEO

44% of their company’s market value to the reputation of their CEO, on average

61% of CEOs still lack a persona brand (Domo and CEO)

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

______________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

No Is Not An Answer with Tequila Connoisseur, Kat Hantas

becca.eddleman@skaled.com (Kat Hantas, Jake Dunlap) — Thu, 31 Mar 2022 09:00:00 +0000

When you look up well-rounded experience in the dictionary, you will see this week’s guest. She was born in Peru, and spent her childhood in Greece before finding home in Southern California. Professionally, once she was done studying Psychology, she took her talents to the big screen as a film producer. After not feeling her best, her Dr prescribed her Tequila (well, sort of), which later resulted in her starting her own tequila company, 21Seeds. Grab your salt and lime, this week’s guest on “The Jake Dunlap Show” is Tequila Connoisseur, Kat Hantas.

As a small child, Kat lived with her mother, 2 sisters and grandparents in Greece. With no job, only speaking Spanish, and never having been to the U.S., Kat’s mother moved the family to the U.S where she got a sewing job. Kat attributes her hard work to her mother as she instilled it in Kat and her sisters.

Fast forwarding to college, Kat studied Physiological Psychology/Psychobiology at the University of California, Los Angeles. Following college, she became a film producer, then left to start her own company to create their first independent film, Taking 5. Over her career, she learned the lesson that “No is not an option.”

Kat took 10 years off of work to raise her family. During this time, Kat was experiencing night sweats, and feeling bad, so she went to the Dr. Her Dr. recommended that she drinks distilled spirits instead of wine, because fermented beverages become difficult to metabolize with age → the solution was tequila! Kat has always enjoyed creating exceptional cocktails, and before she knew it, the 1st batch of 21Seeds was created in a Brita with her sister and girlfriend.

Please enjoy this week’s episode with Kat Hantas.

Kat’s 3 Life Achievements/Milestones:

- Having her kids

- Making her movie "Taking 5"

- Starting 21Seeds

Kat’s Social Media Links:

21Seeds: https://www.21seeds.com/home

LinkedIn: https://www.linkedin.com/in/kat-hantas-ba0621163/

Instagram: https://www.instagram.com/kathantas/?hl=en

Twitter: https://twitter.com/21seedstequila

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube -

https://www.youtube.com/channel/UCsw\_03rSlbGQkeLGMGiDf4Q

Setting Up Automation Triggers For Personas Based On Intent with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 28 Mar 2022 09:00:00 +0000

On today’s episode, we will be covering Part 4: Setting Up Automation Triggers For Personas Based On Buyer’s Intent.

Episode Highlights:

Buyer Sentiment Reports

Don’t just look at open, clicks,
Use this to check replies (including positive, objections, etc).
Analyze your emails

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

____________________________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

The Art of the Possible with Proprietary Capital Investment Founder, Mark Watson III

becca.eddleman@skaled.com (Jake Dunlap, Mark Watson) — Thu, 24 Mar 2022 09:00:00 +0000

Whether it is investing in startups, running public companies, or navigating major world crises, this week’s guest is all about keeping things right side up. It isn’t only companies that he aims to keep afloat. This week’s guest has been featured in Forbes, Inc., Yahoo Finance, Newsweek, and Bloomberg to name a few. Investor, entrepreneur, and skilled navigator of both the ocean and the boardroom, Mark Watson is this week’s guest on “The Jake Dunlap Show.”

Mark is a natural born leader, and from a young age always aspired to be a businessman. However, his reality was much different, as his parents divorced at age 7. His mother couldn’t afford jeans, so he wore polyester pants and had subsidized school lunch.

After studying Finance at Southern Methodist University, Mark went to The University of Texas Law School before tackling multiple finance and general counsel roles. After achieving his own childhood goal of being a successful businessman, he decided to help other entrepreneurs meet their goals. Mark is a true believer that all of your skills will come together.

Over the years, Mark embodied the notion of being an entrepreneur differently, and is a true believer that all skill will come together. He was even fortunate enough to share some boardroom bonding time with his Dad, who he credits for tutoring him in the world of business.

In 1998, Mark sensed that technology was going to significantly transform business and the economy, so he started Aquila Capital Partners to support and invest in companies that leverage potentially transformative technologies. It is their mission to support the next generation of entrepreneurs building purpose-driven, innovative technology-enabled companies.

Please enjoy this week’s episode with Mark Watson.

Mark’s Social Links:

Website: https://markewatsoniii.com/

https://www.aquilacapitalpartners.com/

Facebook: https://www.facebook.com/markewatsoniii

Twitter: https://twitter.com/markewatsoniii

LinkedIn: https://www.linkedin.com/in/markewatsoniii/

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw\_03rSlbGQkeLGMGiDf4Q

How Do Your Customers Make Money, What Is Most Important To The Individual Buying, and the Top-Tech To Please Your Customers with Jake Dunlap

becca.eddleman@skaled.com (Jake dunlap) — Mon, 21 Mar 2022 09:00:00 +0000

On today’s episode, we will be covering Part 3 - Knowing How Your Customers Make Money, What Is Most Important To The Individual Buying, and the Top-Tech To Please Your Customers.

Episode Highlights:

80/20 Rule: You only need 20% personalization, and true connection isn’t “I see you went to X University).

What part of outbound are the most important touch points?

28% Touchpoint 1

41% Touchpoint 2-4

21% Touchpoints 5-9

10% Touchpoint 9+

Tech Tools:

LinkedIn Sales Navigator
Research and find leads
Engage outside of email

Sendoso

Send gifts right within your sequence, track their progression

Vidyard

Put the “person” in “personalization”
Never been easier

Koncert Agent-Assisted Dialing

Actual trained human agents do the dialing
Reps focus on having the conversations that lead to sales

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

____________________________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

The Art and Science of Wearable Meditation Biotechnology with Ariel Garten

becca.eddleman@skaled.com (Jake Dunlap, Ariel Garten) — Thu, 17 Mar 2022 09:00:00 +0000

Imagine a world where you could light the Olympic rings with your mind, pour a beer with a thought controlled beer tap, or paint a picture using your thoughts!

This week’s guest brings the worlds of art, science, fashion, and technology all together with her brain sensing headband technologies. Her work has been featured in CNN, Forbes, Popular Science, TechCrunch, Wall Street Journal TechCrunch, and Huffington as well.

Ariel Garten, Picasso of Brainwaves, is this week’s guest on “The Jake Dunlap Show.”

From a very young age, art and science were very well integrated into her life. Ariel’s mother is a Visual Artist known for her large scale oil on canvas work, and Ariel was always into fashion, as clothing was “a blank canvas for expressing herself.” She believes she never wore anything twice to school as she constantly was coming up with new outfits. By 17 years old, she was designing and selling her own fashion in Toronto at the same time she was conducting stem cell and Parkinson’s Disease research in Neuroscience at The University of Toronto.

Along with her love for art and science, she also took an interest in the real estate development/management space as she continued Neuroconsulting as a Private Practice Therapist, where she helped her clients gain clarity on their objectives and needs while uncovering limiting beliefs in a supportive and engaging way.

Now, she is the Founder and Chief Evangelist Officer at Muse (The Brain Sensing Headband by Interaxon) where she has designed meaningful and transformational experiences, ranging from a levitating chair to a thought-controlled beer tap! Muse is an Award-Winning headband that senses brain activity and sends information to a phone or tablet, giving real time audio feedback to make meditation easier.

Outside of work, she is a previous Ted Talk speaker, and investor.

Please enjoy this week’s episode with Ariel Garten

A Special Muse Offer For "The Jake Dunlap Show"

We have a special offer for listeners of “The Jake Dunlap Show.” Enjoy a 10% off discount (Use POD10) at checkout on choosemuse.com

Ariel’s Neuroscience Lectures:

The Neuroscience of Morals
“The Neuroscience of Molecular Gastronomy
Psychotherapy and mental health
Trained psychotherapist trained in Neuro-linguistic Programming

Ariel’s Social Links:

Website: https://choosemuse.com/welcome/

Twitter: https://twitter.com/ariel_garten

LinkedIn: https://www.linkedin.com/in/arielgarten/

Podcast: Untangle Podcast, https://meditationstudioapp.com/podcasts

Muse website: www.choosemuse.com

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw\_03rSlbGQkeLGMGiDf4Q

Focusing On A Single Pain, and Re-Engaging Prospects Using Video with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 14 Mar 2022 09:00:00 +0000

Today is Part 2 of a 4 part series featuring Jake’s 6 ways to close your Q1 Gap.

On today’s episode, we will be covering Part 2 - Focusing On A Single Pain, and how to Re-Engage Prospects Using Video

Episode Highlights:

Double Tap:

Send an introductory email as your first touch
Personalized Video 2nd touch

Pick 1 pain point to create the video: Far too often do we try to solve all of our customer’s problems at once.

Always have a call to action.

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

____________________________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

The Digital Brand Rockstar - Breaking Down B2B Digital Trends with WebEnertia CEO, Steve Ohanians

becca.eddleman@skaled.com (Jake Dunlap, Steve Ohanians) — Thu, 10 Mar 2022 10:00:00 +0000

From moving to the US at a very young age, to dropping out of college to start a rock band, this week’s guest has had quite the journey to being the expert digital transformation and website storyteller he is today. He has driven significant digital brand experience initiatives with companies such as Google, Cisco, Intel, and Citrix just to name a few. Steve Ohanians is this week’s guest on “The Jake Dunlap Show.”

With just a few hundred bucks in his dad’s pockets, Steve and his family moved to the U.S from Iran in 1986. His father, who was Steve’s hero, was a SVP of an Oil Refinery plant, but studied to become a licensed plumber/contractor upon their arrival to the U.S.

While in college, Steve initially decided on studying Aerospace Engineering, but dropped out to start an LA Rock Band called Substance. Over time, he started seeing how many creative opportunities there were on the internet, and slowly started moving into that space.

Fast forward, Steve Co-Founded WebEnertia, where it is their mission to Empower B2B Brands by creating impactful and data-driven digital brand and web experiences. Steve often talks about the importance of evaluating marketing technology investments to ensure they are delivering on their KPIs, and also stresses the importance of doubling down on your current clients, as they can provide a massive lifeline during market shifts.

Steve drove significant initiatives with companies such as:

Cisco Systems
Electronic Arts
Google
Citrix
Intrel
McAfee

Steve’s Blueprint For A Successful Campaign:

Authenticity
Clear Positioning
Articulation of what you solve for your audience
Adding depth to the experience to promote engagement

Recognition:

ADDY Awards
Interactive Media Awards for outstanding web design work
Forbes Agency Council

Please enjoy this week’s episode with Steve Ohanians.

Steve’s Social Links:

Website: https://www.webenertia.com/
Instagram: https://www.instagram.com/chalowalo/?hl=en

Twitter: https://twitter.com/steveohanians

LinkedIn: https://www.linkedin.com/in/steveohanians

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw\_03rSlbGQkeLGMGiDf4Q

Don’t Hit Send All: Track Quality Over Quantity with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 7 Mar 2022 10:00:00 +0000

It is already March, which for many of you is the end of Q1. Today is the start of a 4 part series featuring Jake’s 6 ways to close your Q1 Gap.

On today’s episode, we will be covering Part 1 - Why you should stop hitting send all, and track quality over quantity.

Episode Highlights:

82% of teams aren’t hitting their outbound target

65% say it’s because of generic messaging

Mix in both short, medium and long sequences.

Build the bench for next quarter

Go to people who were:

Not interested
Not right now

As always, hit the subscribe button on your favorite podcast player so you don’t miss out on the rest of the series, as well as any new featured Thursday guest on “The Jake Dunlap Show.”

Now, enjoy this week’s episode.

____________________________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Putting Down The Bottle to Pick Up Baking - Overcoming Alcholism with Edible Cookie Doughp Expert, Kelsey Moreira

becca.eddleman@skaled.com (Kelsey Moreira, Jake Dunlap) — Thu, 3 Mar 2022 10:00:00 +0000

This week’s guest is not just taking the Cookie Dough industry by storm and serving thousands of households every week, but is doing so while reducing the social stigmas associated with addiction recovery and mental health. Kelsey Moreira is this week’s guest on “The Jake Dunlap Show.”

Kelsey was born in Dallas, Texas, but grew up in Sacramento California. After her parents divorce, and turbulence along with a focus on perfectionism from her mother led to Kelsey’s anxiety. At age 14, Kelsey went to her first party where it felt good to drink.

Kelsey took on a Technical Marketing Internship for 5 years while attending Arizona State University at Intel. Much like any college student, alcohol consumption continued. Over time, Kelsey began pushing people away due to her drinking until one day, she had the final straw.

Kelsey put down the bottle, and as she was not out drinking all hours of the night on the weekends, she began waking up early, and had extra time, leading to her baking. This was the beginning of Doughp.

Doughp started selling in San Francisco’s Pier 39 and inside Oracle Park before expanding to The Las Vegas Strip, and now ships nationwide through strong e-commerce. In 2019, Kelsey went on Shark Tank (Season 10, Episode 22), and was told by Barbara Corcoran that Kelsey was: “The most sophisticated store owner she’d ever met in her life.” She did not get a deal, but has had massive growth and success since.

Please enjoy this week’s episode with the Queen of Cookie Dough, and the most sophisticated store owner Barbara Corcoran has ever met in her life, Kelsey Moreira.

#Doughp4Hope:

#Doughp4Hope - Reducing the stigmas around mental health and addiction, and donating heavily to non-profits and instilling crucial Mental Health Policies for their staff.

Crisis Text Line:

https://www.crisistextline.org/

Kelsey's Social Links:

Facebook and Instagram: @doughp, @kels.moreira

Tik Tok/Twitter: @eatdoughp

LinkedIn: Kelsey Moreira

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw\_03rSlbGQkeLGMGiDf4Q

Quick Short Videos, Solving Open Rate Problems, and Scaling Outbound Lead Generation with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 28 Feb 2022 10:00:00 +0000

Part 5 of Jake's "The Modern Outbound Playbook"

This is the final episode in this 4 part “What’s Not In The Modern Outbound Playbook” series, and today Jake answers some listener questions on creating quick short videos, how to address email open rate problems, and scaling outbound lead generation through outsourcing.

Quick Short Video

Key: Add value immediately

Saw on LinkedIn
Bullets below on topic
Send more details
Thank them “following your journey on LinkedIn, etc.”

Solving Open Rate Problems (Email Subject Lines)

Time to connect - (Date) - 30-40% Open Rate

Referred From XYZ Office (on big companies)

Scaling Outbound Lead Generation

If you are outsourcing your lead generation, treat them like a full time employee for the first 30-45 days. The upfront investment will directly correlate to the success.

Link To Download “The Modern Outbound Playbook”:

https://skaled.com/insights/modern-outbound-playbook-modern-sales-tech/

If you haven’t already, hit the subscribe button so you don’t miss out on upcoming episodes of The Jake Dunlap Show.

__________________________________________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website:

https://www.jakedunlap.com/

Therapist to CEO with Howard Brown

becca.eddleman@skaled.com (Howard Brown, Jake Dunlap, The Jake Dunlap Show) — Thu, 24 Feb 2022 10:00:00 +0000

When this week’s guest started his career as a Licensed Marriage and Family Therapist in 1996, I am sure he could have never imagined what he would accomplish 25 years later. Howard Brown is this week’s guest on “The Jake Dunlap Show”

Howard grew up in Beverly Hills, and was the son of the Mayor, which had its ups and downs. His first experiences “selling” were walking door to door with his father, meeting the people and asking what they would like to see that he can take care of as the Mayor.

To follow in his father’s footsteps, he originally went to the University of Arizona to study political science, but started writing speeches and was not fulfilled with that work, so he started volunteering for the homeless. He switched career paths, and went on to become a Licensed Marriage, Family, and Child Therapist.

Following his work as a Therapist, he went on to be the Founder/CEO of 4therapy.com Network, Inc. which was acquired by CRC Health Group Inc. where Howard became the VP of Marketing before becoming the Founder/CEO of both Senior Transitions and DemandResults. In 2013, he founded Revenue.io (formally ringDNA), a platform that captures customer engagement data from live rep conversations, and uses that info to help the sales rep automate selling tasks, prioritize opportunities, and recommend follow up actions and content.

Accomplishments:

He is a 4x entrepreneur (leading to multiple acquisitions by publicly traded companies, has appeared on Bloomberg TV, Fox Business, Forbes, Entrepreneur Magazine and the Wall Street Journal to name a few. He also has 3 patents.

Please enjoy this week’s episode with the Psychologist of RevOps, Howard Brown.

