The Jake Dunlap Show

40 Episodes
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By: Jake Dunlap

This is The Jake Dunlap Show - where we talk to celebrities, thought, and industry leaders to discover their journey to success. The best way to learn is to live, life experience equals business experience. I am VERY excited that you have joined us. This show is like no other- you might laugh and cry, but you’ll definitely leave inspired and gain a whole new level of insight into the people you follow, love and admire.

Two Scripts for Better Buyer Handoffs (Part 1/2: Why Buyer’s Hate Sales Handoffs)
#123
Last Thursday at 1:00 PM

This is episode 1 of 2 sessions Jake gives on how to improve the customer handoff process. This first session provides a script for the cold/general handoff from SDR to AE and a script to use with buyers that have high intent. 

In this episode, Jake covers:

How you should deal with people differently if they have high intent versus low.A straightforward script on how to take the buyer handoff (from SDR to AE) from a level two experience to a level eight. Imagine how much an AE will love you (as an SDR) if you se...


Moving Buyers from Cold to Educated to Vetted
#122
11/24/2022

This episode Jake breaks down“Building Sales Processes for Cold, Educated and Vetted Prospects. During this session, he discusses the importance of moving buyers from cold to educated to vetted and how to shape the process based on where a prospect is in their journey.

In this episode, Jake covers:

Today's sales processes are often over-focused on the word qualification. But buyers and sales pros don't like the word qualification. In reality, your first call is a discovery call. In sales, intent is defined as the buyer's understanding of your solution and where they are on the...


Always Think Next Steps in Your Career (Part 5/5 My 5 Habits of Successful Sales People
#121
11/17/2022

This is episode 5 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this final session, Jake talks about the importance of planning for your career in the long term and takes a question on how to have a conversation with your boss to get future promotions.

In this episode, Jake covers:

Your manager doesn’t promote you, your manager’s boss promotes you. To get promoted, you need to know the unstated expectations of your boss's boss Your company is not 100% responsible for your professional development. You are. But, you can find compa...


The 80/15/5 Mindset (Part 4/5 My 5 Habits of Successful Sales People
#120
11/14/2022

This is episode 4 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this fourth session, Jake shares how having an 80/15/5 mindset when it comes to your priorities and work can set you up for success.

In this episode, Jake covers:

80% of your time should be spent on things that are going to impact the near term. That could be the next few weeks, the next month, or six weeks15% of your time should be spent on activities that will impact the midterm - about three to six months from now5% of your...


The grind never stops! Ang McManamon, VP of Crunchbase on how to stay motivated and on a growth path in a sales career.
#119
11/10/2022

Today, on the Jake Dunlap Show, we are joined by Ang McManamon, VP at Crunchbase and Global Sales and SaaS Leader with over 22 years of experience in the field.

Ang has been leading the sales divisions for multiple companies that activate in different industries, from tech to real estate, IT and SaaS she kick-started the sales for the London division of Amazon, was the Director of Sales for North America at Stack Overflow and, in 2019, was selected as one of the 38 Most Dynamic Women in Sales. 

In this episode, Ang shares with us the experiences t...


Confidence Wins (Part 3/5 My 5 Habits of Successful Sales People)
#118
11/07/2022

This is episode 3 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this third session, Jake shares how being confident actually comes from being prepared.

In this episode, Jake covers:

There's a difference between confidence and being cocky or arrogantConfidence comes in preparation and knowledgeDon't prep for the rose-colored glasses meeting, prep for the meeting where everything goes wrongDon’t say things like, “Hey. John, I really appreciate you taking the time to meet me. I know you're really busy.” You are an expert. You should know more about your product and your in...


Rebound from past mistakes and conquer that next play! Joel Green, (CEO of Pro Level Training) on how to ace the mental game and turn failure into success.
#117
11/03/2022

Getting over past mistakes is a real mental game you can conquer only if, instead of dwelling in the moment, you seek opportunities to improve and transform those failures into success.

After bouncing back from an injury that almost robbed him of his dream of being a professional basketball player, Joel Green went on to finish his major in Psychology and started different entrepreneurial ventures, all the while staying true to his belief that learning to control your emotions and sympathize with people is the real secret behind being successful in every endeavor.

In today’s...


Utilize Your Team (Part 2/5 My 5 Habits of Successful Sales People)
#116
10/31/2022

This is episode 2 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this second session, Jake explains how to be a quarterback and utilize your team to your advantage and close deals.

