{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"011: Why Sales Reps Need Personal Brands, Plus Challenging the Predictable Revenue Model with Jake Dunlap","description":"Show highlights: 04:00 \u2013 Jake Dunlap CEO of Skaled meeting Gary Vaynerchuck and working with Vayner Media. 06:30 \u2013 Background sales and cold calling in 2003, working in Sports and HR to learn cold calling. Working in Sports and sales. 09:40 \u2013 Grown up sales process and machine at career builder, don\u2019t do it your own way but rather follow process company gives. Do the best practices! Don\u2019t get creative when you don\u2019t have to. 13:15 \u2013 Executives having challenges with looking at new KPIs to match the new cadences and social selling aspects to building the \u201cnew sales org of the future\u201d 15:30 \u2013 Book \u201cPredictable Revenue\u201d by Aaron Ross creating after affect of KPIs in Sales and Marketing. Amazing book for early 2000s (x-activities to x-leads equals x-revenue). We are still building our leading indicators based on \u201cmake more calls\u201d and that world has changed. Channel agnostic is the play, not finding magic bullet. 21:45 \u2013 \u201cQuantity, quality, and channels that you have to triangulate for your biz.\u201d Data driven with right-sized activity, in newer channels. 23:00 \u2013 In B2B talking about Account Based Marketing most companies just have named accounts that we\u2019re calling multiple people in, but it\u2019s the sales and marketing alignment on content. Customized strategies to specific accounts. Hard to measure and predict, leaders snap back to calls. 27:45 \u2013 Sales folks at B2B companies building their personal brands. \u201cBuilding your modern Rolodex, same as 20 years ago\u201d, companies enabling sales team to build personal brands. Next 2-4 years, email will die due to filters. Then, people will spam on LinkedIn. Salesperson investing in building network now. 30:55 \u2013 LinkedIn profile workshop, best practices, narrow down buyer, get specific on problem you solve. Free, organic workshops. Buyers on LinkedIn. Next 2 years, every sales person will write to look like industry expert versus read as a resume. 36:00- Customer video testimonials tons of organic engagement. Customers talking about you, for you, versus shouting from your megaphone. Check out  and Jorge Soto for affordable B2B customer video resource. 38:45 \u2013 Jake tells us what Skaled is, strategy, tactical support and tech implementation of marketing automation, sales automation and cadences, how to modernize. Where to find Jake Dunlap. ","author_name":"Outcome Studio Podcast - Marketing & B2B Technology Talk","author_url":"http:\/\/outcomestudio.com\/blog\/","html":"