How to Get Skaled – In Just 7 Minutes with Jake Dunlap
Discover how to scale up your business through the use and help of modern technology that align Marketing and Sales for a smoother buyer experience Learn more about the different levels of growth and which level are you in Find out the importance of the optimization mindset in scaling up your business and choosing the road to growth and change Resources/Links: Check out Jake’s The Ultimate Guide to Inbound Lead Follow-Up & Conversion: bit.ly/modernplaybook Summary Do you want to scale up your business, increase sales, and unleash its full potential but just don’t know how to do it? Do you know which are the parts of your business that needs changing? Or do you have no idea what needs to be changed at all? Jake Dunlap is the Founder and CEO of Skaled Consulting that helps executives around the world accelerate business growth with data-backed sales solutions. Before building Skaled, he held the roles of VP of Sales at NoWait (acquired by Yelp), Head of Sales and Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion in 2018). In this episode, Jake shares his insights on how to scale up your business through, first, knowing the points in your business that needs to be changed, and secondly, by bringing back in our “optimization” mindset in the company. He also shares how engaging in technology can help boost your company. Check out these episode highlights: 01:47 - Jake’s ideal client: “We're looking for organizations that are in his initial stages of growth that are trying to, you know, they're at the stage where replicability matters, and there's that early stage where like, ‘Look, just figure it out, wing it.’” 02:31 - Problem Jake helps solve: “I think there are really two problems. I think we solve an expertise problem, you know, from working with hundreds of companies, we just have a vantage point that's very unique around, you know, modern outbound, which will, you know, obviously, is something we'll talk about in a second, you know, really cutting edge sales processes and ways that people are adapting the way that buyers, you know, want to adapt, and then you know, how you work with your current customer.” 03:43 - Typical symptoms that clients experience before reaching out to Jake: “There are usually a few things that you're experiencing. One, we've been growing, things are going well, the duct tape is starting to come off the plane a little bit. And what I mean by that is, we're scaling from X to Y in a very short period, our team is understaffed. Our ops team, our enablement team, and maybe our leadership team has a lot on their plate.” 05:25 - Common mistakes that people make before they find Jake’s solution: “It's different at different levels of growth. I think early on, they try to hire full-time people that are 60% role for the job they need today, a 40% role for the day two years from now.” 07:08 - Jake’s Valuable Free Action (VFA): “Create a culture of, "always optimizing". Create a culture, ‘We're going to be optimizing this process an ongoing basis.’” 07:38 - Jake’s Valuable Free Resource (VFR): Check out Jake’s The Ultimate Guide to Inbound Lead Follow-Up & Conversion: bit.ly/modernplaybook 08:05 - Q: How is technology going to impact sales over the next 10 years? A: We need to start to not judge the success of our sales organizations and marketing organizations by size. We need to judge our success by output. Tweetable Takeaways from this Episode: