Jake Dunlap

Skaled Consulting

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:
LinkedIn / Splunk / SEMRush / Microsoft 

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

Chief Executive Officer

Stage 2 Capital

Nowait Inc

This was one of the most amazing opportunities I have had to change the way that restaurants think about engaging with guests and managing throughout at the same time. 

How do you provide a world class experience for guests and ensure that your internal team can manage the flow of guests on your busiest days/nights?  This is what we helped 1000s of restaurants accomplish everyday. 

I built out, managed and led the process for how NoWait engaged with and deployed its software and service to the largest restaurant groups in the United States and Canada including Brinker (Chili’s), Applebee’s, BWW, Cheddars, On the Border and 1000s of other leading restaurants to transform the way they treat and manage their guest experience at the front of the house.

Vice President of Sales (acquired by Yelp)

Chartbeat

Partnered with the leading publishers (ESPN, New York Times, Wall Street Journal and 100s of others) and the largest websites in the world to better understand their audience in real-time. 

Developed and managed the growth, development and execution of product outreach, sales and account-management strategies to ensure Chartbeat met the need of our partners at the strategic and tactical levels. 

Over the course of the year and early 2013, we transformed the organization from a one-person function to four departments comprised of sales development, account executives, Chartcorps (service) and customer success to specialize in solving the needs of the largest websites in the world. 

In 2012, we grew annual bookings by more than 300% year-over-year and nearly doubled monthly recurring revenue during the first nine months

Head of Sales & Customer Success

Glassdoor

10 years after Glassdoor launched we sold to Recruit (owner of Indeed) for 1.2 billion dollars.  

My piece of this amazing journey was two fold:

1. Change the way that employers think about how they interact with their current employees, interviewees and attract the top new hires. 

2. Build a sales, success, service and operations organization that could consult and service the largest companies in the world on how to find and retain their most valuable asset - their people. 

From 2010-2012, I spearheaded the day-to-day operations of all sales, operations and account management, expanding the department from 0 to 40 employees in less than 18 months. 

We grew to $1 million MRR in less than 18 months and developed sales and operations training program as well as client-services workflow.

Had the amazing opportunity to work hands with Rich Barton, Bill Gurley and some of the other titans of Silicon Valley directly while reporting to the CEO and board of directors

Vice President of Sales, Success, and Sales Operations

Careerbuilder.com

•	Managed 15-member team responsible for providing industry- and regional-recruiting guidance on best practices for utilizing services to develop advertising campaigns for mid-sized businesses
•	Identified organizational goals and aligned them with team’s core competencies
•	Consulted with organizations’ multi-level leaders to better understand their needs and correlated best ways for meeting them
•	Worked with executives nationwide to develop various industry-specific, human-capital strategies
•	Developed corporate strategies for Fortune 500 organizations that directly impacted revenue generation and cost control through human resources
•	Initiated relationships and managed day-to-day consulting of Fortune 100 organizations

Senior Sales Manager - Pacific Northwest

National Accounts Manager

Arizona Coyotes

I was the top Premium Sales person until I made the mistake of telling my boss to F**k off 🤷‍♂️

Senior Account Manager

Tampa Bay Devil Rays

Hired and managed inside sales team 
Responsible for group, season and premium-season ticket sales

Account Manager - Corporate Accounts

My deep passion for the science and art of sales has fueled my journey over the past 11 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. 

For those who demand excellence and are looking to accelerate growth in today’s competitive landscape, I invite you to explore how Skaled can partner with you to achieve unparalleled success.

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)
	• VP of Sales at NoWait (acquired by Yelp - March 2017)

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

As of November 20th, I’ve ran over 320 sales calls this year

I had our Strategic Deal Navigator Assistant analyze where I messed up and lost deals

Here are 5 lines, or versions of them, that kill momentum immediately

I have said every single one and lost deals because of it

When I started as an AE, I thought demos were about impressing people

So I'd over explain, show too much, talk way too fast (still do that at times)

Now I treat every conversation like a consultation, not a performance

I still make plenty of mistakes for sure so hopefully these are good reminders

Here are 5 lines you should cut immediately and what to say instead:

1️⃣ "Let me tell you about where we can help"…before understanding what they need.

Say this instead "You mentioned reducing churn, so let's start there."

2️⃣ "This is something I see real value in, and it’s going to be really helpful"

Why it's bad…You don't know that. Focus on value, not your opinion

Say this instead "Our customers in fintech use this to cut onboarding time by 40%. Could that help your team too?"

