Jake Dunlap

2025 will be the year EVERY company must implement Generative AI in their revenue org. I personally am seeing time savings for SDRs, AEs, and AMs of 20-30% per role and predict that we will see quality of sales conversations go up by 40% or more.

We have developed a new category of consulting designed to help your company see these results in just weeks/months: AI-enabled Revenue Transformation

My deep passion for the science and art of sales has fueled my journey over the past 12 years as the founder and CEO of Skaled, a globally recognized sales consulting firm. According to G2, we have outperformed industry giants like McKinsey in Management Consulting and Accenture in Sales Consulting due to our mix of strategic foresight and tactical follow through.

We’ve consistently driven a 10-20% increase in qualified opportunities, reduced sales cycles by 8%, and enhanced overall team productivity by 20% within the first 60 days of engagement. Our approach is methodical and data-driven, ensuring that every strategy we implement translates into tangible business results.

With a team of over 30 elite professionals and access to a vast network of industry experts, we specialize in aligning sales and marketing to create scalable, replicable processes. We leverage cutting-edge generative AI technology to automate critical functions like follow-up, data entry, and task management, freeing your teams to focus on what truly matters—closing deals and driving growth.

As the USA Today bestselling author of Innovative Seller, I’ve helped to shape the future of sales, offering insights and strategies that resonate with both seasoned executives and the next generation of sales leaders. My work has been recognized in the New York Times, Forbes, Inc., and HuffPost. 

Check out my YouTube: Jake Dunlap to discover over 500 sales, revenue and AI for Sales videos: bit.ly/2Qu3niE

Highlights:

	• USA Today Bestselling Author of Innovative Seller - #21 in all books
	• First VP of Sales at Glassdoor (acquired for $1.2 billion - May 2018)

Chief Executive Officer

Everyday we help companies operationalize key aspects of their sales and marketing organization.  As CEOs, Senior Execs, and Sales people, our world is changing so rapidly and keeping pace is extremely hard.  We help with both strategic and tactical support through various phases of scaling and when larger organizations are looking to re-invent or stay relevant with their current marketing and sales strategies.

Here are a few of our clients in key verticals:

Enterprise Technology and Services:
Microsoft / GLG

Hospitality/Customer Service Tech:
Duetto / NoWait (acquired by Yelp) / Stella Service

HR Tech:
LinkedIn / ADP / The Muse / Grovo / ConveyIQ / Wayup / Vettery / Paypro

Education/Legal Tech:
Newsela / Bodhala / Hire an Esquire / Allovue / Codio / Busylamp

Real Estate/Financial Services Tech:
Breather / Nestio / Honest Buildings / Hightower / Everplans / CredSimple / Captalys / ReThinkCRM

Sales Technology:
Outreach / SalesLoft / Everstring / Lead Genius / Terminus / Discoverorg / Emissary.io / Redbooks / Speek / 15Five / Honey

Advertising and PR tech:
BounceExchange / SaleMove

Services:
Dom & Tom / Betts Recruiting / Moxie / Palantir

Two Sundays ago, a VP of Sales I know was on his laptop at his kid’s soccer game. Not because he wanted to be. Because it was “forecast week.”

He wasn’t coaching.

He wasn’t thinking about strategy.

He was chasing grown adults for CRM updates, cleaning up pipeline, and rebuilding the same forecast slides everyone pretends to trust.

That’s the job now. And it’s insane.

60% of Sales Manager time is getting burned.

Not on revenue.
Not on coaching.

On admin, pipeline clean-up, and babysitting updates.

Most managers are spending 15–20 hours a week doing stuff that shouldn’t exist:

Manually reviewing deals like a detective

Writing recap emails no one reads

Building forecast decks that go stale in 24 hours

Guessing which reps actually need coaching
Sitting through 1:1s with vibes… not data

That’s 800+ hours a year per manager.

At a $150K salary, that’s roughly $72K of leadership time lit on fire.
And the worst part?

We’ve all just accepted it as “part of the job.”

It’s not. It’s a broken system we normalized.

Here’s what’s changed: AI can remove 40–60% of that load in 30 days—without a massive “transformation project.”

