Joining me on Accelerate! is Jake Dunlap, founder and CEO of Skaled, a revenue innovation group focused on helping clients develop replicable ways to generate new business. In this episode, Jake and I talk about the key revenue growth strategies that Skaled has gleaned from working with hundreds of B2B clients to help them refine their sales processes and increase sales.
[04:55] What is Jake’s sales “triad?”
[07:20] Why too many companies are not using technologies to accelerate their proactive prospecting efforts.
[09:20] Why there needs to be a more “challenger” approach to account management.
[11:23]Why sales leaders need to develop and implement better processes for lead gen with inbound and current customers before becoming too focused on outbound.
[12:45] Jake explains seeds, spears, and nets for those who’ve not read Predictable Revenue.
[13:24] There is a growing hybrid between seeds, spears, and nets today. What is it?
[15:30] Doing some rough math, it shouldn’t be hard to determine what your mix of lead gen activities should be.
[17:00] Jake explains why salespeople need to become more like project managers.
[25:50] Buyers are saying they value you helping them do their job more effectively (instead of wining and dining them.) [28:20] You have to map to the buyer journey, but that doesn’t mean being a victim of their process.
What’s your most powerful sales attribute?Simplification.
Who is your sales role model?Zig Ziglar and Brian Tracy.
What’s one book that every salesperson should read?Thinking Fast and Slow by Daniel Kahneman
What music is on your playlist right now?
Lukas Graham, 7 Years Old.
What’s the question you get asked most frequently by salespeople?
How do I overcome objections?