Suggestions
Jake Dunlap
CEO at Skaled Consulting, Expert in Revenue Strategy and Operations
Jake Dunlap is the Chief Executive Officer and Founder of Skaled Consulting, a firm focused on helping organizations accelerate their business growth through data-driven sales strategies. He has over a decade of experience in sales leadership, having previously held significant roles such as Vice President of Sales at Glassdoor and Nowait, the latter of which was acquired by Yelp. He also served as Head of Sales and Customer Success at Chartbeat.123
Under Dunlap's leadership, Skaled Consulting has established itself as a prominent sales consulting firm, recognized for its innovative approach to aligning sales and marketing processes to enhance productivity and operational efficiency. The company has worked with a diverse range of clients, including major corporations like Microsoft and LinkedIn, and has been noted for its effectiveness in creating sustainable sales methodologies.123
Dunlap is also a thought leader in the sales industry, frequently sharing insights on modern sales techniques and strategies through various media, including his podcast, "The Jake Dunlap Show," and his YouTube channel. He emphasizes the importance of relevancy in sales communications and has developed a framework known as the 4 Cs for innovative selling.145
Highlights
Every frontline seller should set up two reports that they look at every month
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Average age in each stage - forget your “sales cycle” you need to break it down to see where you can speed it up at each stage
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Conversion rate from stage to stage - forget your close rate, it’s about can I get 8% getting people from step 2 to step 3
Anecdotally…you might have an idea but it’s tough to feel a 5% gap or 3-4 days here or there
Everyone loves to focus on the activity or pipeline metrics but if you want to actually close more deals….you need to know these numbers inside and out
If you aren’t looking at this, now is the time and see how you stack up to your peers as well.
This data is eye opening when we show leaders it for the first time as they think they are tracking what they should when they say “we have a 60 day sales cycle”
When you zoom into that nice, straight line showing the average sales cycle across the team month over month….you will see it looks less like a straight line and more like a lie detector test at the rep level😆
Track this
Review it regularly
Get 5% better in the first month
Watch what this prompt spits out....it will open your eyes to how ChatGPT can transform your 23 y/o rep into a 20 year industry vet
This sh*t is dominating for cold email for our clients. It's called "the triangle" - it will take you 1 minute and 42 seconds to run this play per prospect
Here is the exact play and I'll string all the prompts together at the end 💥
One point of the triangle: The EXACT sub-industry of the company you are trying to book with. Manufacturing isn't good enough, has to be industrial manufacturing in machinery for example
---Prompt: What are the top three trends in industrial manufacturing in machinery such as (insert link to companies website and link to services page)
***Pro-tip - if you don't know the sub-industry....change the above prompt to say - What are the top three trends in this companies industry and please be very specific to their sub-industry and niche (insert link to companies website and link to services page)
Second point of the triangle: The EXACT job title. Who the person is IN THE SUB-INDUSTRY and what do they do.
---Building on the last Prompt: What are the top three trends in industrial manufacturing in machinery such as (insert link to companies website and link to services page) and make those specific to someone in (job title) and trends they are facing in that industry.
Third point of the triangle: (Pay very close attention to this) What TRENDS (NOT PAIN POINTS) you solve for specific to that exact job title IN THE SUB-INDUSTRY.
---Building again and tying it in a bow... COPY AND PASTE THIS INTO CHATGPT NOW! 💥
What are the top three trends in industrial manufacturing in machinery such as (insert link to companies website and link to services page) and make those specific to someone in (job title) and trends they are facing in that industry. I want the top three value props to make that person want to work with me so triangulate that with what we sell (link to your services page and 2-3 other relevant pages on your site) and how solve for those trends......
Watch the magic happen
Now is the time to get your AI skills up...it's not IF you need to do this...it's when y'all.
We just dropped this 3 course ChatGPT masterclass w/ a 200+ sales prompt library...it is time to upskill now or keep doing things manual like its 2022
https://lnkd.in/g3vZfgee
Amazing convo with DiGGrowth Taran Nandha Harshika Chadha
