Episode 271: Jake Dunlap, Founder and CEO of Skaled: The 4 C’s of Innovative Sales Teams
Mar 20, 2024
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Jake Dunlap, CEO of Skaled, discusses innovative sales strategies and the importance of human touch in sales automation. He emphasizes prioritization, optimization, and innovation in sales teams, and promotes continuous learning in sales leadership. The episode also highlights the launch of a book and summit for the innovative seller community.
Staying proficient in technology tools is crucial for sales leaders to optimize processes and build tech-savvy teams.
Personalizing outreach and utilizing technology are key components for scalability in sales strategies.
Adapting sales processes to cater to diverse buyer needs and focusing on consistent optimization drive long-term sales success.
Deep dives
Commitment to Technology and AI Proficiency
A critical aspect highlighted in the podcast is the commitment to learning technology and AI proficiency as a sales leader's responsibility to stay updated on the transformative tools available. It is emphasized that staying proficient in technology tools is crucial for modern organizations in optimizing sales processes and building tech-savvy teams.
Current Go-to-Market Strategy
The discussion delves into the importance of the current go-to-market strategy, stressing the misconception that scalable equals automated in sales. The key point made is that automation alone does not guarantee scalability, emphasizing the need to personalize outreach, understand potential customers' businesses, and utilize technology to enhance sales approaches.
Customized Sales Journey and Consistent Performance Optimization
Another vital aspect covered is the necessity for a customized sales journey, recognizing that buyers are at various stages of education and decision-making. It highlights the significance of adapting sales processes to address the diverse needs of buyers for an enhanced customer experience. Additionally, the podcast emphasizes consistent performance optimization over big overhauls, advocating for a data-driven approach to optimize sales processes for long-term success.
Innovative Sales Journey Framework: Intent with Next Steps, Teams, Education, Numerical Priority, Time to Impact
The podcast episode delves into the innovative sales journey framework introduced by the guest, Jake Dunlap. This framework, known as Intent, emphasizes five key components: Next Steps, addressing the need for clear and purposeful next steps in each interaction; Teams, highlighting the importance of identifying and engaging with both the Usage Team and Impact Team within organizations; Education, stressing the significance of assessing where stakeholders are in their education process to tailor interactions accordingly; Numerical Priority, shifting focus from traditional needs assessment to determining where the solution ranks in the client's upcoming business priorities; Time to Impact, emphasizing the importance of creating power users instead of just securing signed contracts. This framework aims to guide sales professionals in connecting effectively with buyers and driving meaningful outcomes.
Consistent Performance Optimization and Moonshot Strategies
The podcast also discusses the significance of consistent performance optimization and the implementation of moonshot strategies within sales teams. It advocates for setting up micro-analyses to gather data and make incremental improvements consistently, ensuring adaptability and growth. The concept of moonshots encourages allocating a percentage of time, like 5%, for salespeople to experiment and innovate within their processes, fostering a culture of creativity and continuous improvement. By allowing for experimentation and leveraging diverse perspectives within the team, organizations can drive innovation and stay ahead in a competitive sales landscape. The episode underscores the value of embracing change, learning from failures, and making small adjustments consistently to enhance sales performance and foster a culture of innovation.
Jake Dunlap is the CEO and founder of Skaled. Jake and the Skaled team have helped thousands of sales leaders worldwide create modern GTM systems and approaches and have been part of more than their share of elite sales team success stories. Jake joins the show in a rare 4th appearance to discuss how elite sales teams and salespeople are innovating to make HOW they sell be more impactful than WHAT they sell. This episode will help you make small improvements to how you lead that result in large, disproportionate results.