In this episode, Jake covers:

Great sales people are great quarterbacks. They realize it's not their job to play every position. They know they can't also be the coach and the line receiver and the running back. Your VP or your CEO are happy to get on the phone and help close a big deal. The top competitor you lose de...


When is the right time to start a business? Be a pioneer in your industry and use new technology to enhance your business (with Alexi Venneri, Co-Founder and CEO at Digital Air Strike)
#115
10/27/2022

If you think of waiting for the right time to trust your dreams and build your own business, you might find yourself waiting forever.

Alexi Venneri, our guest today, was freshly out of a job, getting ready to become a mother and with a house torn down when she finally decided to trust her vision and experience and build her own company from the ground up. 

Because of Alexi’s leadership and vision, Digital Air Strike is now an award-winning social media, intelligent lead response, and consumer engagement technology company and a pioneer in digital res...


Be Creative and Break Shit (Part 1/5 My 5 Habits of Successful Sales People)
#114
10/24/2022

This is episode 1 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this first session, Jake discusses the importance of being creative and finding new iterations in your sales process or risk falling behind.

In this episode, Jake covers:

How, during one of his first sales jobs, he created a scatter chart to identify when inbound calls slowed down so he could maximize his outbound call schedule around those inbound calls Once you establish a baseline of success, something that works, then start to iterate and get creative ALWAYS being creative without a...


What makes you successful in your career? Force yourself out of your comfort zone and learn from each role you’re in - Brett Hansen
#113
10/20/2022

After 20 years of working for giants of the IT industry like Dell and IBM, where he held various leadership roles in product, marketing, channel, and strategy domains, Brett Hansen joined ”Semarchy”, a small company where he was faced with a totally different mindset and business approach.

In today’s episode of The Jake Dunlap Show, Brett shares his experience of transitioning to a smaller company, the lessons he’s carried through from his previous roles and his holistic approach to the whole process of sales and marketing and in relation to his customers.

Brett also talks ab...


Moving Buyers Through the Process Faster with Intent Based Sales (Part 2/2: Intent-Based Sales Processes)
#112
10/17/2022

This is the second episode of a two part session Jake gives on how to decrease your sales cycle by understanding the intent of your buyers. This second session gets tactical on exactly how to move prospects from cold intent to educated to vetted intent levels for a faster process.

In this episode, Jake covers:

If you don’t a process to educate people in-between meetings, your sales cycle is going to be weeks or months longer than it needs to beFirst questions should establish intent. And there are stupid questions.Everyone wants speed, and we as...


Do you want to stand out from your competitors? Find the right people that complement your abilities and can help grow your business - Rick Nucci
#111
10/13/2022

Today, on The Jake Dunlap Show we are joined by Rick Nucci, co-founder and CEO of Guru, a company that is reshaping the way teams create, find and share institutional knowledge.

Rick started his venture in the business world as the Co-founder of Boomi, and after realizing he wasn’t getting along with his team, decided to part ways with his partners and reinvent and re-strategize his business.

He shares the leadership conflicts and mistakes that caused the failure of his first company and the lessons he’s learned and is now implementing in Guru.


Title: Understanding Buyer Intent Levels (Part 1/2: Intent-Based Sales Processes)
#110
10/10/2022

This is the first episode of a two part session Jake gives on how to decrease your sales cycle by understanding the intent of your buyers. This first session is directed at defining and understanding levels of intent and encouraging sales professionals to create distinct processes for each buyer intent level.

In this episode, Jake covers:

Understanding buyers’ intent levelsYou must create different intent-based sales cycles to adaptAsking questions to determine what but a buyer fits in (cold, educated, or vetted) 

This is a Mini Episode Monday episode where every Monday, Jake will be bringing you...


Is AI replacing people? Use technology to upscale your business (with Martin Birch, CEO and President of ibml )
#109
10/06/2022

In today’s episode of The Jake Dunlap Show we are joined by Martin Birch, CEO and President of ibml, an IT Services and Consulting company that offers guidance on digital transformation and major technology trends like Artificial Intelligence (AI) and Cloud.

Martin shares with us the values that guide him in his work and life and how disregarding the fast evolution of technology can overrun even companies that had been market leaders (Kodak, Marvel Comedy, Blockbuster etc).

He also talks about the ways technology can help a business achieve goals faster, while at the sa...


You Don’t Have to Take Your Lot in Life (Part 3/3 Motivating Your Team)
#108
10/03/2022

This is episode 3 of a 3 part series Jake gives on how to motivate your team from top to bottom. This third session is directed at frontline reps (but applicable to everyone at any stage in their career) and talks about how to figure out what you really want out of your role and how to make your lot versus take what you’re given.

