The Jake Dunlap Show

This week on the Jake Dunlap Show, Jake covers a hot topic that’s been on every business and sales leader’s mind: customer growth and retention. As the economy remains uncertain and volatile, protecting our current customer base is a top priority as new business numbers slow down. Much like COVID accelerated the trend of better engagement and conversations, we’re seeing a trend that ties sales to...

    In this episode of the Jake Dunlap Show, we are joined by Simone Milasas, an innovative business leader, founder, and creator at Joy of Business. Simone is convinced that the secret behind her 30 years of thriving in the business world lies in her positive mindset and in her belief that “life is not about ticking boxes, but rather to enjoy abundant living and to be fully engaged with all choic...

What does collaboration really mean to you? At a certain time, either in your couple's relationship or in your interaction with your colleagues at work, you surely found yourself in need to adjust your behaviour towards them and find common ground and shared goals in order to effectively solve the issues you were facing and create value together.   As a full professor of social psychology- turned...

In this episode of The Jake Dunlap Show, Jake is joined by Joseph Fung, a repeat founder with multiple successful exits who share his perspective on what career success really means, the importance of creating better workplaces by developing more effective onboarding and enabling processes and why he thinks it’s never too late to change your career path.   Joseph was attending his undergrad in com...

Regpack CEO Asaf Darash created Regpack out of 7 years worth of research for his Ph. D. Combining his love for linguistics, computer languages, and economics Asaf managed to develop a “self-service software” customizable solution that helps companies manage automated payments, client onboarding, and several other business processes. In today’s episode of the Jake Dunlap Show, Asaf shares how he di...

In this episode of the Jake Dunlap Show, we welcome back Dr. John Demartini, human behavior expert, author, and educator. For over 48 years Dr. Demartini has been dedicated to inspiring people to become purposeful disciplined masters of themselves and inspired leaders of others by expanding human awareness and maximizing potential.   This episode focuses on Dr. Demartini’s new book, ” The 7 Secret...

The key to success has always meant working long hours and focusing all our time on achieving our goals. But, in recent years, with all the turmoil created by the pandemic, it’s more obvious than ever that, in order to increase productivity, we need to find balance and integrate self-care into our busy lifestyles. Roberta Hughes, founder of PeaceFull Living joins Jake in this new episode of The Ja...

There is no secret that our online activity and research are constantly monitored. But what really happens when you accept “cookies” and consent to your data being collected by websites? How do companies use that data to configure their marketing and sales strategies? Two years after his wife’s passing, Dan Frechtling was still inundated with ads related to treatments and studies about cancer. Tha...

This is part 1 of a two-part episode on how to get deals unstuck between the stages of discovery to larger meeting. Part 2 covers what to do if you get ghosted later in the deal. In this episode, Jake covers: If you’ve been ghosted, use the scarcity approach. Don’t act desperate Use video email or LinkedIn message if someone’s ghosted you. And you can use the last technique and this one combined D...

This is part 1 of a two-part episode on how to get deals unstuck between the stages of discovery to larger meeting. Part 1 covers steps to get the next meeting on the books and curing at least 40% of your prospects going dark by doing so. In this episode, Jake covers: Always book the next meeting while you’re still on the call, and assume everyone will go dark if you don’t Know who needs to be inv...

In today’s Episode of the Jake Dunlap Show, we are joined by Amanda Holmes, CEO at Chet Holmes International in a talk about marketing strategies and practices companies should apply in order to double their sales and increase productivity. She shares her outlook on the most valuable trends that are transforming the future of business marketing and numerous resources and concepts that can take a c...

This is episode 2 of 2 sessions Jake gives on how to improve the customer handoff process. This second session focuses on bringing Customer Service into the handoff process and focusing on creating  power users for your company.  In this episode, Jake covers: Sales teams that close the most deals also do the best job of explaining the next steps.  Salespeople can slow deals down and not even know...

This is episode 1 of 2 sessions Jake gives on how to improve the customer handoff process. This first session provides a script for the cold/general handoff from SDR to AE and a script to use with buyers that have high intent.  In this episode, Jake covers: How you should deal with people differently if they have high intent versus low. A straightforward script on how to take the buyer handoff (fr...

This episode Jake breaks down“Building Sales Processes for Cold, Educated and Vetted Prospects. During this session, he discusses the importance of moving buyers from cold to educated to vetted and how to shape the process based on where a prospect is in their journey. In this episode, Jake covers: Today's sales processes are often over-focused on the word qualification. But buyers and sales pros...

This is episode 5 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this final session, Jake talks about the importance of planning for your career in the long term and takes a question on how to have a conversation with your boss to get future promotions. In this episode, Jake covers: Your manager doesn’t promote you, your manager’s boss promotes you. To get promoted, yo...

This is episode 4 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this fourth session, Jake shares how having an 80/15/5 mindset when it comes to your priorities and work can set you up for success. In this episode, Jake covers: 80% of your time should be spent on things that are going to impact the near term. That could be the next few weeks, the next month, or six wee...

Today, on the Jake Dunlap Show, we are joined by Ang McManamon, VP at Crunchbase and Global Sales and SaaS Leader with over 22 years of experience in the field. Ang has been leading the sales divisions for multiple companies that activate in different industries, from tech to real estate, IT and SaaS she kick-started the sales for the London division of Amazon, was the Director of Sales for North...

This is episode 3 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this third session, Jake shares how being confident actually comes from being prepared. In this episode, Jake covers: There's a difference between confidence and being cocky or arrogant Confidence comes in preparation and knowledge Don't prep for the rose-colored glasses meeting, prep for the meeting wher...

Getting over past mistakes is a real mental game you can conquer only if, instead of dwelling in the moment, you seek opportunities to improve and transform those failures into success. After bouncing back from an injury that almost robbed him of his dream of being a professional basketball player, Joel Green went on to finish his major in Psychology and started different entrepreneurial ventures,...

This is episode 2 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this second session, Jake explains how to be a quarterback and utilize your team to your advantage and close deals. In this episode, Jake covers: Great sales people are great quarterbacks. They realize it's not their job to play every position. They know they can't also be the coach and the line receiver...

If you think of waiting for the right time to trust your dreams and build your own business, you might find yourself waiting forever. Alexi Venneri, our guest today, was freshly out of a job, getting ready to become a mother and with a house torn down when she finally decided to trust her vision and experience and build her own company from the ground up.  Because of Alexi’s leadership and vision,...

This is episode 1 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this first session, Jake discusses the importance of being creative and finding new iterations in your sales process or risk falling behind. In this episode, Jake covers: How, during one of his first sales jobs, he created a scatter chart to identify when inbound calls slowed down so he could maximize his...

After 20 years of working for giants of the IT industry like Dell and IBM, where he held various leadership roles in product, marketing, channel, and strategy domains, Brett Hansen joined ”Semarchy”, a small company where he was faced with a totally different mindset and business approach. In today’s episode of The Jake Dunlap Show, Brett shares his experience of transitioning to a smaller company...

This is the second episode of a two part session Jake gives on how to decrease your sales cycle by understanding the intent of your buyers. This second session gets tactical on exactly how to move prospects from cold intent to educated to vetted intent levels for a faster process. In this episode, Jake covers: If you don’t a process to educate people in-between meetings, your sales cycle is going...

Today, on The Jake Dunlap Show we are joined by Rick Nucci, co-founder and CEO of Guru, a company that is reshaping the way teams create, find and share institutional knowledge. Rick started his venture in the business world as the Co-founder of Boomi, and after realizing he wasn’t getting along with his team, decided to part ways with his partners and reinvent and re-strategize his business. He s...