The Jake Dunlap Show

Jake sits down with Ian Koniak, founder, and CEO of Untap Your Sales Potential, and former #1 Enterprise AE at Salesforce globally. Ian shares his extensive sales experience, highlighting the importance of mastering mindset, method, and authenticity. They delve into how an outward-focused mindset, the practice of stoicism, and genuine authenticity can transform sales performance and client relationships. Ian’s journey from top performer to coach provides invaluable insights for anyone looking to excel in sales.

______________________________________________

Follow Ian:

Connect with Ian on LinkedIn: https://www.linkedin.com/in/iankoniak/

Untap Your Sales Potential: ​​https://www.linkedin.com/company/untapyoursalespotential/

______________________________________________

The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller

• The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Community: 

https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

______________________________________________

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

Jake is joined by Bryan Caplin, CRO of Thoropass and a founding member of Pavilion, to discuss the intricacies of moving upmarket. With over 20 years of experience in leading and scaling high-performing revenue organizations, Bryan shares his insights on the common mistakes companies make when targeting mid-market and enterprise clients. They delve into the evolution of go-to-market strategies, the importance of cross-functional alignment, and the need for a dedicated approach to successfully transition from SMBs to larger markets. Bryan emphasizes the significance of planning, proper talent management, and the value of iterative learning in this complex but rewarding journey.

______________________________________________

Follow Bryan:

Connect with Bryan on LinkedIn: https://www.linkedin.com/in/bcaplin/

Check out Thoropass: https://thoropass.com/

______________________________________________

The Innovative Seller: https://www.jakedunlap.com/the-innovative-seller

• The Innovative Seller answers the question: what will it take to innovate your sales organization for the modern buyer and consistently stay at the forefront with technology and AI?

Community: 

https://www.jakedunlap.com/the-innovative-seller-community

______________________________________________

AI Unleashed: https://bit.ly/ai-unleashed-series

AI Sales Prompt Pro: https://skaled.com/insights/ai-sales-prompt-pro/

Custom GPTs for Sales: https://skaled.com/insights/custom-gpts-for-sales/

______________________________________________

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

In 2020, around 306 billion emails were sent and received each day globally. This number is expected to rise to 376 billion emails per day by 2025.  In this episode, Jake emphasizes the necessity of understanding and segmenting audiences meticulously, crafting messages that strike a balance between templatization and customization, and utilizing a multi-channel approach to cut through the noise. He underscores the importance of ongoing testing and adjustments to optimize outbound strategies effectively. Jake stresses that genuine customization and relevancy in messaging, tailored to the specific needs and jargon of the industry, are key to making an impact and not just adding to the clutter.

______________________________________________

If you use Outreach, you need Performance Pulse: https://skaled.com/services/performance-pulse/

______________________________________________

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

A staggering 81% of sales professionals are not meeting their outbound targets. Addressing this issue, Jake emphasizes the necessity of shifting from traditional quarterly optimization to a dynamic, bi-weekly process, potentially increasing results by 25%. He advocates for measuring meaningful sales activities—conversion rates and pipeline coverage—over mere volume, and introduces tools like "Performance Pulse" from Skaled for faster, data-driven optimizations. Next week’s episode will explore hyper-customization in outbound strategies to further enhance engagement and conversion rates.

______________________________________________

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

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