The Jake Dunlap Show

Today, Jake will explore why you should develop a multi-threaded sales strategy with AI. When it comes to multi-threading and other sales skills, ChatGPT can be a pretty effective coach, but most people don’t know how to really leverage this new technology in the context of sales. If you’re not using ChatGPT to research your stakeholders, role-play sales calls, or handle objections from difficult...

How do we bring the human element to the forefront of business? That is the question that we will explore today’s episode of the Jake Dunlap Show. Dr. Jennifer  Nash is an executive coach, human capital strategist, and the author of the book “Be Human, Lead Human”. Through her work, she helps individuals and organizations enhance their leadership skills and cultivate a human-centric approach to bu...

In today’s episode, Jake shares the playbook for incorporating AI into sales onboarding.  This is going to be a game-changer! The longer it takes to ramp new reps, the more revenue you’re missing out on until they’re producing at 100%. By adding ChatGPT into your onboarding plan, you can get reps 25% more productive in year 1. We’ve talked a bit about the quality of conversations and prep increase...

In a world where feelings of isolation are on the rise, and technology threatens to overshadow our sense of humanity, the art of fostering genuine human connections will become one of the most valuable skills of the 21st century. And today, businesses have a tremendous opportunity to cultivate communities of like-minded individuals around their brands, topics, and services, bringing people togethe...

In today’s episode, Jake presents a blueprint with 7 ways to optimize your sales process with technology and AI. With AI-powered tools, you can elevate the performance of your sales team like never before, being able to stay ahead of the game and drive exceptional results for your business. Do you think it's worth spending 20 hours a month to optimize 16,000 hours of sales performance? If so, list...

As a leader or sales professional, you have to understand this: just a few minutes to explore AI today will have a massive impact on your productivity, results, and career. And with that in mind, in today’s episode, Jake will walk you through a 6-week plan that will help you stay ahead of the curve on arguably the biggest innovation of the recent decades. Jake emphasizes the importance of using AI...

Today, we're diving into the world of AI and how it can revolutionize the way sales managers engage and communicate. We all know that coaching is essential for developing top-performing teams, but sometimes it can be challenging to find the time and resources to make it happen. That's where tools like chatGPT come in. With the help of AI, sales managers can now enhance their coaching skills, engag...

In today's episode, Jake dives into the increasing influence of AI and how it's reshaping the roles of sales professionals across industries. You may not yet realize the game-changing potential of incorporating AI into your business processes, but by harnessing this powerful technology, you can propel your company from being just another mediocre business to becoming a high-performing organization...

This week on The Jake Dunlap Show, Jake talks about the current state of AI in sales (using AI for mostly email writing) and how B2B sales is sleeping on how AI can enhance all areas of the sales process - not just email writing. In this session, Jake speaks about using ChatGPT and AI as your sales pitch generator to perfect your pitch. There are two reasons why you should be doing this. (1) It wi...

This week on The Jake Dunlap Show, Jake talks about how many Sales leaders and executives don't often appreciate the revenue operations side of the business, and a lot of that has to do with not understanding what Revenue Operations can do for them and how it applies to the business on a larger scale. There are two things RevOps does really well. The first is surface insights that make the organiz...

This episode Jake starts off with the phenomenon in sales where everyone is on a quest to do more and more. From the 100s of teams he’s worked with every year on optimizing outbound performance, the ones that are performing today are those that do not have a significant number of steps in their sequences as send-all and do not just customize the first touchpoint. Richard Harris said it best: The m...

In today’s episode, Jake is joined by Jay Wolff, CRO at KERV Interactive, as they talk about the importance of a creative mindset for the success of a sales organization. For some people, sales can be a great field to work in, while for others it often becomes a stressful nightmare. So, how can you turn this bad situation around and make sales fun? Listen as Jake and Jay reveal their strategies on...

In this episode Jake is joined by David Levy , co-founder and CBO of Aircover, to not only walk through Skaled’s playbook to Discovery Calls but how this all plays out within the AI-guided selling platform Aircover .   Discovery Calls are not dead. Bad Discovery Calls are dead. Qualification Calls are dead. The right agenda and plan sets the stage for every other conversation you’re going to have...