3️⃣ "You can automate everything with just a few clicks"

Why it's bad…Vague. Sounds like a pitch, not a solution.

Say this instead "This automation saved a similar team 6+ hours per week. Let me show you how."

4️⃣ "Do you have any questions?"

Why it's bad… It puts all the pressure on them. Often leads to silence and usually a “no…pretty self explanatory”

Say this instead "How does this compare to how you're handling it today?"

5️⃣ "Let me know what you think"

Why it's bad… Passive. No next step.

Say this instead "If this solves what we discussed, would it make sense to explore pricing next week with your team?"

With all of this 👆 you’ll get
More engaged prospects, clearer business value, and higher conversion to next steps

Alright…your turn. What’s a line you’ve used (or heard) that kills momentum instantly? Drop it in the comments

👉 Check out your personal Strategic Deal Navigator at Journey AI (link in comments) 

—
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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

It’s that time of year…let’s completely deflate 80% of the sales organization in 2026 time of year!

Most quota methodologies are probably destroying team morale

Many sales leaders set quotas using last year's results plus a growth factor.

"We did $50M last year, so we need $68M this year. Divide by number of reps." 

This approach assumes all territories and reps are identical.

They're not.

Some territories have higher market potential. Some have been farmed longer. 

Some have a better concentration of our ICP

Some reps inherit hot accounts. Others get burned territories.

Setting uniform quotas across different situations creates instant unfairness.

High-potential territories get easy quotas. Challenging territories get impossible ones.

The reps who need the most support get the most pressure.

Better quota methodology considers: 
Market potential ➡️ What's the addressable market size for each territory? 
Account maturity ➡️ How long have these accounts been worked? 
Historical performance ➡️ What's the realistic baseline for this specific territory?
Pipeline health ➡️ What's already in motion for next year? 
Investment level ➡️ How much marketing/SDR support does each territory get?

The goal isn't equal quotas. It's the right quota based on the territory.

Fair means each rep has a realistic path to success based on their specific situation.

When quotas feel achievable, reps stretch for them. When quotas feel impossible, reps give up before they start.

We just started implementing BoogieBoard for this exact reason for clients. 

Excited to see the potential results!

I finally wrote it all down. What ACTUALLY does a day in the life of a top seller look like today with AI?

What are they still doing manual because it’s better?

What have the automated completely?

Here is the playbook..enjoy 👇

If you could compress what used to take 3 hours of prep, follow-up, and CRM cleanup into 15 minutes with AI…would you still do it the old way?

Your morning used to look like this:
→ Dig through tabs to prep for meetings
→ Re-type the same follow-up emails
→ Copy notes into Salesforce just to “check the box” for your leader…who probably never looks at it and asks you about it on slack instead

Now it looks like this:
→ AI Assistant auto-generates call briefs and talking points
→ Your meeting notes are summarized instantly
→ Follow-ups and CRM updates are done before your next call

That’s not a fantasy it’s already happening.

AI Assistants are cutting 11–12 hours of admin work a week for sellers who use them right.

And those reps? They’re not just “working faster.”

They’re finally spending time where it matters talking to buyers.

Would you still pay sellers to “pay their dues,” or would you pay them to sell? 💥

👉 Read the full article to see what an AI-powered seller’s day actually looks like.

Open article: A Day in the Life of an AI-Powered SaaS Seller in 2026 by skaled.com

A Day in the Life of an AI-Powered SaaS Seller in 2026

GenAI isn’t a “tool.”

It’s the internet moment happening inside your company, and most teams are treating it like a browser plugin

Leaders keep saying, “We turned it on… why didn’t anything change?”

Because nothing changes if people don’t change behavior. GenAI only works when workflows, expectations, and habits get rewritten, not when teams try to bolt it onto 2018 processes

Ryan Cahill nailed it on the pod: most companies are “more efficiently wrong.” 

They deploy AI, skip the behavior change, and wonder why the ROI never shows up.

Here’s the real shift:
→ GenAI isn’t making old tasks faster
→ It’s forcing you to rethink why those tasks existed in the first place

The internet didn’t upgrade fax machines. It eliminated them. Same idea here.

New episode with Ryan Cahill drops TOMORROW with two tactical behavior changes leaders can make this week to get real impact from GenAI.

What is the one behavior your team needs to change for GenAI to actually work?