What it looks like in the real world

1) Pipeline Reviews (no more deal detective work) - we have an AI Agent that reviews 100% of deals the EXACT way you would

AI flags deals that are fake or drifting:

-No real number / no quantified pain
-No access to buying committee
-Timeline slipping (but not reflected)
-Stage aging that doesn’t match activity
-Managers stop interrogating reps and start making decisions.

2) Coaching Prep (real coaching, not “how’s it going?”)
Instead of showing up blind, AI shows up with receipts:

-Conversion rates by stage
-Talk-to-listen ratios
-Stalled deal patterns
-Deal risk drivers by rep
-Now coaching is 30 minutes of impact, not 90 minutes of wandering.

3) Forecasting (data, not rep emotion)
AI analyzes:

-historical close rates
-velocity + stage aging
-activity quality
-prior slippage patterns

No more optimism. No more “I feel good about this one.”

Just reality.

One client freed up 12 hours per manager per week in 6 weeks.

They didn’t hire more reps.

They increased coaching capacity.

Revenue followed.

So if your managers are still spending Sundays updating Salesforce…

You don’t have a talent problem.

You have a systems problem.

I partner with forward thinking B2B CEOs/CROs/CMOs to transform their business with AI-driven revenue strategies | USA Today Bestselling Author of Innovative Seller

I started my last software evaluation exactly like this

“Before we start…here’s how you compare to your top 3 competitors, what we think fair pricing is based on public comps, and the ROI model we’ll use internally. Tell me where we’re wrong.”

I wasn’t being arrogant. I was doing what 30-40% of buyers are doing today already and just not telling reps.

I built it in 10 minutes with JourneyAI

Meanwhile, the rep was probably toggling between LinkedIn and Salesforce like it’s 2018… five minutes before the meeting. Then had prepped a bunch of MEDDPICCDPICAPECIPC qualification questions and was completely unpreapred.

Here’s the uncomfortable truth:

Your buyer often knows more about your product than your rep does.

Gen AI made that possible.

B2B buyers aren’t “learning from sales” anymore—they’re arriving pre-educated:

70%+ prefer self-serve research before talking to sales
80%+ have mostly defined requirements before the first call

They’re showing up with:

→ competitive comparisons
→ pricing benchmarks
→ ROI models
→ negotiation strategies

And it’s not because they’re brilliant.

It’s because they have a tireless analyst in their pocket now.

The old advantage in sales was information asymmetry.

That’s dead.

So what’s the new edge?

Judgment.
Diagnosis.
Reframing.

Quantifying impact in CFO language.

If your seller can’t:
quantify the cost of inaction
tie value to a CFO-level metric (cash flow, margin, payback period, risk)
reframe the problem beyond the buyer’s initial “requirements”

…then they’re not leading.

They’re just confirming what the buyer already researched.

AI is upgrading average buyers every day.

Is it upgrading your reps… or exposing them?

Your hiring process is about to get disrupted

Not by recruiters

By AI

This week on The AI Powered Seller, I sat down with Krissy Manzano, CEO & Founder of Blueprint Expansion, to break down how AI is completely reshaping recruiting and hiring.

And most sales leaders aren’t ready.

We talked about:
→ AI screening candidates before a human ever looks at a resume
→ How candidates are using AI to game your interview process
→ Why traditional hiring signals are becoming useless
→ The risk of building teams that look great on paper… but can’t actually sell

Here’s what actually happens in most companies:

A candidate interviews.

Then 4–6 execs sit in a room and say:
“Yeah, they were solid.”
 “I liked them.”
 “I don’t know… something felt off.”

That’s not a hiring process.

That’s vibes.

Krissy breaks down how AI, when used inside a GOOD, structured interview process, eliminates that ambiguity.

→ Standardized scoring based on competencies
→ Pattern recognition across top performers
→ Real data instead of memory-based opinions
→ Clear signals on adaptability and AI fluency

AI shouldn’t replace human judgment.

It should sharpen it.

Because in an AI-first sales world, hiring “pretty good” reps won’t cut it.

This episode drops TOMORROW, link in comments

Jarrod Best-Mitchell

$100MUSD+ in Client Revenue Generated | Helping Individuals Stand Out on LinkedIn | Sales Trainer | Sales Coach | LinkedIn Trainer | LinkedIn Profile Optimization | Social Selling Trainer | Keynote Speaker

Whether you’re a business looking to empower your Sales team or an individual wanting to take your LinkedIn game to the next level, I've been able to make an impact across the Caribbean using my unique combination of Sales and LinkedIn experience. 

