Jake Dunlap | B2B Sales Leader

The @paramountplus app is terrible for sports. I had to switch to screencast my computer….sped it up 15 seconds So bad…

Too many sales organizations care more about closed contracts than customer impact. Buyers don't care about the "close". They care about the "impact".

Good mental health > wealth A couple thousand dollars more won’t matter if you end up quitting after 3 months anyway

The last thing I’ll do today is make a note of everything I’ve learned between Monday-Friday What did you learn this week?

Mute Slack, emails... delete them off your phone if you need to The 9-5 shouldn't spill over to your life out of the office That's a recipe for burnout 💯

For me, starting out with a big org is a no-brainer Trade in a bigger slice of the pie for more training, a better work-life balance, and infrastructure 💯

In B2B, your personal brand matters 💯

Don’t be too hard on yourself if things haven’t worked out as planned… your journey won’t be the same as anyone else’s If you’re consistent, success will come 💯

Too much short-term thinking will sabotage growth… too much long-term thinking will do the same Find time for both 💯

Share your opinions Share your experiences Share resources Give out value for free… you’ll build a reputation that allows you to make a lasting impression And don’t sleep on engagement either… I’ve learned my fair share of lessons from the comments section over the years 💯

Sell them a successful outcome, not a service The buyer doesn’t want to hear about your product They want to hear about how you’re going to solve their problem 💯

I was in the top team out of 20+ inside teams two years in a row Most promotions than anyone else in my team You know why? I had a routine... and I stuck to it religiously

Here’s a better way to work proactively: 1. Plan your task-load in advance… pencil in set times to respond to emails/messages 2. Outside of these set times, mute your emails/Slack You’ll gain focus, and you won’t be thinking about the ad-hoc tasks getting thrown your way

Too much short-term thinking will sabotage growth… too much long-term thinking will do the same Find time for both 💯

If you’re spending 90-95% of your time working on items that’ll only impact the next 1-2 months, your future is going to be horrifying

There’s a ton of things that will be out of your control in 2023 There’s no running from it Focus on the things you can affect and move forward

You wouldn’t thank someone for going on a date with you So why would you thank a buyer after a meeting? You’re the expert… you’re bringing value to the table, not the other way around It sends the wrong message — that their time is more valuable than yours

99% of workplace issues can be solved with a sit-down Say you’ve got a colleague that’s difficult to work with… you’re butting heads over xyz Don’t let things boil over Have a conversation... keep it productive People are more reasonable than you might think

Confidence in sales comes with the reps It comes with doing the right prep for meetings It comes with role playing every scenario… best and worst case So that, when those otherwise unexpected questions come, they don’t land like a punch in the face

You want to be a CRO? Hit the books… start leveling up yourself for that CRO role If you are a CRO, start prepping to be CEO Prep for that dream job... find a way to make it happen You can’t expect others to invest in you if you don’t invest in yourself first