Motivation is one of those words that gets tossed out a lot, and there is a lot of hype around having to motivate our people. But the reality of motivating people, that Jake ta...


Achieve success by cultivating a positive mindset. Can this generate more sales? - Gail Rubinstein the Queen of Social Media Strategy
#107
09/29/2022

In today’s episode of the Jake Dunlap Show, we get to meet Gail Rubinstein- the Queen of social media strategy in the automotive industry.

She shares with us the hard moments that fueled her drive for success, her determination to stay true to her path of educating people about the secrets of the automotive industry and how she helps her clients overcome their fears and start believing in the power of positive energy.

 

 

Time stamps:

 

00:52- Introducing today’s guest, Gail Rubinstein, the Queen of social media s...


Find Goals that Naturally Play to their Motivations
#106
09/26/2022

This is episode 2 of a 3 part series Jake gives on how to motivate your team from top to bottom. This second session is directed at directors and managers and covers how to have conversations that actually uncover a person’s true motivation and how to tie it back to the business.

Motivation is one of those words that gets tossed out a lot, and there is a lot of hype around having to motivate our people. But the reality of motivating people, that Jake talks about in these three sessions, is  we actually need to make sure we’...


Create a business around your passion and OWN your audience. Is web 3.0 the future of creator economy? Jordan Greenfield and Casin Ward creators of hoo.be.
#105
09/22/2022

In today’s episode of the Jake Dunlap Show, we are joined by Jordan Greenfield and Casin Ward, co-founders of hoo.be, a popular link-in-bio social media startup that focuses on helping artists, athletes, creators and brands, stand out in the overcrowded social media.

They talk about the future of social media and how this new trend of content creator economy (businesses built around social media platforms

and social media influencers) has generated the demand for platforms like the one they developed.

Listen to Jordan and Casin’s story, from childhood dreams and the...


Make Sure There is a Clear North Star (Part 1/3 Motivating Your Team)
#104
09/19/2022

This is episode 1 of a 3 part series Jake gives on how to motivate your team from top to bottom. This first session is directed at executives and VPs and how to communicate the “north star” so people can feel connected to a greater purpose.

 

Motivation is one of those words that gets tossed out a lot, and there is a lot of hype around having to motivate our people. But the reality of motivating people, that Jake will talk about in these next three sessions, is  we actually need to make sure we’re not demotiva...


How Nathan James transformed his father’s hobby into a successful business
#103
09/15/2022

Nathan James, today’s guest on the Jake Dunlap Show started his journey in the business world at a very young age (at 8 he was selling vegetables from his backyard to his neighbors) and has held various jobs in sales and digital marketing before becoming the CEO of Boardroom Socks.

What started out as a hobby his father had, soon turned out to be a real success, the quality of their products and the increasing demand for traditionally made products giving them a real chance to stand the test of time.

James comes from a lo...


Why SDR Orgs Struggle with Tracking “Effectiveness
#102
09/12/2022

This is episode 1 of a 2 part series Jake and Andrew Kappel give on the 4 Simple SDR Metrics to Track the Health of Your SDR Org. In Part 1, Jake and Andrew broke down the four metrics and how to track them: Effort, Effectiveness, Outbound, and Outcomes.

Part 2 pays particular attention to the metric Effectiveness (quality connects) and why organizations are struggling with the concept of quality connects and how to track them.

In this episode, Jake and Andrew cover:

Why leaders struggle with overfocusing on activity metrics instead of what’s effectiveThe early predictable revenue mi...


The perfect customer experience and industry secrets from Jonathan Thompson the digital marketing guru
#101
09/08/2022

Jonathan Thompson, founder and CEO of Automotive Marketing Gurus joins Jake in today’s episode of the Jake Dunlap Show and brings forward the importance that changing people’s perception of the automotive dealerships and creating a better customer experience has over the future of the automotive industry.

He candidly talks about his life, from growing up in a mixed family in South Georgia to his college years and the start of his career and shares with us the experiences that shaped his convictions and work ethics.

Join us today and learn from JT about grat...


The 4 Metrics Every SDR Org Should be Tracking
#100
09/05/2022

This is episode 1 of a 2 part series Jake and Andrew Kappel give on the 4 Simple SDR Metrics to Track the Health of Your SDR Org. Part 1 goes deep on the four metrics: Effort, Effectiveness, Outbound, and Outcomes. Jake and Andrew will break down what these four metrics mean and how to track them in your CRM and Sales Engagement platform.

