Jake dives into the importance of tailoring the sales process to meet buyers where they are in their journey. He emphasizes the problem in B2B sales of using a one-size-fits-all approach and explains how this can slow down the sales cycle. Jake introduces the VECS framework—Vetted, Educated, Cold, and Self-Service—designed to personalize the sales experience based on the buyer's stage. He shares practical tips for implementing this approach, aiming to close deals faster and improve customer satisfaction. Don't miss his insights on creating an ideal customer journey and the benefits of the Innovative Seller Community.

______________________________________________

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

Jake discusses the evolving landscape of B2B sales, emphasizing the importance of speed and convenience for modern buyers. He recounts a pivotal story about Blockbuster's missed opportunity to acquire Netflix, highlighting the shift towards digital and the need for businesses to adapt. Jake critiques traditional sales methodologies like Medic, arguing they are outdated in today’s information-rich environment. He introduces his innovative "NTENT" framework, designed to align sales processes with buyer behavior, ultimately aiming to streamline sales cycles and improve customer experiences.

______________________________________________

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

Jake welcomes Davyeon Ross, a pioneering entrepreneur and the co-founder of ShotTracker. Davyeon shares his journey from Trinidad and Tobago to founding tech companies, raising over $40 million in capital, and revolutionizing sports analytics with AI. They discuss the transformative impact of AI in sports, including enhancing player performance and coaching strategies. Davyeon elaborates on how ShotTracker's sensor-based technology provides real-time basketball statistics and analytics, streamlining coaching processes. They also explore the future of AI in sports and Davyeon’s excitement about upcoming developments in the field.

______________________________________________

Follow Davyeon:

Connect with Davyeon on LinkedIn: https://www.linkedin.com/in/davyeonross/

Check out ShotTracker: https://shottracker.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

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