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)

It's here....finally  - The Innovative Seller Launches today!!!!

So far my favorite reactions are to the Acknowledgements where I thank my bosses who fired me for getting me on my path 😂 

I'll be live at 11am CT talking about the process and learnings from the 2nd C - Current GTM Strategy: How to hit Outbound in 2024 and Beyond 🚀

If you bought a copy already, by one for a friend this week and they will also get access to the Innovative Seller Community which is turning out to be something really special

Share with your friends and can't thank everyone enough for your support

https://lnkd.in/gt5Hxbiw

NTENT is the new MEDDIC

1. You can openly discuss EVERYTHING with the buyer. 

2. It follows how buyers want to buy and helps them through the process

Next Steps - We lose more deals to lost momentum and the status quo.  You have to drive next steps or deals won't happen.

Team - There are two teams in every deal that need to get bought in. A User team who need to make sure they will see the value in your day to day. A ROI/Impact team who needs to understand the business impact.  There is no such thing as a single decision maker in 2024.

Education - These teams might be in different parts of their journey so we need to meet them where they are for every meeting. If someone is Vetted, we need to fast track them and skip the qualification for example. How educated on the potential solution are each groups so we can meet them where they are.

Numerical Priority - Needs and Pains can be subjective. What numerical priority is this over the next 2 quarters is not. Now keep that in mind that each TEAM might have this as different which is key to understand. Usage team might say 2 but Impact team says 6-7...that's a big deal.

Time to Impact - They don't care about signing the contract. They care about seeing results.

Try this on your next deal review and see the clarity and how easy this fits the modern sales environment

Here is the breakdown and check out the full episode on YouTube

https://lnkd.in/geJRNcnN

🚀 Introducing Performance Pulse – A Milestone in Sales Optimization! 🚀

I am PUMPED to unveil Performance Pulse, our revolutionary new product designed to redefine how outbound sales performance is optimized. 

Harnessing the power of data from Outreach.io, Performance Pulse delivers real-time insights into the effectiveness of your email and copy across all sequences.

Why Performance Pulse is a Game-Changer:

•	Instant Best Emails, Call and Sequence Identification: Quickly find out which emails and sequences deliver the best results, allowing for rapid replication and success.
•	Highlighting Top Performers: Identify which reps are producing the most effective content and sequences, and uncover their winning strategies.
•	Real-Time Optimization: Empower your team to adapt and refine strategies instantly, maximizing outbound sales effectiveness.

In the current landscape, many teams optimize their content merely every 6 months, missing out on dozens of innovation cycles. 

This approach can delay reaching sales targets significantly. 

Performance Pulse addresses this gap, enabling continuous optimization and ensuring you’re not just keeping pace but setting the pace in your industry.

Don’t let outdated processes hold you back. With Performance Pulse, you can seize every opportunity for innovation, propelling your sales numbers forward faster than ever before.

Dive into the future of sales optimization with Performance Pulse and turn every outreach into an opportunity!

🔗 Discover the full potential of Performance Pulse for your team: https://lnkd.in/gcmBgAY4 

Wow...we did it - USA Today Best Seller #22 out of ALL books in every category (fiction and non-fiction) nationally

Innovative Seller is a movement in B2B sales where we are focused on meeting buyers where they are in their journey and harnessing the power of people and technology to get there

If you haven't bought your copy....join the 1000s who already have and this is such an amazing honor - https://lnkd.in/gt5Hxbiw

Thank you again to all my followers here on the support 🙏 💥 

https://lnkd.in/gpiwQpvN

Day 4 of book launch! Top 5,000 in all books and #23 now in ALL sales books!!

Just passed Seth Godin which is wild

Chris Voss and Jordan Belfort....Innovative Sellers are coming for you! 😊 

For the next week, everyone that buys gets free access for the year to the Innovative Seller Community, My Masterclass with Morgan Ingram, all the sessions from the Summit and a ton of other benefits...just for the cost of the book.

Please share and buy a few copies for friends!

The time to Innovate B2B sales is now.

https://lnkd.in/gt5Hxbiw

Get ready....most companies should not sell annual deals if they are off budget cycle  😳 

When I launched the sales organization at Glassdoor we took this mindset and BLEW UP sales in year because we got TWO deals in the first year, with bigger deals, and locked in deals for the next year

I realized that quickly that if you keep locking in deals in May with a company on Jan-Dec fiscal year they have already allocated their budget by Decemeber for your renewal in may

What did we do?

Sold 5-6-7 month contracts to align to their budget cycle and then close the annual deal all in the same year

We know that was long and our EOY deals were much bigger than a typical annual deal because we already proved the value

Food for thought leaders.....how much money are you leaving on the table because your contracts AREN'T aligned to the clients budget cycle?

