Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Jake Dunlap.

Jake graduated Mirousi State University in 2003 and then went to ASU for his masters, before starting his career as an Account Manager for the Tampa Bay Devil Rays and Arizona Coyotes. After sports, Jake moved into tech at CareerBuilder.com where he worked his way into sales leadership before becoming the VP of Sales at Glassdoor, Chartbeat, and Nowait, until starting his most recent and current venture as the Founder and CEO of Skaled Consulting, where they help companies operationalize key aspects of their sales and marketing organization. Jake also co-founded a second venture in November 2024, called RevOptics; a GTM agency using data to solve top-of-funnel challenges.

We’ve known each other for a long time but it’s been a while since we last spoke, so I’m excited to catch up and get his thoughts on all that’s changed in B2B sales, and to specifically drill in on AI and ChatGPT, which has been a core focus for Jake and his team over recent years.

Before we get started, if you’re watching on YouTube, please take a moment to subscribe to the channel, like the video, and leave us a comment if you have questions or feedback. If you’re joining us from Spotify or Apple Podcasts, please drop us a review and let us know what you think of the episode. This is much appreciated.

Without further adieu, let’s dive in and get his thoughts.

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TOPICS:

00:00:00 Intro

00:04:10 Broken Outbound Model

00:15:36 Growth-at-all-Costs

00:24:35 VP Sales Average Tenure

00:28:23 Sales Quota Attainment

00:35:48 AI in Sales

00:47:19 ChatGPT for Sales

01:03:35 Skaled & RevOptics

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QUESTIONS:

1. Is traditional outbound sales broken, dead, or dying? If yes, how so?

2. What’s happening to the Growth-at-all-Costs model?

3. What do you think is the reason for low VP Sales average tenure?

4. What do you think is the reason for low sales quota attainment?

5. What’s your take on AI in sales over the next 5-10 years?

6. How should salespeople be using ChatGPT?

7. What’s new at Skaled and RevOptics?

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LINKS:

Skaled: https://skaled.com

RevOptics: https://www.revoptics.co

JourneyAI: https://meetjourney.ai

Jake on X: https://x.com/JakeTDunlap

Collin on X: https://x.com/collincadmus

Modern Outbound System: https://www.collincadmus.com/the-modern-outbound-system

Sales Coaching: https://www.collincadmus.com/sales-coaching

Founder Coaching: https://www.collincadmus.com/founder-coaching

Collin Cadmus Podcast: https://www.collincadmus.com/podcasts/collin-cadmus-podcast

Revenue Growth Blog: https://www.collincadmus.com/blog

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Sit back, relax, enjoy the episode, and thank you for listening, viewing, and subscribing.

Available on: YouTube, Rumble, Spotify, and Apple Podcasts.