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw\_03rSlbGQkeLGMGiDf4Q

Howard’s Social Links:

Website: https://www.revenue.io/

Instagram: https://www.instagram.com/howardabrown/?hl=en

Twitter: https://twitter.com/howardbrown

YouTube: https://www.youtube.com/user/RingDNAvideos

LinkedIn: https://www.linkedin.com/in/howardbrown/

The Ultimate Webinar Follow-Up Play for Warm Leads and Re-Engaging Old Opportunities With Video with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 21 Feb 2022 10:00:00 +0000

Part 4 of Jake’s 5 Part “What’s Not In The Modern Outbound Playbook” series.

This week’s episode is the “Ultimate Webinar Follow-Up Play for Warm Leads, and how you can re-engage old opportunities with video.”

Jake’s Poll:

Does your marketing team currently run or have plans to run webinars in 2022?

Only 50% of teams are using webinars!

Ultimate Webinar Follow-Up Play for Warm Leads
Marketers- Just because someone signs up for a webinar does NOT mean they are a warm lead.

Pro Tips:

#1 Quick follow-up is important in this play, so it’s best to have your messaging and sequences written and videos ready to go the day of the event.

#2 Since these are warm leads, eGift cards for coffee or lunch tend to work well as a way to get them just over the hump and say yes to a meeting.

Reengage Old Opportunities with Video

Go back to your old close/lost opportunities from 2020 and 2021, send a personalized video and message on LinkedIn.

Suggested Tools:

Outreach and Vidyard

Pro Tip:

When sending your personalized video, bullet out or summarize your key points/value props in the body of your email as well.

Jake Poll:

What’s your #1 concern when it comes to outbound this quarter:

Generic messaging - 29%

Too focused on quantity - 33%

Not iterating - 25%

Sequence strategy old - 13%

Link To Download “The Modern Outbound Playbook”:

https://skaled.com/insights/modern-outbound-playbook-modern-sales-tech/

If you haven’t already, hit the subscribe button so you don’t miss out on upcoming episodes of The Jake Dunlap Show.

__________________________________________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

From Software Sales To CEO - The American Dream with Lyamen Savy

becca.eddleman@skaled.com (Lyamen Savy, Jake Dunlap) — Thu, 17 Feb 2022 15:45:00 +0000

Today’s guest is the definition of living the American Dream. She grew up a small studio apartment in the former Soviet Union with no running water, had to experience Government rations due to food shortages, and on top of it all, an escalating war prior to boarding a plane for the 16 hour flight to the United States. Her mother had her and her twin sister at the age of 18, and her grandmother raised them from the age of 1. Lyamen Savy is this week’s guest on “The Jake Dunlap Show.”

Lyamen went on to Bellevue College to study Web Multimedia design, and later to the University of Washington where she finished her degree inBusiness Administration, Management and Operations. These degrees took her 9 years in total to complete, as she was working full time during her studies.

After starting her career in sales, she made the switch over to marketing, and credits much of her success to the skills she learned while in sales. Lyamen worked her way through the ranks at companies such as Capital One and Microsoft, she founded 321 Ignition with her Co-founder/former work colleague DJ Haddad, and is the current CEO of the only women-owned website provider for car dealerships, where they have set the gold standard for customer experience in the automotive industry.

321 Ignition is a mobile-first website platform for car dealerships, designed to be world’s best car shopping experience. They provide insights and proven approaches and analytical methodologies to car dealerships in order to help them engage customers online, and focus on UX and mobile-first design, leading to incredible lead generation.

Topics of the Episode:

How she fell in love with coding/web design
9 Year college degree due to working full time
Why sales is beneficial for marketers
Starting 321 Ignition
How websites are the best salespeople

Please enjoy this week’s episode with the Queen of Automotive Mobile, Lyamen Savy.

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw\_03rSlbGQkeLGMGiDf4Q

Lyamen’s Social Links:

Website: https://www.321ignition.com/meet-the-team/

Instagram: https://www.instagram.com/accounts/login/?next=/lyamen.savy/

Facebook: https://www.facebook.com/lyamen

Twitter: https://twitter.com/lsavy

YouTube: https://www.youtube.com/channel/UCFUa8EATHApB-Q3s-C8zJbw

LinkedIn: https://www.linkedin.com/in/lyamensavy/

Breaking Down Outreach To Active LinkedIn Users, Reduce Your Meeting No Shows, and Engaged vs. Unengaged Buyers with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 14 Feb 2022 10:00:00 +0000

Part 3 of Jake’s 5 Part “What’s Not In The Modern Outbound Playbook” series.

On today’s episode, Jake will go over how to break in when a prospect is active on LinkedIn, how to reduce your chance of no shows, and how to handle those who are Engaged vs. Unengaged.”

“Breaking in When They’re Active on LinkedIn:”

Pro Tips:

#1 Always use the AND mentality when creating sequences. For example, it’s not a LinkedIn OR video play or an email OR LinkedIn play. This play uses email AND video AND audio messages AND calls.

#2 Use Vidyard video analytics to track if people are watching 100% of your video. If not, try to shorten the length or test more engaging intros.

The Play To Reduce Your Chance of No Shows

Immediately after you set the meeting:

Step 1. Send invite and assign to sequence

Day before meeting:

Step 2. The day before a meeting, send a short video as a reminder.

Step 3. LinkedIn Profile View

Day of Meeting:

Step 4. 10 minutes after the meeting time, call your prospect and leave a voicemail if they don’t answer.

Step 5. 1 hour after meeting, send a video via email: “Hey, we had a meeting booked at X time, but we seem to have missed each other. Is there a time that works for your tomorrow or (weekday 2 days from now)?

Day after Meeting:

If they still haven’t responded the next day, send a LinkedIn message “I know emails can be buried in inboxes…”

Up your video quality game, show up digitally like you would in person.

Split Play - Engaged vs. Unengaged

Pro Tips:

#1 Don’t use links until at least email #3 or videos until email #2. This helps prevent getting caught in SPAM.
#2 Try interest-based, soft calls to action in your early emails, such as asking for a reply or dialogue versus a meeting

If you haven’t already, hit the subscribe button so you don’t miss out on upcoming episodes of The Jake Dunlap Show.

Link To download The Full “Modern Outbound Playbook”:

https://skaled.com/insights/modern-outbound-playbook-modern-sales-tech/

__________________________________________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

How to Connect, Train, and Coach 1 Million+ Entertainment Industry Professionals with Richard "RB" Botto

becca.eddleman@skaled.com (Richard RB Botto, Jake Dunlap) — Thu, 10 Feb 2022 10:00:00 +0000

This week’s guest grew up always interested in theater and film, especially interested in the business aspect of the industry. Little did he know he would later in his life found the largest online platform/marketplace that provides networking and training opportunities for entertainment creatives worldwide. Richard “RB” Botto is this week’s guest on “The Jake Dunlap Show.”

RB is the grandchild to 1st and 2nd Generation Italian immigrants. Growing up in Staten Island where he learned many hard lessons, his mother taught him that “everything is possible”, and his father was a Pharmaceutical executive who made many sacrifices working late nights and weekends.

During his Pharmaceutical school studies, he continued in his theater career, taking writing/acting classes, and performed in numerous shows. One day, a professor convinced him to leave Pharmacy school after complementing his writing and creative skills.

As he took small theater roles around NYC, he started RAZOR Magazine to pay the bills. RAZOR Magazine was a national men’s lifestyle magazine with 1.5M readers in North America, with contributing authors such as Mark Cuban, Paul Haggis, and David Maet to name a few.

In 2011, he Founded “Stage 32,” which is the world’s largest online networking and training platform for entertainment creatives, connecting ~ 1 Million members. They have been able to connect emerging talents to incredible opportunities in the industry, and partner with streaming platforms such as Netflix to host workshops.

Accomplishments:

#1 Best-Selling Author “Crowdsourcing For Filmmakers: Indie Film and the Power of the Crowd”
Sundance-Award-Winning Feature
Keynote Speaker
Teaching Experiences (Filmmaking, Producing, Film Finance, Screenwriting, Social Media, Crowdfunding) to schools like Harvard, USC, and Columbia.

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake\_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw\_03rSlbGQkeLGMGiDf4Q

RB’s Social Links:

Website: https://www.richardbotto.com/
Instagram: https://www.instagram.com/rbwalksintoabar/?hl=en

Facebook: https://www.facebook.com/pages/category/Personal-Blog/Richard-RB-Botto-535138127409793/

Twitter: https://twitter.com/RBwalksintoabar?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor

YouTube (Stage 32): https://www.youtube.com/channel/UCLYfsZwrQG3qzSshWjT4A9g

LinkedIn:

https://www.linkedin.com/in/richardbotto/

The Modern Outbound Tech Stack with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 7 Feb 2022 10:00:00 +0000

Last week, Jake started breaking down a 5 part series that will highlight “What’s Not In The Modern Outbound Playbook.” This week’s focus is Part 2:

Part 2: The Modern Outbound Tech Stack

There are 2,000+ sales techs to choose from! From sourcing leads to closing deals, the most successful teams use technology to increase efficiency!

4 Key Areas To Focus On When Building A Tech Stack:

A database for accurate and useful buyer information
A way to organize and track your sequences so you never miss a touchpoint
A system that tracks and compiles data so you can make better decisions and constantly optimize
A Means to delight your prospects

Skaled Master Six Tech Partners:

Outreach
Vidyard
Sendoso
LinkedIn Sales Navigator
SalesIntel
InsightSquared

One size does not fit all, you need to tier prospects and accounts:

Tier 1: Highly personalized high-touch plays with some automation for admin or general tasks

Tier 2: Mix of personalization and automation (20% personalized, 80% templatized)

Tier 3: Slight personalization and high automation

If you haven’t already, hit the subscribe button so you don’t miss out on upcoming episodes of The Jake Dunlap Show.

Link To Download “The Modern Outbound Playbook”:

https://skaled.com/insights/modern-outbound-playbook-modern-sales-tech/

__________________________________________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

From The DJ Booth To The ESPN Film Room with Johnny Sweet

becca.eddleman@skaled.com (Jake Dunlap, Johnny Sweet) — Thu, 3 Feb 2022 10:00:00 +0000

From DJ gigs in High School to pay the bills, to triple majoring in college, today’s guest knew he wanted to be in sports journalism, but could have never imagined evolving the award winning documentary director that he is today. Johnny Sweet is this week’s guest on “The Jake Dunlap Show.”

Johnny grew up in New York and Yonkers during the golden age of hip hop. As a child he fell in love with rap music and sports, ultimately leading to him triple majoring in Journalism, History, and Political Science in college at Syracuse.

While attending Syracuse, he was a DJ to pay the bills. His love for journalism ultimately landed him a role at ESPN where he found his path over much hard work.

Now, he makes his living by bringing stories from World-Renowned Athletes to life. He is the producer and director of both “Vick: A Bleacher Report Documentary” which featured Michael Vick’s story, as well as “Quiet Storm,” a documentary about the life of Ron Artest that debuted in 2019 on Showtime. He recent work “Last Call: The Shutdown of NYC Bars.”

Awards:

Associated Press Sports Editor Award for Journalism: “Vick: A Bleacher Report Documentary.”
Emmy Award Winning Feature ESPN Producer

Johnny’s Social Links:

LinkedIn: https://www.linkedin.com/in/johnny-sweet-2a67346/

Instagram: https://www.instagram.com/johnnysweetocp/?hl=en

Twitter: https://twitter.com/JohnnySweetOCP?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

The Current State Of Outbound Explained with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 31 Jan 2022 10:00:00 +0000

This week, we will be starting a 5 part series that will highlight “What’s Not In The Modern Outbound Playbook.” Here is an overview of the series:

Part 1: The State of Outbound Explained

Part 2: The Modern Outbound Tech Stack

Part 3: Breaking Down Active LinkedIn Users, Reducing No Shows, and Engaged vs. Unengaged Buyers

Part 4: The Ultimate Webinar Follow-Up Play For Warm Leads, Reengaging Old Opportunities With Video

Part 5: Q&A

This week, Jake breaks down the current state of outbound.

In October 2021, 82% of teams said they weren’t hitting their outbounds targets.

Outbound Trends of 2022:

Hybrid
Creativity
Quality

Hybrid Stats:

92% of B2B buyers prefer virtual sales interactions

50% B2B Buyers say that remote work has made purchasing easier.

86% of B2B companies have experienced an increase in their ROI of the hybrid event.

Top Reasons Teams Aren’t Hitting Goal:

48.5% Generic Messaging

26.3% Too Focused On Quantity

#1 Way Teams Believe We Can Make Outbound More Effective:

Track quality over quantity
Better data and insights

If you haven’t already, hit the subscribe button so you don’t miss out on upcoming episodes of The Jake Dunlap Show.

__________________________________________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

From Building Websites In Middle School to Managing a $100M/Year Advertising Agency with Alex Melen

becca.eddleman@skaled.com (jake dunlap, Alex Melen) — Thu, 27 Jan 2022 10:00:00 +0000

Born in Kiev, Ukraine, this week’s guest and his family dropped everything and moved from the USSR to New York in the early 1990s barely knowing any English. Fast Forward to today, he is an Award-Winning Serial Entrepreneur who went from starting to build websites in the early 90s, to now managing over $100MM/year in advertising spend for his clients. Alex Melen is this week’s guest on “The Jake Dunlap Show”

Alex’s family settled in Washington Heights/Harlem, and he moved to different schools every year until his family resettled in New Jersey. While in Middle School, Alex’s father was in Computer Science, and the access to a computer allowed Alex to build his first website business in Middle School. This business grew to over 600,000 active users in High School prior to studying Business Administration/Management at Babson College.

Over his career, he wanted to move away from coding and into growing businesses, and at that time, everyone wanted to be in finance. Alex held Analyst positions at both Citi and Electric Insurance prior to taking a role at Toys R Us.

At that time. Toys R Us didn’t have a website, and were so focused driving traffic to their brick/mortar stores that they drove online business to their competitor, Amazon. From there, Alex made the shift from Finance to Digital Marketing at MediaVest.

At MediaVest, Alex was a Digital Analytics Manager for companies such as Samsung and Walmart.

Now, Alex is the Co-Founder of SmartSites, a best-in-class digital marketing services company that is the #1 rated digital marketing agency that specializes in:

Digital Marketing Agency
Online Marketing
Web Design
Website Development
Search Engine Optimization
Pay Per Click Advertising
Search Engine Marketing
WordPress
Google/Facebook Ads

Awards and Publications:

Awards

Babson Business of the Year
Bloomberg Top 101 Best Freebies
Bloomberg Businessweek Top 25 Entrepreneurs Under 25
Empact 100 2013,2014
INC 5000 Fastest Growing Company (2017-2021) 5 Consecutive Years
NJBIZ Top 250
YoungBiz Top 100 Young Entrepreneurs

Publications

Driving Digital Success
How to Use Digital Marketing to Plan for Success with Dwindling Inventories and Uncertain Market Conditions
Pivoting Your Marketing to Capture the New Digital Shopper
What Can We Learn from the Last Financial Crisis?
The 4th Technological Revolution: AI & Machine Learning

Alex’s Social Links:

Website: https://www.alexmelen.com/

LinkedIn: https://www.linkedin.com/in/alexmelen/

Facebook: https://www.facebook.com/alexmelen

YouTube: https://www.youtube.com/cinsatag

Instagram: https://www.instagram.com/alex.melen/?hl=en

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Investing In Your Employees, 3 Hiring Mistakes To Avoid, and Getting Any CEOs Attention

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 24 Jan 2022 10:00:00 +0000

In this week’s Mini-Episode Monday, Jake is bringing you his top advice on investing in your employees, 3 hiring mistakes you should avoid that he has made himself, and how to get the attention of any CEO.

Investing In Your Employees:

Ramp Plan: Breaking it down into Buddy Systems, and consistently level up over time.
Focus on the “Basics of Basics”: Companies are responsible for the development of their reps.
Continual Development: Constant and consistent development will enhance reps, and be better able to provide the best experience for your customers

3 Hiring Mistakes You Should Avoid:

Focus on the skillset you are looking for, and not around their charisma.
Take the reference process seriously.
Years of experience actually doesn’t matter.

How to Get Any CEO’s Attention From A CEO:

Jake’s most successful gift campaign? Sending iPads to an iPad waitlist management tool for restaurants:

75% Response Rate,
45% Meeting Rate

Focus Areas:

Relevant Touchpoints
High Quality Activity
Number of Positive Outcomes

Also the biggest tip of all, stop sending socks!

