Innovative Seller (eBook)
224 Seiten
Wiley (Verlag)
978-1-394-18025-7 (ISBN)
JAKE DUNLAP is the CEO and Founder of Skaled, a consultancy focused on helping global 2000 companies and start-ups grow by optimizing their sales process, people, and technology with customized, repeatable and sustainable strategies. Prior to Skaled, Jake headed Sales & Customer Success for Chartbeat. Within the first nine months of his tenure, he grew annual bookings by more than 300 percent year-over-year and nearly doubled monthly recurring revenue. Before that, Jake was the VP of Sales at Glassdoor, where he expanded the department from one to 40 employees and grew employer-direct revenue from $0 to nearly $1 million in monthly recurring revenue. Since launching Skaled in 2013, Jake has been a sought-after industry thought leader, quoted by Forbes, Inc., The New York Times, and Huffington Post.
Acknowledgments ix
About the Author xiii
Chapter 1 Innovation Isn't Hard, Breaking Old Habits Is 1
Chapter 2 Introducing the 4 Cs of Modern Sales Transformation 13
Chapter 3 The First C: Commitment to Technology and AI Proficiency: People, Process, and Technology 29
Chapter 4 The Second C: Current Outbound and GTM Strategy: Pillars 1 and 2 49
Chapter 5 The Second C: Current Outbound and GTM Strategy: Pillar 3 65
Chapter 6 The Third C: Customized Sales Experience 83
Chapter 7 Engineering Your Sales Process for Speed 97
Chapter 8 Mapping Your Sales Experience--the Early Stages 115
Chapter 9 Mapping Your Sales Experience-- During the Late Stages 137
Chapter 10 Mapping Your Sales Experience-- to Current Customers 153
Chapter 11 The Fourth C: Consistent Performance Optimization 169
Chapter 12 The Future of Sales: Generative AI and the Changing Role of Sales 187
Index 203
"Innovative Seller offers an invigorating perspective on sales, challenging conventional methods with dynamic strategies for success in today's fast-paced business environment." - Lars Nilsson- Former VP of Sales at Snowflake, Cloudera, and Hewlett Packard
"Through Innovative Seller, Jake provides a roadmap to sales success that is both innovative and practical, offering a definitive guide for the modern salesperson seeking to excel."- Alyssa Merwin,VP, Global Sales Solutions at LinkedIn
"Innovative Seller is a brilliant blend of innovative strategies and real-world applications, making it a key resource for sales professionals seeking to elevate their performance and impact." - Mark Roberge, Co-Founder Stage2Capital, Harvard Lecturer, Former Hubpsot CRO
"In Innovative Seller, Jake masterfully combines practical insights with inspiring stories, offering a unique blend of theory and practice. It's a must-read for anyone eager to excel in modern sales and transform their approach."- John Eitel, CRO Demandbase, Former Global SVP of Sales at Canva, Former VP of Sales at WP Engine and Rackspace
Erscheint lt. Verlag | 2.4.2024 |
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Sprache | englisch |
Themenwelt | Wirtschaft ► Betriebswirtschaft / Management ► Marketing / Vertrieb |
Schlagworte | AI • Business & Management • KI • kundenzentrierung • Künstliche Intelligenz • Marketing • Marketing & Sales • Marketing u. Vertrieb • Wirtschaft u. Management |
ISBN-10 | 1-394-18025-X / 139418025X |
ISBN-13 | 978-1-394-18025-7 / 9781394180257 |
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