April 17, 2025 • 28 mins
Traditional outbound is dead. In this episode of AI-Powered Seller, Jake Dunlap reveals how he's getting 5X more meetings with an AI-powered outbound strategy that completely rewrites the sales playbook.
Only 20% of sales teams hit their outbound numbers last year. They're using outdated tactics from when personalization was standard, not the exception.
Jake breaks down his two-part AI outbound strategy:
- How to create personalized white papers for prospects in 20 minutes using ChatGPT
- How to generate custom podcast episodes about your prospect's business in 10 minutes
- Why "automated" killed effectiveness (and how "scalable" brings it back)
- The exact AI tools generating hyper-personalized content with minimal effort
Modern buyers need experts who understand their world. Generic outreach doesn't cut it anymore. Jake demonstrates these techniques live and shows exactly how to implement them on your team today.
Don't let your competitors discover this strategy first. Watch now to transform your outbound approach and start booking more meetings immediately.
New episodes drop every other Wednesday @ 8 AM CT / 9 AM ET
►Listen and subscribe on all streaming platforms: https://open.spotify.com/show/2YSdOae5YyHNfy6UQd7iIM
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►Connect with Jake: https://www.linkedin.com/in/jakedunlap/
Mark as Played
Transcript
Episode Transcript
Available transcripts are automatically generated. Complete accuracy is not guaranteed.
Speaker 1 (00:00):
Holy shit, I think I've broke outbound.
I finally figured out a way toliterally generate meetings
three, four, five times moreeffectively than your typical
SDR or AE.
You know, most people are outthere email, cold call, linkedin
, touch points and these arestill like really valuable plays
(00:22):
.
Trust me, we're implementingthese for our you know,
internally at Scaled.
We're implementing these forour you know, internally at
Scaled.
We're implementing these forour clients 100%.
But today I'm going to give youthe secret that is literally
going to change your outboundforever.
I guarantee it.
So I first want to go back on myAI-powered sellers to a time
(00:45):
and place, which was what usedto be outbound, and for a lot of
you, you might not have been inthe sales game in 2010 to 2015.
And what people did then?
Okay, back then, right in in2010, 2015, there weren't that
many tools, and so you had adatabase.
(01:05):
You research the person, yousend out a customized email to
them, you made a cold call thatwas customized to them.
You probably weren't doingLinkedIn, maybe you're sending
them a handwritten note and andguess what?
Outbound was working Teams werehitting numbers, right.
Working Teams were hittingnumbers right.
It's pretty crazy to thinkabout.
(01:26):
You know, when I kind of likethink about back in time, it's
like you know well, we didn'thave the technology, it's like,
but we hit numbers because wewere focused on outcomes, right.
And then the next part of yourhistory lesson is what happened
from 2015 to about 2020, 2021,is we had the rise of all these
(01:48):
new sales engagement tools andthey gave sellers the ability to
start to send out cadences,email, call LinkedIn, linkedin
call, call, email call.
Okay, what most people do notrealize, and here's a history
lesson for all my OG AI poweredsellers.
A little history lesson for you.
The first tools there's onecalled ToutApp, shout out to TK
(02:11):
Yesware, and I think it waseither Outreach or SalesOff.
When it first came out, none ofthese tools would let reps hit
send all.
When these tools came out in2015, they realized if you start
hitting SendAll as a sales rep,you're going to start to train
all the quality out of them andyou're just going to start
(02:33):
spamming people.
Well, guess what started tohappen 2015, 16, 17,.
We saw it ourselves Email only,sequences and cadences kind of
worked.
And then what happened ispeople forgot how to call, right
.
And then it's like oh my gosh,um 2020 hit.
Oh gosh, you know who the hellknows what's happening.
(02:54):
Then you know, people startedworking.
It was virtual 2021, the marketwas on fire, but guess what?
The email only stuff has, likestarted to decline and I think
what happened is you have awhole generation of people that
have grown up learning outboundas a seller.
It's a bunch of emails that aresupposed to be send all and
(03:14):
guess what?
Again, the send all did work,but it's not working.
Now Look at the results.
I think this results from lastyear.
I think Gong put this out.
It was like 20% of teams hittheir outbound number 20%.
I'm guessing that's high.
That's my personal hot take.
All right, everybody.
And now let's jump into, likethe last few years, where I feel
(03:38):
like outbound has just gotten,you know, almost impossible.
And I want to tell you there'stwo big trends that I see
impacting outbound right now.
Big trend numero uno, okay, iswe've replaced the word scalable
with automated, and I don'tknow if this is a RevOps problem
or a sales leadership problem,but my friends, companies
(03:59):
started to try to automateeverything as opposed to build
scalable, repeatable processes.
That's it.
That's what you need to do.
You want to automate researchin this?
Blah, blah blah.
And then the rep comes in forthe last 20% of every touch
point to make it a 10 out of 10.
So, again, what's what we'reseeing with teams that are
winning today?
That's what they're doing Right.
(04:19):
And then the other is thisover-focus on activities, and
I'm going to give you guys aquick little history lesson here
.
And then the other is thisover-focus on activities, and
I'm gonna give you guys a quicklittle history lesson here.
A lot of the numbers that youare being held accountable to,
okay, were based off of a worldcalled predictable revenue.
This book was written over 20,based on data over 20 years ago,
where all people did was reallycall.
(04:40):
They had a little bit of email,so every touch point was
personalized.
Now, fast forward to today.
All activities aren't equal.
So before, the activity equalsmeetings worked because every
touch point was high quality.
Now it's not the case.
Now we're sending all, and thenthis one's customized.
And then I did a LinkedIn touchpoint and then blah, blah, blah
, blah, blah, blah, blah, right,and so that's why you got 20%
(05:03):
of teams hit an outbound.
Blah, blah, blah, blah, blah,right, and so that's why you got
20% of teams hit an outbound.
And so in today's episode of theAI-powered seller, I am going
to give you the play and you'regonna see this play, and most of
you are gonna.
And again, for those of you whoare listening along, do not
worry, I will be verydescriptive for you.
You are gonna hear this play ifyou're driving in your car, or
(05:24):
you're going to see this play onYouTube and you're going to go.
What the is this, jake?
This is way out there, but I amtelling you, my friends, this
is doable right now.
I spun up a demo, I did thisand I'm going to walk you
through it right.
So what is working today andwhere did this play spawn from?
Again, we have a division.
(05:45):
I'm also the co-founder of acompany called RevOptics, which
used to be a division of Scaled.
We are the largest deploymentpartner for the two largest
sales engagement platforms, sothis team literally does like
five 600 deployments of thesetools every year.
We've deployed sales engagementplatforms thousands of times
and overhauled them.
There's nobody in the worldthat has seen more instances of
these platforms than us, and sowhen I tell you this is what's
(06:06):
working, this is what's working,okay, so the number one, kind
of.
A couple of things before I getinto you, know the play of all
plays.
Number one is know your personaand your industry trends.
Execs right now are only takingmeetings with experts and
people who sound like they knowthat they're talking about.
So if your sequences aren'tlike, look, I work with VPS of
(06:29):
sales, specifically those thatsell into FinTech, especially,
specifically those that sellinto regional banks, and we know
these are the pressures onregional banks right now.
So, the VP of sales, you'refeeling this and this is how I
can help you.
That is how specific you haveto be to cut through the noise.
Number two drum roll the phone.
(06:54):
I cannot iterate this enough.
We have clients.