Episode YouTube Links:

Investing In Your Employees

https://www.youtube.com/watch?v=IQLljfKuQDY

3 Hiring Mistakes You Should Avoid

https://www.youtube.com/watch?v=XLEw77uUufo

How To Get ANY CEO’s Attention From A CEO

https://www.youtube.com/watch?v=Q7W2b_gvbKY

If you haven’t already, hit the subscribe button so you don’t miss out on upcoming episodes of The Jake Dunlap Show.

__________________________________________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Expert Generalist -- Building A Moral Compass For AI with Anne Cheng

becca.eddleman@skaled.com (#JakeDunlap, #TheJakeDunlapShow) — Thu, 20 Jan 2022 10:00:00 +0000

This week’s guest is a serial entrepreneur who was born into a working class family, and has held executive positions in the financial services industry prior to working on numerous startups before founding Supercharge Lab. Anne Cheng is this week’s guest on “The Jake Dunlap Show”

Going back into Anne’s early years, some of her fondest memories were around the dinner table, where her mother would tell stories of her times setting up churches and providing education in the jungle. Anne is a first generation university student who has fought through learning disabilities on her way to massive success.

Anne studied Banking and Finance at The London School of Economics and Political Science, before later completing graduate studies at the University of Adelaide for both her MBA, as well as a Master of Engineering. During her studies in Engineering, she learned the valuable skill of thinking in a process oriented manner.

She was a Finance Executive for a number of years prior to starting Start Up Nation, which is a proprietary angel investment vehicle. Anne attributes building her people skills while working at Stand Up Nation.

At Supercharge Lab, she specializes in executive strategy, operations management, talent development and building innovative cultures in organizations. It is a primary goal for her to build a moral compass for AI.

She considers herself a serial entrepreneur who has started, failed, and exited multiple startups on her roller coaster to success, and is now passionate about innovation, social causes, and mentoring startup founders in the South East Asian Region.

Anne’s 5 Things To Create A Successful Startup:

Know your value proposition
Ensure value generation can be repeated, scaled, and taught
“A chain is only as strong as it’s weakest link”
Keep learning and unlearning
Embrace Discomfort

(https://medium.com/authority-magazine/anne-cheng-of-supercharge-lab-five-things-you-need-to-create-a-highly-successful-startup-336dbd9aae56)

Find out more about Anne and Supercharge Lab in the following links:

Website: https://www.superchargelab.com/

Facebook: https://m.facebook.com/SuperchargeLab/?__tn__=C-R

Twitter (Supercharge Lab): https://twitter.com/superchargelab

LinkedIn: https://www.linkedin.com/in/anne-cheng/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

How B2B Sales Will Change In 2022, Jake's First Million, and 3 Apps That Will Explode Your Productivity

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 17 Jan 2022 10:00:00 +0000

Welcome to another episode of Mini-Episode-Monday, a new series where Jake will be bringing you bite-sized clips from sales calls he has done, interviews he has been on, or simply Jake's hot take on a given topic.

This week’s episode is a mashup that starts with Jake discussing his thoughts on how B2B sales will change in 2022. That portion is followed up with how Jake made his first million dollars, and the episode finishes with 3 apps that Jake uses that have exploded his productivity.

How B2B Sales Will Change in 2022:

The buyer in 2022 needs someone who can be a guide to them, and help someone make the right decision while adding value.

Link: https://www.youtube.com/watch?v=FOQTJve6lqw

Jake’s First Million:

Everyone wants to be a “millionaire,” right? It is a lot of hard work, mistakes, and putting money away. Some great ways Jake made his first million:

Max Out Your 401K - That is free money!
Taking A Job For Growth

Link: https://www.youtube.com/watch?v=xp6Ic6UCXR8&t=68s

3 Apps That Have Exploded Jake’s Productivity:

Evernote
SuperHuman (25-30% more efficient)
Calendar

Link: https://www.youtube.com/watch?v=RmuEtmfNV48

If you haven’t already, hit the subscribe button so you don’t miss out on upcoming episodes of The Jake Dunlap Show.

__________________________________________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

From Combat-Decorated Navy SEAL Sniper To Building 8 Figure Businesses with Brandon Webb

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 13 Jan 2022 10:00:00 +0000

From humble beginnings living in his family’s boat while working as a Scuba instructor, to being a combat-recognized Navy SEAL Sniper, to building multiple 8-figure businesses, Brandon Webb is this week’s guest on “The Jake Dunlap Show.”

Brandon’s family made the decision to live on a boat, while he took a job at 13 years old as a janitor for the scuba diving boat. After a blow up with his father at 16 years old, he left home to work on the boat.

Fast forward, Brandon started his Navy SEAL class with 220, and he was 1/23 others who did graduate his class. During his time with the US Navy, he held multiple positions, including his time as a helicopter rescue swimmer crew chief. He was deployed to Afghanistan where he led several combat sniper reconnaissance missions, nad was ranked as the #1 SEAL. Brandon also served as a Navy SEAL sniper school course manager, which produced some of America’s most legendary snipers.

He has received numerous distinguished service awards, including Top Frog at Team 3 (best combat diver), the Presidential Unit Citation (awarded by President George W. Bush), and the Navy and Marine Corps Commendation medal with “V” device for valor in combat. Webb ended his Navy career early to spend more time with his children and focus on entrepreneurship.

Brandon took on Crate Club Group to a successful exit in 2020 after achieving 8-figure revenue. Now, for the past 10 years, Brandon is the CEO of SOFREP Media, a niche content (military) news, podcast, publishing, and streaming site (SOFREP.com).

Brandon’s creative side comes out when he is writing, and has written or co-written multiple NYT bestselling books in non-fiction, and sold his first thriller series, Steel Fear in 2020 to Random House.

Find out more about Brandon in the following links:

Website: www.brandontylerwebb.com

Instagram: https://www.instagram.com/brandontwebb/

Facebook: https://www.facebook.com/brandonwebbseal

Twitter: https://twitter.com/BrandonTWebb?ref_src=twsrc%5Egoogle%7Ctwcamp%5Eserp%7Ctwgr%5Eauthor

LinkedIn:https://www.linkedin.com/in/brandon-webb-navy-seal-ceo/

Amazon Book Link: https://www.amazon.com/Steel-Fear-Thriller-Brandon-Webb/dp/0593356284/ref=as_li_ss_tl?_encoding=UTF8&qid=&sr=&linkCode=sl1&tag=s07119-20&linkId=2fe63dc0ab075397bbe806131a330960&language=en_US

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap

Instagram - http://instagram.com/jake_dunlap _

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/

LinkedIn - https://www.linkedin.com/company/skaled

YouTube -

https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Working Remote Exposed Everyone with Kevin "KD" Dorsey

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 10 Jan 2022 10:00:00 +0000

This week’s Mini Episode Monday features Kevin “KD” Dorsey, who joins Jake to discuss the current problems with remote work

Being remote has greatly exposed everyone that did not have processes in place to thrive in this environment. If you have to be there in person to get the behavior that you expect, it means you don't have the culture you need to have, and if you don't have processes in place and then you go remote, it’s all downhill from there.

Kevin Dorsey joins Jake Dunlap in working remote problems and awesome solutions around them!

KD’s Top Tips For Remote Leaders:

1. Putting Sync Ups On The Calendar

2. Less Transactional Spiffs - Managers Need To Be Proactive

3. Who Needs A Shout Out/Pick Me Up? Send Them A Message

If you haven’t already, hit the subscribe button so you don’t miss out on upcoming episodes of The Jake Dunlap Show.

__________________________________________________________________________________________________

As a thought-leader with more than 60,000 followers across his platforms, Jake's audience gains valuable insights into scaling an organization, sales best practices, and general career motivation.

Prior to Skaled, Jake was the first sales hire and VP of Sales at Glassdoor which was acquired by Recruit Holdings for $1.2Billion in 2018.

►Connect with Jake Dunlap

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/

Impact, Inspiring Others, and Being “Unapologetically Ambitious” with Shellye Archambeau

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 6 Jan 2022 10:00:00 +0000

This episode of The Jake Dunlap Show features Shellye Archambeau, who is now Board Director for companies such as Verizon, Nordstrom, Roper Technologies, Okta and many more! Shellye wasn’t born into these Board Director seats, as she had to face a significant amount of adversity starting at a young age, but has built her up into the successful person she is today.

Shellye starts today’s episode discussing her upbringing at multiple schools as she faced the adversities of racial inequity at a very young age first hand. Later on Shellye was accepted and graduated from The Wharton School prior to getting her start at IBM.

It was Shellye’s goal to become the CEO one day, but after 15 years of working her way through the ranks running very successful departments, she realized she wouldn’t be considered for the IBM CEO role, and moved to become the President of Blockbuster.com. (She was in the meeting that Netflix pitched Blockbuster, but that is a whole nother podcast.)

Shellye studied CEOs, and realized that sales is the path to becoming CEO more than any other role, which led her to Executive Marketing/Sales positions at NorthPoint Communications and Loudcloud/Opsware. The next phase of her journey was to getting on boards, as boards are in charge of hiring CEOs. This led her to becoming a Board Director on many boards.

Now, Shellye’s mission is to impact and inspire to achieve what they want to achieve has led her to writing her new book, “Unapologetically Ambitious.”

Quotes

“You can’t control what people say or do, but you can control how you react. If they affect how you feel about yourself, they won.”

“Be comfortable with the uncomfortable.”

“Risks and rewards are two sides of the same coin.”

“Impact and inspiring others to achieve what they want to achieve.

Find out more about Shellye in the following links:

Website: https://shellyearchambeau.com/

Instagram: https://www.instagram.com/shelarchambeau/

Facebook: https://www.facebook.com/shellye.archambeau

Twitter: https://twitter.com/ShelArchambeau

LinkedIn: https://www.linkedin.com/in/shellye-archambeau/

Amazon Book Link: https://www.amazon.com/Unapologetically-Ambitious-Barriers-Create-Success/dp/1538702894/ref=tmm_hrd_swatch_0?_encoding=UTF8&qid=1641059155&sr=8-1

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap Instagram - http://instagram.com/jake_dunlap_

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/ LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

3 Ways You Can Deal With Rejection! - Introduction To Mini-Episode-Monday with Jake Dunlap

becca.eddleman@skaled.com (Jake Dunlap) — Mon, 3 Jan 2022 10:00:00 +0000

Welcome to Mini-Episode-Monday, a new series where Jake will be bringing you bite-sized clips from sales calls he has done, interviews he has been on, or simply Jake's hot take on a given topic.

A new year means that many are going to be picking up the phones in hopes of booking more meetings, and building pipeline. One of the major obstacles will be dealing with objections and rejections.

So much of rejection is an opportunity to explain, or get a deal done. Expect objections. Here are Jake's Ways To Deal With Rejections:

#1 - Think of rejections as questions

#2 - Most objection/rejection questions don't actually matter.

#3 - A.I.R - Acknowledge, Ignore, Resume

Subscribe to the show so you don't miss when new Mini-Episode-Monday clips are released, as well as guest interviews on Thursdays here: (https://podcasts.apple.com/us/podcast/the-jake-dunlap-show/id1573161624)

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap Instagram - http://instagram.com/jake_dunlap_

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/ LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Jake's 2021 Year in Reflection

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 30 Dec 2021 10:00:00 +0000

This episode of The Jake Dunlap Show features Jake recapping his major takeaways from 2021.

Highlights of the year:

Skaled Grew > 100% YoY
Forecasts and Budgets
Customer Retention + New Logos

LinkedIn Stats:

11 Million Views
Follower Count Grew 21,000 YoY

People Reflections:

"Hard On Problems, Not People"
100% Accountability Mindset
Create Space

The Importance of Process:

Identified Bottlenecks
6 Month Process
Partnership Networks
Starts: Setting Personal Goals, Getting Sleep
Stop: Deprioritizing Personal Time

What's New in 2022?

We are launching a Mini Show on Mondays highlighting clips from Webinars, Podcasts, and Calls that Jake has been on to help you up your game.

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/

LinkedIn - https://www.linkedin.com/in/jakedunlap/

Twitter - https://twitter.com/JakeTDunlap Instagram - http://instagram.com/jake_dunlap_

Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/ LinkedIn - https://www.linkedin.com/company/skaled

YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Don't Be Common—Outwork Everyone to Success with JeVon McCormick

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 23 Dec 2021 13:00:00 +0000

This episode of The Jake Dunlap Show features JeVon McCormick, President & CEO at Scribe Media. JeVon was born in a time when being born of a black father and white mother was illegal.

He grew up under tough circumstances, from the fact that his father was a pimp and his mother was an orphan on welfare, to racism which saw him unaccepted in both the black and white communities.

JeVon shares pivotal moments in his life, from learning about entrepreneurship from prostitutes, to learning about compound interest cleaning toilets, to impressing his boss enough to shoot up to vice president of Payday Loans, and meeting Angelo Mozilo of Countrywide Financial.

JeVon also shares his own formula for success. He keeps it simple and sums it up with mindset, choices, and hard work equals success. It is this formula which allowed him to overcome the circumstances he was born into and turn it completely around.

Quotes

JeVon : "He would say, 'don't be common in the way you walk the corner. Don't be common in the way you dress. Don't be common in the bed.' And that's what he would preach to the prostitutes. But we would hear it so often, it made its way down to me. So for me, don't be common meant, okay, do shit different than everybody else."

JeVon: "When I was a kid, my dad shared with me and some of my siblings, he said, I don't care what you do in life, whatever it is, be the best at it. And his exact words were, if you were going to be a street sweeper, be the best street sweeper. Now he could have given us a little more to aspire to, but I got the point was be the best."

JeVon: "The common thread is I always outworked everyone. I've never been afraid to work. I've never been afraid to ask questions. I've never been afraid of someone saying no to me. No, just meant not right now. I'll just come back next week, next month, whatever. So, I keep going."

JeVon: "Confidence is a choice. You can choose to wake up and be timid and meek, or you can choose to wake up and be confident. And, for me, many a day, man, confidence was all I had. Confidence was free and the confidence got me through the streets. It got me out of a lot of ass kickings."

JeVon: "I created a formula for myself, mindset, choices, and hard work equals success."

More about JeVon

JeVon is 1 of 23 children and is the son of a black pimp and a white mother who lived on welfare. Arguably, his circumstances almost dictated that success was not for him. But JeVon is living proof that what you you born into does not define you.

JeVon was not afraid of working and, as a matter of fact, outworked everyone else so much that he impressed his bosses enough that they opened up new opportunities for him, opportunities that were simply not available to anyone else in a similar stature as he was back then.

His first job was cleaning toilets of a restaurant, then he moved on to crunching numbers in proofing reports. He was outperforming the office record so much that his then boss brought him in to ask what he really wanted, to which he replied he wanted to be vice president. And he got it. He joined the company when it had 3 offices and left it with 8, thanks to him.

He’s made millions in the stock market (even though he didn’t go to college), he was the President of a software company (even though he can’t code) and he’s currently the CEO of a publishing company (even though he can’t spell).

JeVon also devotes part of his time mentoring and creating opportunities for at-risk youth, young men and women in the juvenile justice system, and those in lower economic communities.

Find out more about JeVon in the following links:

Website: https://jevonmccormick.com/
YouTube: https://www.youtube.com/jevonmccormickscribe
Instagram: https://www.instagram.com/jevonmccormick/
Facebook: https://www.facebook.com/jevonmccormickscribe
LinkedIn: https://www.linkedin.com/in/jevonmccormick/
Amazon Book Link: https://www.amazon.com/Got-There-Overcame-Poverty-American/dp/1619615568

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Trends That Will Define 2022

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 16 Dec 2021 14:46:59 +0000

This special episode of The Jake Dunlap Show is a solo show featuring Jake's predictions for 2022. Jake identifies three main trends that could define the coming year:

1. Removing friction from customer interactions.

2. When you show up, you better show up (try video and bring energy!)

3. Sales technology

Resources:

Mural - https://www.mural.co/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled

YouTube -

https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Your Future Is Yours for the Taking with Laura Gassner Otting

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 9 Dec 2021 13:00:00 +0000

This episode of The Jake Dunlap Show features Laura Gassner Otting, WaPo best-selling author, keynote speaker, media personality, and executive coach. Today, she looks back on her life growing up in a Jewish household in Texas and Miami and her eventual decision to study government in college.

She shares that the Iranian hostage crisis during the Carter administration became the driving force behind her desire to go to law school and enter politics. Laura shares funny anecdotes of life before the internet and pivotal moments which led her to work for the Clinton/Gore campaign.

By the time she served with AmeriCorps, Laura learned that nobody actually really knows what they're doing. She shares that faking it until you make it is a real thing and that "grownups" who have it together are in the exact same boat as everyone else.

