Jake Dunlap

Skaled Consulting

Everyday we help companies operationalize key aspects of their sales and marketing organization.  As CEOs, Senior Execs, and Sales people, our world is changing so rapidly and keeping pace is extremely hard.  We help with both strategic and tactical support through various phases of scaling and when larger organizations are looking to re-invent or stay relevant with their current marketing and sales strategies.

Here are a few of our clients in key verticals:

Enterprise Technology and Services:
Microsoft / GLG

Hospitality/Customer Service Tech:
Duetto / NoWait (acquired by Yelp) / Stella Service

HR Tech:
LinkedIn / ADP / The Muse / Grovo / ConveyIQ / Wayup / Vettery / Paypro

Education/Legal Tech:
Newsela / Bodhala / Hire an Esquire / Allovue / Codio / Busylamp

Real Estate/Financial Services Tech:
Breather / Nestio / Honest Buildings / Hightower / Everplans / CredSimple / Captalys / ReThinkCRM

Sales Technology:
Outreach / SalesLoft / Everstring / Lead Genius / Terminus / Discoverorg / Emissary.io / Redbooks / Speek / 15Five / Honey

Advertising and PR tech:
BounceExchange / SaleMove

Services:
Dom & Tom / Betts Recruiting / Moxie / Palantir

Chief Executive Officer

Stage 2 Capital

Nowait, Inc.

This was one of the most amazing opportunities I have had to change the way that restaurants think about engaging with guests and managing throughout at the same time. 

How do you provide a world class experience for guests and ensure that your internal team can manage the flow of guests on your busiest days/nights?  This is what we helped 1000s of restaurants accomplish everyday. 

I built out, managed and led the process for how NoWait engaged with and deployed its software and service to the largest restaurant groups in the United States and Canada including Brinker (Chili’s), Applebee’s, BWW, Cheddars, On the Border and 1000s of other leading restaurants to transform the way they treat and manage their guest experience at the front of the house.

Vice President of Sales (acquired by Yelp)

Chartbeat

Partnered with the leading publishers (ESPN, New York Times, Wall Street Journal and 100s of others) and the largest websites in the world to better understand their audience in real-time. 

Developed and managed the growth, development and execution of product outreach, sales and account-management strategies to ensure Chartbeat met the need of our partners at the strategic and tactical levels. 

Over the course of the year and early 2013, we transformed the organization from a one-person function to four departments comprised of sales development, account executives, Chartcorps (service) and customer success to specialize in solving the needs of the largest websites in the world. 

In 2012, we grew annual bookings by more than 300% year-over-year and nearly doubled monthly recurring revenue during the first nine months

Head of Sales & Customer Success

Glassdoor

10 years after Glassdoor launched we sold to Recruit (owner of Indeed) for 1.2 billion dollars.  

My piece of this amazing journey was two fold:

1. Change the way that employers think about how they interact with their current employees, interviewees and attract the top new hires. 

2. Build a sales, success, service and operations organization that could consult and service the largest companies in the world on how to find and retain their most valuable asset - their people. 

From 2010-2012, I spearheaded the day-to-day operations of all sales, operations and account management, expanding the department from 0 to 40 employees in less than 18 months. 

We grew to $1 million MRR in less than 18 months and developed sales and operations training program as well as client-services workflow.

Had the amazing opportunity to work hands with Rich Barton, Bill Gurley and some of the other titans of Silicon Valley directly while reporting to the CEO and board of directors

Vice President of Sales, Success, and Sales Operations

Careerbuilder.com

•	Managed 15-member team responsible for providing industry- and regional-recruiting guidance on best practices for utilizing services to develop advertising campaigns for mid-sized businesses
•	Identified organizational goals and aligned them with team’s core competencies
•	Consulted with organizations’ multi-level leaders to better understand their needs and correlated best ways for meeting them
•	Worked with executives nationwide to develop various industry-specific, human-capital strategies
•	Developed corporate strategies for Fortune 500 organizations that directly impacted revenue generation and cost control through human resources
•	Initiated relationships and managed day-to-day consulting of Fortune 100 organizations

Senior Sales Manager - Pacific Northwest

National Accounts Manager

Arizona Coyotes

I was the top Premium Sales person until I made the mistake of telling my boss to F**k off 🤷‍♂️

Senior Account Manager

Tampa Bay Devil Rays

Hired and managed inside sales team 
Responsible for group, season and premium-season ticket sales

Account Manager - Corporate Accounts

I love the science and art of sales and it's why I've dedicated the last 9 years to building a global, world class sales consulting firm

Courtesy of G2, we were rated higher than McKinsey in Management Consulting and Accenture in Sales Consulting by changing the way we define "consulting." 