OH - I'm also known for my obsession with the colour yellow. You'll see it in ALLLLLLL of my content. 

To learn more about what I do Reach out via LinkedIn visit www.jarrodbestmitchell.com to schedule a consultation and learn how I can help you achieve your goals.


SALES |LINKEDIN | YELLOW

Ambassador

There are 100 Sales AI tools that focus on salespeople.

Humantic AI is the only one that focuses on buyers.

It is a Buyer Intelligence platform for revenue teams.

Top revenue teams use Humantic's Personality AI to identify early adopters, help their BDRs personalize outreach and enable their AEs with vital customer insights for every deal.

Machel Montano winning Road March is a great lesson in Entitlement vs Strategy. 

We saw that he approaches Road March as a strategy. Not just likability. 

Yes, I love Voice's song. But he wasn't just out-strategized, he was outworked by Machel. 

Voice's approach almost reminded me of students coming out of University with their degrees. 

"I have one so therefore I am entitled to a job." 

But then when the real world hits you realise that's just not enough. 

A good song requires strategy to make it win. 

And yes at the end of the day this reminds me so much of sales. 

This is a competition. The ones who work strategically - WIN. It's a science. Not a leave it be. 

You have to honestly ask yourself did Voice do the work? 

And You can say Machel went on every truck. 

Did Voice do it? He was on a few. But Machel wanted this like it was his last breath. 

And I applaud that especially after being in this industry for so many years. 

I can understand you being upset because you're a fan of Voice. But to be upset because Machel worked for it....crazy.

Machel Montano Update: I grabbed this snippet from his press conference because there's an important message here. 

Be Seen. Chase Greatness. 

I think this is resonating with me because my word this year for clients is visibility. 

Machel's focus was on WINNING. 

He didn't enter thinking he was going to lose. 

He was chasing greatness. 

It's sad that he has to defend winning when its clear the rules weren't broken. 

This is a competition. 

I hope everyone who is out there understands one thing...there are people that will always hate the winners. 

And you have to be ok with being disliked. (if you want to be a winner)

As Seth Godin famously said "If you’re remarkable, it’s likely that some people won’t
like you. That’s part of the definition of remarkable. Nobody gets unanimous praise–ever. The best the timid
can hope for is to be unnoticed. Criticism comes to those who stand out."

Congrats again Machel!

If you have the “Open to Work” frame on your profile picture, I need you to remove it. Here’s why.

It puts you at a disadvantage.

When a recruiter or employer sees that frame, some automatically assume urgency. And urgency can weaken your negotiating position before a conversation even starts.

Does that happen every time? No.

But you don’t need “every time.” You just need it to happen once with the wrong hiring manager.

There are better ways to signal availability without lowering your leverage.

First – write a proper post. Not the default LinkedIn template.
State the role you’re targeting. Mention the industries. Lead with achievements and measurable outcomes. Position yourself as someone bringing value, not someone waiting to be chosen.

Second – use LinkedIn’s private Open to Work setting.
List the roles, locations, and work types you’re open to. You can also control visibility so it’s shown only to recruiters using LinkedIn Recruiter.

Bottom line: market your value. Don’t advertise urgency.

So go to your profile picture and remove the frame.

The Learn Grow Invest team loved me so much I got the call for their 2026 Conference!

I'm so excited to be back in Jamaica in April.

This year's conference is focused on my FAVORITE thing....CONTENT. 

Creating content daily has allowed me to provide my services throughout the Caribbean and grow a successful business. 

And the crazy thing is a lot of you reading this still doubt the impact content creation can have on your business. 

Well if you are in doubt myself and many other amazing speakers will be there to not just convince but show you the tools to get started. 

It's so easy to do this now. I don't want you to miss out. 

This is an amazing for you to attend. Tag your fellow Jamaican! 

Grab your tickets here - https://lnkd.in/eAMNk9Hw

P.S. This has me wondering. Should I do a LinkedIn LinkUp Jamaica? Let me know. 

