In today’s episode of the ‘Sales Samurai’ podcast, host Sam Capra, who helps marketing leaders in the retail space go beyond the sale/transaction, talks with Jake Dunlap, Founder / CEO of Skaled Consulting and B2B Sales Leader. Jake and Sam are going to be discussing five things every buyer will be grateful for in 2022. 

Episode Highlights

03:30 – Jake loved reading during growing up, and started to realize very early that sales satisfied a lot of things for him. He was naturally inquisitive.

05:55 - We tend to overcomplicate or bypass some of the things that will make us successful a lot faster, says Sam.

08:00 – Sam asks Jake that from a sales perspective, what's been the biggest change in sales since he started?

12:20 – Jake states, know your industry, and know the people you serve.

14:08 - So either quit or shut up and pay for it yourself because those are your choices, mentions Jake.

16:20 – Jake gives differentiation between extremely relevant and personalization.

18:40 - You don't necessarily have to personalize everything, but everything should be very relevant, states Jake.

21:30 - We've got to realize that you've got to move away from one sales process modality and probably have three or four, no intent, medium intent, high intent, and the way that we interact with those people changes a high intent person comes.

24:40 - Think about for just five seconds here about your expectation management with your customers, when you say requested a demo and the first calls with somebody who can't even answer basic questions.

27:30 - Jake thinks that most SDRs are smart enough to be trained on how to do a level one demo a five-minute walk-through.

29:25 - Jake tells reps this all the time, that any company that's in any decent size that says they don't have 30,000 bucks is lying to you.

32:30 - Outbound emails that show someone took five minutes to think through the fit and message first.

40:30 - Jake thinks that there are a lot of things that they think about sales because it's the way they've done in the past that there's no way someone would want to do this.

45:00 – Jake says that buyers don't need you to be their friend to want to do a ton of business with you, that’s not relationship building.

48:30 - If you're looking to up your sales, and are looking to modernize we've got a ton of free resources on our Insights page, or feel free to reach out to us at our website

 Three Key Points

Jake reveals his sales journey stating that he moved to a startup in New York and then started Skaled Consulting almost nine years ago. They’ve got 45 plus people globally, and they’re helping organizations to modernize their outbound, inbound, go-to-market, sales process, technology stack, anything sales, and revenue engine-related functions. They’re working on engagements around operations, enablement and strategy. 

Besides that Jake has got a great sales mind the reason Sam wanted him here were the five things on his list.

Jake thinks they just have to get out of their heads that not having the power they find a relationship, which is like if you define a relationship on benefits and all that this is not true. They are not in the friend-making business instead they’re into the value exchange business, and it doesn't mean you believe that you're rude.

 Tweetable Quotes

“We seem to overcomplicate things in sales” - Sam Capra

“One of the biggest issues that I see right now in sales is many sales organizations are morphing their