In this episode, Jake and Andrew cover:

What leaders and investors realy care aboutStart with the end in mind. How to work these four metrics backwardDifferent camps of compensation to match and encourage your key metrics 

The art of mastering your life- discover what you can do to excel in all areas of life from Dr John Demartini
#99
09/01/2022

In today’s episode of the Jake Dunlap Show, we bring to you one of the world’s leading authorities on human behavior and personal development, an author and educator dedicated to the art of mastering life. Dr John Demartini is the founder of the Demartini Institute, a private research and education organization with a curriculum of over 72 different courses covering multiple aspects of human development.

We talk about the hardships that influenced his life and the people that inspired him on his journey, his dedication to discovering a way to excel in all areas of life and...


The future of workplace culture and the integration of real-time engagement technology in everyday life with Tim Gray
#98
08/29/2022

In today’s episode of the Jake Dunlap Show, we talk about the future of workplace culture and the evolution of communication technology that can bridge the gap between the virtual and the physical world (VR). We are joined in this discussion by Agora’s Senior Manager, Tim Gray, a corporate communications expert that has gathered over 15 years of media experience and developed a  deep understanding of the importance of creating technology that can emulate real-time meaningful human-to-human connections.

 

Time stamps:

 

01:30- Introducing Tim Gray;

02:40- Career choices that led him...


Learn the secrets behind creating engaged, successful teams and transforming your work relations with Rising Team CEO and founder, Jennifer Dulski.
#97
08/25/2022

Today on the Jake Dunlap Show, we are joined by Jennifer Dulski, CEO and founder of Rising Team. With an impressive career working for giants of the tech industry like Facebook, Google and Yahoo, Jennifer reveals her secrets to creating engaged, successful teams and transforming your work relations. We talk about the source of her power and inspiration (her strong parents and the people and stories that she witnessed while growing up) and her take on how leadership has evolved in our current times.  

 

Time stamps:

 

00:46- Introducing Jennifer Dulski;

01...


Don’t Clutter Your Mind with Things You Can’t Control (Part 3/3 More Productive & Less Stressed as a CXO)
#96
08/22/2022

This is episode 3 of a 3 part series Jake gives on how to be more productive and less stressed at work. His third and final tip covers how to not clutter your mind with things you can’t control.

 

From a sales leader, to VP, to CEO, being more productive is less about quick tips and hacks for time management, but how you construct your work life, what worked and what didn’t, and how it’s all shaped today so you can focus on what matters most.

In this episode, Jake covers:

More th...


Learn to take risks and win every time from Jason Hennessey, an SEO expert and successful entrepreneur and podcast host
#95
08/18/2022

In today’s episode of the Jake Dunlap Show, Jason Hennessey joins us in an engaging conversation about his journey as an entrepreneur and self-taught SEO expert and the risks he’s taken throughout his very successful career as a businessman. He talks about his childhood, a period that has been the foundation of his core values and strong character, his time in the Air Force and the way he transformed his passion for DJing into a million-dollar company. Later on, his status as a mastermind is again confirmed after he creates two very successful companies, Evanspark Interactive and Henn...


Be an Expert Re-negotiator (Part 2/3 More Productive & Less Stressed as a CXO)
#94
08/15/2022

This is episode 2 of a 3 part series Jake gives on how to be more productive and less stressed at work. His second tip covers how to be an expert re-negotiator so you can prioritize the right things. 

From a sales leader, to VP, to CEO, being more productive is less about quick tips and hacks for time management, but how you construct your work life, what worked and what didn’t, and how it’s all shaped today so you can focus on what matters most.

In this episode, Jake covers:

We all say yes t...


Why companies need to invest in employees training with Ted Blosser
#93
08/11/2022

In today’s episode of the Jake Dunlap Show, we are joined by Ted Blosser, the CEO and Co-Founder of WorkRamp, the leading end-to-end training platform that educates employees and customers to reach their full potential at work. We talk about the importance of companies investing in the development and training of their employees, especially after the rapid-paced evolution of remote work during the pandemic, the key moments that led him to start his own company and develop the product that gave WorkRamp its long-term success and exciting new chapters to come.

 

Time stamps:

0...


My Calendar is How I Run My Life - Part 1/3 More Productive & Less Stressed as a CXO
#92
08/08/2022

This is episode 1 of a 3 part series, Jake gives on how to be more productive and less stressed at work. His first tip covers how he makes time for everything by calendaring everything.

 

From a sales leader to VP, to CEO, being more productive is less about quick tips and hacks for time management, but how you construct your work life, what worked and what didn’t, and how it’s all shaped today so you can focus on what matters most.

