Wednesday Aug 05, 2020
14: Stop thanking prospects for their time and start discovering their business priorities as a peer (Jake Dunlap, Skaled CEO)
Jake Dunlap is the CEO of Skaled and a renowned sales leader. He shares how he gets prospects speaking to you like a peer regardless of your age.
Four Actionable Takeaways:
- Leverage “I work with many who typically focus on X + Y” to lead the agenda.
- Ask your prospect for their top 2 priorities. If it’s too high level, prime the question.
- Bring people to the business priorities first instead of getting stuck in the process.
- Don’t disqualify an entire company when someone says no. Find another in.
Jake Dunlap’s Path to President’s Club:
- CEO of Skaled
- VP of Sales, Glassdoor
Focus Areas: Discovery
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