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)

My prompt thread for salespeople to close more deals with ChatGPT!

Finally dropping it after going down 100s of rabbit holes 

I experimented with many ways to get to the most accurate outcome using our target market of VPs of Sales in tech as the model.

Enjoy!

Prompt 1:
I sell a product that you can find at (domain) and we have 4 main value propositions(Insert 4 value props). What do (Job title) care about most in the (sub-industry) assuming that the economy is not great or may go down

_________
Prompt 2:
What do they NOT care about in these environments

__________
Prompt 3:
Based on these two questions, what are the top 2 value propositions that will cause people to buy because they generate the highest ROI

__________
Prompt 4:
What are 4 questions I can ask that (job title) to get them to see that we might be able to solve their top priorities that may make them realize they need the solution?

__________
Prompt 5:
How would I adjust this pitch for the (job title) to get budget approval from a CFO who cares about costs most?

__________
Prompt 6:
What will their biggest objections probably be that I should add in the proposal to make them comfortable?

____________
Prompt 7:
Based on all of this, what would be the top 10 slides to include in a deck to pitch my services to address both use cases highlighting the top priorities and needs of the Vp of sales and also to address the concerns of the VP of sales

Hope this helps and will be dropping more of these as I master them

#chatgpt #innovativeleader


The #1 reason Outbound efforts and Sales teams are missing targets isn't the economy

It's the mindset that "it's better to automate and be efficient than to do things with a manual step that are more EFFECTIVE"

Effectiveness matters

Not only Efficiency 

The over focus on efficiency is destroying results and if you want to win in 2023 realize that just because something isn't automated, doesn't mean it's not scalable

1. Review your current processes for areas you are automating that are not producing results

2. Then look to see if a slightly manual process, research or customization, could 5x results. Usually in Outbound this is customization or use of linkedin/video/something custom and for the sales process this is typically a one-size fits all demo that comes to late in the process.

3. Implement these manual processes or assisted processes to increase your results.

This is not that complex but we've lost sight of what matters: Looking good at activity and hitting all the top of funnel metrics doesn't matter if they aren't actually generating meetings or deals 

There is no excuse to not pay $20 per month for every sales rep on your team to ChatGPT

If you work @ Outreach ZoomInfo Gong Salesloft and want to sell me conversational intelligence...here is how

Chat-GPT 4 Prompt:
Who is Jake Dunlap from Skaled consulting

Output:
Jake Dunlap is the founder and CEO of Skaled Consulting, a sales and marketing consultancy firm based in the United States. Skaled Consulting is focused on helping businesses optimize their sales and marketing efforts by providing strategic planning, training, and implementation services. Jake Dunlap is an experienced sales leader and entrepreneur who has worked with various organizations, ranging from startups to Fortune 500 companies, to improve their sales processes, revenue generation, and overall growth. He is known for his thought leadership in sales strategies, sales team management, and scaling businesses efficiently.

Next Prompt:

Why might he be interested in call intelligence software

Output:

Jake Dunlap, as a sales leader and CEO of a consultancy firm focused on optimizing sales and marketing efforts, might be interested in call intelligence software for several reasons:

Improved sales performance: Call intelligence software can help sales teams analyze their calls, providing valuable insights into their strengths and weaknesses. This can lead to better coaching, training, and overall improvement in sales performance.

Data-driven decision making: Call intelligence software can offer a wealth of data on sales calls, enabling sales leaders and managers to make more informed decisions based on actual call data. This can help in refining sales strategies, target audience segmentation, and resource allocation.

Enhanced customer experience: By understanding customer interactions and preferences through call intelligence software, sales teams can tailor their approach to better meet the needs of their customers. This can lead to increased customer satisfaction and higher conversion rates.

Streamlining sales processes: Call intelligence software can help identify bottlenecks or inefficiencies in the sales process, allowing organizations to optimize their workflows and increase productivity.

Competitive advantage: Staying ahead of the competition is crucial in any industry. Call intelligence software can provide insights into how competitors may be approaching sales calls, enabling businesses to adapt and stay ahead of the curve.