I literally talked to a guylike two weeks ago 80% of their
meetings and they had their bestmonth of outbound and it's
because of the phone.
Another one of our clients,high tech company in the finance
space 50% of their meetings forthe phone.
And my friends, it's not thatthe phone.
Another one of our clients,high tech company in the finance
space 50% of their meetings forthe phone.
And my friends, it's not thatthe phone is like phone, phone,
phone, phone, phone, phone, it'sthat he warms them up.
There's a LinkedIn connectemail, maybe a message that they
(07:15):
send them on LinkedIn, etcetera.
So there's like a warmup offamiliarity and then, by the
time you know, the calls startkicking in.
It's like, oh yeah, this guy'sreached out a few times.
So the number two thing that'sworking is the phone, and I know
nobody wants to hear this andagain, I'm not saying everybody
answers the phone.
The thing that most peopledon't realize a voicemail in
2025 is the same thing as a textmessage.
(07:37):
How many of you yuck, how manyof you listen to your voicemails
?
Ugh, I don't wanna listen to myvoicemail.
Come on right.
And number three of what'sworking is standing out and
being different, and that iswhat we are going to do today.
My friends, this play.
I am so pumped.
We are literally in the processof piloting this right now and
(07:57):
I could not be more excitedbecause but this play requires
is for teams to build a reallyscalable, very, very scalable
process.
That also is kind of fun, likenot kind of fun, really fun,
right.
And so whenever you think aboutlighting your pipeline on fire,
you are lighting your pipelineon fire if you are trying to
(08:20):
focus on account coverage asyour North Star versus booking
freaking meetings.
The goal is to book meetings.
Right, and I'm telling youright, your competition is going
to hate you for running thisplay first, because they're
going to be stuck being like, ohmy gosh, well, this sounds.
I don't know if we couldpossibly do this.
(08:40):
What could we possibly do?
So we're going to break thisdown into two main pieces here.
First, I'm gonna talk about thewhite paper section, and then
I'm gonna talk about the podcastsection.
So let's, without further ado Iknow you're ready for it, right
, let's jump in to white papersat scale, all right.
So I want you to forget thestandard case studies.
(09:01):
Prospects don't want anothergeneric PDF.
They want custom insights abouttheir business.
That sounds like you read theirmind.
And, my friends, this is howwe're gonna do it, all right, so
let's jump into it.
So we are gonna go first to oneof my very good friends here.
We are gonna go to ChatGPT.
(09:22):
You know it, you know it.
You love it, just like I do aswell too.
So let's get into some of theuse cases around chat GPT.
The first thing you're going tosee is I'm using the O1 pro
model.
My friends, I live in thisthing.
The O1 pro model Okay, it isthe absolute best model that
(09:45):
exists today.
You're going to see things onhere Like um again, as I start
to get into it.
You'll see things like deepresearch that it has access to
Um as I get further and furtherinto it.
Um again.
This is what I love, this one.
There's also another one youcan use.
It's a favorite called the O1.
The O1 Pro is by far the best.
(10:09):
So if you want to use the O1Pro, this is what I suggest,
right, and I went ahead and didthis ahead of time for the
podcast.
The O1 Pro is so good atreasoning.
You type it, you couple thatwith deep research and it just
gets crazy.
So what we're going to do, myfriends, is we're going to
prospect a little company calledOkta today, okta, and again,
I'm gonna teach you about Okta'sbusiness, because guess what
ChatGPT taught me about itsbusiness.
So let's jump into the whitepaper play.
(10:31):
All right, the white paper playlooks like this okay, so we're
just gonna go to the very tophere.
My friends, what this allows meto do is create a customized
white paper based on the trendsin the prospects industry and,
specifically, the trends thatare impacting that persona.
So here's the white paper play.
(10:52):
Get ready right.
The white paper play.
Write me a five page whitepaper on the biggest trends
impacting John Addison, cro, atOkta.
Focus on the trends for someonein his role in the space.
I want detailed trends that areimpacting his role and what
someone in his role must do.
To Focus on the trends forsomeone in his role in the space
.
I want detailed trends that areimpacting his role and what
someone in his role must do toadapt to the trends over the
next three to five years.
Then this is what I love aboutdeep research it asks you
(11:14):
follow-up questions.
Okay, should the white paperfocus on Okta?
Should it focus on broader SaaStrends for CROs?
Do you want it to talk aboutcompetitors?
Should we assume that this ismeant for internal or external
usage?
And what do you want the toneto be?
Guys, I want you to think aboutthe play I'm talking about.
We are teeing up a white paperto be sent to a prospect that is
(11:37):
going to educate, that is goingto show them how I understand
their space and trends in theirindustry.
I want you to think about thisis going to and I'm going to
show you here as we scroll down.
It took 10 minutes.
It cited 29 sources anddeveloped a five page white
paper, prepared for John Addison, on emerging trends and
(12:01):
identity and SaaS revenue a fiveyear outlook for the CRO.
Okay.
And then I read through it.
Look, it created tables.
It's citing all these crazysources, Right.
And again, for those of you whocan't see, I'm literally just
scrolling like pages of rich,rich, insane content, right, as
(12:24):
a part of this.
And then I finished reading itand I was like, and I wanted to
show you guys this because Ithink it's important.
I was like and like look at allthe sources, here's the sources
.
So, again, when people ask meshit about you know, oh, does it
hallucinate?
I'm like it's citing itssources.
It literally pulled in articlesfrom LinkedIn.
It's crazy, right?
I'm like, hey, this is a littletoo simplify, make it stronger.
(12:50):
Blah, blah, blah.
Do you want the ending toinclude a direct CTA?
I'm like, yeah, and my name'sJake Dunlap, obviously.
Okay, here you go.
It took another 10 minutes.
So, again, we've taken 20minutes now, right, the CRO
evolution top five trendsshaping revenue, leadership and
identity, cyber security Guys,look at this stuff.
Okay, generative AI is facingthis, john, as a chief revenue.
(13:14):
You operate in a rapidlyevolving identity cybersecurity
SaaS landscape.
To drive go-to-marketinnovation, revenue growth and
competitive edge, you mustanticipate and leverage key
trends redefining the role.
This white paper highlights fivecritical trends that a CRO of
identity management company isgoing to face right.
Number one AI-powered revenueoperations.
(13:36):
The vision is this here's whatyou need to know as a CRO,
especially what's impacting yourspace.
Right as a CRO, here's thethings that you need to be
thinking about around that.
Next, digital first buying andcloud marketplaces.
B2b buyers now demand theconvenience of digital
self-service.
Right For you as a CRO, here'swhat you should do, right.
(13:57):
And then it goes through twomore of these as a part of this.
Then, at the end, there's anice little you know,
multi-stakeholder dealmanagement and value-based
selling yes, please.
I think we all know that that'sa real thing.
And then, at the very end, itsays why scaled is the right
partner.
Here's what you guys are facing.
The good news is, we can helpyou with these exact trends as a
(14:18):
part of this.
We're your partner, let'sconnect, et cetera.
Here's how we can help you.
And again, I could take this astep further and say something
like, hey, go ahead and weave ina little bit more scale, the a
little bit more scaled.
The first version actuallyweaved in a lot more scaled, so
it was a little I don't know.
I felt that was a little toosalesy as a part of it.
So here's what I want you.
Here's the play.
This is the first thing you'regonna send in your touchpoint.
(14:39):
You're gonna send atriangulated white paper.
This one took 20 minutes.
