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