As a sales expert, Jake Dunlap would likely recognize the potential benefits of call intelligence software for his clients and his own company, Skaled Consulting. 

Implementing such software could lead to significant improvements in sales outcomes, customer relationships, and overall business growth.

💥 

Look how it called out the nuance that this would be a fit for our customers as well....guess what it is 100%

My friends if your SDR team is hitting send all, they will not be around for much longer when AI can generate this 4 seconds

Science or art? AI is proving more and more that sales advice, best practices, and strategies have repeatable patterns

But when you ask a top seller, many times it's all about the EQ

Enjoy and let the debate begin...

🚨 Spoiler Alert: I voted science #science #ai #sales 

LinkedIn should be 50%, yes 2-3 hours a day, of most B2B outbound strategies.

It’s just too wide open right now and this is like the company that started using emails over calls in 2008.

Maybe our fear of moving 50% of our outbound strategy to LinkedIn is that to people my age...feel it’s soft.

“We used to make 100 calls a day...and we liked it!”

“We had to establish rapport quickly and overcome tough objections on the fly...and it made us stronger”

We now need skills to build a relationship quickly virtually and then find the exact right time to convert.

💥 In April we had one client where there top rep made 0 calls and 0 cold emails and set more outbound meetings than anyone on the team who was using more traditional approaches...300k in pipeline and one closed deal in one month.

💥 Another client had a rep set 20 meetings from LinkedIn, 0 calls and emails, and they sell a product that doesn’t even know when it will be able to fulfilled (sports).

This modern playbook produces superior results, is about 5000% more exciting for people in the role to execute, and allows people to use their soft skills like never before.

Time for change is now.

#sales #modernplaybook

If I started my sales career today...all over again, here is what I would do

1. Treat my sales career like I was a professional athlete..free agent mindset

The more you practice and produce real results the more you can demand from the market

Stop thinking a company is going to make you better...YOU make you better and up your life long earning potential

And guess what, if you find a company that cares about you, pays you what you are worth over time, and invests in you...never leave and build a legacy.

The grass isn’t greener...it just looks that way.

Manage your career like a professional athlete.

Stop working for terrible coaches and start investing more in yourself. And if you find a winner, build a dynasty.

#freeagentmindset

My prompt thread for how a SDR can become an industry expert in 45 minutes with ChatGPT and book more meeting faster

This one took some work with the "trends" limitation but will be easier when "browse" is out of beta

There is 0.00 excuse to not be specific and increase your meetings booked by 100%+

Enjoy!

Prompt 1:
I am new to a sales development role at (domain) and am tasked with booking meetings with (job title) primarily and these (job titles) as well. I am working in (X industry) and here are 5 sample domain samples (insert). Based on this, what are 5 potential priorities for someone in this roll?

_________
Prompt 2:
What is the deeper impact to the business in that space due to that issue?

(Repeat this for all of the priorities)
__________
Prompt 3:
Knowing the product I sell and those deeper issues with point 1, how could I customize two sentences to how my product solves that problem?

(Repeat for the other 4 priorities)

__________
Prompt 4:
Great. Who are the top 4 competitors to my company, here are a few sites to review as well (insert competitors sites)?

(Refine the answers to right fit)

__________
Prompt 5:
Based on the impact that we have for point one, how might the competitors listed here might differentiate against us?

(Ask the same for points 2-5)

__________
Prompt 6:
Based on what you know of the buyers, our potential impact for point one, our competitors potential impact for point one, how would your write a 7 sentence email for us to stand out?

(Repeat for points 2-5 and you can also ask to combine points for one email as well)

____________
Prompt 7:
Based on all of this, which email set might be most differentiated and specific to this buyer?

Hope this helps and will be dropping more of these as I master them

#chatgpt #innovativeleader 

I've been in sales now for 19 years and the last 6 months have been hard

But I'm telling you...it's the biggest opportunity for growth you may ever have.

I was the first VP of Sales at what became a billion dollar company by the time I was 31 because I invested in myself and took every opportunity for growth from ages 23-30.