Usually it doesn't take thislong.
Usually it takes maybe likefive to 10 minutes.
I'm taking this and we can justdo.
How many hours are there in aworkday?
Let's say there are eight hours.
Let's say it takes me 20minutes to send this and then
five minutes or 10 minutes towrite the email.
It's 30 minutes.
So in an eight hour day I couldsend out 16 white papers.
Right, maybe I take a littlebreak.
(15:01):
Let's call it, you know, myboss 12 customized white papers
a day.
Guys, think about this.
Compared to what you aresending out now, okay, compared
to what you're sending out, howmuch better is this, right?
So this is step one of the playis, you are gonna have your SDR
team or you're as an accountexecutive.
(15:22):
You are gonna start to send out12 plus white papers a day and,
like I said, this one tooklonger.
I think you could focus on 10,because you're gonna also need
to create what I'm gonna talk toyou about next as a part of
this.
So this is the white paper play.
The future of Outbound issending hyper-targeted,
industry-relevant trend to thepersona-based insights,
(15:43):
triangulating with how you cansolve.
Okay, when I show people this.
The next question well, jake,how soon till everybody's doing
this?
Nobody is doing this now.
So that means like two to threeyears.
So for all my sellers out there, go pay for chat GPT Definitely
the paid version If you got.
If you want to upgrade to theO1 pro and send out 10 to 12
(16:06):
white papers a day.
Hey, john, here's what I saw,and I can even follow up with
John number two.
Hey, john, here's what I sawand I could even follow up with
John number two.
Hey, john, I think you know Itriangulate this a little bit
further and I put together justa one pager on this trend and
how I can help you solve withthis.
Oh is, and I could take one,two, three, four, five of the
different trends thathighlighted and then I could say
um, you know what I want you todo next is I want you I could
(16:29):
create hey, create a one pagelittle mini version of this for
each one of the trends thattriangulates.
That's touch point two.
Touch point three.
That's what I got the whitepaper secret weapon.
Okay, now get ready for numbertwo.
My friends, how many of you knowabout Notebook LM?
If you do not know aboutNotebook LM, you are gonna know
(16:50):
about Notebook LM.
If you do not know aboutNotebook LM, you are gonna know
about Notebook LM after thisepisode.
Okay, so, stop sending boringemails that nobody opens or
these cheesy LinkedIn messages.
I'm gonna show you how tocreate customized, personalized
podcasts that prospectsliterally cannot ignore.
It is impossible.
(17:11):
If you send someone apersonalized podcast about their
business and the trends and howyou solve them, you are getting
that meeting.
All right, my friends?
So let's talk about this, right?
So let me show you all NotebookLM For those of you who aren't
familiar, and those of you whoare familiar, maybe I can teach
you a little thing or two here,all right?
(17:32):
So this is Notebook LM.
Notebook LM is a Google product.
Shout out Google and what youdo is you upload content.
So what I did is I uploadedJohn Addison's LinkedIn profile,
I found a link to his bio onOkta.
I gave it a couple of linksabout Okta, the company itself,
and then I gave it a couple oflinks about Okta, the company
(17:53):
itself, and then I gave it acouple of links to scaled as
well.
Okay, then, over here a lot ofyou cannot see this, maybe, or
maybe you can, maybe you can'tis you can see this?
This is where it says Okta, cro, the future of IAM and where
scaled can help.
What happens right here is youclick the button that says
generate okay, so those of youwho are listening along you go
(18:14):
to notebook LM.
You upload very specificcontent.
There was actually there's alittle button here too that says
customize.
You always hit customize andtell it what you want the
podcast to be about.
So I said, hey, I want you tothis podcast to be about John
and his industry, what he'sfacing and all of those things.
So let's get into the podcast alittle bit.
(18:38):
So sit back and listen.
We're not going to listen tothe whole thing, but I want you
to listen to enough of it to getthe gist of what we're trying
to do here Security, userexperience it all hinges on it.
Speaker 3 (18:44):
So looking at a leader like him at Okta gives us
a window into the broader techscene.
Speaker 2 (18:47):
Absolutely.
The pressures, theopportunities.
It tells you a lot.
Speaker 3 (18:51):
So for our sources today, we've looked at John
Addison's LinkedIn profile,trying to understand his
background and focus.
Speaker 2 (18:56):
Data sense person.
Speaker 3 (18:57):
Exactly.
We've also dug into Asa'sofficial website how they
present themselves, theirstrategy, the company line
basically.
And we also have a quick lookat the scale that works with
sales.
Just to think about potentialway companies like Okta might
get outside help.
Speaker 2 (19:10):
Right, the individual company and maybe potential
partners.
Speaker 1 (19:13):
Guys, it's 100% AI generated 100%.
I want you to think about that.
This took me eight to get thelinks and these things.
This also took me about 10minutes, probably.
Speaker 2 (19:23):
Gives you a rounded view.
Speaker 3 (19:24):
So for you listening whether you're in sales tech
leadership, understanding what'shappening in a company like
Okta challenges.
For someone like John Addison,it just provides really valuable
context.
Speaker 2 (19:33):
It's about spotting those patterns.
He didn't think we really hadbeen in isolation.
Speaker 3 (19:37):
Our mission today is pretty simple Pull out the key
insights about Okta's world andJohn Addison's part in it
without drowning in detail.
Okay, so let's get things off.
What's the core of Okta'sbusiness?
What do they actually do?
Speaker 2 (19:49):
Well, fundamentally, octa's position itself is this
this neutral, powerful andextensible platform.
Speaker 3 (19:55):
Jucial is interesting .
What do they mean by that?
Speaker 2 (19:57):
It means they're trying to be independent,
sitting on top of well,alongside other teams, managing
identity.
It's not everything Not tied toone specific cloud vendor, like
, say, microsoft or Google.
Speaker 3 (20:06):
Okay, so flexibility.
But does that neutrality everbecome a challenge, maybe
Competing against thoseimmigrant layers?
Speaker 2 (20:13):
That's a good question.
It probably does in some deals,but their whole intention is
about being in that identitylayer, gotcha.
Speaker 3 (20:19):
And they suppose their solution is the human
areas.
Speaker 2 (20:21):
Pretty much.
Speaker 1 (20:22):
Okay, so you're demonstrating that you get the
problem, you get the challenge.
I want all of you to thinkabout what we're sending out
right now.
Right now, I'm going to fastforward just a little bit here
and you can hear how it'll startto triangulate things.
Speaker 3 (20:33):
Agile training, typefied alignment, product
marketing.
Speaker 2 (20:41):
A whole machine that needs to run smoothly.
Speaker 3 (20:42):
And we should mention off, they acquired them, didn't
they?
Speaker 2 (20:45):
They did.
Wow.
Bob's always also wish Daveywould work trying to connect
everything.
Speaker 3 (20:50):
I saw they were talking about AI now too.
Speaker 2 (20:51):
Yeah, that's definitely our friend.
Power security features usingmachine learning, presumably to
spot weird login patterns,detect threats, make secure and
smarter.
Speaker 3 (21:00):
This sounds like a crucial selling point,
especially now.
Speaker 2 (21:02):
Absolutely Indicating that enhanced value, that ROAC
security.
That's got to be E for RonAddison's sales team and he had
this thing called the AustriaSecure Identity Commitment, osic
.
Right, osic seems like thepublic pledged their initiative
to really double down onsecurity, build trust and show
they're serious about tacklingidentity attacks.
