As the Founder + CEO of Skaled Consulting, Jake Dunlap helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales + Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018).

Follow Jake on LinkedIn here: https://www.linkedin.com/in/jakedunlap/

Follow and connect with the host, Connor Dube on LinkedIn here: https://www.linkedin.com/in/socialsellingexpert/

Instagram: connor_dube

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Key Takeaways:

Today’s customer has done their research. They can be 80% of the way through the sales process before you have contact with them. You need a strong understanding of the sales process — which is almost universal — and a clear picture of where your customer is in that process when they make contact.

With sales technology, to get your full ROI, make a solid plan for deployment, systems integration, and continuous optimization. Identify the bottlenecks you have, and choose/use technology to address existing problems.

Jake’s Top Sales Tech Stack Recommendations:

For customizing and tracking steps in your sales process, Outreach.
For a strong, clean data collection tool, LinkedIn Sales Navigator.
For analytics to gauge the impact of your content, InsightSquared and Vidyard.
For following up with personalized gifts, Sendoso.

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