Jake Dunlap, CEO & Founder of Skaled | Cold Calling, Side Hustles & Terrible Marketing
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About The Guest
Jake is the CEO and Founder of Skaled, a consultancy focused on helping global 2000 companies and start-ups grow by optimizing their sales process, people, and technology with customized, repeatable, and sustainable strategies.
Prior to Skaled, Jake headed Sales & Customer Success for Chartbeat. Within the first nine months of his tenure, he grew annual bookings by more than 300 percent year-over-year and nearly doubled monthly recurring revenue.
Before that, Jake was the VP of Sales at Glassdoor, where he expanded the department from one to 40 employees and grew employer-direct revenue from $0 to nearly $1 million in monthly recurring revenue.
Since launching Skaled in 2013, Jake has been a sought-after industry thought leader, quoted by Forbes, Inc., and Huffington Post.
Talking Points
00:00 — Intro
03:14 — Jake Dunlap’s Origin Story.
04:52 — What Was The Thing Which Pushed Jake Into Telemarketing?
06:10 — How Does Jake Get Quick Wins?
08:38 — What Was The First Job Jake Took?
10:00 — Oldschool Sales & Marketing Strategies.
14:05 — Sales Process In 2010 Versus Now.
16:16 — Is Sales Dependent On Technology?
19:19 — Jake’s Most Impressive Career Roles.
21:57 — Jake’s Mission In Life.
23:12 — When Jake Doubled Down on Entrepreneurship.
24:16 — What Does The Modern Sale Organization Lack?
26:34 — “Sales Are Not Relationship Building In 2021” — What Does This Mean?
29:24 — Framing Things Differently.
32:35 — Lowering The Minimums Instead Of Tracking The Activities.
35:10 — Is Jake’s Team Still Cold Calling?
39:42 — Why Are Marketers Not That Creative?
42:16 — Why Everybody Has A Side Hustle When They Are Young?
44:31 — What Is the Difference Between Inbound And Outbound Sales?
47:30 — Building Your Own Brand Is A Good Use Of Time.
51:28 — Some Advice For Salespeople.
53:06 — Where Do People Connect With Jake?
53:23 — What Was The Biggest Challenge Of Jake’s Career And How Did He Overcome It?
54:00 — How To Hire & Onboard New Employees?
55:57 — Who Is Jake’s Mentor?
57:34 — Jake’s Book Or Podcast Recommendation.
59:44 — What Would Jake Dunlap Tell His 20 Year Self?
1:00:33 — What Does Success Mean To Jake Dunlap?
Show Links
Podcast & Newsletter Sponsors
FEEDBACK LOOP — https://go.feedbackloop.com/success
GRIN — https://grin.co/
HUBSPOT — https://hubspot.com/
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What is the Success Story Podcast?
Success Story Podcast Welcome to the Success Story Podcast, hosted by entrepreneur, business executive, author, educator & speaker, Scott D. Clary. On this podcast, you’ll find interviews, Q&A, keynote presentations & conversations on sales, marketing, business, startups, and entrepreneurship.
Scott will discuss some of the lessons he’s learned over his own career, as well as have candid interviews with execs, celebrities, notable figures, and politicians. All who have achieved success through both wins and losses, to learn more about their life, their ideas, and insights. He sits down with leaders and mentors and unpacks their stories to help pass those lessons onto others through both experiences and tactical strategy for business professionals, entrepreneurs, and everyone in between.
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