The Jake Dunlap Show

Jake explores the essential elements of optimizing sales processes by emphasizing the balance between technology and human intuition. Drawing inspiration from leading brands like Tesla, he underscore…

Jake Dunlap discusses the evolving B2B sales landscape, underscoring the critical factors of speed and convenience that modern buyers prioritize. Drawing parallels to Blockbuster's fateful decision r…

In this episode, Jake engages in a conversation with Mike Kavanagh, the RVP of SMB Sales at Zendesk, recognized for his deep expertise in technology sales and GTM strategies. They discuss the evolvin…

Jake explores the critical aspects of sales personalization by addressing key strategies for successful organizations. He emphasizes the importance of focusing on individual prospects rather than ado…

Jake analyzes the transformative impact of "Predictable Revenue" in early 2010s outbound sales, emphasizing its structured approach while cautioning against its overemphasis on automation and volume …

Jake examines the evolution of outbound sales strategies, beginning with the early 2000s' emphasis on personal connections through cold calls and email campaigns, which fostered strong customer relat…

Jake dives into the critical aspects of client engagement and retention by addressing key issues in client management. He emphasizes the problem of using monthly check-ins and QBRs solely for updates…

Jake dives into the importance of tailoring the sales process to meet buyers where they are in their journey. He emphasizes the problem in B2B sales of using a one-size-fits-all approach and explains…

Jake discusses the evolving landscape of B2B sales, emphasizing the importance of speed and convenience for modern buyers. He recounts a pivotal story about Blockbuster's missed opportunity to acquir…

Jake welcomes Davyeon Ross, a pioneering entrepreneur and the co-founder of ShotTracker. Davyeon shares his journey from Trinidad and Tobago to founding tech companies, raising over $40 million in ca…

Jake sits down with Ian Koniak, founder, and CEO of Untap Your Sales Potential, and former #1 Enterprise AE at Salesforce globally. Ian shares his extensive sales experience, highlighting the importa…

Jake is joined by Bryan Caplin, CRO of Thoropass and a founding member of Pavilion, to discuss the intricacies of moving upmarket. With over 20 years of experience in leading and scaling high-perform…

In 2020, around 306 billion emails were sent and received each day globally. This number is expected to rise to 376 billion emails per day by 2025.  In this episode, Jake emphasizes the necessity of …

A staggering 81% of sales professionals are not meeting their outbound targets. Addressing this issue, Jake emphasizes the necessity of shifting from traditional quarterly optimization to a dynamic, …

Jake delves into the critical role of technology in modern sales strategies, focusing on optimizing ROI through smart tech investments. He underscores the need for companies to align technology with …

In this episode, Jake dives into the concept of "moonshots" in sales, equating them to ambitious goals that push the boundaries of innovation and resource allocation. Jake discusses the importance of…

It's here!! "The Innovative Seller" has officially hit the shelves. In this episode, Jake celebrates the much-anticipated release of the book by diving into the crucial role of AI and customer-centri…

In today's episode, we dissected the transformative approach of Consistent Performance Optimization (CPO) in sales, advocating for a shift from rare, significant overhauls to frequent, incremental im…

Jake unpacks the NTENT framework from "The Innovative Seller," designed to revolutionize sales processes. Jake breaks down NTENT's components—Next Steps, Team dynamics, Education of the buyer, Numeri…

Navigating the complex world of B2B sales, where a staggering 77% of buyers report overwhelming purchase processes, calls for a radical rethink of sales strategies. In this episode, Jake spotlights t…