Here was my 2007-2011 playbook from the last time our world was turned upside down

~ Never took a job for more money - only growth
~ Read and listened to 100s of books (some on CD - ha)
~ Experimented my face off and tried things against the status quo regularly. Broke multiple old SLAs in the process 😆
~ Completed my MBA because I realized I didn't know enough about the world outside of sales.
~ Moved 3 times across the country for opportunities
~ Got promoted 4 times and fired 2 times

Use this recession or whatever we are calling it as a crash course in how to move quickly, pivot, adapt and take this mindset with you forever 💯

This ☝️mindset is how you turn adversity into a rapidly growing career. Always be growing.

#sales #opportunityisknocking

Many sales leaders and executives tune out when they hear “operations” but we need to talk about RevOps for a moment

They often go under-appreciated

But truth is, they can have a significant impact on the business - I’m talking 20% increase in productivity

Here are 2 things RevOps does really well:

1 - they uncover valuable insights that can transform your entire org, making it more productive and profitable

2 - they don’t just offer recommendations, they develop strategies that make a genuine impact

Their true strength lies in analyzing data from across the rev org (marketing, sales & renewals) - not just reporting and providing recommendations

So what can you do as a sales leader or exec to support RevOps in making an impact on the business?

First, start by understanding their strengths. Second, go through the step-by-step checklist in this week’s article. ⬇️

Open article: How To Support RevOps to Move the Needle on the Business by Jake Dunlap

https://www.linkedin.com/pulse/how-support-revops-move-needle-business-jake-dunlap?trackingId=tK4M%2FyDPAxsgLksOg6QBDA%3D%3D

In Costa Rica for the next two weeks….one week of relaxing but working on the business and then a week off the grid 

Four wheeled all day on day one - maybe should have worn goggles

Caught two tuna and one mahi yesterday

And it’s just getting started…. 😊 

Am very confident that we all need to take more time away to work on our business or role vs caught up in the day to day 💯

Will be fun to see what comes out this

I was sitting with $0.00 on the board when my director pulled me aside and asked me a very simple question

“Do you think we train 1000 sales reps on this process because it doesn’t work or we are dumb?”

😳

I went from not closing a deal to being at the top of the leaderboard in two months when I went all in on their process of sales.

I had the art - the rapport building and “likability” piece down but it wasn’t enough when I started having more strategic conversations

What I needed to win the big deals though was the science.

The process of sales and framework to take people down a logical path and the behavioral understanding of why people do what they do.

Hope you enjoy this little Tuesday morning 💎

So what’s your take - is sales more science or more art?

#sales #artorscience

I have the #1 hack for outbound right now - and many people won't like it 😃

It's called "Don't sit around and wait for a perfect tool or a mass email to hit your #"

There is NO perfect lead source tool - don't wait around for it. Learn to bounce a phone tree and test multiple emails vs giving up.

Try to not hit "send all" on emails and the expect someone to respond to the message with 5% customization from form fields

Be smart and curious about the people you sell to and actually CARE about helping them. If you do really want to help them, you won't give up or be lazy and hit send all.

Ask yourself: How bad do you want to help?

There is no perfect contact tool & there is no magic send all email... the job is hard and requires work. #noshortcuts

RevOps isn't boring - it's the new VP of Sales



Four ways to make sure your renewals go through the roof 💯

1. Eliminate and immediately ban any meeting set up to “touch base” “catch up” or “check in” with customers. No one has time for that. Every meeting should add value

Every conversation should be connected to a business outcome. Retrain your CS/AM teams to have serious business conversations with clients. How to understand industry trends and discuss that as much as usage

2. Master the 120-Day renewal process 

120 days out - discuss the year and priorities. 90 days out - start to discuss V1 of next year’s partnership. 60 days out - have the proposal talked through and adjust as needed. 30 days out - final contract in their hand

3. Make sure you have 2-3 relationships in every account

You don’t want to be caught up in your POC leaving and someone else coming in needing to make changes

4. Stop getting caught up in unclear goals

It’s hard to have business conversations and show impact if you don’t have clear goals set upfront. Clear goals attached to business outcomes

