30 Minutes to President's Club | No-Nonsense Sales #428 - Why Buyers HATE Your Sales Process | Jake Dunlap
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Feb 18, 2025 
Jake Dunlap, CEO of Skaled Consulting and former VP of Sales at Glassdoor, shares his insights on modern sales tactics. He introduces the VEX Scale to tailor approaches based on buyer awareness. Dunlap emphasizes the importance of understanding a prospect's journey through proactive communication. He advises skipping basic discovery for informed prospects and suggests maintaining focus and clarity when new stakeholders join calls. This approach aims to nurture relationships and streamline the sales process for better outcomes.
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Pre-Call Email
- Send an email 48 hours before every sales call to understand the prospect's journey.
- Ask where they are in their learning process to tailor your approach.
Vetted Prospects
- If a prospect is vetted, bring a sales engineer or manager to the first call.
- Be prepared for a deep dive, demonstrating expertise and addressing specific needs.
Asynchronous Video
- Use asynchronous video for mid-funnel education.
- Answer prospect questions with short, targeted videos instead of scheduling calls.