How? We created a new bar where the goal is results and not recommendations. 

Strategic vision and tactical strategy execution is how you generate results today.

With 40+ employees and a network of 100s of top experts, we are dedicated to helping individuals and organizations: 

• Align sales and marketing organizations to increase sales productivity 10-20% 
• Create replicability via advanced processes and sales methodologies 
• Automate follow up, data entry, and task management in CRM and the sales stack

Make sure to check out the latest episode of The Jake Dunlap Show and Subscribe: jakedunlap.com 🙏 

Follow Me:
• YouTube: Jake Dunlap - check out over 200 plus videos: bit.ly/2Qu3niE 
• Instagram: @jake_dunlap_ to get all the behind the scenes action

Highlights:
• C-level sales leader and highly sought after industry thought leader, quoted by Forbes, Inc. and Huff Post.
• First VP of Sales at Glassdoor (1.2 billion dollar acquisition - May 2018)
• VP of Sales at NoWait (acquired by Yelp - March 2017)

Please donate to Hurricane Helene relief funds: https://lnkd.in/g_XqXjGC

Asheville, NC is a major tourist destination and place where people live 

There are 0 posts in my feed about what is happening there or other parts of the US from this hurricane 

This city we all love has been decimated like Chimney Rock and others

Let’s take a pause on talking about SaaS sales and start raising some awareness

First Call for VC and PE-Backed Companies Who Need to Optimize Revenue Performance for the Next Phase of Growth | Generative AI Expert for Frontline Sellers | USA Today Bestselling Author of Innovative Seller

This is wild….this custom ChatGPT can you help take down any deal vs the competition

You may not want to talk about the competition in a deal but they are there

In the late stages of deal, companies lose deals left and right because they don’t know how to position to make their value prop stand out

Your pitch and the competition all say the same thing:
- Our customer success team is world class
- We provide insights you can’t get any where else
- We have Ai….😆


This CustomGPTs is saving sellers hours by helping craft ways to differentiate 

Get his and 9 other CustomGPTs for just $25 a month….this will pay or itself in time spent and deals one in the first week

https://lnkd.in/gKJ6XmAK

I'm about to save every at least one hour a week with this one...here is Skaled's proprietary "Knowledge Document for ChatGPT" template

The beautiful part is you can actually have ChatGPT fill it out for you! 😁 

Tag your sales team in the comments and if you want to take this to the next level, you can start using CustomGPTs that you can program all this into so you don't have to attach it every time (https://lnkd.in/gZiDgFhw) 

Enjoy this for 100% free and hope this is helpful https://lnkd.in/gSQDjzBh

AI isn’t just an “emerging trend” for sales teams anymore—it’s a necessity.

This isn’t a fad…it is a foundational shift in how we sell and solve problems today

Reps who understand how to leverage AI for personalization, prospecting, and decision-making are closing deals faster and building stronger relationships. 

But there is a MASSIVE issue3

Most sales leaders and reps aren’t equipped with the GenAI skills they need to thrive.

The reality? 

Teams that don’t embrace AI are going to get left behind. 

Sales leaders, it’s time to start investing in AI upskilling now—not later.

This shift is bigger than just adopting a tool. It’s about preparing your team for the future of selling.

If this sounds familiar, my team has made  it easy for you to act now

Join us on October 9th at 1pm Eastern for The AI-Powered Seller as we kick off our 6 week live course that covers ChatGPT, Claude, and Perplexity.  

More importantly, it will train sales teams how to use all 3 tools together for huge efficiency and productivity gains. 

Just think about what your prospecting looks like now.  

Now imagine it is done at higher orders of personalization and in a fraction of the time. 