Speaker 3 (21:19):
In this climate you have to have something like that
, and they serve a lot ofdifferent industries.
It's not just tech firms usingit.
Speaker 2 (21:24):
No, not at all.
They list public sector,financial areas, healthcare,
retail.
It's really broad.
Speaker 3 (21:30):
It must be challenges for sales right.
Selling into health care isdifferent from selling to retail
Hugely different.
Speaker 2 (21:35):
That diversity means John Addison probably needs
specialized sales approaches,maybe even teams for different
protocols.
Tailoring the messages iscritical.
Speaker 3 (21:43):
And they back this up with constrictories, stats on
uptime, a number of iterationspainting a picture of the life.
Speaker 1 (21:52):
Again it starts to triangulate with trends for him.
So imagine a world where yousend someone a podcast about
trends for their role.
So we're going to keeplistening a little bit because
it just gets better.
Here I'm going to skip ahead alittle bit.
Speaker 3 (22:00):
It's an executive approach.
I mentioned Michigan Rossthrough Oracle.
Speaker 2 (22:03):
Right, it's Mewis.
Now I'm talking about John.
Speaker 3 (22:06):
I'm talking about his background, his, his LinkedIn,
skills section solution sellinghas a lot of endorsements.
Speaker 2 (22:11):
That makes sense For a platform like Okta.
He can't sell features.
You have to understand thecustomer problem and grab the
right solution.
That's a parent's strength.
Speaker 3 (22:18):
And banking can get endorsements too, maybe from his
Oracle days selling in finance.
Speaker 2 (22:22):
Financial services is a key Very security.
Punches are vertical foridentity management Experience
there is not valuable.
Speaker 3 (22:28):
And, with recent LinkedIn activity, it travels a
lot.
Speaker 2 (22:32):
Posts about the visiting customers or partners
in City Tokyo underscores theglobal nature of the job and
suggests he's easy to bounce onwith an internet-aware market.
Speaker 1 (22:38):
Guys, imagine how much better this is than your
email sending.
I saw in your recent LinkedInpost that you know you were
visiting partners.
Imagine how much better this isin terms of cutting through the
noise.
Speaker 3 (22:50):
Okay, so experience below the sales reader, proven
track record, promoted,internally relevant background
Seems like a solid fit forOkta's CRO.
Now let's connect the dots.
How do Okta's trends impact hisjob?
That platform complexity, forinstance.
Speaker 2 (23:04):
So such a broad, sensible platform and he's
written off and adding AI.
His main challenge is probablyensuring his global team can
actually sell it effectively.
You mean articulating valueacross all those different
pieces, exactly Just differentindustries, different outcomes
and sizes.
Speaker 1 (23:17):
Danger for translation.
Keep in thing, keep in mindI've taught this thing nothing
about sales.
I've taught it nothing aboutvalue, selling Nothing Right.
And then here's your kicker.
Speaker 2 (23:28):
Follow-up finance retail.
Yes, revops is all about makingthe entire revenue engine for
their specific needs.
Streamlining the failed processso opportunities aren't lost.
Optimizing the whole funnel.
Speaker 3 (23:39):
So navigating platform complexity, global
markets, building a top teamfocusing on customer value,
capitalizing on high-end ad lotson its plate.
Speaker 2 (23:47):
A classic CRO challenge though, really, but
amplified by ACES scale and thecriticality of identity
management.
Speaker 3 (23:52):
Which brings us to the potential role of external
help like scaled.
What do they do?
Speaker 2 (23:56):
Well scaled positions themselves as specialists in
sales transformation for B2Bcompanies.
They build as if they assessedin class sale orgs.
Speaker 3 (24:04):
So strategy growth is the revenue problem.
Speaker 2 (24:07):
Yeah, they talk about end-to-end strategy, driving
scalable growth, optimizingrevenue augmentation, revops and
reminding go-to-marketstrategies.
Speaker 3 (24:14):
RevOps and go-to-market.
Those sound relevant givenOkta's situation.
Speaker 2 (24:18):
Potentially yes.
Revops is all about making theentire revenue engine or
marketing sales service worktogether smoothly and
efficiently.
Go-to-market is how youactually reach and sell part of
your customers.
Speaker 3 (24:28):
Thinking about Okta's global growth plans and
platform complexity, how couldscale strategy expertise
potentially help John Addison?
Speaker 2 (24:36):
They could offer.
That outside perspective maybehelp define Okta's global sales
strategy to better align wheremarket shifts or figure out the
best way to position thecombined Okta of Auburn across
different regions and industries.
Speaker 3 (24:46):
Finding blind spots, maybe suggesting new ways to
segment the market?
Speaker 2 (24:49):
Something like that.
An external view can bevaluable.
What?
Speaker 3 (24:51):
about John Gold, that unstoppable team.
Could Gale help there?
Speaker 2 (24:54):
Their focus on sales training, co-coaching, process
optimization.
That could directly supportbuilding team effectiveness,
implementing the new techniques,making work plus customer
expectations an intense market.
Speaker 3 (25:07):
Why should someone care about this, even if they
aren't in identity management?
Speaker 2 (25:11):
Because of the dynamics of the tech chip, the
leadership challenges, globalstrategy questions.
They reflect broader and moreand more.
Speaker 1 (25:20):
Oh, friends so there you go you have the second play,
the personalized podcast play,all right.
So, again, this took me about,yeah, this took me about, I
think.
Yeah, 10 minutes to pulltogether, like all the links and
everything like, just that, Ineeded to feed it.
But again, I want you toimagine this play, friends.
Imagine a play where you gocustomize white paper,
(25:44):
triangulated on industry trendstouch point one.
Customize podcast point onecustomize podcast touch point
two.
My friends, it is so easy rightnow to cut through the noise.
Again, I gave you the third waythat people are winning and
it's being clever, and so thatis the goal here, y'all, is that
, hopefully, in this episode ofAI Powered Seller, my friends,
(26:07):
the Outbound Playbook hasofficially been rewritten.
It's now your turn to takeaction and do something about it
.
Your competitors are listeningto this podcast.
We've got a lot of peoplelistening to this podcast,
trying to stay up to speed on AI.
This, hopefully, is one of themost tactical shows I feel like
we've done, and what I want allof you to do, my call to action
(26:28):
for all of you, is I want you togo and test this, I want you to
go to Notebook LM, I want youto sign up, I want you to go to
ChatGPT, the O1, sign up for atrial.
Make sure you click deepresearch and try it out and
build a white paper.
I want you to think about howmuch you're going to crush the
competition.
The SDR and AE Outbound Playerof the Future is.
(26:49):
We're gonna have teams sendingout 10 new white papers a day
and 10 customized podcasts everysingle day and absolutely
destroying the competition.
So, my friends, I hope that yougot value out of this.
If you're listening along,definitely go check out on
YouTube.
You can see some of thescreenshots and some of the
things that I was showing.
If you're on YouTube, make sureyou like and subscribe to the
(27:12):
channel where we're alwayssharing these AI-powered use
cases and insights.
Make sure, if you're listening,make sure to subscribe on your
favorite platform so you alwaysget notified whenever a new
episode comes out.
So that, my friends, is anotherepisode of the AI-powered
seller in the books.
Last but not least, make sureyou sign.
(27:34):
Episode of the AI PoweredSeller in the books.
Last but not least, make sureyou sign up for the AI Powered
Seller newsletter.
Brian on our team puts a lot ofeffort into that.