So, knowing this, creating your own future is the only real thing left for you to do because nobody will hand it to you. She shares how she actually got her job in the White House and how nothing is what it seems, especially as an intern. But with an honest desire to do a good job and listening to the wisdom of others, she made it.

Fast forward, Laura reinvents herself as a headhunter with her Rolodex filled with contacts from her life in the White House. Realizing that she wasn't part of the solution and she wasn't connecting the organizations with the people that needed them the most, she decided to strike out on her own.

She ran her firm very differently and focused on creating positive impact and aligning her work with her true values, rather than chasing the most lucrative deals. Laura talks about consonance and how knowing that you are at your best solving a problem you care about is the best motivator.

Quotes

19:03 Laura: "On the black and white TV is then Governor Bill Clinton... giving this impassioned plea about service and saying there's nothing wrong with America that can't be fixed with what's right with America... and he offered as a solution this idea of community service in exchange for college tuition. And in that moment, what I realized was that needs to happen."

24:07 Laura: "I was able to fake it 'til I made it to a certain point. And then I got there and it was like built on a house of cards. I didn't actually have any of the mistakes that you make along the way they teach you things. So that's how I learned that nobody really knows what they're doing."

30:13 Laura: "I had nothing to lose, I had everything to win. And sometimes you just need somebody to sort of bang you over the head and be like, you know, he's going to fuck you... This is your moment. Take it. Go."

35:25 Laura: "I started my own firm and I then ran that firm with this very different business model of creating budgets for searches based on the complexity of the work... I was no longer trying to build the bottom line of this firm by doing the biggest flashiest searches, but I was actually trying to create the most amount of impact in the sector."

39:20 Laura: "If success doesn't lead to happiness, then what does? And what I realized is that this idea of consonance... What is consonant with who you are? And consonance is alignment. It's flow. It's when you feel like the very best of what you do is being called upon to solve a problem at hand, a problem you actually care about."

More about Laura

Laura has a passion for philanthropy and public service. She graduated from the University of Texas, Austin with a BA in Government and worked as a staffer during the Clinton/Gore campaign soon after. This introduction into public service would lead her to work in the White House as Special Assistant to the Director, Office of National Service.

The White House Office of National Service was formed to author and ensure passage of President Clinton’s AmeriCorps legislation. It paved the way for the birth of the Corporation for National Service, which at that time was a $731.6 million, 400-employee federal agency whose programs annually engaged more than one million people in community service

Laura would eventually become a program officer of AmeriCorps.

In 1996, Laura finished her MA, Graduate School of Political Management from George Washington University.

Laura became the Vice President of Isaacson Miller, a nationally retained executive search firm concentrating on nonprofits, socially responsible businesses and the public sector. It is one of the largest firms in New England, and one of the most highly respected niche firms for nonprofit executive search.

She would then start her own executive search firm, the Nonprofit Professionals Advisory Group, designed to operate with "new economy" savvy, the firm unbundles traditional executive search and leadership transition packages and offers sophisticated services tailored to clients’ various needs.

In 2019, Laura published her book Limitless: How to Ignore Everybody, Carve your Own Path, and Live Your Best Life which talks about consonance, helping others align their work with their values, and finding satisfaction solving problems which matter to them.

Find out more about Laura in the following links:

Website: https://lauragassnerotting.com/
LinkedIn: https://www.linkedin.com/in/heylgo/
Instagram: https://www.instagram.com/heylgo/
Facebook: https://facebook.com/heylgo
Twitter: https://twitter.com/heylgo
Amazon book link - https://www.amazon.com/Limitless-Ignore-Everybody-Carve-your/dp/1940858763

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Elite Performance—Improve People by Building Relationships with Alan Stein, Jr

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Fri, 3 Dec 2021 18:32:46 +0000

This episode of The Jake Dunlap Show features Alan Stein, Jr, keynote speaker, basketball performance coach, executive consultant, and author of Raise Your Game: High-Performance Secrets from the Best of the Best. In his career, he has worked with basketball legends Stephen Curry, Kobe Bryant, Kevin Durant, Justin Anderson, Terrence Ross, Victor Oladipo, Jerami Grant, Markelle Fultz, and many more.

Alan looks back on his childhood and how he immediately fell in love with basketball. He was always a sporty kid but he particularly enjoyed the deeply personal aspect of basketball which translates directly into his effectiveness while playing with a team.

He realized by high school that showing up in the best physical shape was central to being good at basketball. Fast forward a bit, by the time he graduated and struck out on his own, he would devote a couple of decades of his life being a basketball performance coach.

What he learned was that, more than performance improvement, he was in the relationship business. This held true even as he pivoted into keynote speaking as a profession as building a good relationship is the key in improving anyone's performance.

Alan shares that the transition from performance coach to motivational speaker was seamless because the same principles of improving performance on the court is the same as improving others' mindsets. He shares his motivations for writing his book, including organizing his message of motivation into a clearer flow that anyone can read and appreciate.

Quotes

10:21 "I actually thought basketball was perfectly suited for that kind of dichotomy of me needing some alone time, but then loved being a part of something and being part of a team."

25:53 "If I could earn the trust and the buy-in and the believe in of the players I was working with, they would give me a better effort and they would show more focus consistently. And I knew that if they would do those things, then as long as I'm laying out at least a halfway decent training program, they would start to make progress."

29:55 "When I started to look at my work as more of a chore and more of a job and less of a passion or something that filled my bucket, I just knew it was time to make a change."

33:13 "I basically followed the same template for building my speaking business that I followed when I first graduated Elon to build my training business, which is invest in relationships, work on being of service to other people, and then do a great job anytime you get an opportunity."

37:47 "Wherever your feet are planted, do the best job that you can do, be of the most service that you can be, get as good at your craft as you can be, and doing so, will then open up new doors and new opportunities for you."

More about Alan

Alan graduated from Elon College (now Elon University) in 1998 with a degree in Sport Management. By the time he graduated, he struck out on his own and dedicated the next two decades of his life as a strength and conditioning coach, and then as a basketball performance coach.

He was the co-owner of Elite Athlete Training Systems and its Strength and Conditioning Coach from 2000 to 2007, and was the Founder and Performance Coach of Stronger Team, LLC in Rockville, Maryland. They would merge with Pure Sweat Basketball.

Alan was also the host of the The Pure Sweat Basketball Show from 2016 to 2018. Around this time, he also realized that his passion for coaching was starting to wane and decided to pivot to keynote speaking to inspire others into their peak performance, similar to what he used to do for professional athletes.

He published his book Raise Your Game: High-Performance Secrets from the Best of the Best in 2019 and this remains his top referral for his successful motivational speaking career.

Find out more about Alan and get his book in the following links:

Website: https://alansteinjr.com/
Instagram: https://www.instagram.com/alansteinjr/
Facebook: https://www.facebook.com/AlanSteinJr/
Twitter: https://twitter.com/alansteinjr
Amazon book link - https://www.amazon.com/Raise-Your-Game-High-Performance-Secrets/dp/1546082867

LinkedIn: https://www.linkedin.com/in/alan-stein-jr/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Sales and the Olympics — Find Success in Sales and the Olympics with Lauren Gibbs

becca.eddleman@skaled.com (The Jake Dunlap Show, Jake Dunlap) — Thu, 25 Nov 2021 13:00:00 +0000

This episode of The Jake Dunlap Show features Lauren Gibbs, Director of External Sales at Parity and a lifelong athlete who famously brought home an Olympic silver medal for bobsledding in 2018.

Lauren's story is about perseverance and pivoting to where her desires and strengths are. She looks back on her athletic roots and getting accepted into Brown for track and field and volleyball.

Uniquely for Lauren, she also got into sales during her college years. She graduated from Brown with 100k savings, then moved on to build on her already successful sales career afterwards.

In 2014, Lauren got introduced to bobsledding by chance. She committed to it and shares that Olympic training is no joke, all while working again in sales to support herself. Another unique trait of Lauren is her ability to drum up support and even land sponsorships very early in her Olympic journey.

She shares the best parts of being an Olympian and bringing home the medal, but also the darker side of athletics in the form of "Olympic Blues." As Lauren moves to the next chapter of her life, she now focuses on her work with Whoop and Parity and its mission to close the pay gap in professional sports.

QUOTES

12:01 "I just liked the idea of being financially stable and... I just wanted to be able to take care of myself. I didn't want to have to rely on anybody. I wanted to work earlier, but I think there some laws, work permits and all that stuff."

23:00 "A lot of US Olympians and Paralympians actually live below the poverty line, so you're also trying to find a way to support yourself. Luckily for me, I have a sales background and I have an MBA so I was really good at trying to land sponsorships."

26:46 "The US Women's Olympic Bobsled Team has medaled in every Olympics since 2002, which is when the sport was allowed for women in the Olympics. So there's quite a legacy there and so I think it wasn't like a, if I medal, the expectation was to medal."

28:10 "I'm also just ready for that next phase of my life. If I get to go to a second Olympics, it'll be an honor. But I mean, something I tried it as a joke ended with two world championship medals, one of them being a gold, I think I have 14 world cup medals, an Olympic silver medal."

More About Lauren

Lareun went to Brown University and was the team captain of the volleyball varsity team. She got in Brown for track and field (and performed well in it) but she was able to pivot to her passion which was volleyball. She graduated in 2006 with a B.A. in Public & Private Sector Organizations, Business, Entrepreneurship.

Starting in college, Lauren worked for a number of companies where she honed her sales skills. Lauren hustled hard and would chance upon bobsledding at the age of 30. She joined the team as a joke, but discovered that her skills would prove invaluable as a brakeman. This would later be proven true as she won a silver medal during the 2018 Winter Olympics.

Now that she is ready to move on, Lauren focuses on her mission with Parity to close the wage gap between male and female athletes. She also works with Whoop to deliver the latest in fitness wearables and speaks professionally for goal setting, authentic leadership, and confronting and overcoming adversity to a wide variety of audiences

Find out more about Lauren and connect with her in the following links:

Website (Parity) - https://paritynow.co/
Website (Whoop) - https://www.whoop.com/
LinkedIn - https://www.linkedin.com/in/lauren-gibbs/
Instagram - https://www.instagram.com/lagibbs84/
Twitter - https://www.facebook.com/lagibbs84
Facebook - https://www.facebook.com/lagibbs84

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Turn Setbacks Into Opportunities — Optimize Your Self Development with Shama Hyder

becca.eddleman@skaled.com (The Jake Dunlap Show, Jake Dunlap) — Thu, 18 Nov 2021 13:00:00 +0000

This episode of The Jake Dunlap Show features Shama Hyder, CEO of Zen Media, best-selling author, keynote speaker, and 4x LinkedIn Top Voice in Marketing. Growing up as an immigrant to the US instilled many unique lessons in Shama.

She learned to be responsible for her siblings, helped with the family business, and soaked in learnings about the real world early in life. She shares how she started increasing her credit score as a teen and taking community college classes as a high school student.

These practical moves optimized Shama's road to entrepreneurship, allowing her to finish college and masters in just 5 years. Shama then founded her own company out of necessity and, in hindsight, all her previous setbacks turned out to be foundation blocks for a successful business career.

She shares how she got deeply involved with social media and the many creative ways she used the system to her advantage. Shama's lessons for listeners are if you have a good idea, there is always a way, and obstacles are not walls but challenges to be figured out.

QUOTES:

13:07 "I have a genuine kind of love for the underdog and for what I considered the hidden gems and, through my work, through what I do, it's so much about of is amplifying it and help them kind of navigate the rocky terrain."

20:41 "I was kind of the optimizer, like how can I optimize my way through school while making sure I helped my parents get food on the table or whatever they needed, whatever, like not just financial, but kind of emotional support being the eldest."

28:35 "I think exposing minorities and underserved communities with these kinds of opportunities is massive because you can be what you can't see and you don't know what's out there because we don't know what's out there."

39:53 "What was so exciting was that (social media) was this great equalizer. If you had good ideas, you could make it happen. I mean, remember, not only was I talking about marketing and social media and marketing and the digital age, I was walking the talk."

45:12 "When I first started and I used to do all these talks about social media, I talk about your digital footprint. But it's not your footprint anymore, it's your entire identity. And you get to determine what that looks like. So you're not stuck with who you are in the physical world. You can be a lot of things."

More About Shama

Shama moved to the US from Goa, India when she was 9 years old. She was exposed to entrepreneurship very early on as she witnessed her parents hustle to survive in a new country. One definitive characteristic of Shama is her creativity in turning setbacks into opportunities.

She hacked her way through school by taking college classes while in high school so that she entered the University of Texas as a junior. She found ways and means to get the necessary permissions to take even more classes, something which required simple curiosity and sheer willpower to do so.

Another unique tidbit about Shama is that she graduated college debt-free. By learning how to manage her finances as a teen, she was able to prioritize the future and took the necessary steps to secure it, a far cry from what her peers were concerned with at the time.

Immediately after graduation, she founded her company Zen Media and was the first person to write a book on social media. She had her pulse on the future and recognized that this is not a trend and its genesis will alter the way people do life and business in the near future.

Shama has been recognized for her marketing prowess by Forbes, Business Insider, Inc, Empact 100, and many more and has been awarded for her genius, earning her the monikers “Zen Master of Marketing” and “millennial master of the universe.”

Find out more about Shama and connect with her in the following links:

Website - https://shamahyder.com/
LinkedIn - https://www.linkedin.com/in/shamahyder/
Instagram - https://www.instagram.com/shamahyder/
Twitter - https://twitter.com/Shama
Facebook - https://www.facebook.com/ShamaHyderPage/
YouTube - https://www.youtube.com/c/ShamaTV

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

The Intraprenuer: 25 Years Of Learnings On Innovation From Rob LoCascio

becca.eddleman@skaled.com (The Jake Dunlap Show, Jake Dunlap) — Thu, 11 Nov 2021 13:00:00 +0000

This episode of The Jake Dunlap Show features Robert LoCascio, Founder and CEO of LivePerson. Growing up middle class with an entrepreneur father opened up Robert's eyes that the road to success is not a straight line.

While financial insecurity produced his own insecurities, it also taught him about powering through uncertainty. He shares an anecdote of when he was in Prague when the Berlin Wall was still up.

Robert realized then that what is true can only really be confirmed with your own eyes, a lesson which he has brought with him his whole life. He shares the story of his brief stint as an employee and the compelling reason he vowed never to work for another company again.

He then got introduced to the internet and decided that he wanted to be part of this nascent industry. Robert looks back on the hardships of the first years of his company, how he invented chat, and the boom they experienced. The events of 9/11 were also formative as he solidified his core value to lead with empathy.

Robert is excited to develop conversational AI that will fulfill the most important intentions in human life. He believes their core value of empathy is the strongest bet to make this empathic AI become a reality.

QUOTES:

06:52 "People have their filters on what truth is and I've always felt anytime there was an issue or something, I'll get on the field of play deeply in that area because, until you can feel it and see it, you should assume that it's not the truth that you may believe."

08:40 "As any entrepreneur goes or anything, I think just in life, you have to be curious to go outside what you're thinking. Once you can experience different things that even are very uncomfortable."

15:52 "I learned there to lead to empathy. There was no textbook written about leading through 9/11 or the dot com but I saw we had a person in the company that had a sales after 9/11. It was like, we got to go, everyone come to work... I had to get rid of him."

17:55 "You've got to lead with your heart. You've got to lead with your ears, not your mouth."

19:22 "I fundamentally believe there needs to be an AI in our life that we can trust,

that we think is empathetic, that loves us, that will fulfill our most important intentions in life."

More About Robert

Robert LoCascio founded LivePerson in 1995 before the dot com boom and bust. He is the longest-standing tech CEO and took his company went public just 5 years after its founding. During this tumultuous time, and especially after the events of 9/11, Robert learned that it is only by leading with empathy that his company will survive these dark times.

Robert actually lived out of his office space and slept on a couch for two years. This couch still sits in the LivePerson office today. Ten years after that, LivePerson experienced a resurgence and its stock returned to its original price after disastrous crashes.

Philanthropy is at the core of Robert's identity. He founded the Dream Big Foundation and has since helped 70,000 families get food to eat. Robert also helps fund the restoration of important works of art in the Vatican Museum.

By 2011, LivePerson was named one of Fortune's 100 Fastest Growing Companies and one of Forbes’ 25 Fastest Growing Tech Companies. And in 2020, his company was named one of Fast Company's Most Innovative Companies in the World. LivePerson is excited to deliver emphatic AI solutions in the near future.