More than you think

Andrew Kappel great conversation here

Super excited to share my 2nd course with LinkedIn on how sales teams need to harness the power of ChatGPT

This course...even if you follow 15% of what talk you though...will save the average seller 2-3 hours a week to do more interesting work

You can also get access to our customGPTs to take this to the next, next level

Imagine never having to prompt again....that's the power of the CustomGPTs friends

Check it out and let me know what you think

 #artificialintelligenceforbusiness #salesstrategy

Here is how I took my first VP role from $0 - $1,000,000 in MRR in less than 16 months

For any sales leader trying to scale revenue....here are the three steps I used.

1. Trained all new hires...obsessively...on what our buyer personas did, cared about, and difference between what talent acquisition cares about versus a CHRO

2. Built a value proposition that did two things - showed end users the impact on their day to day and the impact/roi team how this would move the needle on the busines..

If you couldn't say on the call "You said ABC so here is ABC" we didn't talk about random product details

3. We documented and made the process repeatable based on what was working. We optimized it quickly so we saw results faster than your typical set it and forget it playbook.

Run these three plays

Scale quickly

Good conversation with John Rankins on this

The wrong way to build a sales journey is to build an efficient and ideal sales process for the seller

The right way to build a sales experience is to build an efficient and ideal process for the buyer

Sit with that for a moment…

You could do it the wrong way, but I guarantee buyers are opting out of your process and going with the vendor that makes it easiest for them

These are sales teams that took the time to understand what the buyer wanted and stopped thinking about what they wanted the process to be

There are three pillars to creating customized sales journeys for buyers that will help you fix the experience now and stay on top of evolving buyer expectations

Join me on Thursday for another special episode of The Innovative Seller Live during launch week 🚀

If you didn’t know, the book is officially released on April 9th, and I’ll be going LIVE daily to give you an inside look at the framework for being an innovative seller

Click Attend for this episode and get your copy of The Innovative Seller in the comments!

#innovativeseller #createthefuture

For B2B companies...your sales team is your brand

They touch more of your buyers than your website

They express the value proposition more than a drip newsletter

Sales Leaders and Marketers...I want you to try one thing for the next 4 weeks

1. Ask your sales team to post on LinkedIn 2-3 times a week with one insight they have on the industry and persona they sell into.

They share 0.00 links

They DO NOT even mention your company name

Just value add posts to make your buyers smarter

2. Keep all other marketing and outbound efforts the same

3. Have each rep max out, 100 connections a week, their connection requests to target buyers

4. Look at the impact on your website traffic. Prepare to be blown away not to mention the views the reps will get on their profile as well.

This simple play is the future of B2B marketing. Couple this with Outbound 1000% and watch the results.

MEDDIC works in a linear sales process where people make decisions in a conveyor belt system

I get that it is popular and that it is helpful 100%

But I also recognize it was developed in 1996....

The answer:

Get rid of the Decision Maker, Champion and Economic Buyer mindset. Today people make decisions in Teams (Buying team and Impact/ROI team) so identifying one person in a world where the lowest titled person can shoot a deal down means tagging people with a role isn't what matters. 

Knowing the teams and how to move them through the process is what matters

I got a TON of "love" on YouTube for this take 😂: https://lnkd.in/grAKcv-V

My friends just like it was not optional to learn how to use the internet and eventually even your Grandma got an ipad....you also MUST learn how to use these tools to problem solve

First we went to libraries

Then we had websites

Then Ask Jeeves

Then Google

Then Social Media + Google

Now...we have a FOUNDATIONAL SHIFT in how we problem solve and get answers as humans....ChatGPT

Epic episode with Alex Kremer - Check it out https://lnkd.in/eazsDBi4 

There is only one way 95% of Enterprise companies buy

Proof of Concept

Proof of Scale

Full rollout

Nobody goes from spending $0-$20K with you to $2,000,000

They follow a very repeatable process. Stop pitch 0-100 and here how I took a deal from $0-$4,000,000 in 10 months with this strategy with Andrew Kappel

https://lnkd.in/eUM7Vsmm

Step 1: Stop doing what you’re currently doing if it’s not working

I still can’t fathom the reason why the solution for not hitting quotas is to do more of the thing that isn’t converting

I get where the notion originally came from - looking at you, Predictable Revenue - but we’ve taken it too far

We’ve disassociated these numbers from actual buyers - actual people

GTM teams are struggling, and if you don’t flip the script, replies, booked meetings, and closed deals will continue to decrease

Current GTM Strategy is the second principle of the 4 Cs of Innovative Selling, and I’m dedicating this episode to go through every pillar of this principle so you know what you have to do to turn things around by Q3