It goes out.
It's absolutely free.
It also talked a little bitabout our AI Powered Seller
community, where we've got a lotof videos and other things
where you can go and learn thelatest and greatest.
You can also you know, ifyou're not on YouTube, make sure
(27:54):
you subscribe to the channel soyou can see the latest and
greatest AI-powered sellervideos.
So that's what I got everybody.
The future is here.
Outbound is officially broken.
I just broke Outbound becausethis is the future.
It is being clever.
It is turning on your brain.
It is being clever.
It is turning on your brain.
It is sending out 10 whitepapers and 10 podcasts a day,
(28:15):
and not 100.
Send all emails.
That's all I got for everybody.
We'll see you on the next one.
Holy shit, I think I've broke outbound.
I finally figured out a way toliterally generate meetings
three, four, five times moreeffectively than your typical
SDR or AE.
You know, most people are outthere email, cold call, linkedin
, touch points and these arestill like really valuable plays
(00:22):
.
Trust me, we're implementingthese for our you know,
internally at Scaled.
We're implementing these forour you know, internally at
Scaled.
We're implementing these forour clients 100%.
But today I'm going to give youthe secret that is literally
going to change your outboundforever.
I guarantee it.
So I first want to go back on myAI-powered sellers to a time
(00:45):
and place, which was what usedto be outbound, and for a lot of
you, you might not have been inthe sales game in 2010 to 2015.
And what people did then?
Okay, back then, right in in2010, 2015, there weren't that
many tools, and so you had adatabase.
(01:05):
You research the person, yousend out a customized email to
them, you made a cold call thatwas customized to them.
You probably weren't doingLinkedIn, maybe you're sending
them a handwritten note and andguess what?
Outbound was working Teams werehitting numbers, right.
Working Teams were hittingnumbers right.
It's pretty crazy to thinkabout.
(01:26):
You know, when I kind of likethink about back in time, it's
like you know well, we didn'thave the technology, it's like,
but we hit numbers because wewere focused on outcomes, right.
And then the next part of yourhistory lesson is what happened
from 2015 to about 2020, 2021,is we had the rise of all these
(01:48):
new sales engagement tools andthey gave sellers the ability to
start to send out cadences,email, call LinkedIn, linkedin
call, call, email call.
Okay, what most people do notrealize, and here's a history
lesson for all my OG AI poweredsellers.
A little history lesson for you.
The first tools there's onecalled ToutApp, shout out to TK
(02:11):
Yesware, and I think it waseither Outreach or SalesOff.
When it first came out, none ofthese tools would let reps hit
send all.
When these tools came out in2015, they realized if you start
hitting SendAll as a sales rep,you're going to start to train
all the quality out of them andyou're just going to start
(02:33):
spamming people.
Well, guess what started tohappen 2015, 16, 17,.
We saw it ourselves Email only,sequences and cadences kind of
worked.
And then what happened ispeople forgot how to call, right
.
And then it's like oh my gosh,um 2020 hit.
Oh gosh, you know who the hellknows what's happening.
(02:54):
Then you know, people startedworking.
It was virtual 2021, the marketwas on fire, but guess what?
The email only stuff has, likestarted to decline and I think
what happened is you have awhole generation of people that
have grown up learning outboundas a seller.
It's a bunch of emails that aresupposed to be send all and
(03:14):
guess what?
Again, the send all did work,but it's not working.
Now Look at the results.
I think this results from lastyear.
I think Gong put this out.
It was like 20% of teams hittheir outbound number 20%.
I'm guessing that's high.
That's my personal hot take.
All right, everybody.
And now let's jump into, likethe last few years, where I feel
(03:38):
like outbound has just gotten,you know, almost impossible.
And I want to tell you there'stwo big trends that I see
impacting outbound right now.
Big trend numero uno, okay, iswe've replaced the word scalable
with automated, and I don'tknow if this is a RevOps problem
or a sales leadership problem,but my friends, companies
(03:59):
started to try to automateeverything as opposed to build
scalable, repeatable processes.
That's it.
That's what you need to do.
You want to automate researchin this?
Blah, blah blah.
And then the rep comes in forthe last 20% of every touch
point to make it a 10 out of 10.
So, again, what's what we'reseeing with teams that are
winning today?
That's what they're doing Right.
(04:19):
And then the other is thisover-focus on activities, and
I'm going to give you guys aquick little history lesson here
.
And then the other is thisover-focus on activities, and
I'm gonna give you guys a quicklittle history lesson here.
A lot of the numbers that youare being held accountable to,
okay, were based off of a worldcalled predictable revenue.
This book was written over 20,based on data over 20 years ago,
where all people did was reallycall.
(04:40):
They had a little bit of email,so every touch point was
personalized.
Now, fast forward to today.
All activities aren't equal.
So before, the activity equalsmeetings worked because every
touch point was high quality.
Now it's not the case.
Now we're sending all, and thenthis one's customized.
And then I did a LinkedIn touchpoint and then blah, blah, blah
, blah, blah, blah, blah, right,and so that's why you got 20%
(05:03):
of teams hit an outbound.
Blah, blah, blah, blah, blah,right, and so that's why you got
20% of teams hit an outbound.
And so in today's episode of theAI-powered seller, I am going
to give you the play and you'regonna see this play, and most of
you are gonna.
And again, for those of you whoare listening along, do not
worry, I will be verydescriptive for you.
You are gonna hear this play ifyou're driving in your car, or
(05:24):
you're going to see this play onYouTube and you're going to go.
What the is this, jake?
This is way out there, but I amtelling you, my friends, this
is doable right now.
I spun up a demo, I did thisand I'm going to walk you
through it right.
So what is working today andwhere did this play spawn from?
Again, we have a division.
(05:45):
I'm also the co-founder of acompany called RevOptics, which
used to be a division of Scaled.
We are the largest deploymentpartner for the two largest
sales engagement platforms, sothis team literally does like
five 600 deployments of thesetools every year.
We've deployed sales engagementplatforms thousands of times
and overhauled them.
There's nobody in the worldthat has seen more instances of
these platforms than us, and sowhen I tell you this is what's
(06:06):
working, this is what's working,okay, so the number one, kind
of.
A couple of things before I getinto you, know the play of all
plays.
Number one is know your personaand your industry trends.
Execs right now are only takingmeetings with experts and
people who sound like they knowthat they're talking about.
So if your sequences aren'tlike, look, I work with VPS of
(06:29):
sales, specifically those thatsell into FinTech, especially,
specifically those that sellinto regional banks, and we know
these are the pressures onregional banks right now.
So, the VP of sales, you'refeeling this and this is how I
can help you.
That is how specific you haveto be to cut through the noise.
Number two drum roll the phone.
(06:54):
I cannot iterate this enough.
We have clients.
I literally talked to a guylike two weeks ago 80% of their
meetings and they had their bestmonth of outbound and it's
because of the phone.
Another one of our clients,high tech company in the finance
space 50% of their meetings forthe phone.
And my friends, it's not thatthe phone.
Another one of our clients,high tech company in the finance
space 50% of their meetings forthe phone.
And my friends, it's not thatthe phone is like phone, phone,
phone, phone, phone, phone, it'sthat he warms them up.
There's a LinkedIn connectemail, maybe a message that they
(07:15):
send them on LinkedIn, etcetera.
So there's like a warmup offamiliarity and then, by the
time you know, the calls startkicking in.
It's like, oh yeah, this guy'sreached out a few times.
