What You’ll Learn From This Episode:
Ways to increase the volume of their demand generation or outbound efforts
Why LinkedIn is a good platform for digital presence
Modern demand generation and optimizing
Related Links and Resources:
He’s going to offer a go-to playbook for any executive or company looking to get active for the first time, so follow the link: https://skaled.com/lp/linkedin-touchpoints
Jake Dunlap is the founder and CEO of Skaled Consulting and a recognized Sales Leader and B2B Sales and Marketing Thought Leader. Jake and the Skaled Team help executives around the world accelerate and scale business growth with data-backed sales solutions and a sustainable customer framework.
Along with the list of enterprise clients Skaled has amassed in a few short years (read: The New York Jets, LinkedIn, Insightly, ADP, Microsoft), the majority of Skaled clients are Startups and Mid-Level businesses looking for accelerated growth with a scalable and sustainable path forward.
In these uncertain times, Jake has naturally positioned himself and Skaled as an Expert in adaptability. Jake spends most days leading Executives and Teams through modern demand gen sequences and into the future of sales and marketing. You can consistently rely on him for sharing his true and honest thoughts and advice on any number of his social channels as well as participating in Virtual Speaking Events and Break Out Sessions around the globe.
Before building Skaled, Jake held the roles of VP of Sales at Nowait (acquired by Yelp), Head of Sales + Customer Success at Chartbeat, and VP of Sales at Glassdoor (acquired by Recruit Holdings for $1.2 billion dollars in 2018)
Here are the highlights of this episode:
2:41 Jake’s ideal Client: Our ideal clients are really CEOs and revenue leaders who are trying to either modernize a component of their sales engine. Whether it’s the demand generation from a marketing stand point, the sales process, the account growth process, or organizations that are looking to scale to new levels. So, organizations that are at 25-50 million and trying to figure out and wondering what are we going to need to do from a revenue engine stand point to get now to 100-150 million, etc. That can be a company going from 1-10, 30 to 100 (million). We really come in and support executive leadership through those changes. Think of this as a consulting firm plus an agency that actually gets into the transition and does a lot of tactical execution as well.
3:35Problem Jake helps solve: I think now, it evolves, right? As the needs of our market shifts and things changed. But I would say I can boil it down to a couple of criteria. First is modern demand generation; you focus on your SEO strategy, your paid media strategy, your outbound strategy. Well today this is more intertwined that ever. A lot of organizations wondering how are we going to mix our paid, our LinkedIn, organic strategies and create a modern inbound and outbound engine. So that's one. Every company wants more leads. That will be one core problem that we solve. The other is optimizing; really needing the customer where the customers at. Most sales engine is built from a sales organization efficiency first, and customer experience second. And what we're seeing is at B2B, customers are looking for an experience more similar to B2C, where I can learn about the company upfront, I can get to the information that I want, I can get information about the competition, the I can make an educated decision.
4:59Typical symptoms that clients do before reaching out to Jake: There's ones that show on your dashboard or spreadsheet, and there's one that show up in your gut too. Usually what manifest is that they're looking for either ways to increase the volume of their demand generation or outbound efforts. Or, they are looking for ways to better increase their conversion percentages. A lot of sales process boils down into something very simple.