011: Why Sales Reps Need Personal Brands, Plus Challenging the Predictable Revenue Model with Jake Dunlap

Outcome Studio Podcast - Marketing & B2B Technology Talk

Show highlights:

• 04:00 – Jake Dunlap CEO of Skaled meeting Gary Vaynerchuck and working with Vayner Media.
• 06:30 – Background sales and cold calling in 2003, working in Sports and HR to learn cold calling. Working in Sports and sales.
• 09:40 – Grown up sales process and machine at career builder, don’t do it your own way but rather follow process company gives. Do the best practices! Don’t get creative when you don’t have to.
• 13:15 – Executives having challenges with looking at new KPIs to match the new cadences and social selling aspects to building the “new sales org of the future”
• 15:30 – Book “Predictable Revenue” by Aaron Ross creating after affect of KPIs in Sales and Marketing. Amazing book for early 2000s (x-activities to x-leads equals x-revenue). We are still building our leading indicators based on “make more calls” and that world has changed. Channel agnostic is the play, not finding magic bullet.
• 21:45 – “Quantity, quality, and channels that you have to triangulate for your biz.” Data driven with right-sized activity, in newer channels.
• 23:00 – In B2B talking about Account Based Marketing most companies just have named accounts that we’re calling multiple people in, but it’s the sales and marketing alignment on content. Customized strategies to specific accounts. Hard to measure and predict, leaders snap back to calls.
• 27:45 – Sales folks at B2B companies building their personal brands. “Building your modern Rolodex, same as 20 years ago”, companies enabling sales team to build personal brands. Next 2-4 years, email will die due to filters. Then, people will spam on LinkedIn. Salesperson investing in building network now.
• 30:55 – LinkedIn profile workshop, best practices, narrow down buyer, get specific on problem you solve. Free, organic workshops. Buyers on LinkedIn. Next 2 years, every sales person will write to look like industry expert versus read as a resume.
• 36:00- Customer video testimonials tons of organic engagement. Customers talking about you, for you, versus shouting from your megaphone. Check out and Jorge Soto for affordable B2B customer video resource.
• 38:45 – Jake tells us what Skaled is, strategy, tactical support and tech implementation of marketing automation, sales automation and cadences, how to modernize. Where to find Jake Dunlap.