So the number two thing that'sworking is the phone, and I know
nobody wants to hear this andagain, I'm not saying everybody
answers the phone.
The thing that most peopledon't realize a voicemail in
2025 is the same thing as a textmessage.
(07:37):
How many of you yuck, how manyof you listen to your voicemails
?
Ugh, I don't wanna listen to myvoicemail.
Come on right.
And number three of what'sworking is standing out and
being different, and that iswhat we are going to do today.
My friends, this play.
I am so pumped.
We are literally in the processof piloting this right now and
(07:57):
I could not be more excitedbecause but this play requires
is for teams to build a reallyscalable, very, very scalable
process.
That also is kind of fun, likenot kind of fun, really fun,
right.
And so whenever you think aboutlighting your pipeline on fire,
you are lighting your pipelineon fire if you are trying to
(08:20):
focus on account coverage asyour North Star versus booking
freaking meetings.
The goal is to book meetings.
Right, and I'm telling youright, your competition is going
to hate you for running thisplay first, because they're
going to be stuck being like, ohmy gosh, well, this sounds.
I don't know if we couldpossibly do this.
(08:40):
What could we possibly do?
So we're going to break thisdown into two main pieces here.
First, I'm gonna talk about thewhite paper section, and then
I'm gonna talk about the podcastsection.
So let's, without further ado Iknow you're ready for it, right
, let's jump in to white papersat scale, all right.
So I want you to forget thestandard case studies.
(09:01):
Prospects don't want anothergeneric PDF.
They want custom insights abouttheir business.
That sounds like you read theirmind.
And, my friends, this is howwe're gonna do it, all right, so
let's jump into it.
So we are gonna go first to oneof my very good friends here.
We are gonna go to ChatGPT.
(09:22):
You know it, you know it.
You love it, just like I do aswell too.
So let's get into some of theuse cases around chat GPT.
The first thing you're going tosee is I'm using the O1 pro
model.
My friends, I live in thisthing.
The O1 pro model Okay, it isthe absolute best model that
(09:45):
exists today.
You're going to see things onhere Like um again, as I start
to get into it.
You'll see things like deepresearch that it has access to
Um as I get further and furtherinto it.
Um again.
This is what I love, this one.
There's also another one youcan use.
It's a favorite called the O1.
The O1 Pro is by far the best.
(10:09):
So if you want to use the O1Pro, this is what I suggest,
right, and I went ahead and didthis ahead of time for the
podcast.
The O1 Pro is so good atreasoning.
You type it, you couple thatwith deep research and it just
gets crazy.
So what we're going to do, myfriends, is we're going to
prospect a little company calledOkta today, okta, and again,
I'm gonna teach you about Okta'sbusiness, because guess what
ChatGPT taught me about itsbusiness.
So let's jump into the whitepaper play.
(10:31):
All right, the white paper playlooks like this okay, so we're
just gonna go to the very tophere.
My friends, what this allows meto do is create a customized
white paper based on the trendsin the prospects industry and,
specifically, the trends thatare impacting that persona.
So here's the white paper play.
(10:52):
Get ready right.
The white paper play.
Write me a five page whitepaper on the biggest trends
impacting John Addison, cro, atOkta.
Focus on the trends for someonein his role in the space.
I want detailed trends that areimpacting his role and what
someone in his role must do.
To Focus on the trends forsomeone in his role in the space
.
I want detailed trends that areimpacting his role and what
someone in his role must do toadapt to the trends over the
next three to five years.
Then this is what I love aboutdeep research it asks you
(11:14):
follow-up questions.
Okay, should the white paperfocus on Okta?
Should it focus on broader SaaStrends for CROs?
Do you want it to talk aboutcompetitors?
Should we assume that this ismeant for internal or external
usage?
And what do you want the toneto be?
Guys, I want you to think aboutthe play I'm talking about.
We are teeing up a white paperto be sent to a prospect that is
(11:37):
going to educate, that is goingto show them how I understand
their space and trends in theirindustry.
I want you to think about thisis going to and I'm going to
show you here as we scroll down.
It took 10 minutes.
It cited 29 sources anddeveloped a five page white
paper, prepared for John Addison, on emerging trends and
(12:01):
identity and SaaS revenue a fiveyear outlook for the CRO.
Okay.
And then I read through it.
Look, it created tables.
It's citing all these crazysources, Right.
And again, for those of you whocan't see, I'm literally just
scrolling like pages of rich,rich, insane content, right, as
(12:24):
a part of this.
And then I finished reading itand I was like, and I wanted to
show you guys this because Ithink it's important.
I was like and like look at allthe sources, here's the sources
.
So, again, when people ask meshit about you know, oh, does it
hallucinate?
I'm like it's citing itssources.
It literally pulled in articlesfrom LinkedIn.
It's crazy, right?
I'm like, hey, this is a littletoo simplify, make it stronger.
(12:50):
Blah, blah, blah.
Do you want the ending toinclude a direct CTA?
I'm like, yeah, and my name'sJake Dunlap, obviously.
Okay, here you go.
It took another 10 minutes.
So, again, we've taken 20minutes now, right, the CRO
evolution top five trendsshaping revenue, leadership and
identity, cyber security Guys,look at this stuff.
Okay, generative AI is facingthis, john, as a chief revenue.
(13:14):
You operate in a rapidlyevolving identity cybersecurity
SaaS landscape.
To drive go-to-marketinnovation, revenue growth and
competitive edge, you mustanticipate and leverage key
trends redefining the role.
This white paper highlights fivecritical trends that a CRO of
identity management company isgoing to face right.
Number one AI-powered revenueoperations.
(13:36):
The vision is this here's whatyou need to know as a CRO,
especially what's impacting yourspace.
Right as a CRO, here's thethings that you need to be
thinking about around that.
Next, digital first buying andcloud marketplaces.
B2b buyers now demand theconvenience of digital
self-service.
Right For you as a CRO, here'swhat you should do, right.
(13:57):
And then it goes through twomore of these as a part of this.
Then, at the end, there's anice little you know,
multi-stakeholder dealmanagement and value-based
selling yes, please.
I think we all know that that'sa real thing.
And then, at the very end, itsays why scaled is the right
partner.
Here's what you guys are facing.
The good news is, we can helpyou with these exact trends as a
(14:18):
part of this.
We're your partner, let'sconnect, et cetera.
Here's how we can help you.
And again, I could take this astep further and say something
like, hey, go ahead and weave ina little bit more scale, the a
little bit more scaled.
The first version actuallyweaved in a lot more scaled, so
it was a little I don't know.
I felt that was a little toosalesy as a part of it.
So here's what I want you.
Here's the play.
This is the first thing you'regonna send in your touchpoint.
(14:39):
You're gonna send atriangulated white paper.
This one took 20 minutes.
Usually it doesn't take thislong.
Usually it takes maybe likefive to 10 minutes.
I'm taking this and we can justdo.
How many hours are there in aworkday?
Let's say there are eight hours.
Let's say it takes me 20minutes to send this and then
five minutes or 10 minutes towrite the email.
It's 30 minutes.
So in an eight hour day I couldsend out 16 white papers.
Right, maybe I take a littlebreak.
(15:01):
Let's call it, you know, myboss 12 customized white papers
a day.
Guys, think about this.
Compared to what you aresending out now, okay, compared
to what you're sending out, howmuch better is this, right?
So this is step one of the playis, you are gonna have your SDR
team or you're as an accountexecutive.
