The Jake Dunlap Show

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

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

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

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

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

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

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. ______________________________________________ This is an area organizations struggle most and just by swapping to outcome-based metric tracking, you’ll 3X conversions https://savvycal.com/Jake-Dunlap/innovative-seller-live______________________________________________ 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/ ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: 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

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. ______________________________________________ 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 ______________________________________________ The Innovative Seller: 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/ ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: 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

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. ______________________________________________ Follow David: David Quartemont: https://www.linkedin.com/in/david-quartemont/ ______________________________________________ The Innovative Seller: 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/ ______________________________________________ Book Time: https://savvycal.com/Jake-Dunlap/modern-leader ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: 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

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. ______________________________________________ The Innovative Seller: 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/ ______________________________________________ Book Time: https://savvycal.com/Jake-Dunlap/modern-leader ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Related Content: Allegrow: https://bit.ly/allegrow-email-deliberability ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com

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. ______________________________________________ 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/ ______________________________________________ The Innovative Seller: 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/ ______________________________________________ Book Time: https://savvycal.com/Jake-Dunlap/modern-leader ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: 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

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. ______________________________________________ The Innovative Seller: 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/ ______________________________________________ Book Time: https://savvycal.com/Jake-Dunlap/modern-leader ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Related Content: Allegrow: https://bit.ly/allegrow-email-deliberability ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com

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. ______________________________________________ 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 ______________________________________________ Sign up for the Modern Leader newsletter for more tips and talks from Jake: Email: https://skaled.com/modern-leader-sign-up LinkedIn: https://bit.ly/modern-leader-newsletter ______________________________________________ Related Content: Allegrow: https://bit.ly/allegrow-email-deliberability ______________________________________________ Follow Jake: LinkedIn: https://linkedin.com/in/jakedunlap Instagram: https://instagram.com/jake_dunlap_ Twitter: https://twitter.com/jaketdunlap Website: https://jakedunlap.com

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. ______________________________________________ Related Content: Allegrow: https://bit.ly/allegrow-email-deliberability 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 Sign up for the Modern Leader newsletter for more tips and talks from Jake: 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

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

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

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

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

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

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. Sign up here: https://bit.ly/sales-ai-unleashed-series Sign up for the Modern Leader newsletter for more tips and talks from Jake: 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