 

In this episode, Jake covers:

 

How to...


Learn from the people around you so you can create a successful business with Steve Gallion
#91
08/04/2022

California Southern Law School graduate with a passion for business, Steve Gallion comes on the Jake Dunlap Show and offers his vision about the importance of mentorship and surrounding yourself with the right people in order to create a successful business. Steve’s passion for people and eye for market opportunities have led him to build several companies, MedTrainner being the fruit of over 15 years dedicated to transforming the healthcare industry.

MedTrainer offers a wide range of training and compliance services and the structure and support that healthcare staff in the medical, dental, pharmaceutical, and veterinary fields ne...


Thriving in B2B sales in an economic downturn
#90
08/01/2022

Follow Jake:

LinkedIn: https://www.linkedin.com/in/jakedunlap

Instagram: https://www.instagram.com/jake_dunlap_/

Twitter: https://twitter.com/jaketdunlap

Website: https://www.jakedunlap.com/


Invest in yourself and achieve greatness with Larry Long
#89
07/28/2022

Joining us today on the Jake Dunlap Show, we have Larry Long Jr., Founder and CEO of the Larry Long Jr  (LLC), which focuses on sales motivation, inspiration, training and coaching, helping people and teams achieve their greatness. Larry is also the host of the ‘Midweek Midday Motivational Minute’ which is the motor behind his first book, “Jolt!”. He shares with us the lessons that transformed him into the confident and accomplished person he is today, his journey from opening an indoor softball and baseball academy to venturing into the world of sales and finally finding the courage to dedicate...


The #1 Area Sales Orgs Bleed Money: The Tech Stack
#88
07/25/2022

Time stamps:

 6:37 - The way we buy tech today is the first problem

9:39 - Implementations are the second reason we’re bleeding money and impact

13:00  - Frontline leaders matter the most and why

15:35 - The three reasons tech adoption fails

19:30 - Sales Ops hasn’t created a roadmap to eliminate bottlenecks or have a seat at the table for proper implementation

22:00 - Your “expert” hasn’t implemented these tools before or only 1-2 times

28:33 - Never think of a go-live date. Always focus on “when we need to see...


Envisioning the future of live streaming with Nick Mattingly
#87
07/21/2022

In today's episode of the Jake Dunlap Show, we get a glimpse into the future of live streaming and the endless possibilities that it offers to its users. From installing projectors and AV units for his school to creating a new radio automation system and hosting a radio show called “Word to your mother” during his college years, Nick Mattingly developed his passion for anything related to the broadcasting industry and charted his own path into the live streaming industry. 

Following his visionary instincts, he built long-lasting partnerships with platforms like Facebook and Youtube, that back then were...


All of MEDDPICC Doesn't Need To Be Filled During The 1st Call (Part 3/3 with The Founder of MEDDICC, Andy Whyte)
#86
07/18/2022

This is part 3 and the final portion of Jake’s conversation with Andy. In this episode, Jake and Andy wrap up their conversation, and hear their thoughts on how all of MEDDICC doesn’t need to be included on the first call.

One of the most commonly used frameworks companies utilize is MEDDICC. Jake sat down with Andy Whyte, the Founder of MEDDICC to discuss what is MEDDICC, Jake’s issues with MEDDICC, where it is misapplied in sales departments, as well as how MEDDICC doesn’t need to be completely filled out on the first call.

Enj...


Empowering Others Despite Our Differences with Dr. Daryl Jones and Charles Mitchell
#85
07/14/2022

This week, we are doing something for the first time on the show. For the first time, I will be joined by 2 purpose driven leaders who are on missions to show others the importance of hustling against the odds and empowering each other despite our differences 

One of these guest’s is the CEO of a purpose driven company that is ranked in the Top 500 African American Owned Companies and is the 3rd Largest Minority owned company in the state of Arizona. Outside of the business, he is very involved in non-profit work.  

Our next guest...


Where MEDDPICC is Misapplied (Part 2/3 with The Founder of MEDDICC, Andy Whyte)
#84
07/11/2022

This is part 2 of a 3 episode series where Jake and Andy discuss the best and worst of MEDDICC deployments: When it Fails and When it Sells.

One of the most commonly used frameworks companies utilize is MEDDICC. Jake sat down with Andy Whyte, the Founder of MEDDICC to discuss what is MEDDICC, Jake’s issues with MEDDICC, where it is misapplied in sales departments, as well as how MEDDICC doesn’t need to be completely filled out on the first call.

In this episode, you will hear:

Jake’s thoughts on when MEDDPICC is misapp...