🔥

Next Monday at 12 PM ET I’m going deep on common reasons customers aren’t renewing and how to ensure they do

Fractional leadership, or other part-time support, gets a bad rap in Sales

Marketing, CS, Finance, these teams use part-time support and fractional leaders all the time

But in Sales, they’re seen as either expensive, not hands-on, not committed, or all of the above

Being in the Sales and Revenue consulting industry for over a decade, I’ll be the first one to tell you that this can be true - steer clear of those consultants

A really great fractional leader is highly-specialized and can instantly step up and embed themselves into your org

They can be a lifeline to the struggle that many rev orgs are experiencing right now: balancing short-term revenue needs with long-term business initiatives 

This week, I’m sharing 5 solid reasons why you should consider fractional revenue leadership and how to hire for the right one

Reason 1: Hire for the leader you need right now

The leader you need now, the leader that can get you from Series A to B or B to C, the leader you need to build a new team or go-to-market is 95% of the time not going to be the same person.

Let’s dig into this and the other 4 reasons in this week’s issue 🔥

Open article: 5 Reasons to Bring in Fractional Revenue Leadership by Jake Dunlap

https://www.linkedin.com/pulse/5-reasons-bring-fractional-revenue-leadership-jake-dunlap?trackingId=jka2BQX0pY3gkvONRiqldg%3D%3D

Sales leaders need to make sure AI integration is on their q3 roadmap

If you have a sales team that is hitting send all 80% of the time, with sequences that aren’t customized to personality type, and no calls….these are the roles AI will eliminate first

If you are a sales leader or enablement pro, and your main meetings with a rep is to give feedback on a call, review pipeline, provide recommendations on the basics of a deal…these are the leadership roles AI will eliminate first

Sat down for a beer with Kevin "KD" Dorsey  Monday to talk life and Chat-GPT

1. The use cases are limitless - personalization at scale is finally a reality. 

Combining multiple AIs to include personality and personizarion will take over for any bulk outbound.  

It may replace the 80% I mentioned above. 

2. AI and H2H communication will be undistinguishable. It is already there for certain communication so getting it integrated sooner than later for basic communication. 

3. I’m going to start a standing Tuesday session for sales leaders on AI to join and discuss what applications should be on your roadmap. 

AI is here to stay and leaders MUST start to find the right applications for their business asap

I woke up at 5am for 44 days in a row and here was my top lesson...

1. It sucked
2. I hated it

😊

The morale of the story is that a book, a guru, a boss, a mom, or a friend can't tell you what is right for you.

Try a million strategies but if you are a night person - play to that strength

Morning person - amazing get a million things done before 6am

The key to happiness is understanding your rhythm and your happiness

Maybe it's living on a beach or maybe it's waking up early and working 80 hours a week.

Be smart and be intentional about who you are and what plays to your best side

If you are a SDR, sending templated emails that you then customize with AI, realize that AI will replace you

🤷‍♂️ 

If you can't make calls or be clever or understand your customer profile and needs to customize content or even the first sales call, that role will vanish in the next 2-3 years 

Think it through....no one needs someone to hit send on an email that is already written and then customized by AI as well

I might go a little off-script on this one - but I love this topic

Has Sales lost its creativity? How do we make it more fun?

Sales is hella stressful and there are a lot easier jobs if you don’t love it and you don’t have fun doing it

I’ll be joined by Jay Wolff, CRO of Kerv Interactive, and we’re going to talk about creative sales and probably a little bit of leveraging AI because why wouldn’t we? 

Of course Sales has targets to hit, we all answer to this person or that, but the good news is what we are going to talk about on Monday is going to have positive results for the team and the business

Salespeople are going to be more productive, happier, and engaged

They’re going to get out of the monotony of send all and boring campaigns

And it will make HOW you sell more engaging and compelling for buyers

Can’t wait to get into it 🔥 

5 ways to make sure your sequences aren't annoying

The bar is the lowest I have seen for setting Outbound sequences and messaging.

We can't hit "send all" that is all about me and expect extremely busy people to respond

Pick one of the below, make the updates and see what happens

Start 👇 

Taplio

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