(15:22):
You are gonna start to send out12 plus white papers a day and,
like I said, this one tooklonger.
I think you could focus on 10,because you're gonna also need
to create what I'm gonna talk toyou about next as a part of
this.
So this is the white paper play.
The future of Outbound issending hyper-targeted,
industry-relevant trend to thepersona-based insights,
(15:43):
triangulating with how you cansolve.
Okay, when I show people this.
The next question well, jake,how soon till everybody's doing
this?
Nobody is doing this now.
So that means like two to threeyears.
So for all my sellers out there, go pay for chat GPT Definitely
the paid version If you got.
If you want to upgrade to theO1 pro and send out 10 to 12
(16:06):
white papers a day.
Hey, john, here's what I saw,and I can even follow up with
John number two.
Hey, john, here's what I sawand I could even follow up with
John number two.
Hey, john, I think you know Itriangulate this a little bit
further and I put together justa one pager on this trend and
how I can help you solve withthis.
Oh is, and I could take one,two, three, four, five of the
different trends thathighlighted and then I could say
um, you know what I want you todo next is I want you I could
(16:29):
create hey, create a one pagelittle mini version of this for
each one of the trends thattriangulates.
That's touch point two.
Touch point three.
That's what I got the whitepaper secret weapon.
Okay, now get ready for numbertwo.
My friends, how many of you knowabout Notebook LM?
If you do not know aboutNotebook LM, you are gonna know
(16:50):
about Notebook LM.
If you do not know aboutNotebook LM, you are gonna know
about Notebook LM after thisepisode.
Okay, so, stop sending boringemails that nobody opens or
these cheesy LinkedIn messages.
I'm gonna show you how tocreate customized, personalized
podcasts that prospectsliterally cannot ignore.
It is impossible.
(17:11):
If you send someone apersonalized podcast about their
business and the trends and howyou solve them, you are getting
that meeting.
All right, my friends?
So let's talk about this, right?
So let me show you all NotebookLM For those of you who aren't
familiar, and those of you whoare familiar, maybe I can teach
you a little thing or two here,all right?
(17:32):
So this is Notebook LM.
Notebook LM is a Google product.
Shout out Google and what youdo is you upload content.
So what I did is I uploadedJohn Addison's LinkedIn profile,
I found a link to his bio onOkta.
I gave it a couple of linksabout Okta, the company itself,
and then I gave it a couple oflinks about Okta, the company
(17:53):
itself, and then I gave it acouple of links to scaled as
well.
Okay, then, over here a lot ofyou cannot see this, maybe, or
maybe you can, maybe you can'tis you can see this?
This is where it says Okta, cro, the future of IAM and where
scaled can help.
What happens right here is youclick the button that says
generate okay, so those of youwho are listening along you go
(18:14):
to notebook LM.
You upload very specificcontent.
There was actually there's alittle button here too that says
customize.
You always hit customize andtell it what you want the
podcast to be about.
So I said, hey, I want you tothis podcast to be about John
and his industry, what he'sfacing and all of those things.
So let's get into the podcast alittle bit.
(18:38):
So sit back and listen.
We're not going to listen tothe whole thing, but I want you
to listen to enough of it to getthe gist of what we're trying
to do here Security, userexperience it all hinges on it.
Speaker 3 (18:44):
So looking at a leader like him at Okta gives us
a window into the broader techscene.
Speaker 2 (18:47):
Absolutely.
The pressures, theopportunities.
It tells you a lot.
Speaker 3 (18:51):
So for our sources today, we've looked at John
Addison's LinkedIn profile,trying to understand his
background and focus.
Speaker 2 (18:56):
Data sense person.
Speaker 3 (18:57):
Exactly.
We've also dug into Asa'sofficial website how they
present themselves, theirstrategy, the company line
basically.
And we also have a quick lookat the scale that works with
sales.
Just to think about potentialway companies like Okta might
get outside help.
Speaker 2 (19:10):
Right, the individual company and maybe potential
partners.
Speaker 1 (19:13):
Guys, it's 100% AI generated 100%.
I want you to think about that.
This took me eight to get thelinks and these things.
This also took me about 10minutes, probably.
Speaker 2 (19:23):
Gives you a rounded view.
Speaker 3 (19:24):
So for you listening whether you're in sales tech
leadership, understanding what'shappening in a company like
Okta challenges.
For someone like John Addison,it just provides really valuable
context.
Speaker 2 (19:33):
It's about spotting those patterns.
He didn't think we really hadbeen in isolation.
Speaker 3 (19:37):
Our mission today is pretty simple Pull out the key
insights about Okta's world andJohn Addison's part in it
without drowning in detail.
Okay, so let's get things off.
What's the core of Okta'sbusiness?
What do they actually do?
Speaker 2 (19:49):
Well, fundamentally, octa's position itself is this
this neutral, powerful andextensible platform.
Speaker 3 (19:55):
Jucial is interesting .
What do they mean by that?
Speaker 2 (19:57):
It means they're trying to be independent,
sitting on top of well,alongside other teams, managing
identity.
It's not everything Not tied toone specific cloud vendor, like
, say, microsoft or Google.
Speaker 3 (20:06):
Okay, so flexibility.
But does that neutrality everbecome a challenge, maybe
Competing against thoseimmigrant layers?
Speaker 2 (20:13):
That's a good question.
It probably does in some deals,but their whole intention is
about being in that identitylayer, gotcha.
Speaker 3 (20:19):
And they suppose their solution is the human
areas.
Speaker 2 (20:21):
Pretty much.
Speaker 1 (20:22):
Okay, so you're demonstrating that you get the
problem, you get the challenge.
I want all of you to thinkabout what we're sending out
right now.
Right now, I'm going to fastforward just a little bit here
and you can hear how it'll startto triangulate things.
Speaker 3 (20:33):
Agile training, typefied alignment, product
marketing.
Speaker 2 (20:41):
A whole machine that needs to run smoothly.
Speaker 3 (20:42):
And we should mention off, they acquired them, didn't
they?
Speaker 2 (20:45):
They did.
Wow.
Bob's always also wish Daveywould work trying to connect
everything.
Speaker 3 (20:50):
I saw they were talking about AI now too.
Speaker 2 (20:51):
Yeah, that's definitely our friend.
Power security features usingmachine learning, presumably to
spot weird login patterns,detect threats, make secure and
smarter.
Speaker 3 (21:00):
This sounds like a crucial selling point,
especially now.
Speaker 2 (21:02):
Absolutely Indicating that enhanced value, that ROAC
security.
That's got to be E for RonAddison's sales team and he had
this thing called the AustriaSecure Identity Commitment, osic
.
Right, osic seems like thepublic pledged their initiative
to really double down onsecurity, build trust and show
they're serious about tacklingidentity attacks.
Speaker 3 (21:19):
In this climate you have to have something like that
, and they serve a lot ofdifferent industries.
It's not just tech firms usingit.
Speaker 2 (21:24):
No, not at all.
They list public sector,financial areas, healthcare,
retail.
It's really broad.
Speaker 3 (21:30):
It must be challenges for sales right.
Selling into health care isdifferent from selling to retail
Hugely different.
Speaker 2 (21:35):
That diversity means John Addison probably needs
specialized sales approaches,maybe even teams for different
protocols.
Tailoring the messages iscritical.
Speaker 3 (21:43):
And they back this up with constrictories, stats on
uptime, a number of iterationspainting a picture of the life.