Everything I talk about here is also in the book The Innovative Seller, which I’ll link in the comments

And if you didn’t know, it’s launch week 🚀

The book is officially released on April 9th, and I’ll be going LIVE daily next week to give you an inside look at the framework for being an innovative seller

#innovativeseller #createthefuture

Nov 2022, ChatGPT hit the scene, and we can safely say, 18 months later, that it wasn’t hype

GenAI and its various applications in every role and business is not just hype

But many organizations have struggled with seeing the big picture and then deciding it’s time to do something about it

Maybe it's scary

Maybe it's politics

Either way, organizations can’t afford to wait

You’ll only get more and more behind the competition taking AI seriously

We’ve been getting very tactical the past couple of months on AI Unleashed for teams who know ChatGPT should be a part of their sales process 

This episode, Kevin "KD" Dorsey and I are zooming out for organizations and leaders who need to see the impact of ChatGPT, big and small, and how it’s changed 

And then, once you’ve made that decision as a leader to commit, what are the first steps you should take? 

We always cover putting theory into practice - otherwise, what’s the point?

Join us this Wednesday at 1 PM ET for the discussion

1. How GenAI has made its way into every part of the sales process in innovative organizations

2. Understanding the realistic ROI of GenAI like ChatGPT

3 If you're behind, what should you do first to catch up?

#createthefuture #aiforsales #aiunleashed

It's going down today - the Innovative Seller Summit

Speakers and previous global sales leaders from OpenAI, LinkedIn, SEMrush, Rev .com and many others

MCing is none other than Morgan J Ingram

And will the internet crash when Kevin "KD" Dorsey sits down with the RevOPs leaders from OpenAI and Rev? Maybe? 

Not too late to sign up and even if you can make it....sign up and you will get the recording, a copy of the book, and access to the community! 

Sign up and here as the event is in the community

jakedunlap.com • 1 min read

The Innovative Seller Community

This book is for you if you want to stay on top of the latest trends in tech and AI

This book is for you if you want to book more meetings

This book is for you if you want to meet buyers where they are in their journey more effectively

This book is for you if you want to be agile and adapt to changes in the market to drive more sales

If you’re in Sales… this book is for you 🥂

I’m excited it hit #1 in business sales this week, but what that really means is that the need for innovation and modern sales techniques is resonating with sellers at all levels

The book has been an amazing journey for me, and it’s just the beginning 

If you haven’t already, join 1000s of other sellers and get your copy this week to make sure you also get access to the IS Community and Masterclass

#innovativeseller

Jake Dunlap on LinkedIn • 3 min read

The Innovative Seller, #1 in Business Sales, An Inside Look

Sales Leaders...you cannot automate emails and see success at scale

I'm sorry..I wish I had the cheat code

The answer is amazing sequences with templates, then using ChatGPT to customize for relevancy (Snippets ONLY no emails) on the sub-industry of the company and trends in that industry for the role and the HUMAN selects the right trends/concept, customizes the snippet and hits send

This and calls are the ONLY thing that is working right now

Human in the loop - not automated emailing is the only way for the SDR role evolve

Let's gooooo

Alex Kremer... loved the conversation my man

Picked up the “The Innovative Seller” over the weekend. Turns out Heath Barnett beat me to it by a week - what can I say “Great minds think… A LOT” 

When you run a sales team that sells to other sales leaders, your own process is always under the microscope and must be spot on. It doesn’t matter what kind of software or service you offer, if your customers aren’t impressed with the buying experience they get, they won’t be buying. 

It’s true for every business, but especially true for sales tech / services.

At Salesroom , we know quite a bit about real time intelligence and virtual meetings. But we’re also constantly pushing ourselves to innovate in other parts of the value chain: lead generation, email communication, forecasting, social selling etc. 

With so much info freely available online, if a buyer decides to book a 30 min call, they should walk a way from it with new learnings and food for thought, regardless of the outcome of the meeting.

As Jake Dunlap says “Commitment to Technology and AI proficiency” will give many sales teams the edge in the coming years, while others struggle to keep up with the changes in the landscape. 

It puzzles me how many companies selling innovative products are still stuck in the stone ages when it comes to their own process - taking notes with pen and paper, forecasting out of a spreadsheet and training their reps once every 6 months in a classroom setting.

Think about “authenticity” of the sales pitch when someone from that camp is trying to convince you to commit to a “digital transformation” 🤷‍♀️

No clue why LinkedIn won't let you post a full video - 15 mins is the max

But all good YouTube has you covered for Episode 4 of the Innovative Seller Show!

Want to spend 25 minutes catching up on the latest trends in sales and tech? I promise we are working on putting out the best content out there!

https://lnkd.in/gdDb78Fd

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