Today, Jake not only talks about how to hire exceptional sales leaders, but also how to reverse engineer this playbook to be the person that gets picked. He gives three general traits or skills that every leader needs to have, but that can play out differently at different levels of leadership. In this episode, Jake breaks this down into a few examples of exactly what to look for in managers, dire...

In this episode of the Jake Dunlap Show, we are joined by Patrick Danial, a global enterprise guru, co-founder, and Chief Technology Officer of Terakeet, a company that unsurprisingly has been named in the top 5 of the 2020 Best Workplaces in New York by GPTW_US  and FortuneMagazine. For the past 25 years, Terakeet has been on an ascending path, from startup to global marketing partner for global...

If you're a CEO or leader doing the hiring, Jake will give you the playbook on when and how to hire your first sales leader and the rules around hiring a VP of Sales.  The first big mistake organizations make Jake calls the “messiah hire.” The perception that founders have of this person is that they are going to hit the ground running and build the foundations of people AND processes AND put toge...

When the world was faced with Covid, remote work emerged as an appropriate solution to the need for social distancing. Its adoption as a permanent work model is now a topic that has the world divided. There are multiple reasons why team leaders don’t approve with the idea of remote work and many of them have to do with their fear that teams will slack without that in-person proximity. In this epis...

This is Part 2 of 2 where Jake talks about six critical areas to turning reactive account management practices into a proactive system. Better account management strategies and focusing on customer expansion is a top sales topic of 2023. Organizations and leaders are finally making it a priority over letting new business and outbound be their sole focus. Jake gets into his last few tips in this ep...

This time last year on the Jake Dunlap Show, we were talking to Steve Ohanians, a successful entrepreneur, Co-Founder of WebEnertia, an industry-leading digital agency and a beacon in the extremely competitive world of web designing and digital strategy. Since then, very exciting things have happened, which Jake and Steve will cover in today’s episode! After 20-plus years of significant growth, We...

This is Part 1 of 2 where Jake talks about six critical areas to turning reactive account management practices into a proactive system. Better account management strategies and focusing on customer expansion is a top sales topic of 2023. Organizations and leaders are finally making it a priority over letting new business and outbound be their sole focus. Jake will get into his first few tips in th...

This is Part 1 of 2 where Jake gives an introduction to the concept of Outbound Performance Management: what it is, why it’s important for sales and revenue leaders in 2023, and how to build the outbound performance management dream team.  "Quick analogy for you. If Marketing spends $100K a month on ads, they will use 15-20% of that budget to optimize performance. At the same time, we're spending...

This is Part 1 of 2 where Jake gives an introduction to the concept of Outbound Performance Management: what it is, why it’s important for sales and revenue leaders in 2023, and how to build the outbound performance management dream team.  "Quick analogy for you. If Marketing spends $100K a month on ads, they will use 15-20% of that budget to optimize performance. At the same time, we're spending...

This is Part 2 of 2 where Jake gives two ways to increase revenue without increasing headcount. Many organizations know this starts with optimizing their sales process but are also looking for more ways that they know will work, and what are the ways they can do this without having to spend a ton of dough. Increasing revenue without increasing budget or headcount is one of the top questions on sal...

This is Part 1 of 2 where Jake gives two ways to increase revenue without increasing headcount. Many organizations know this starts with optimizing their sales process but are also looking for more ways that they know will work, and ways they can do this without having to spend a ton of dough. Increasing revenue without increasing budget or headcount is one of the top questions on sales and revenu...

Get ready for 30 minutes on how to prevent churn and ensure your sales team gives customers an amazing start to their experience. 1. There is such a thing as a bad-fit customer Where misalignment happens - Sales gathers a customer’s pains and goals - but CS is responsible for them - Sales is only concerned with closing deals CS can be as proactive as they want - if it’s a bad fit, there isn’t much...