The Jake Dunlap Show Salescast

In today’s episode, Jake is joined by Jay Wolff, CRO at KERV Interactive, as they talk about the importance of a creative mindset for the success of a sales organization.

For some people, sales can be a great field to work in, while for others it often becomes a stressful nightmare. So, how can you turn this bad situation around and make sales fun?

Listen as Jake and Jay reveal their strategies on how to break free from bad habits you’ve gained through unhelpful advice and improper training, and how to start thinking outside the box and discover the innovative and engaging side of sales.

KERV Interactive is an AI-powered interactive and active attention technology company that shortens the path to business outcomes such as leads, brand results, instant commerce and is revolutionizing the future of video engagement and seamless commerce through dimensional storytelling.

In this episode Jake is joined by David Levy, co-founder and CBO of Aircover, to not only walk through Skaled’s playbook to Discovery Calls but how this all plays out within the AI-guided selling platform Aircover.

Discovery Calls are not dead. Bad Discovery Calls are dead. Qualification Calls are dead. The right agenda and plan sets the stage for every other conversation you’re going to have with a buyer. Everyone is looking for more and more leads, but the buying process is changing too. And it all comes back to the Discovery Call.

Today, Jake not only talks about how to hire exceptional sales leaders, but also how to reverse engineer this playbook to be the person that gets picked.

He gives three general traits or skills that every leader needs to have, but that can play out differently at different levels of leadership. In this episode, Jake breaks this down into a few examples of exactly what to look for in managers, directors, the VP level, and again, what you need to do yourself if you’re trying to get to this level.

In this episode of the Jake Dunlap Show, we are joined by Patrick Danial, a global enterprise guru, co-founder, and Chief Technology Officer of Terakeet, a company that unsurprisingly has been named in the top 5 of the 2020 Best Workplaces in New York by GPTW_US and FortuneMagazine.

For the past 25 years, Terakeet has been on an ascending path, from startup to global marketing partner for global brands seeking online business growth through direct audience engagement.

When Patrick and his team decided it was time to take their business to a new level, they had to rethink their leadership strategies. In order to grow their company, they had to learn to trust and empower their people in decision-making and help them develop the right type of risk mindset.

Listen and find out what are the pain points when going through this leadership transitioning process and what you need to do in order to create an environment where people feel involved and motivated to push forward.

If you're a CEO or leader doing the hiring, Jake will give you the playbook on when and how to hire your first sales leader and the rules around hiring a VP of Sales.

The first big mistake organizations make Jake calls the “messiah hire.” The perception that founders have of this person is that they are going to hit the ground running and build the foundations of people AND processes AND put together the reports and dashboards AND know how to manage a team of 40 AND… etc.

Check out the rest of the episode for what to avoid and what to look for so you hire the right leadership that doesn’t slow you down.

When the world was faced with Covid, remote work emerged as an appropriate solution to the need for social distancing. Its adoption as a permanent work model is now a topic that has the world divided. There are multiple reasons why team leaders don’t approve with the idea of remote work and many of them have to do with their fear that teams will slack without that in-person proximity.

In this episode of the Jake Dunlap Show, Melissa Romo, author of “Your Resource is Human: How empathetic leadership can help remote teams rise above” joins Jake in a discussion about the pros and cons of remote work, unspoken remote work emotions and the most common issues that leaders face when coordinating remote teams.

A long-distance leadership aficionado, Melissa shares why, despite being a career remote worker herself, she feels that the best solution for companies right now is to customize work to the individual and follow the organized hybrid work model popularized by Nicholas Bloom.