Find out more about Robert and connect with him in the following links:

LinkedIn - https://www.linkedin.com/in/rlocascio/
Website (LivePerson) - https://www.liveperson.com/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Lasting To The End: Persistence Personified with Harrison

becca.eddleman@skaled.com (The Jake Dunlap Show, Jake Dunlap) — Thu, 4 Nov 2021 12:00:00 +0000

This episode of The Jake Dunlap Show features Harrison Tang, Founder and CEO of Spokeo. Moving to the US from Taiwan as a teen was the biggest shift in Harrison's life. Not only did he need to learn an entirely new language, but he had to adjust to the people and culture all while gunning for the best education he could get.

Harrison would eventually make it to Stanford, a validation of he and his family's efforts, where he would graduate with a double major in Economics and Electrical Engineering. He continued down the path with his masters and, deciding against working for behemoths like Google and Facebook, started his own company in his parent's basement.

The trials began during the first years, during the product market fit years, when Harrison and his partners almost went bankrupt and needed another round of funding from their parents. These years instilled perseverance in Harrison to last until the end and to outlast all competition.

Through the obstacles, Spokeo entered its crazy growth phase. It was also during this time when Harrison started to dig deeper to ask questions of why they are being successful. For him, not knowing why you are successful makes the success very hard to replicate.

This was when Spokeo and Harrison entered the dig back into the why years. Not only did they start to get their data gathering correct, they also started to look deeper into their company fabric. Harrison learned the big difference between trust and blind trust with the defining factor being transparency.

As Harrison and his company grow, he has put a premium on providing transparency. This translates into the major changes the company has gone through, and the mission, vision, and strategy they now employ to provide their users with epistemic transparency. With tools rooted in transparency, they provide users the ability to determine what information is true and what is not.

QUOTES:

19:10 "Success is actually not about whether you gone to Stanford or Ivy League or how smart you are. It's actually whether you can last till the end, whether you can last longer than your competition."

21:14 "So I think when things are going well, I think the key thing is you have to ask why. So that's the difference between growth and blind growth and and the same thing with trust and blind trust."

25:26 "If running a business is so easy, why do you need humans? Robots can't do it. Data, at the end of the day, represents the voice of the people. Data, at some point, comes from a person or device or some kind of entity... You really have to dig deep into what people are saying."

31:02 "I think blind trust is one that you just say but you don't do. If you don't really care about somebody, you spend time working with them to help align the objectives between you and that person. Blind trust is the case where you don't care enough to do that."

35:53 "One little lesson I've learned is the importance of recognizing other people's work. Whether you agree with it or not, the importance of listening and acknowledgement, because that's the very first step of getting everyone on the same page."

More about Harrison

Harrison is originally from Taiwan and he moved to the US when he was 13 years old. He experienced a culture shock but this did not dissuade him from learning the language and pursuing the best education possible.

He graduated from Stanford University with a double major in Economics and Electrical Engineering. Harrison then got his MS also from Stanford for Electrical Engineering specializing in optical systems and optoelectronics.

He has helped pioneer communications technologies and has been featured in PC Magazine for a Skype mouse concept. He, together with his roommates in Stanford, started their company Spokeo in Harrison’s parent’s basement.

The company went off to a rocky start and their first round of funding would get depleted, threatening them with bankruptcy. However, with some more help from their parents, they were able to refine their product market fit and keep developing their business.

From trying to create a social network aggregator, they had evolved their product into a search engine where users can look up people’s contact information such as phone numbers, email addresses, and social media platforms.

From a four person company, the company has grown significantly and now serves 18 million visitors per month. Spokeo won the 2015 Ernst and Young Entrepreneur of the Year Award in the Consumer Services category and posted 159 percent growth over the past three years, with $78 million in revenue for 2015

Find out more about Harrison and connect with him in the following links:

LinkedIn - https://www.linkedin.com/in/theceodad/
Website (Spokeo) - https://www.spokeo.com/
Twitter - https://twitter.com/theceodad
Facebook - https://www.facebook.com/TheCEODad/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Comfort with Discomfort — Leading Deliberately with Jason Van Camp

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 28 Oct 2021 12:00:00 +0000

This episode of The Jake Dunlap Show features Jason Van Camp, Founder of Warrior Rising and Mission 6 Zero. Jason grew up patriotic among a community of patriots. He grew up around sports and entered every sport he could, even the ones he wasn't particularly good at.

By the time Jason was at West Point, he realized his desire to go on a mission. As luck would have it, he was to be sent to Russia, of all places. It was a culture shock but what Jason learned there would change his life.

He became fluent in Russian and he learned to evangelize in an atheist, communist country. These life skills, which at the core was basically sales, would become formative in his later life when he would tread the path of an entrepreneur.

Jason recalls extraordinary experiences in Russia, such as a run in with a mafia. Handled incorrectly, it could have been a kidnapping, but Jason's cool and confidence turned it into an amazing relationship where he got protection and provided the organization gear in return.

For Jason, taking action is the most important. Motivation comes from the self and all he can do is inspire others to move, make something happen, and see results. Jason also believes that surrounding yourself with people that inspire you to do better is a key ingredient of success.

He would become a Ranger, being only one of three guys to finish out of a hundred. His successes were only beginning as Jason would become a Green Beret soon after that. In his Special Forces mission in Iraq, he led some of the fiercest fighters, the Kurds, and they took the fight to the enemy and won.

By the time he exited the military, Jason made it his personal mission to help veterans get back on their feet. Through his business and nonprofit, Jason helps his fellow patriots regain their purpose and find meaning in life outside the military.

QUOTES:

20:42 "Especially when you read something in a foreign language, you can see how there's different perspectives on life and how people see things differently than you do and just really opened my mind."

29:09 "They want to be thought leaders or they want to be a guru or a wellness coach. I'm like, don't be a thought leader, be an action leader. Don't be a guru, be a do-ru. Get up and do something. Take action. Move. I don't care what it is, just do something about it."

30:09 "I can inspire you to motivate yourself so that you can take action so that you can see results. And once you see results, you inspire yourself to get motivated, to take more action, to see more results. And so it's like this circle of inspiration, motivation, action, and results."

32:29 "If you want to be a millionaire, hang around millionaires. They'll all rub off on you. And you'll realize as you, as you hang out with these guys, that they're not that different from you. They're not that more special than you are. You can do the same thing."

50:42 "One thing that you think about is what are their motivations? When you really start working with the leadership, you've got to find out what their values are, what they believe in, what they're made of."

51:31 "What you learned about leadership, you have to trust other people to do their job. You can't micromanage. You can't be everywhere at once. You have to say, all right, this is what I need you to do. I trust you, go get it done."

More about Jason

Jason Van Camp graduated from the United States Military Academy at West Point in 2001. During his time here, he was a linebacker for the Army Black Knights Football Team and he went on a two-year LDS Church mission to Russia. He would become fluent in Russian during his time here.

Jason’s military successes were just about to begin. He entered Ranger School, an impressive feat in itself, but what is more amazing is that he is only one of three men who would finish the course.

He was part of the tip of the spear in the invasion of Iraq with the 101st Airborne Division and would later become a Green Beret. In his function in the Special Forces, he innovated the idea of training the Peshmerga, fierce Kurdish fighters of the Iraqi Military, to liberate cities from tyranny.

Jason is the recipient of multiple awards including the Bronze Star with V device for Valor as well as two additional Bronze Stars during numerous combat rotations as a Special Forces Detachment Commander in the Middle East and Africa.

In 2015, Jaosn founded Warrior Rising which empowers U.S. veterans and their immediate families by providing them opportunities to create sustainable businesses, perpetuate the hiring of fellow U.S. military veterans, and earn their future.

Last year, Jason published his book Deliberate Discomfort which can be purchased through his website below or through Amazon.com.

Find out more about Jason, get his book, and connect with him in the following links:

LinkedIn - https://www.linkedin.com/in/jason-van-camp/
Website (Deliberate Discomfort) - https://deliberatediscomfort.com/
Website (Mission 6 Zero): http://www.missionsixzero.com/
Website (Warrior Rising): https://www.warriorrising.org/
Email - jason@www.warriorrising.org

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Serving With Intention: Drive, Determination, And Happiness with Samantha Ettus

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 21 Oct 2021 12:00:00 +0000

This episode of The Jake Dunlap Show features Samantha Ettus, Founder and CEO at Park Place Payments. Sam grew up in New York and studied at the Dalton School her entire life. She opens up about her upbringing and how an unhealthy amount of pressure was placed on her to win at competitive tennis.

She recalls getting special permissions from Dalton to leave school early everyday to travel to Long Island and play tennis. The pressures of Sam's tennis career revealed to her that life is organized according to 7 slices: family, health, career, hobbies, community, friends, and relationship.

Incidentally, it is this same structure that she uses today when she advises women on how to manage their professional and personal lives.

Her extraordinary drive to excel at tennis was motivated by the desire to get into the best school for college. As it turns out, she was accepted into Harvard. She remembers a pivotal moment when she actually had to choose between tennis and writing, and decided to quit what had been her lifelong identity as a tennis player.

Upon graduation, Samantha pursued a career in Hollywood and shares the colorful personalities she met there working as a Hollywood assistant. Missing the creative side, she moved back to New York to work at Nickelodeon for Blue's Clues.

Samantha would move on and go back to school at Harvard Business School, the only entrepreneur in her class, with the world's first personal branding firm. Next, she would go on to start her book series The Expert's Guide and share how a majority of her guests were results of cold calls and the creative ways she got them to say yes.

She also talks about writing The Pie Life which is based on her 7 slices structure of work-life balance. Finally, Samantha shares how she founded Park Place Payments with the intention of empowering small businesses with financial freedom and growing it to a billion dollar company.

QUOTES:

04:50 "I think it's so important that we raise financially independent children so that they have the choices to live the life they want and I've always been passionate about equal rights."

11:39 "We all have seven slices which are our family, our health, our careers, our hobbies, our community, our friends, and our relationship. And every single activity you have is organized into one of those slices."

22:09 "It was really difficult decision... And honestly, I don't think I was actually ready to quit when I did, because it was mentally which showed me I wasn't ready to quit, is that I couldn't handle having all of this free time."

35:55 "I had a lot of experience winning and losing as a child even when the stakes seemed really high... I think you have to go out there and try 20 times before you're going to get your yes."

45:24 "I've tried, as we grow, to place myself where my strengths are and then also to help identify where people in our team are strong and weak and make sure that they're in a position where they can be successful."

More about Samantha

Samantha Ettus, Founder and CEO of Park Place Payments, has made it her mission to empower small businesses owners and help them achieve their financial independence. She is a five-time national bestselling author of books including her The Experts Guide book series and her latest hit, The Pie Life.

She is also a highly-sought after keynote speaker and TEDx speaker who inspires her listeners to thrive and grow. Samantha also co-hosts her own podcast called ‎What's Her Story With Sam & Amy which celebrates other women who are at the top of their game.

She is a media personality who has appeared on TV more than 400 times and has been featured on Good Morning America, TODAY, NBC Nightly News, The Wall Street Journal, New York Times, Inc., Success, and Marie Claire.

She has worked with some of the biggest names in business such as Google, Target, General Mills, Yahoo, and Twitter, to name just a few.

Find out more about Samantha and connect with her in the following links:

LinkedIn - https://www.linkedin.com/in/samanthaettus
Website - https://parkplacepayments.com/
Podcast - https://whatsherstorypodcast.com/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Know Yourself And Success Will Follow - Neil Patel Tells His Story

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 14 Oct 2021 12:00:00 +0000

This episode of The Jake Dunlap Show features Neil Patel, Co-Founder of Neil Patel Digital. Before Neil became the behemoth of marketing he is today, he had humble beginnings in La Palma, a small city in Orange County CA. From very early on, he realized that having your own business is what generates wealth.

He was in his teens when his own entrepreneurial endeavors would kick in, starting with selling burnt CDs, getting licensed as an auto parts dealer, and mixing it up with other jobs like working in a theme park and selling vacuum cleaners door-to-door.

At 15, he started his first company, Advice Monkey, and after getting burned with no results, decided to pursue college classes while still in high school. Neil embraced social media marketing early in its inception and he made a name for himself leveraging all the available sites as they were getting popular.

Creating his blog was Neil's outlet to simply write and not worry about his other businesses like Quick Sprout. Incidentally, it would be his personal brand that would take off and grow exponentially even if it was not in Neil's intention to do so.

Neil's golden nuggets of advice include spending a lot of money hiring rock stars who know exactly what they are doing and knowing your place in the company. For instance, Neil had always known that operations was his weak side so he never aspired to be the CEO of his own companies.

Listen to the full podcast on Neil's uncommon entrepreneurial drive and unconventional priorities as a business owner to achieve success and what this truly means for him.

QUOTES:

16:08 "My grades kept getting worse and worse as I started making more money, because I was like, screw this. I'm just going to go make money."

24:18 "My biggest takeaway is, in business, no matter how hard you work, if you don't ride the trends that people are looking for, you don't have some luck on your side, a lot of times things don't work out. Doesn't matter how hard you try."

25:19 "If you want to do really well, it's not about how talented you are. It's about how talented your team is. And you got to hire rock stars. That's the biggest lesson I probably learned in my career."

36:58 "I'm okay being a father. I'm okay not going to office. I'm okay not being as successful because I get to see my kids grow up. I figured out what makes me happy in life and that's what I do."

38:58 "What's changed my life is I avoid making the same mistakes over and over again. You learn from it. You still make mistakes but you're making new ones and you learn from it."

More About Neil

Neil was born into a middle class family and he quickly noticed how his entrepreneurial uncles seemed to have a better life than his own family. This would drive him to pursue financial success early on even as his peers were focused on their social lives rather than creating wealth.

He explored many endeavors including selling burnt CDs, selling hacked satellite TV cards, and reselling car parts. Neil also performed many different jobs just to make ends meet including working as a custodian and door-to-door salesman.

His first company would manifest by the early age of 15 and he learned from many, many mistakes in trying to grow Advice Monkey. The dismal results from his outsourced marketing taught him that he might as well learn this skill on his own.

It is through marketing that he would meet his larger clients and he really started to enjoy income which already exceeded both his parents' monthly income. To satisfy his parent's desires and to learn even more skills, Neil decided to take early college lessons through night school at Cypress Community College.

Neil would found Crazy Egg soon after which would garner the interest of Fortune 1,000 companies. He and his partner ultimately failed to sell it at their goal of $10 million and so they persevered to make their company profitable.

By the time he was in the middle of his college life, he would be named one of the top influencers on the web by The Wall Street Journal. Also during this time he would start his first blog, ProNet Advertising. It would be named by Search Engine Journal as the Best Social Media Blog and ranked in Technorati’s Top 100

In 2007, Neil launched Quick Sprout blog and a year after that launched Kissmetrics. In 2011, they encountered one of their biggest hurdles which was a data privacy act violation lawsuit. The legal battles would continue for a year before Neil and his company would be cleared of charges.

Neil would be recognized by even more organizations for his talents as a marketer as the years roll by. For instance, Forbes would name Neil as one of the top 10 marketing experts of the year in 2014 and President Obama would recognize him as one of the top 100 entrepreneurs under the age of 30 in 2015.

Nowadays, Neil is focused on leading his company Neil Patel Digital but leaves the operations work to his rock star team. For Neil, he would rather focus on the areas he is good at and actually enjoys and leaves the expertise of operations to others. This strategy is what he recognizes as the key to the stellar growth that they have thus far achieved.

Find out more about Neil and connect with him in the following links:

LinkedIn - https://www.linkedin.com/in/neilkpatel/
Website - https://neilpatel.com/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Flying with Passion - A Top Gun Pilot’s Mission To Serve with Robert Ceravolo

becca.eddleman@skaled.com (Skaled, Jake Dunlap, The Jake Dunlap Show) — Thu, 7 Oct 2021 12:00:00 +0000

This episode of The Jake Dunlap Show features Robert Ceravolo, CEO of Tropic Ocean Airways and real-life Tom Cruise as Maverick in Top Gun. All his life, Robert had wanted to become a jet fighter. His father's wartime stories of bombers flying overhead, liberating Italy from the fascists, would be imprinted on him.

By the time he came of age, Robert strived to achieve his and his father's dream for him. He graduated top of his class and secured his future as a Tomcat pilot. Robert shares stories of landing on carriers, his deployment in Iraq, and his eventual transition to various squadron responsibilities.

This well-rounded training would serve him well as it taught him, essentially, how it is to run a business. During his deployment to Italy and after reading Richard Branson's Screw It, Let's Do It, Robert decided to start his own business where he would sacrifice his Porsche, boat, and basically everything he owned to get the business off the ground.

Through grit and a passion to serve his customers the best service possible, Robert survived near bankruptcy, drove out wolves in sheep's clothing, and embodied his core value of compassion during the aftermath of Hurricane Dorian.