That's the power of AI when used correctly in sales. 

Don’t get left behind. Register here: https://lnkd.in/gHDh5Fu6

I was just in Asheville, NC for the first time in April and this is incomprehensible  

I drove over these bridges 

I was 100s of ft away from the rivers

Let's not be so wrapped up in other people’s business and our “B2B” sales lives that we are ignoring this

Donate now to these people trying to get in for relief

Open article: Donate to Support Hope Mill Inc's Hurricane Relief, organized by Carrie Huss by gofundme.com

Donate to Support Hope Mill Inc's Hurricane Relief, organized by Carrie Huss

I have to ask all my Gen Z people. Why are you “listening” to people on LinkedIn who don’t post video?

Just came across 2 people on TikTok, companies marketing team might have said “hey x, let’s make you a TikTok”, who are always preaching via text post on LinkedIn.

0 videos on LinkedIn

But…damn…if you saw these videos on LinkedIn you would unfollow immediately 

Why don’t people post video or wild ideas here? Check out some of these thought leaders X account too

It’s simple: LinkedIn makes you put your name on it

Your name

No handles - just your reputation and I’m here for it

Video and your name shows the real person. 

People are ok to put out a text post with some ideas but when you see a video of them saying it 😂 💀

Where’s the videos “thought” leaders?

Cmon….if these leaders aren’t willing to talk to their audience with their own image and voice then what’s the point of building an audience? 🤷‍♂️

Over 50% of reps and sales leaders using GenAi said it saves them 2-5 hours a week

That is between .5 and one entire a month a year they are saving and increasing their quality of work too

Everyone’s heard of ChatGPT, but when’s the last time you heard a sales team talk about using Claude or Perplexity?

Even rarer? Using all three together.

This is the secret superpower that most sales orgs are missing right now when it comes to AI.

 It’s not just about knowing how to use these tools individually, but understanding how to leverage them together to truly see efficiency and productivity gains.

Ready to see reps saving 3-5 hours a week and increasing their quality of work 2x?!?

Join us on October 9th at 1pm Eastern for The AI-Powered Seller—where we’ll show you exactly how. (Don’t worry all sessions are recorded too)

Now is the time to invest in yourself and your teams: https://lnkd.in/gHDh5Fu6

We know buyers want three things…

1. Buyers want a journey optimized for their ideal sales experience at each step

2. Buyers want to be fast-tracked or move back in the process when needed

3. Buyers want you to never stop aligning to their priorities and preferences

They want speed and customization in their sales experience

Here’s what you’re going to do about it:

You’re going to build the ideal sales journey using NTENT and align to modern buyer needs

B2C behaviors have shaped the needs of B2B buyers

Now is the time to do something about it and apply it to B2B processes

NTENT breaks down the sales process into five key components - each designed to enhance clarity, speed, and effectiveness in the sales cycle for you and, more importantly, your buyer

Join me 10/14 on The Innovative Seller for a session on what buyers truly want and how to make it happen 💯

#innovativeseller #createthefuture #b2bsales

Tim Gerardi, Becca Eddleman and 7 other attendees

Optimize Your Sales Journey for Speed & Customization

The annual sequence and messaging overhaul isn’t going to help sinking outbound results (less than 20% of teams are hitting quota)

When your outbound efforts lack a structure for consistent optimization, changes can be challenging to make at the organizational level

No one gets excited about it

But making changes that generate more revenue for the organization and the sales team should get people excited

But I bet many of you have put it off…

“We’ll just do more activities this quarter to make up for it”

This is a bad idea

More activities are not going to help

The first step you can take today to gain a 25% increase in pipeline coverage is to commit to making testing and performance optimization a part of your outbound strategy

Not a seasonal or annual update

The second step is to join me next Monday on The Innovative Seller for 30 minutes on best practices to get you started

- Get crystal clear on metrics to improve results

- How to make optimization practices the standard in your outbound strategy

- Build your dream team - don’t leave it on reps’ shoulders

Excited to dive in

#innovativeseller #createthefuture #outbound

Becca Eddleman, Vinnie Moore and 14 other attendees

Use this Strategy to Increase Outbound Results by 25%

Taplio

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