Speaker 1 (21:52):
Again it starts to triangulate with trends for him.
So imagine a world where yousend someone a podcast about
trends for their role.
So we're going to keeplistening a little bit because
it just gets better.
Here I'm going to skip ahead alittle bit.
Speaker 3 (22:00):
It's an executive approach.
I mentioned Michigan Rossthrough Oracle.
Speaker 2 (22:03):
Right, it's Mewis.
Now I'm talking about John.
Speaker 3 (22:06):
I'm talking about his background, his, his LinkedIn,
skills section solution sellinghas a lot of endorsements.
Speaker 2 (22:11):
That makes sense For a platform like Okta.
He can't sell features.
You have to understand thecustomer problem and grab the
right solution.
That's a parent's strength.
Speaker 3 (22:18):
And banking can get endorsements too, maybe from his
Oracle days selling in finance.
Speaker 2 (22:22):
Financial services is a key Very security.
Punches are vertical foridentity management Experience
there is not valuable.
Speaker 3 (22:28):
And, with recent LinkedIn activity, it travels a
lot.
Speaker 2 (22:32):
Posts about the visiting customers or partners
in City Tokyo underscores theglobal nature of the job and
suggests he's easy to bounce onwith an internet-aware market.
Speaker 1 (22:38):
Guys, imagine how much better this is than your
email sending.
I saw in your recent LinkedInpost that you know you were
visiting partners.
Imagine how much better this isin terms of cutting through the
noise.
Speaker 3 (22:50):
Okay, so experience below the sales reader, proven
track record, promoted,internally relevant background
Seems like a solid fit forOkta's CRO.
Now let's connect the dots.
How do Okta's trends impact hisjob?
That platform complexity, forinstance.
Speaker 2 (23:04):
So such a broad, sensible platform and he's
written off and adding AI.
His main challenge is probablyensuring his global team can
actually sell it effectively.
You mean articulating valueacross all those different
pieces, exactly Just differentindustries, different outcomes
and sizes.
Speaker 1 (23:17):
Danger for translation.
Keep in thing, keep in mindI've taught this thing nothing
about sales.
I've taught it nothing aboutvalue, selling Nothing Right.
And then here's your kicker.
Speaker 2 (23:28):
Follow-up finance retail.
Yes, revops is all about makingthe entire revenue engine for
their specific needs.
Streamlining the failed processso opportunities aren't lost.
Optimizing the whole funnel.
Speaker 3 (23:39):
So navigating platform complexity, global
markets, building a top teamfocusing on customer value,
capitalizing on high-end ad lotson its plate.
Speaker 2 (23:47):
A classic CRO challenge though, really, but
amplified by ACES scale and thecriticality of identity
management.
Speaker 3 (23:52):
Which brings us to the potential role of external
help like scaled.
What do they do?
Speaker 2 (23:56):
Well scaled positions themselves as specialists in
sales transformation for B2Bcompanies.
They build as if they assessedin class sale orgs.
Speaker 3 (24:04):
So strategy growth is the revenue problem.
Speaker 2 (24:07):
Yeah, they talk about end-to-end strategy, driving
scalable growth, optimizingrevenue augmentation, revops and
reminding go-to-marketstrategies.
Speaker 3 (24:14):
RevOps and go-to-market.
Those sound relevant givenOkta's situation.
Speaker 2 (24:18):
Potentially yes.
Revops is all about making theentire revenue engine or
marketing sales service worktogether smoothly and
efficiently.
Go-to-market is how youactually reach and sell part of
your customers.
Speaker 3 (24:28):
Thinking about Okta's global growth plans and
platform complexity, how couldscale strategy expertise
potentially help John Addison?
Speaker 2 (24:36):
They could offer.
That outside perspective maybehelp define Okta's global sales
strategy to better align wheremarket shifts or figure out the
best way to position thecombined Okta of Auburn across
different regions and industries.
Speaker 3 (24:46):
Finding blind spots, maybe suggesting new ways to
segment the market?
Speaker 2 (24:49):
Something like that.
An external view can bevaluable.
What?
Speaker 3 (24:51):
about John Gold, that unstoppable team.
Could Gale help there?
Speaker 2 (24:54):
Their focus on sales training, co-coaching, process
optimization.
That could directly supportbuilding team effectiveness,
implementing the new techniques,making work plus customer
expectations an intense market.
Speaker 3 (25:07):
Why should someone care about this, even if they
aren't in identity management?
Speaker 2 (25:11):
Because of the dynamics of the tech chip, the
leadership challenges, globalstrategy questions.
They reflect broader and moreand more.
Speaker 1 (25:20):
Oh, friends so there you go you have the second play,
the personalized podcast play,all right.
So, again, this took me about,yeah, this took me about, I
think.
Yeah, 10 minutes to pulltogether, like all the links and
everything like, just that, Ineeded to feed it.
But again, I want you toimagine this play, friends.
Imagine a play where you gocustomize white paper,
(25:44):
triangulated on industry trendstouch point one.
Customize podcast point onecustomize podcast touch point
two.
My friends, it is so easy rightnow to cut through the noise.
Again, I gave you the third waythat people are winning and
it's being clever, and so thatis the goal here, y'all, is that
, hopefully, in this episode ofAI Powered Seller, my friends,
(26:07):
the Outbound Playbook hasofficially been rewritten.
It's now your turn to takeaction and do something about it
.
Your competitors are listeningto this podcast.
We've got a lot of peoplelistening to this podcast,
trying to stay up to speed on AI.
This, hopefully, is one of themost tactical shows I feel like
we've done, and what I want allof you to do, my call to action
(26:28):
for all of you, is I want you togo and test this, I want you to
go to Notebook LM, I want youto sign up, I want you to go to
ChatGPT, the O1, sign up for atrial.
Make sure you click deepresearch and try it out and
build a white paper.
I want you to think about howmuch you're going to crush the
competition.
The SDR and AE Outbound Playerof the Future is.
(26:49):
We're gonna have teams sendingout 10 new white papers a day
and 10 customized podcasts everysingle day and absolutely
destroying the competition.
So, my friends, I hope that yougot value out of this.
If you're listening along,definitely go check out on
YouTube.
You can see some of thescreenshots and some of the
things that I was showing.
If you're on YouTube, make sureyou like and subscribe to the
(27:12):
channel where we're alwayssharing these AI-powered use
cases and insights.
Make sure, if you're listening,make sure to subscribe on your
favorite platform so you alwaysget notified whenever a new
episode comes out.
So that, my friends, is anotherepisode of the AI-powered
seller in the books.
Last but not least, make sureyou sign.
(27:34):
Episode of the AI PoweredSeller in the books.
Last but not least, make sureyou sign up for the AI Powered
Seller newsletter.
Brian on our team puts a lot ofeffort into that.
It goes out.
It's absolutely free.
It also talked a little bitabout our AI Powered Seller
community, where we've got a lotof videos and other things
where you can go and learn thelatest and greatest.
You can also you know, ifyou're not on YouTube, make sure
(27:54):
you subscribe to the channel soyou can see the latest and
greatest AI-powered sellervideos.
So that's what I got everybody.
The future is here.
Outbound is officially broken.
I just broke Outbound becausethis is the future.
It is being clever.
It is turning on your brain.
It is being clever.
It is turning on your brain.
It is sending out 10 whitepapers and 10 podcasts a day,
(28:15):
and not 100.
Send all emails.
That's all I got for everybody.
We'll see you on the next one.
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