Listen to the full podcast on Robert's passion for the air and sea and his unshakeable desire to fulfill his dreams.

QUOTES:

09:22 "You mean I could land on a boat so I could always be around the ocean, which I absolutely loved, I get to date my instructor, ride a motorcycle. This is the coolest thing ever. And that was it. At that point I was like, I'm going to join the Navy."

20:35 "The Tomcat community was very, let's go have a good time mentality. It was the last of the old fighter pilots, if you will. In training, we had that jet up to 60,000 feet, we had it in Mach 2 plus. I mean, it was just insanity. And that thing was such a good performer."

31:46 "You start to look at these seaplanes as a phenomenal transportation solution to get people out of those major metropolitan areas that's congested or really tough to get to the airports, or to be the last mile connectivity piece for places like the Bahamas."

41:00 "We took that obstacle and turned it to an opportunity. It's all you can do when something bad happens is take a step back and say okay, well, how can we get through the next few days and is there any opportunity that's going to come out of it."

46:47 "These airplanes are great assets in an island nation during a disaster so, guess what, 2016 Matthew hits, we serviced 2 locations just after Matthew, 2017 we had an airplane in Puerto Rico did some evacuations on there. Then Dorian hits."

More about Robert

Robert took inspiration from his father, a lifelong aircraft enthusiast, whose passion for flying rubbed off on Robert from a very young age. His experiences growing up, from hanging out with seasoned pilots to flying with his father, solidified his path towards becoming a pilot.

Robert served in the Navy as a pilot flying the F-14 Tomcat, F-18 Super Hornet, and F-5 jets. He served in many more areas for the squadron for 10 years before becoming a reservist and focusing on his business full-time. As a pilot, he was deployed in support of Operation Iraqi Freedom and Enduring Freedom. He studied Adversary Tactics, commonly known as TOP GUN, and would serve as an instructor for many years.

He founded Tropic Ocean Airways during the last year of his active service and struggled to get his first airplane off the sea. With persistence and passion, he was able to weather near bankruptcy and the recent pandemic to build the world's largest amphibious fleet in the world.

Find out more about Robert and connect with him in the following links:

LinkedIn - https://www.linkedin.com/in/robert-ceravolo-250b4628/
Website - https://flytropic.com/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

My Top 3 w/ Dave Meltzer

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 30 Sep 2021 12:00:00 +0000

This short format episode of The Jake Dunlap Show explores the top three moments of life before 25 that shaped someone to be the person they are today. Sharing his story is David Meltzer, Co-Founder of Sports 1 Marketing and Founder of David Meltzer Enterprises.

Growing up poor had a profound effect on David and he would never forget the example shown by his mother that he can outwork anyone to achieve the pinnacles of success. As he grew older, and being surrounded by affluence, David had access to a better education but it also gave him the impression that he was never good enough.

This negative self-talk, for better or worse, drove him to prove that he actually was worthy of success. He would follow his brother's advice and pursue what truly interested him, which turned out to be law.

But keeping an open mind as his successes as an oil and gas litigator piled up, he entered sales with the goal of becoming rich. He would become a multi-millionaire by the age of 30 and had everything he could ever want, except he wasn't happy.

Listen to the full podcast on David's meteoric rise to the top, the arrogance which was his downfall, and the undefeatable drive in him to overcome adversity to come out better than ever before.

QUOTES:

07:05 "I learned that through football because the minute I stepped on a field, they laughed at me, scoffed at me, made fun of me, and then I got the ball. And they applauded me. And I did the same thing with greater things later on in my life."

08:03 "My mom put us in a place in an affluent area with the better schools because she understood how the energy worked that you surround yourself with the right people, the right ideas, and the right teacher, and the right coaches, and the right sports."

14:24 "This is the best piece of advice I'd ever gotten, and I still probably maybe have ever gotten, (my brother) said David, you need to be more interested than interesting."

18:16 "Just because someone loves you, does not mean they give you good advice. I almost missed out on an unbelievable opportunity that ended up, 9 months out of law school, making me a millionaire."

19:12 "There's the ignorant, arrogant people, which was the Dave Meltzer from the time he was 5 until the time he was 35 worth over a hundred million dollars and had everything that everybody in the world wished for, but took it for granted."

More about David

David earned his law degree from Tulane University Law School and he would become a successful oil and gas litigator. In pursuit of even more financial success, he dove in to sell legal research on the internet in 1992 which made him a millionaire in just 9 months.

By 1995, he would sell his company for 3.4 billion dollars and this would catapult him to the top of Silicon Valley, raising hundreds of millions of dollars in capital. David would become CEO of Samsung's first smartphone division, PC-E Phone too.

At this point, David was already enjoying the material trappings of such immense success including owning mansions, Ferraris, golf courses, and much more.

For all his success, however, he would end up losing 100 million dollars and end up starting from scratch and rebuilding everything he had lost with newfound wisdom, focus, and empathy for the people around him.

David has written bestselling books including Connected to Goodness, Compassionate Capitalism, and Game-Time Decision Making. He is also chairman of philanthropic organizations and is the host of his own podcast, The Playbook Podcast.

Find out more about David and connect with him in the following links:

Website: https://dmeltzer.com/
Twitter: https://twitter.com/davidmeltzer
LinkedIn: https://www.linkedin.com/in/davidmeltzer2/
Instagram: https://www.instagram.com/davidmeltzer/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Climb the Ladder - Grabbing Every Opportunity with Daniel Binns

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 23 Sep 2021 12:00:00 +0000

This episode of The Jake Dunlap Show features Daniel Binns, Chief Executive Officer NA and Global Director of Partnerships at Interbrand. Daniel's drive to be wildly successful can be traced back to his university life, but not because he was particularly good at academics.

When Daniel dropped out, he distinctly remembers a conversation he had with his father where he was basically told that this was the worst decision he could possibly make. From then on, it became the driving force behind Daniel's desire to become the best at whatever he does.

His career would take a definitive turn once he joined McCann Erickson where he would take on role after role that took him to Belgium, Bahrain, Indonesia, Malaysia, South Africa, back to London, and eventually New York.

Aside from taking opportunities as they came along, Daniel stresses the critical role that network played in helping him achieve great heights in his career. He also shares that, although he did not subscribe to a 5 year plan, he always had a goal in mind which was to become a leader of advertising in New York.

After 19 solid years of upward mobility with McCann, Daniel decided to break out on his own and run a charity. However, he missed the intellectual challenge of strategy and returned to the advertising industry as a consultant.

He would later be reconnected with his old advertising network and be invited to join the Interbrand team which would prove to be another turning point in his career. Daniel would work on strategy again, the aspect of business which he truly loves, and eventually move up to management as the CEO.

Listen to the full podcast on Daniel's trials of fire, believing in his own faculties to become successful, and fearlessly taking every opportunity as they come.

QUOTES:

16:30 "I called him up and said, by the way dad, I've dropped out of college. And he said what? I said yeah, yeah, you know, so I didn't really like it. And it was any time I think he ever swore me. He said, I don't care that you don't like it. That's not the point."

16:48 "That conversation has stuck in my head and was very formative because from that moment I was like, I'm going to show you I don't need to go to university. I am going to be way more successful than you ever dreamt of and it really drove me."

24:41 "How I became successful is I just always said yes. I was open to anything. I didn't plan. I had friends that would have their 5 year plan for their career. I was like, why would you do that? You're just going to take the opportunities that come along."

27:08 "I was never afraid to take a role that seemed outside of my abilities. From that regional, every one of the jobs I ever had, I didn't really have the qualifications to do it."

48:00 "It's hard to stay still. You're either moving forward or you're going backwards so I just thought, no, I'm going to keep going, keep going as far as I can go. Until I stop enjoying what I'm doing, I'll keep trying to drive up."

More about Daniel

Daniel began his professional career in a TV station selling TV airtime. While it was second to the smallest station at the time, it did introduce him to ad agencies which then led to a job offer from an agency as a media buyer.

After a couple of years, he had the opportunity to join the international media department of McCann Erickson which he considers to be the turning point in his career. This would eventually be called the European media department and, filling a leadership gap, decided to move along with his office to Brussels to work directly under the CEO.

He then had the opportunity to move to Bahrain as the Regional Media Director. Fearlessly, he said yes and jumped headfirst into the role. This trend would continue and it would take him to Jakarta, Kuala Lumpur, Johannesburg, and New York.

Daniel would find himself as President at McCann Indonesia at the age of 29 and his successes would continue on from here. But after a storied 19 year career with McCann, Daniel decided to start his own focus with a nonprofit called Peace One Day as CEO.

An ex-colleague invited Daniel to join Kimberly-Clark as a consultant to reposition their corporate brand and this gave birth to his consultancy firm, Left Field Consultancy. But after missing the business culture, he had the opportunity to join Interbrand, which he promptly took up.

Interbrand would take in Daniel full-time as Executive Director, Global Brand Engineer working with Nissan. In a couple of years, he would gravitate back to management where he is now CEO of Interbrand NA.

Find out more about Daniel and connect with him in the following links:

LinkedIn - https://www.linkedin.com/in/danielbinns

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

The Jake Dunlap Show Season Highlights

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 16 Sep 2021 12:00:00 +0000

THE JAKE DUNLAP SHOW – EPISODE 14 - The Jake Dunlap Show Season Highlights

This reel features some of the most memorable moments with the truly amazing people featured on the Jake Dunlap Show:

1. 00:10 Get to Know Your Host, Jake Dunlap

2. 01:26 Perseverance: Lessons From Manny Medina's Journey

3. 02:08 Hotel Regina: The Pursuit of Happiness and Balance with Dan Harris

4. 02:55 Creating Your Path: The Alternative Career Journey of Mark Roberge

5. 03:48 Heart and Soul - Leading Growth and Change with Claude Silver

6. 04:33 Beginner’s Mind - The Only Way to Innovate and Grow with Nick Mehta

7. 05:05 Independent Spirit - March to the Beat of Your Own Drum with Erik Huberman

8. 05:35 Zero Regrets - The Hustle It Takes To Win with Henry Schuck

9. 06:41 Entrepreneur Meets Artist – A Journey in Branding with David Brier

10. 07:22 Innovation Through Curiosity - Lessons from Baseball and Marketing with Chris Walker

11. 08:02 Undaunted - Overcoming Doubts & Doubters with Kara Goldin

12. 08:38 Dream BIG: The Relentless Pursuit Of Success w/ 4x Olympian Chaunte Lowe

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Never Stop Learning: Choosing the Path of Most Resistance with Neil Sahota

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 9 Sep 2021 12:00:00 +0000

This episode of The Jake Dunlap Show features Neil Sahota, a professional speaker, lecturer at the University of California, and Chief Innovation Officer at the UC Irvine School of Law, and Master Inventor.

An openness to learning, troubleshooting problems, and continuously growing are just some of the values that Neil's story offers. This is evident in the incredible wealth of experience he has gained studying and working in a diverse array of fields and industries.

For Neil, money is not the not goal. He has always explored the opportunities around him and did not close doors simply because they seemed too different from his current track. Quite the opposite, he always sought the path of most resistance because it offered a challenge to learn important lessons in his diverse field of interests.

Many of Neil's successes started out as accidents. But true to his nature, he would take moments like this, turn them around, use them as opportunities for incredible growth. This would thrust him into the world of AI where he would gain immense success and earn the title of Master Inventor, a fitting name for a man who is always looking forward.

The value of giving back is also a core part of Neil's identity. This was ingrained in him since he was a child and translates directly to his volunteer work as a mentor to several organizations. His passion for working in the United Nations is also tied directly to creating an impact that matters in education and healthcare.

Listen to the full podcast on Neil's journey of turning accidents into opportunities, finding fundamental satisfaction in work, and volunteering for community development.

QUOTES:

29:46 "I've learned that the experience and skills you can gain are actually probably more important (than money). And sometimes that means even taking a step backwards... to actually get that under your belt."

30:03 "I was never about the title. I wasn't quite about the paycheck... I managed to escape school without much debt and I don't live an opulent lifestyle. So I was very much able to focus on the rewards of a job rather than just the paycheck itself."

37:19 "Honestly, I think it's because in my life I've always kind of sought the path of most resistance because I felt that's actually a great way to learn and add value."

37:55 "I wasn't content with the status quo. I'm not saying things are bad, but you can always improve things. And so I was always kind of looking for that value add change."

39:49 "If you keep looking for differences, you're not going to have a good experience. And unfortunately a lot of people, they didn't have a good experience."

53:22 "You always try to help your community or your neighborhood, right? You don't help them to help yourself, you help them so they can help other people."

More about Neil

Neil is an incredibly brilliant man who wears several hats, most notably as an innovator and mentor whose goals include changing the educational and healthcare landscape for the better.

He helps the United Nations create AI for the Global Good ecosystem, speaks publicly to help others overcome fears of public speaking and writing, works with Fortune 500 companies create products for nascent markets and industries.Neil also spends a lot of his time today helping organizations disrupt themselves before others disrupt them.

Neil is an IBM Master Inventor and patented more than 18 technologies. He is a seasoned author who creates content on diverse topics that impact the world, including AI, innovation, law, climate change, diversity, and inclusion, just to name a few.

He has won dozens of awards including the President's Volunteer Service Award and the Outstanding Achievement in Artificial Intelligence, which speak to his expertise and altruistic nature at the same time.

Find out more about Neil and connect with him in the following links:

LinkedIn - https://www.linkedin.com/in/neilsahota/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Dream BIG: The Relentless Pursuit Of Success w/ 4x Olympian Chaunte Lowe

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 2 Sep 2021 12:00:00 +0000

This episode of The Jake Dunlap Show features Chaunte Lowe, four-time Olympian in the high jump and triple negative breast cancer survivor. Chaunte's journey is one of relentless perseverance in the face of difficult family dynamics, growing up poor, and the desire to be better than she was yesterday.

From an early age, Chaunte already pursued athletics and learned that the way to be the fastest is to emulate what other successful athletes are doing, compete with them, and improve upon their strategies. By the time she was 20 and still in college she made her first appearance in the Olympics.

Chaunte would not make the final, but she would learn that when you dream, make sure your dreams are big so you don't lose steam when pursuing it. By the next Olympics games, she would achieve this goal and win the bronze.

Chaunte's shares that the succeeding Olympics games would be rollercoasters of emotions. From feelings of dejection after disappointing finishes, to exhilaration upon learning of her actual Olympic victory in 2008, Chante gives a very human side to the almost superhuman ability to even compete in FOUR Olympics games.

She would be diagnosed with triple negative breast cancer in 2019. Her mindset at this point was focused on the Tokyo 2020 Olympics since this platform would amplify her advocacy to teach about the dangers of breast cancer to men and women.

Listen to the full podcast on Chaunte’s journey of achieving the greatest victories, facing off the deadliest threats, and ultimately emerging victorious from it all.

QUOTES:

12:38 "I learned that, you know, when you start by running with that person, emulating what they do and then trying to find a way to improve upon it. And I've just done that in so many different areas of my life, in my education, anything that I want."

20:55 It's always been my goal to find people that know better than I do to get how to get me where I want to go. And when I picked a school, I needed both, I needed a school that had the academic challenging and the reputation of producing thought leaders in the world.

28:27 "At that moment, I realized I set my goal too low. My goal was to go to the Olympics and, once I made that team, all the steam, all the excitement, just like, I did it, and I didn't have anything else left to actually compete and make the final."

47:30 "Excuses are patches that you sew on the garment of failure."

53:45 "I wanted to make people aware that it's something that you should be looking for and what you could do to protect yourself. And, and that's really what training for my fifth Olympics was about… getting the opportunity to put this out there."

More about Chaunte

Chaunté Lowe was born on January 12, 1984. She is an American athlete who competes in the high jump and boasts an impressive four-time Olympics appearance in 2004, 2008, 2012, and 2016.

She is the 2008 Olympic bronze medalist, the 2005 World Championship silver medalist and the 2012 World Indoor gold medalist. In the 2008 Olympic high jump final, she initially finished sixth but was promoted to the bronze medal in 2016. This was after three other competitors were disqualified for doping.

Chaunte is the American record holder in the women's high jump and holds an outdoor clearance of 2.05 m in 2010, and also holds the indoor record with a clearance of 2.02 m in 2012. Chaunte also earned her masters degree in Mathematics Education from Western Governors University while attending it online which she also finished in 2012.

Chaunte has been awarded the NCAA Inspiration Award for continuing to share her story about breast cancer, raise awareness, and provide hope for others. In March 2021, Lowe jumped in her first competition in two years, and her first since her cancer diagnosis. She reported that she exceeded her goal by one inch.