I’ve talked to at least 10 PE backed companies this month and the universal truth is the AI hire they are thinking about will actually slow them down and cost them an entire year of innovation

Promoting someone into an AI role they can’t grow into fast enough creates negative ROI

Hiring someone from the outside who built a few customgpts is like hiring a top performing rep who built their own reports in SFDC as your RevOps hire

AI is evolving weekly

But your “AI person” is stuck fighting fires from systems built in 2017

So companies say:
“AI is moving too fast.”

No…your staffing plan is just for solving problems in 2016 not 2026

The real cost of inaction isn’t failing to adopt AI

It’s hiring someone who can’t keep up while they’re building

What that creates:
👉Workflows that launch already outdated
👉Models that never improve because no one has time to retrain them
👉A GTM engine that’s miles behind competitors who built with specialists, not stretched operators

AI GTM Engineers aren’t a luxury.

They’re the difference between scaling AI and creating an expensive science project.

If your AI lead is doing admin work 70% of the week, you’re not just behind, you are building outdated assistants before they even launch

If your team had an AI GTM Engineer today, which part of your GTM motion would you automate first?

Open article: The Rise of the AI GTM Engineer in 2026 by skaled.com

Everyone keeps calling this an AI bubble

So why are the smartest investors buying even more AI instead of pulling back?

SoftBank just sold billions in Nvidia stock and moved deeper into AI

Not into chips. Into the intelligence layer.

If this was a real bubble, insiders would be exiting quietly.

Instead they’re rotating capital into the parts of AI they believe will dominate long term

The mistake people make is treating AI like one giant category

It isn’t.

Infrastructure is crowded.

Apps are noisy.

Platforms and data are where the power consolidates

So the question isn’t “Is AI a bubble?”

The question is “Which part is overpriced and which part is still early?”

Most people betting on an AI crash are assuming everything will collapse at once

History rarely works that way

Are we in a hype cycle or the start of the biggest tech shift since the internet?

Where do you stand: bubble or breakout?
👇 Comment your take down below

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eConsulting

Are you looking to streamline IT and validation processes in the Life Sciences industry? As the BDM, I help IT and validation departments achieve efficiency and compliance in regulated environments.

eConsulting key offering:

⏩ Custom Software Development: Build software tailored to your specific requirements and compliance needs.
⏩ DevValOps: Integrate development, validation, and operations to reduce time-to-market and improve software quality.

Specialized services:

⏩ Salesforce Life Sciences Cloud: Implement GxP-compliant solutions to enhance data integrity and regulatory compliance.
⏩ Validation: Ensure your data meets strict regulatory standards with our technical & CSV validation and consulting services.
⏩ eC Voice Bot: Enhance customer interactions with AI-driven conversational technology.

Partnership Integrations:

⏩ Cornerstone On Demand: Optimize talent management with seamless integration.
⏩ DocuSign: Improve document workflows with secure, efficient electronic signatures.

By partnering with eConsulting.co, you ensure:

⏩ Faster Deployment: Streamlined processes that cut down on development time.
⏩ Regulatory Compliance: Solutions tailored to meet stringent industry standards.
⏩ Enhanced Performance: Reliable, compliant, and efficient IT operations.

Let’s connect to see how eConsulting.co can enhance your IT and validation processes in the Life Sciences sector.

Business Development Manager

Handlowcy.AI

https://www.handlowcy.ai/ is more than just an online course – it’s a journey into the future of sales, where artificial intelligence doesn’t replace salespeople but empowers them with superpowers. Together with Kuba Masztalski, I teach how to turn data chaos into actionable strategies, automate processes while keeping the human touch, and stand out in a world where everyone plays by the old rules. If you want to turn your sales process into a market advantage, join us.

Co Host

RevGenius

RevGenius is a group of revenue-generating sales and marketing professionals brought together to learn, share, support, and grow with each other.

Growth Community Member

HYPCCCYCL

HYPCCCYCL is an invitation-only professional community where the best B2B revenue leaders train their skills to enter new markets.

Community Member

Sales Hacker

The Sales Hacker community is the premier community for today's sales professionals. As a group, we aim to elevate the sales profession by discovering and sharing the innovative sales strategies, tactics, and hacks employed by the fastest-growing companies in the world.

ALTEN Polska

Experienced Business Manager

SOLWIT SA

🔍 Unleashing Tangible Results:  
Seeking problem solvers who ask the right questions to uncover impactful solutions? Let's connect. The primary aim is to provide reliable, high-quality, and sustainable solutions that align with the Solwit and ALTEN Group's expertise. This includes software development, testing, staff augmentation, IT nearshoring, proof of concept, minimum viable product, or full-scale projects. Whether you prefer Time & Material, Fixed Price, or Hybrid models, you'll find comprehensive support here.

