Your Sales Process Is BROKEN! Let's Fix It

Today's guest is Jake Dunlap! In this episode, brought to you on Global Talent Acquisition Day, we discuss how many companies and sales teams are working with a broken sales process, especially given today's issues of not being able to go and visit as many clients as we once were able to….

Jake is a sales leader and entrepreneur with more than a decade of experience developing and shepherding high-performing sales and operational functions, specializing in building out repeatable, sustainable processes. Our discussion centers around how to provide actionable information and training for your outside sales team on essential inside sales tools and tactics.  The operational objectives are still the same, but the tools necessary to be successful have changed.

Our discussion will help you optimize your career and the sales, marketing and operational performance of your team(s) by:

• Taking the jobs that help you learn every day (6:35)
• Thinking about and preparing to take the NEXT next step (10:33)
• Upping their game in preparing for interviews (10:40)
• Working hard to stay sharp (15:21)
• Moving forward despite the challenges we face (18:10)
• Gaining attention in today’s Zero Face-to-Face sales environment (22:22)
• Fixing the number problem with your sales process (37:00)
• Hitting the smarter button, not the more button (42:43)
• Augmenting sales help and do something more than social sell - build relationship capital (44:00)

Jake will also help you better focus your recruiting efforts by highlight those things that make a team member the kind of Who you want on your team (48:16 ):

1.   Do they have a Purposeful career?

2.   What are the Patterns in behavior?

3.   Coachability 

4.   Growth mindset

5.   Demonstrates vs hypothetical 

It is important to note, with all of the tools available to your sales team, Jake focuses on LinkedIn Navigator and Outreach as the two that he would gladly pay for himself as a salesperson, confident the ROI would be so high from the investment.  He also covers how the sales process should be changed to authentically engage with people and build capital in order to make your meetings happen faster. Finally, we talk about Jake's interview process for hiring the best talent.  Patterns are important!  

If you have not already, please take the opportunity to connect with Jake on LinkedIn, and please let him know that you heard this on the Talent + Talks Podcast with Scott Rivers

Links from Today's Podcast:

Jake's LinkedIn Profile: https://www.dhirubhai.net/in/jakedunlap/  

Jakes Company: https://skaled.com/

Also, if you haven't connected with Scott, please connect with him on LinkedIn.  You can find him here:  https://www.dhirubhai.net/in/scottrivers/

Cerca Talent:  https://www.cercatalent.com

__________

About Jake Dunlap: As a C-level sales leader and entrepreneur with more than a decade of experience, he has developed and led high-performing sales and operational functions, specializing in building out repeatable, sustainable processes.

He has built a firm rated higher than McKinsey in Management Consulting and Accenture in Sales Consulting by changing the way we define "consulting." How? Skaled created a new bar where the goal is results and not recommendations.

Strategic vision and tactical strategy execution is how you generate results today.

With 30+ employees and a network of 100s of top experts, Jake is dedicated to helping individuals and organizations:

• Align sales and marketing organizations to increase sales productivity 10-20%
• Create replicability via advanced processes and sales methodologies
• Automate follow up, data entry, and task management in CRM and the sales stack

Follow Jake:

? YouTube: Jake Dunlap - check out over 200 plus videos

? Instagram: @jake_dunlap_ to get all the behind the scenes action

Highlights:

• C-level sales leader and highly sought after industry thought leader, quoted by Forbes, Inc. and Huff Post.
• First VP of Sales at Glassdoor (1.2 billion dollar acquisition - May 2018)
• VP of Sales at NoWait (acquired by Yelp - March 2017) 

__________

CERCA Talent is a full-service Talent Firm with strategic focus in the areas of Life Sciences, Diagnostics, Genomics and Biotechnology.

Our clients choose to work with CERCA because of our deep understanding of the industries that we serve. They continue to work with us based on our knowledge and contacts which lead to amazing service to our clients. By working with the best clients, we are able to support them hiring the best talent in the industry.

__________

Your host, Scott Rivers, is the Managing Director at Cerca Talent+, a Global Recruitment Solutions firm, where he directs the Diagnostics, Device and Genetics Talent Acquisition activities for the organization. Scott’s background as a recruiter, search firm owner and industry sales and marketing director, gives him an inequitable advantage in today’s talent market. Regarded as an expert in Talent Acquisition and Employment Technology, Scott has consulted some of the largest companies in the world on how best to implement talent acquisition strategies into daily practice.

Scott’s past experiences include senior sales and marketing roles at global organizations including Bayer AG and Johnson & Johnson. His last industry position was the Global Director of Oncology Marketing at a Johnson & Johnson Company. There, he was responsible for all upstream and downstream marketing activities pertaining to the molecular oncology products of the organization.

#JakeDunlap

#ScottRivers

#talenttalks

#cercatalent

#salesprocess

#letsdothis

#GlobalTalentAcquisitionDay

#TalentAcquisitionDay

#GlobalTaDay

#TaDay