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Praise for THE INNOVATIVE SELLER
"The 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 of Stage 2 Capital, Harvard Lecturer, Former HubSpot CRO
"In The 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 of Demandbase, Former Global SVP of Sales at Canva, Former VP of Sales at WP Engine and Rackspace
"The 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 The 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 of Global Sales Solutions at LinkedIn
Praise for THE INNOVATIVE SELLER
"The 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 of Stage 2 Capital, Harvard Lecturer, Former HubSpot CRO
"In The 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 of Demandbase, Former Global SVP of Sales at Canva, Former VP of Sales at WP Engine and Rackspace
"The 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 The 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 of Global Sales Solutions at LinkedIn
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
| Erscheinungsjahr: | 2024 |
|---|---|
| Genre: | Importe, Informatik |
| Rubrik: | Naturwissenschaften & Technik |
| Medium: | Buch |
| Inhalt: |
Acknowledgments ixAbout the Author xiiiChapter 1 Innovation Isn't Hard
Breaking Old Habits Is 1Chapter 2 Introducing the 4 Cs of Modern Sales Transformation 13Chapter 3 The First C: Commitment to Technology and AI Proficiency: People Process and Techn |
| ISBN-13: | 9781394180240 |
| ISBN-10: | 1394180241 |
| Sprache: | Englisch |
| Einband: | Gebunden |
| Autor: | Dunlap, Jake |
| Hersteller: | John Wiley & Sons Inc |
| Verantwortliche Person für die EU: | Zeitfracht Medien GmbH, Ferdinand-Jühlke-Str. 7, D-99095 Erfurt, produktsicherheit@zeitfracht.de |
| Maße: | 230 x 155 x 22 mm |
| Von/Mit: | Jake Dunlap |
| Erscheinungsdatum: | 04.04.2024 |
| Gewicht: | 0,486 kg |
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
| Erscheinungsjahr: | 2024 |
|---|---|
| Genre: | Importe, Informatik |
| Rubrik: | Naturwissenschaften & Technik |
| Medium: | Buch |
| Inhalt: |
Acknowledgments ixAbout the Author xiiiChapter 1 Innovation Isn't Hard
Breaking Old Habits Is 1Chapter 2 Introducing the 4 Cs of Modern Sales Transformation 13Chapter 3 The First C: Commitment to Technology and AI Proficiency: People Process and Techn |
| ISBN-13: | 9781394180240 |
| ISBN-10: | 1394180241 |
| Sprache: | Englisch |
| Einband: | Gebunden |
| Autor: | Dunlap, Jake |
| Hersteller: | John Wiley & Sons Inc |
| Verantwortliche Person für die EU: | Zeitfracht Medien GmbH, Ferdinand-Jühlke-Str. 7, D-99095 Erfurt, produktsicherheit@zeitfracht.de |
| Maße: | 230 x 155 x 22 mm |
| Von/Mit: | Jake Dunlap |
| Erscheinungsdatum: | 04.04.2024 |
| Gewicht: | 0,486 kg |
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