🤝 Cultivating Trusted Partnerships:  
Trust forms the cornerstone of success. Enduring partnerships are built on honesty, transparency, and open communication. As part of the ALTEN Group, an ISO/IEC 27001 and ISO 22301 certified entity, handling critical technology and business challenges is a responsibility taken seriously.

💼 Your Success is Our Mission:  
In my role as New Business Manager within the Solwit division of the ALTEN Group, understanding your unique business needs is paramount. Committed to delivering unbeatable value through state-of-the-art technology, the goal is to jointly navigate the path to your success, always keeping your objectives in focus.

🌟 A Culture of Empowerment:  
Engaging with Solwit, now part of the ALTEN Group, is akin to partnering with a local entity that embodies a proactive, can-do attitude. It's about being part of a unique culture that nurtures open-mindedness and an unwavering drive. If you see challenges as opportunities to excel and innovate, let's work together to propel your business to its full potential.

✉️ Reach Out for Guidance:  
Interested in harnessing the combined strengths of Solwit and the ALTEN Group? I'm here to guide you. Visit: https://solwit.com/michal/

Tech Solutions Advisor / Senior BDM

DAC.digital

At DAC.digital we deliver custom software, customer vision, deep-tech & end-to-end projects. Our working model blends R&D and business approaches for cutting-edge software, firmware and hardware solutions. We are among the fastest-growing software engineering companies in Europe. Our software and deep tech teams provide solutions and R&D projects for companies like Philips, AVL, Thales, Infineon, Bosch, BMW, or ABB.

Senior Business Development Manager

Livespace - Sell Smarter

At Livespace our mission is to change the way SMB B2B companies sell in the transforming digital environment.

Bold claim - I agree. Especially since there are so many SaaS CRMs on the market today, you may assume they all offer similar kind of value. Then why does Livespace dare to claim we're different and that we can change anything?

✅ We believe that the process approach allows you to better plan work and forecast results.
✅ We believe that you can work with CRM on an ongoing basis (and not just report).
✅ We believe that it is worth taking care of data quality.

In B2B, buying has changed, but selling hasn't. Most companies are not evolving with the times and are still hung up on 'old school' methods. Ignoring the way the modern prospects buy. Equally in marketing persists the outdated demand waterfall model. One that assumes conversion rates for all MQLs will be exactly the same from lead-to-customer. Which simply won't make the cut in this day and age.

Question the status quo!

🚨 https://www.livespace.io/en/get-your-livespace-demo/

➡️ or message me here on LinkedIn!

Outbound Sales Team Leader

Sherlock Waste

Turn frustration into innovation!

Engage your employees in continuous improvement and innovation. Get immediate increase of productivity and long-term change of organizational culture.

Interim VP of Sales

Experienced Business Manager at Solwit (part of ALTEN Group) | Transforming Digital Challenges into Opportunities | AI/ML & Cloud IT Solutions | Connect & Explore How We Can Work Together!

eConsulting helps Life Science companies improve processes and implement modern technologies. With no ties to a single vendor, you have the flexibility to choose the best tools for your business, and we ensure their integration and efficient operation.

Digital transformation is supported by connecting quality management, production, validation systems, and IT tools. Solutions like Validation as a Service (VaaS) and DevValOps (DVO) link IT with quality processes, enabling a move towards a paperless environment and streamlined team operations.

This approach impacts multiple departments: Quality Assurance (QA) benefits from improved regulatory compliance, IT experiences better system integration, validation teams work faster, and operations become more efficient. Real-time support helps teams meet regulatory demands without unnecessary manual work.

The process begins with a thorough analysis of current processes to identify areas for improvement and design an optimized operational model. The results? Up to 80% faster validation cycles, lower costs, and a modern approach to quality. Outdated systems are modernized, and processes streamlined to ensure the highest quality without compromise.


👋 Follow, 🤝 Connect and 💬 DM me here anytime.

My 3 rules:

✅ Always be helping
✅ Always be learning
✅ Always be testing


Besides the work-related stuff, trying to be a good husband and still exited father of 3 over-energetic-cute-little-monsters (aka children). Unreformable petrol-head with the passion for everything with 4 wheels and an (preferable combustion) engine.

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Jake Dunlap

Michał Mroczkiewicz

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The Battle

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Michał Mroczkiewicz

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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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