She is writing a children's book now which includes her honest views on growing up with domestic violence and homelessness and how she took advantage of opportunities that were available to her. It comes out in spring.

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Undaunted - Overcoming Doubts & Doubters with Kara Goldin

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 26 Aug 2021 12:00:00 +0000

This episode of The Jake Dunlap Show features Kara Goldin, Founder and CEO of Hint, Inc. Even as a little girl, Kara learned that it's never too late to reinvent yourself and create your own opportunities. Her drive to learn business concepts from day 1 became the foundation for her success during her storied career.

After graduating, she kept an open mind, toured around the country, and interviewed with over 90 companies to figure out what was best for her. She created a vast network for herself and ended up applying for her journalism degree with Time Magazine.

Kara's story is characterized by an intense desire to keep learning and grabbing opportunities as they come. These traits would allow her to meet directly with executives who would recognize her passion and open even more doors for her.

Years after her first real job with Time, she would go on to build a billion dollar ecommerce business, found Hint Water, win awards and recognitions like Fortune’s Most Powerful Women Entrepreneurs in 2011, and write her book Undaunted: Overcoming Doubts and Doubters.

Listen to the full podcast on Kara’s journey of self-discovery, curiosity, and the value of continuously learning as you go along your way.

QUOTES:

28:40 "Your journey, no matter what you do, as you go on your journey you can start to pick the things that you really like about it."

32:46 "I should ask more people what they do and maybe they'll be willing to set me up with jobs with their companies. So then, anyone who came across my path, not just in Teepee, but also my dad's friends, I was like, who do you know in LA?"

43:23 "Where do you think you're lacking? I would ask these questions that just showed curiosity and, to your point, that's who you want to hire. Great managers want to hire people that help them think."

49:16 "That's what happens when you start not only a new company but when you're the only one in the space in a new category, as I share with entrepreneurs, you got to stay alive along the way and you got to wait for the consumer to catch up."

52:11 "You can still get back up from your challenges. You just have to figure out how not to freeze or when to slow down or when to pivot along the way. All those things are so critical."

More about Kara

Kara's very first job was at Alphabet Toys when she was just 14 years old. By the time she was in college, she would also wait tables at Teepee where she learned that opportunities are not just given to people, you can make them yourself by engaging others in meaningful conversations.

After graduation and landing her first real job as an executive assistant with Time Magazine, she would eventually rise up to become the Circulation Sales Manager. She would then move to CNN to work in sales, and then switch industries to work in ecommerce with 2market.

This venture, under her leadership, would become a billion-dollar business that would eventually be acquired by AOL where she served as VP of Electronic Commerce and Shopping.

After a few years and several pregnancies, Kara would found Hint Water with a desire to provide consumers a fun yet healthier alternative to soda which had caused her health to decline. Since its founding in 2005, Hint would become the largest independent beverage company without ties to Coke, Pepsi, and Dr. Pepper Snapple.

Find out more about Kara Goldin and connect with her in the following links:

LinkedIn - https://www.linkedin.com/in/karagoldin/
Website (Hint) - https://www.drinkhint.com/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Innovation Through Curiosity - Lessons from Baseball and Marketing with Chris Walker

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 19 Aug 2021 12:00:00 +0000

This episode of The Jake Dunlap Show features Chris Walker, CEO at Refine Labs. A man of many hats, Chris has incredible depth of knowledge in entrepreneurship, operations, engineering, and marketing. He possesses a go-getter attitude and natural curiosity that have developed his expertise in these different fields.

Chris was once on the path to becoming a pro baseball player (and even won a state championship!) but would ultimately end up in engineering. Upon graduation, he would hone his skills in operations and as a consultant and integrate his expertise into his role as a marketer.

Another lesson to be learned from Chris is the ability to recognize opportunities for growth. Not only has this helped him as a consultant growing other people's businesses, it has also helped him grab opportunities that accelerated his own career.

Being on the forefront of innovation inevitably led to his founding of Refine Labs, a company that pioneers practices with a human-centric approach. Chris shares how innovation can be found in unlikely places and how organizations can improve by opening themselves up to new ideas and listening to what the data is telling them.

Listen to the full podcast on Chris Walker’s fascinating journey of constant learning and how he integrates lessons from various industries to usher innovation.

QUOTES:

16:42 "I was so much more focused on how the technology was being applied to solve someone's problem versus actually developing the technology. "

22:30 "The amount that you can learn as a young person starting a business that has low barriers to entry and low startup cost, just to understand how to run a business, is massive."

34:01 "I just took the consultant mindset that we talked about earlier which is go in, understand the business, talk to a bunch of people, analyze data, talk to customers, and then assess what is the biggest opportunity for this company?"

40:12 "You create alignment with sales by helping them hit their goals by giving them deals that they would have never seen or never sourced, is the way that I see it."

46:50 "If you believe in something, you might see it in a different way that everyone sees it and you got to go with it."

More about Chris

Aside from making waves as the CEO of Refine Labs, Chris has also become a mini-marketing-celebrity on Linkedin. He has become known for advocating innovation in the way high quality demand gen is generated, which is to share valuable content consistently and, when buyers are ready, they will come to you.

Chris' areas of expertise include creating go-to-market strategy design, marketing strategy, demand generation, revenue operations, customer acquisition, social and content strategies, attribution, insights and analytics, and e-commerce.

He is a sought-after podcast guest and has even won the Innovator of the Year Award in 2017. Chris consumes a huge amount of content via videos, blogs, and podcasts which he then applies to projects on marketing automation, targeted market research surveys, and optimization, among many others.

Find out more about Chris Walker and connect with him in the following links:

LinkedIn - https://www.linkedin.com/in/chris-walker-41597028/
Website (Refine Labs) - https://www.refinelabs.com/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Entrepreneur Meets Artist – A Journey in Branding with David Brier

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 12 Aug 2021 12:00:00 +0000

This episode of The Jake Dunlap Show features David Brier, Chief Gravity Defyer at DBD International. An artist as much as he is an entrepreneur, David has been hailed as a "mad genius" and is a world-renowned designer with a thriving business.

David recalls his roots and his first forays into the art spectrum. From visual arts to music, David tried it all in his college days until he zeroed in on design and typography. He founded his first design company soon after college, moved on, and diversified his service with DBD International.

Moving to branding felt natural to David. His curiosity with designs he admired translated into the branding success he delivers to his clients. David also experienced the monumental shift in the 90s when design creation moved dramatically from analog to digital.

Far from satisfied, David is also a prolific writer and has authored several books, including Defying Gravity & Rising Above the Noise: The 8 Principles for Achieving and Maintaining Brand Elevation. Today, he also comments on the branding trends he has noticed and the value of originality in creating memorable designs.

Listen to the full podcast on David Brier’s journey in branding and his colorful anecdotes on life as a designer.

QUOTES:

09:54 "I need to be a designer because I can then, at least, control the outcome and be accountable for the outcome of all the bits and pieces work together. I didn't want to just be what I call a musician in the orchestra."

32:02 "I started to do stuff as editorial design, meaning how do I tell a story, how do I use a headline, how do I use all these bits and pieces to work together on a page. It was more of an editorial approach."

33:16 "Vanilla is what you put the hot fudge on. Vanilla isn't the star, the hot fudge is. And so I was all about the hot fudge, not the vanilla."

40:04 "I can use all these things to create a story, a visual, an entity, a presence, that started out maybe as a little germ of an idea in someone's head some time ago. And so I could bring that to life."

47:05 "Are you really that devoid of originality? Truly? Go and take a walk then, go to a museum, go to a gallery, go to some city, walk the streets and look at the windows. Get some inspiration."

More about David

David Brier is a brand identity expert, designer with decades of experience, author, and speaker. He has worked with industry legends like Shark Tank investor and FUBU CEO Daymond John who calls David "brilliant with branding."

He has been quoted as saying, "cookie cutters are for baking, not branding" and has been featured on Forbes.com and Fortune Small Business. He has hundreds of international recognitions, including a first-place win in the 2013 Shorty Awards, known in the industry as the "Oscars for Social Media."

David has worked with Revlon, Estee Lauder, Jim Henson Associates, Rolling Stone Magazine, The New York Times Sunday Magazine, and the Trump Organization. This passionate dedication to his work has earned him more than 300 international and national industry awards.

Aside from already being a published writer, David is also a Fast Company author who regularly tackles topics on innovation, advertising, and of course, branding in all its shapes and forms.

Find out more about David Brier and connect with him at the following links:

LinkedIn - https://www.linkedin.com/in/davidbrier/
Website (Rising Above the Noise) - https://risingabovethenoise.com/
Author Page (Fast Company) - https://www.fastcompany.com/user/david-brier

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Zero Regrets - The Hustle It Takes To Win with Henry Schuck

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 5 Aug 2021 12:00:00 +0000

This episode of The Jake Dunlap Show features Henry Schuck, CEO & Co-Founder of ZoomInfo. Hard work, when done consistently, will reward you in the end. Henry learned this very early on when he ran for student body president, worked two jobs, and eventually founded his first company, a nightclub promotion business.

Working in iProfile exposed Henry to the world of tech, earning him valuable experience which would be instrumental in the founding of DiscoverOrg and acquisition of ZoomInfo.

Henry went to Ohio State for law school as a deliberate choice for its great atmosphere and scholarships to boot. It was during his time here that DiscoverOrg would be created.

It was not an easy journey as Henry's time was split between law school and running his new business. His trademark drive for success however allowed him to finish and lead his company from $300,000 in its first year to 35 million in just 7 years.

As Henry became more entrenched in his role as CEO, he learned that he must adapt as the needs of a $50 million company are vastly different from the needs of a $100 million company.

Listen to the full podcast and find out more about Henry Schuck’s inspiring story of working hard until you reach your goals.

QUOTES:

09:06 On work: "I just really believed in the value of hard work and I just believed it would pay off."

12:59 On mental health: "I just at some point decided that okay, I'm going to need to feel better about this. So what am I going to do? So I signed up to go talk to a counselor."

14:12 On taking the initiative for change: "If I'm going to bitch and moan about how much I don't like the UNLV community, then I should probably go try and do something about it. And so I said, well, I'm going to run for student body president."

17:17 On never having regrets: "It was about having no regrets around not working hard enough. I will lose fair and square but I won't lose because I didn't work hard enough."

33:26 On altruism: "When you have some professional success, you should probably take some time to think about what things along the way were hands that helped you get to that point."

55:36 On being an adaptable CEO: "As long as you're convicted about the fact that you want to be that next CEO, you've got to continue to evolve your role."

More about Henry

Henry Schuck is a leading entrepreneur in sales intelligence and lead generation. Before founding DiscoverOrg, Henry managed marketing and research at iProfile, eventually leading the private equity sale of the company.

He then founded DiscoverOrg back in 2007 while he was still in law school. Soon after he acquired rival ZoomInfo and decided to take on the former competitor’s name. After taking ZoomInfo public, shares zoomed from $21 to more than $50.

Henry led the company on a rapid growth path including funding investments from TA Associates, Goldman Sachs BDC, FiveW Capital, and NXT Capital.

Henry's business sells subscriptions to a database of sales and marketing intelligence. Their databases contain corporate contact information, company organizational structures, and “technographics,” a profile of all the technologies used by different companies.

DiscoverOrg has been awarded both a Stevie® and a CODIE award in recognition of the quality of their datasets. It was also named a Leader and ranked Number One in customer service by G2 Crowd.

Find out more about Henry Schuck through the following links:

LinkedIn - https://www.linkedin.com/in/hschuck/
Website (ZoomInfo) - https://www.zoominfo.com/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Independent Spirit - March to the Beat of Your Own Drum with Erik Huberman

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 29 Jul 2021 12:00:00 +0000

Joining this episode of The Jake Dunlap Show is third generation serial entrepreneur and marketing expert, Erik Huberman, CEO of Hawke Media.

In this episode, Jake goes back in time with Erik as they uncover the steps he’s taken to build one of the fastest growing marketing consultancies in the US. As a third-generation entrepreneur, Erik knew the kind of shoes he had to fill but remained steadfast - knowing deep inside that he had what it took to make it work.

Having grown up in an environment that encouraged him to explore, Erik shares about how much of his qualities were attributed to attending a school that allowed its students to march to the beat of their own drum and how this allowed him to possess an early realization for self-awareness. Being naturally competitive, he knew that his main competitor was himself, he recalls his first entrepreneurial experience reselling beanie babies and ended up earning four grand as an eight-year-old.

Erik talks about his first job in high school and why he never wanted to work for someone ever again which prompted him to learn to take things as an independent spirit. While earning his Bachelor’s Degree in Business Administration at the University of Arizona, he set off to find career options starting in a real estate office, then moving to a sales and marketing company, and on to handling/running a start-up - when he graduated he was faced with the question of what he wanted to do in his life.

Erik realized two things: that he was good at building businesses from scratch and had a passion for e-commerce brands. Erik shares how things are run differently at Hawke Media and expands on the importance of changing the traditional approach when it comes to marketing brands, making it more client-centric and authentic. He also touches on the subject of overcoming challenges and how the best way to go about it is by facing it head on.

Listen to the full podcast and find out more about Erik Huberman’s story of perseverance and finding the next best opportunity.

QUOTES:

On working: “I want to make money because I deserve to make money. Not because someone thinks I deserve to make money.”
On working while still in school: “My thought around working in school was I want to go get a job. That's going to teach me something. That's either going to help me figure out what I want to do. Long-term or give me a skill that I can carry with me with whatever I do.”
On the importance of word choice: “I think that taught me so much about sales because there's little word choices and nuance and communication are the difference between getting a deal on the spot on the spot. I honestly think through his volatility, I learned a lot of sales skills.”
On making career decisions: “At the end of the day, you do have to make the right choice for you.”
On his company’s purpose: “There's gotta be a solution here that things can be accessible, but also really great meaning like, and so our mission statement to this day is accessibility to great marketing for everyone.”
On running businesses: “Shit is going to happen all the time. You run a business, you're always going to be putting out fires.”
In facing challenges: “It's like, if that's actually what's coming. What I do right now, doesn't matter. So let's just lean into it and go for it because if it works: awesome. And if it doesn't, we're probably in a lot bigger problems than, oh, I spent some time on my business. It didn't work out.”

More about Erik

Erik Huberman is the CEO and founder of one of the fastest growing marketing consultancies in the US – Hawke Media, a full-service Outsourced CMO based in Los Angeles, CA that provides guidance, planning, and execution for brands, industries, and business models to grow and expand. To date, his company has serviced over 2000 brands, from start-ups like Tamara Mellon, SiO Beauty, and Bottlekeeper, to household names like Red Bull, Verizon Wireless, and Alibaba.

Erik is one of the most sought-after thought leaders in the world of digital marketing, sales, and business who’s had a successful run of founding, growing, and selling two e-commerce companies prior to establishing Hawke Media. He holds a Bachelor’s Degree in Business Administration from the University of Arizona.

Also known as keynote speaker, Erik is featured in different speaking engagements of all sizes where his distinctive style of storytelling comes into play with the way he shares his unique insights and true-to-life experiences that demonstrate the moral dimension of the corporate world. He mainly addresses topics on entrepreneurship, personal values, win/win business practices, and e-commerce with authority. He is also recognized as a regular contributor to major publications like Forbes, Entrepreneur and CSQ.

Throughout the course of his career, Erik has been the recipient of multiple awards including, Forbes “30Under30,” CSQ “40Under40”, Inc. Magazine’s “Top 25 Marketing Influencers,” and Best in Biz North America’s “Marketing Executive of the Year.”

Find out more about Erik Huberman through the following links:

LinkedIn - https://www.linkedin.com/in/erikhuberman/
Website (Personal) - https://www.erikhuberman.com/
Website (Hawke) - https://hawkemedia.com/

Learn more about Jake Dunlap and Skaled by visiting the links below:

Jake Dunlap:

Personal Site - http://jakedunlap.com/
LinkedIn - https://www.linkedin.com/in/jakedunlap/
Twitter - https://twitter.com/JakeTDunlap
Instagram - http://instagram.com/jake_dunlap_
Facebook - https://www.facebook.com/JakeTDunlap/

Skaled:

Website - https://skaled.com/
LinkedIn - https://www.linkedin.com/company/skaled
YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Beginner’s Mind - The Only Way to Innovate and Grow with Nick Mehta

becca.eddleman@skaled.com (The Jake Dunlap Show, Jake Dunlap) — Thu, 22 Jul 2021 12:00:00 +0000

Joining this episode of The Jake Dunlap Show is leading technology entrepreneur, Nick Mehta, the CEO of Gainsight.