Thank you Jermaine McDonald and Renate McDonald, PMP for the invite 💛

If you don’t talk about your wins, no one will.
And that’s costing you opportunities.

This week someone didn't want to post their new role because they didn’t want to “look like they were bragging.”

Here’s what I told them:
If you’re awesome, you’re awesome.

Visibility is not arrogance. It’s positioning.

Stop downplaying your greatness because of someone else's insecurities.

If you don’t tell the market what you’ve achieved, the market will assume you haven’t achieved much.

Question for you:
What’s one achievement you haven’t shared yet?

Imagine being at a party and someone comes up to you and says, "Hey, I want to talk to you about life insurance."

And it wasn't your usual culprit. 

The insurance advisor didn't do it. The potential customer did.

That's what happened to Lemuel Stewart at Carnival time. 

Because he was creating content someone who he never expected reached out. 

I call it the invisible Ideal customer. 

They exist and your content got them from latent pain to active pain. 

I'm happy that Lemuel saw firsthand the power of content as a sales professional. More importantly, he isn't one and done. He's already planning to do more and make it a daily habit. 

This is what makes me happy as a Sales Trainer. 

Making this type of impact in an industry that usually has a negative stereotype because of how they train their reps. 

Content is your new business card. 
Content is how you get into your buyer's mind. 
Content is how you can influence their decision. 

If you're a sales manager who understands that content  rings in leads and wants their team trained on it....Send me a DM. Let's talk. 

Yellow Out- I'm Chasing Greatness.

12 meetings from 30 calls.
As an insurance advisor, that is good. 

Today one of my clients messaged me this.

They made 30 calls. Got 12 meetings. That's a 40% success rate. 

We spent most of the time working on the mindset not the script.

The mindset.
They stopped calling to talk about their company and started calling to focus on the person on the other line.

The goal was not to sell. The goal was to understand and qualify. 

Bonus: And this was the most calls they have ever made in a day.

And that matters.
Because clarity creates confidence. 
Confidence creates conversations. Conversations create revenue.

Now imagine if the majority of your team was like this.

What would that mean for your numbers this quarter?

Sales is not magic. It is structure. It is mindset. It is execution.

And when those three align, results follow.

There's a hypocrisy problem when it comes to data privacy. 

Someone sent me an article about not submitting your passport to verify your profile on LinkedIn.  

"The data is collected by a 3rd party and sold."

Me: Ok...and?

You mean to tell me you've never submitted a form of ID online to a platform that sold it? 

Congrats for lasting this long in the digital age. 

But I'm 100% sure that you've given your ID to Amazon, Temu, 23 and me for much less. 

And what do they use the data for in most cases? 

To run ads to better sell us stuff? 

Unpopular Opinion: I'm ok with that.

A business owner asked me this week, “How much content is too much?” My answer was simple.

If your audience hasn’t complained… you haven’t posted enough.

People have an insatiable appetite for content.
And most of you are starving your market.

If you’re not posting at least once a week, you’re invisible.

Doesn’t matter if you’re a business owner.
Doesn’t matter if you’re a job seeker.

Visibility is not optional anymore.

As an example - D&D AutoWorld and their affiliated accounts post five times a day. Their market is competitive so five times a day allows them to break through the noise. 

So the real question is not “Am I posting too much?”

The real question is: Are you posting enough to even be remembered?

People are going to say I’m crazy for this.

I’m introducing a product that delivers what my main offer does but at a third of the cost. 

On paper, it looks like I’m undercutting myself.
But I’m not.

Not everyone is ready, willing, or able to invest in the full experience. 

That doesn’t mean they don’t need help. It just means they need a different entry point.

So this isn’t about lowering value. It’s about increasing access.

The core offer is still there for those who want the full depth, strategy, and execution for their LinkedIn Profiles. But this new product opens the door for more people to start.

Availability matters. Accessibility matters. 

And I’d rather serve more people at different levels than keep the door closed to those who aren’t ready for the top tier.

The LinkedIn DIY service is available now.

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Jake Dunlap

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The Battle

Jake Dunlap

Jarrod Best-Mitchell

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Jake Dunlap's LinkedIn Performance

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Ready to grow your LinkedIn presence?

Performance ScoreJake Dunlap's LinkedIn Performance