In this episode, Jake dives deeper into Nick's origins that has made him the influential person he is today. Having to overcome the difficulties of constantly feeling out of place coming from an immigrant family, Nick shares how he worked out what it means to be comfortable in his own skin and to find his own place where he could be confidently different, especially when he knew his calling for computer technology at such a young age.

Armed with a distinctive interest in technology and an ingrained “there’s-a-million-things-I-haven’t-done-just-you-wait” culture of success, Nick shares more about the challenges he’s experienced that started immediately after being accepted in Harvard where he pursued two degrees, a Bachelor’s Degree in Biochemistry and a Master’s Degree in Computer Science, one for duty and the other in pursuit of his real love: business and technology.

Right out of college, Nick co-founded Chip Shot with his friends. He explains his experiences on what it was like to run a start-up – from the operations that involved taking orders, handling customer service and shipping out the products, to the business development that involved pitching for investments and expanding their market. Nick shares his experience going back into employment and narrowing his focus on product management where he discovered his interest in its scope and how it serves to connect business and technology.

After learning the nitty gritty of how a big company functions, Nick shares his explorations about how much he wanted to get back on the reins of running his own business and creating a culture. Nick unravels the importance of focusing on a community of power-users and breaking the traditional business mindset that just focuses on product and sales - together. He emphasizes that in actuality, the economic world that’s thriving today fervently follows a new kind of focus that’s ever-evolving and that is the category of Customer Success.

Listen to the full podcast and find out more about Nick Mehta’s story of evolution and success.

Quotes

Importance of strategic learning: It’s “…that learning you get when you’ve done something and you’ve done it pretty well, but you know you could do it better…. I wasn’t the best I could be, and I’m still not the best I can be”

“I had seen saw how important customer success was…I just fell in love with the people and idea and…wanted be part of the founding team to get it started”

“There’s such a touch balance between focus but also having more things so you can continue to find more ways to grow”

“It’s ok to expand the vision, you can stay focused… it’s important to expand and grow your vision and the best entrepreneurs find the balance. And I think we should’ve probably grown our vision even earlier because sometimes you want to keep growing that opportunity…better late than never”

“Embrace the history, but also reinvent yourself everyday”

“One of the values we embrace is beginners mind. The best way to innovate is from a beginner’s perspective”

More About Nick

Nick Mehta is the CEO of Gainsight, an innovative computer software company that offers a customer-centric technology known as the Customer Cloud – an effective tool that enables businesses to put their customer at the center of their entire business’ process by offering a solid set of solutions that emphasize customer success, product experience, revenue optimization, customer experience, and computer data.

Born in Massachusetts and having grown up in Pittsburgh, Pennsylvania, Nick’s interest in computer technology started at an early age and was influenced by his dad, who worked in the same field. He is a holder of two degrees from Harvard University, a Bachelor’s Degree in Biochemistry and a Master’s Degree in Computer Science.

Nick’s business career started during the mid-1990s when he co-founded Chipshot, a venture-funded online golf retailer. Despite the business being unsuccessful, it has taught him a lot in terms of experience which allowed him to land his first employment role as the Director of Product Management at XDegrees in 2002, and immediately transferred to Symantec on that same year, where he held various senior operating roles – from being the Director of Product Management, to Vice President of Product Management. It was during his tenure with the company that he helped the business grow to more than $200 million in 2007 and earned recognition from ESG, Gartner, Forrester, IDC, and Radicati as the leading product in the “on-premise” email archiving market. From years 2008 to 2012, he assumed the position of CEO for LiveOffice and worked out the Inc. 5000 company’s profitable growth to $115 Million in revenue and led its successful sale to Symantec.

In 2013, Nick became the CEO of the customer success company – Jbara software which has been renamed to Gainsight and is now his life’s greatest work to date. He led the company in multiple funding rounds that resulted in them not only raising a total of $156 Million, but also growing the company to about 500+ employees stationed around the world.

Nick is the co-author of two books: Customer Success: How Innovative Companies Are Reducing Churn and Growing Recurring Revenue, released around early 2016, and The Customer Success Economy: Why Every Aspect of Your Business Model Needs a Paradigm Shift – both are available on Amazon - https://www.amazon.com/Nick-Mehta/e/B07JX9CRVW?ref_=dbs_p_ebk_r00_abau_000000

Check out the Chipshot.com commercial here: https://youtu.be/J11XRUPu1T8

Find out more about Nick Mehta through the following links:

LinkedIn - https://www.linkedin.com/in/nickmehta/
Website (Gainsight) - https://www.gainsight.com/

Heart and Soul - Leading Growth and Change with Claude Silver

becca.eddleman@skaled.com (The Jake Dunlap Show, Jake Dunlap) — Thu, 15 Jul 2021 12:00:00 +0000

On this episode of The Jake Dunlap Show, Claude Silver, Chief Heart Officer at VaynerMedia shares how as a young person, her parents told her that she “thought too much with her heart, and instead needed to think with her head,” combined with her dyslexia lead to her feeling a sense of humility in almost every situation in her career - even though beneath the surface she knew she was a “raging empath.”. One day while on a Wilderness Leadership Program, Claude was faced with a choice: break her ankle and have an excuse to go home, or power through and embrace the change. She decided to embrace the change and lean into one of the most transformational periods of her life.

As her career expanded, ultimately with the goal of becoming a therapist, Claude explored her gifts of spirituality, intuition, healing, and group dynamics at the California Institute for Integral Studies and upon getting that “piece of paper” degree, jumped into the advertising world headfirst with a strong life mission:

To facilitate growth and change in people within teams at companies

And that’s just the beginning of her journey, during this episode you’ll hear even more insights about the dynamics of people, teams, culture, and personal anecdotes and experiences from Claude including how she almost chose the path of becoming a professional tennis player, almost walked out on working for Gary Vee and how her current role as Chief Heart Officer is making an impact.

More about Claude:

Claude Silver is VaynerMedia's Chief Heart Officer, the capstone of a career focused on guiding client relationships, global brand strategies, operations, and management. An abiding passion for creating spaces in which people can thrive defined her previous leadership positions at JWT London, Publicis London, SAYMedia, and Organic, among others.

Claude’s passion is facilitating growth and change in people, teams, and companies. She is dedicated to helping people find meaning in what they are doing and guiding colleagues in how to identify--and remove roadblocks. Claude has a successful track record of hiring great talent and leading global teams of people expert in solving complex client challenges with digital innovation, simplicity, and passion.

At VaynerMedia, Claude cultivates the heart of the agency's success: its people. With a purview that includes staff relations, development, recruitment, and retention, each practice is underscored by Claude's drive to unlock the inner professional potential of every VaynerMedia employee.

Follow and Learn more about Claude:

https://www.claudesilver.com/

https://www.linkedin.com/in/casilver/

https://www.instagram.com/claudesilver

To learn more about Jake Dunlap and Skaled, please visit the links below.

Jake Dunlap Personal Site - http://jakedunlap.com/
Jake Dunlap LinkedIn - https://www.linkedin.com/in/jakedunlap/
Skaled - https://skaled.com/
Skaled LinkedIn - https://www.linkedin.com/company/skaled
Jake Dunlap - Twitter - https://twitter.com/JakeTDunlap
Jake Dunlap - Instagram - http://instagram.com/jake_dunlap_
Jake Dunlap - Facebook - https://www.facebook.com/JakeTDunlap/
Skaled - YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Creating Your Path: The Alternative Career Journey of Mark Roberge

becca.eddleman@skaled.com (Jake Dunlap, The Jake Dunlap Show) — Thu, 8 Jul 2021 12:00:00 +0000

A leader in the sales world, scientist of modern selling, bestselling author, 3X varsity athlete and currently the managing partner at Stage 2 Capital, Mark Roberge started out in life by hiding his intelligence because he wanted to fit in - the seeds of an unlikely career journey being able to build skills around and relate to a broad spectrum of people and organizations.

Mark’s grandfather, a World War 2 Veteran, semi-pro baseball player, and janitor at a bank taught Mark not to take education for granted and make the most out of the opportunities he had in life.

Running miles at just over 4 minutes in Track, along with playing Soccer and Tennis, Mark’s athletic roots also had a big influence on his career.

Mark got accepted to MIT for undergrad and almost went, ultimately deciding not to go because he wanted to pursue a life of balance. (He found himself back at MIT later in his educational path) He studied mechanical engineering because he was great at math and was always told he should be an engineer. Mark chose to work at Accenture right out of college, and after getting placed at a startup was hooked on startup culture and the entrepreneurial spirit because of the pace of innovation and the financial upside.

Mark shares how one of the co-founders of Hubspot invested in his startup with one stipulation: that Mark would spend time helping him at Hubspot which lead to an unlikely role given his background in engineering in Sales and eventually becoming CRO.

Mark also shares about being an advocate for mental health after being diagnosed with PTSD after experiencing the 9/11 attacks in 2001. Today he hopes to normalize getting treatment for mental health.

About Mark

Mark Roberge is an Advisor to HubSpot and former Chief Revenue Officer of HubSpot’s Sales Division. He is the bestselling author of the award-winning book, “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to Go from $0 to $100 Million”. Mark is one of the instructors for HubSpot Academy's Inbound Sales Certification and also a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School, where he teaches Entrepreneurial Sales and Marketing in the second-year MBA program.

Prior to his role as CRO, Mark served as SVP of Worldwide Sales and Services at HubSpot, increasing revenue over 6,000% and expanding the team from 1 to 450 employees. As a result, HubSpot placed #33 on the INC 500 Fastest Growing Companies list in 2011.

Named one of Forbes' Top 30 Social Sellers in the World, Mark has also won the Salesperson of the Year award at the MIT Sales Conference in 2010. He was a semi-finalist in the 2005 MIT $50K Business Plan competition and was awarded the Patrick McGovern award for his contributions to entrepreneurship at MIT. He holds a BS in Mechanical Engineering from Lehigh University and an MBA from the MIT Sloan School of Management.

Mark’s Links

Connect with Mark on LinkedIn: https://www.linkedin.com/in/markroberge
Check out Mark’s “Science of Scaling” here: https://blog.stage2.capital/science-of-scaling
Buy a copy of Mark’s bestselling book: “The Sales Acceleration Formula”: https://www.amazon.com/Sales-Acceleration-Formula-Technology-Inbound/dp/1119047072

To learn more about Jake Dunlap and Skaled, please visit the links below.

Jake Dunlap Personal Site - http://jakedunlap.com/
Jake Dunlap LinkedIn - https://www.linkedin.com/in/jakedunlap/
Skaled - https://skaled.com/
Skaled LinkedIn - https://www.linkedin.com/company/skaled
Jake Dunlap - Twitter - https://twitter.com/JakeTDunlap
Jake Dunlap - Instagram - http://instagram.com/jake_dunlap_
Jake Dunlap - Facebook - https://www.facebook.com/JakeTDunlap/

Skaled - YouTube -

https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Hotel Regina: The Pursuit of Happiness and Balance with Dan Harris

becca.eddleman@skaled.com (The Jake Dunlap Show, Jake Dunlap) — Thu, 1 Jul 2021 12:00:00 +0000

Dan Harris, ABC News Journalist, Nightline Anchor, co-anchor for Good Morning America, New York Times #1 Bestselling author of 10% Happier and co-founder of the 10% Happier Meditation App shares his story of coming from a high achieving family, but still missing something - one day his eyes opened up to a whole new world on a trip to Europe where he saw the Hotel Regina in Paris for the first time - a place that represented beauty, success and excellence.

Dan has been voraciously pursuing his own version of Hotel Regina, an allegory for success - a desire for achievement that has brought him from almost becoming a Hollywood music video producer to a household name across America as a news anchor, bestselling author of 10% Happier and co-founder of the 10% Happier meditation movement.

In Dan’s words, when he wrote the book he “…did not perceive that 10% Happier was going to be so f*cking successful that it would take over his life…”

Dan shares how he overcame toxic behaviors in the corporate world and what he does today to maintain a sense of balance.

Truly humble and self-aware today, Dan’s personality shines as Jake Dunlap uncovers things you never knew about Dan Harris and the voracious hunger for success that lives inside of the world's most successful people.

About Dan

Dan Harris is a co-anchor the weekend edition of Good Morning America on ABC News, as well as a correspondent for such broadcasts as Nightline and World News Tonight. He is also the author of 10% Happier, a #1 New York Times best-selling book about a fidgety, skeptical news anchor who stumbles upon meditation. Recently, Harris launched an app specifically designed to teach meditation to doubters and busy people. This ancient practice – too long associated exclusively with hippies and robed gurus – has been shown by modern science to boost resilience, focus, creativity, emotional intelligence, and overall mental and physical health. With meditation and mindfulness now being embraced by executives, athletes, educators and entertainers, Harris has become a leading voice for pushing for the practice into the mainstream, using plain English and dry humor. He has spoken in front of a variety of audiences—corporations, health and wellness organizations, and schools and universities.

Hotel Regina (mentioned in episode: https://www.regina-hotel.com/en/

Dan’s Music Video Mentioned in the Show: Jawbox - Cutoff (Remastered Video)

Link to Dan Harris’ New York Times #1 Bestselling Book: 10% Happier

Learn more about Dan Harris

Connect with Dan on LinkedIn

To learn more about Jake Dunlap and Skaled, please visit the links below.

Jake Dunlap Personal Site - http://jakedunlap.com/
Jake Dunlap LinkedIn - https://www.linkedin.com/in/jakedunlap/
Skaled - https://skaled.com/
Skaled LinkedIn - https://www.linkedin.com/company/skaled
Jake Dunlap - Twitter - https://twitter.com/JakeTDunlap
Jake Dunlap - Instagram - http://instagram.com/jake_dunlap_
Jake Dunlap - Facebook - https://www.facebook.com/JakeTDunlap/
Skaled - YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Perseverance: Lessons From Manny Medina's Journey

becca.eddleman@skaled.com (Jake Dunlap) — Thu, 24 Jun 2021 12:00:00 +0000

Takeaways

~ Manny went for the opportunities that were presented and available resources with the determination that carried him from being a shrimp harvester in Ecuador to a student in America to now the CEO of Outreach

~ He could not continue on the normal route that was predestined for him in his country or parental expectations; he stayed on a narrow path to achieve academic and career praise

~ He understood that he had to try stuff that was outside of his bubble if he would ever consider himself a entrepreneur

~ Manny’s experienced an opportunity where someone invested an incredible amount of time in order to get him into HBS. Along with his hard work ethic in constructive criticism, and wanting to be and sound professionally proficient, he achieved his task of moving forward when he didn’t know he could.

~ Due to his experiences where people took interest for his advancement, he has taken time to reinvest his time and knowledge for others who are looking to achieve the goals for their path to success

Quotes

“My parents didn’t give me a pass….I got the ‘your mom is an engineer, your dad is an engineer, you’re going to be an engineer’ so I picked the most middle of the road thing that had the most optionality. I didn’t have to commit to anything with computer engineering…. even though i wasn’t very good, I saw the potential in it”

“It was incredible that somebody like a stranger just takes you into account….. she invested in me and all she asked was that I invested in others…. Nobody has ever done anything like that for me….”

Learn more about Manny and Outreach:

Manny Medina LinkedIn - https://www.linkedin.com/in/medinism/
Outreach LinkedIn - https://www.linkedin.com/company/outreach-saas/

Learn more about Jake and Skaled:

Jake Dunlap Personal Site - http://jakedunlap.com/
Jake Dunlap LinkedIn - https://www.linkedin.com/in/jakedunlap/
Skaled - https://skaled.com/
Skaled LinkedIn - https://www.linkedin.com/company/skaled
Jake Dunlap - Twitter - https://twitter.com/JakeTDunlap
Jake Dunlap - Instagram - http://instagram.com/jake_dunlap_
Jake Dunlap - Facebook - https://www.facebook.com/JakeTDunlap/
Skaled - YouTube - https://www.youtube.com/channel/UCsw_03rSlbGQkeLGMGiDf4Q

Get to Know Your Host, Jake Dunlap

becca.eddleman@skaled.com (Chris Decker, Jake Dunlap) — Sun, 20 Jun 2021 15:40:35 +0000

On this inaugural episode of The Jake Dunlap Show, guest host Chris Decker interviews Jake to learn more about Jake's vision for the show and what listeners can expect.

Jake Dunlap has been selling and advising companies on sales and marketing for nearly two decades. From telemarketing vacation packages in Springfield, Missouri to helping close seven figure deals for the fastest growing tech companies in the world, he has worked with and advised 1000s of companies on modern sales processes and technologies throughout his career. He loves the science and art of sales and has dedicated nearly a decade to building a global, world class sales consulting firm, Skaled, to break the model for modern consulting.

Learn more at https://jakedunlap.com