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This is The Jake Dunlap Show - where we talk to celebrities, thought, and industry leaders to discover their journey to success. The best way to learn is to live, life experience equals business experience. I am VERY excited that you have joined us. This show is like no other- you might laugh and cry, but you’ll definitely leave inspired and gain a whole new level of insight into the people you follow, love and admire.
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The Jake Dunlap Show
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Are Your Onboarding Processes A Nightmare That’s Costing You Potential Clients? Asaf Darash, Ceo and Founder of Regpack And His Next Gen Problem Solving Solutions
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42:26
Regpack CEO Asaf Darash created Regpack out of 7 years worth of research for his Ph.D. Combining his love for linguistics, computer languages, and economics Asaf managed to develop a “self-service software” customizable solution that helps companies manage automated payments, client onboarding, and several other business processes. In today’s episo…
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The Jake Dunlap Show
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What Are the Values You Live By? Master These 7 Areas of Your Life And Achieve Excellence, with Dr. John Demartini
29:29
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29:29
In this episode of the Jake Dunlap Show, we welcome back Dr. John Demartini, human behavior expert, author, and educator. For over 48 years Dr. Demartini has been dedicated to inspiring people to become purposeful disciplined masters of themselves and inspired leaders of others by expanding human awareness and maximizing potential. This episode foc…
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The Jake Dunlap Show
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Integrate Self-Care Into Your Busy Schedule! Roberta Hughes, Founder of PeaceFull Living on Creating a Self-Care-Focused Business Culture and Mindset.
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34:29
The key to success has always meant working long hours and focusing all our time on achieving our goals. But, in recent years, with all the turmoil created by the pandemic, it’s more obvious than ever that, in order to increase productivity, we need to find balance and integrate self-care into our busy lifestyles. Roberta Hughes, founder of PeaceFu…
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The Jake Dunlap Show
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When has the “cookie” turned into a “monster”? Dan Frechtling, CEO at Boltive on staying safe online and the impact new legislation regarding data privacy has over B2B online marketing strategies.
42:05
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42:05
There is no secret that our online activity and research are constantly monitored. But what really happens when you accept “cookies” and consent to your data being collected by websites? How do companies use that data to configure their marketing and sales strategies? Two years after his wife’s passing, Dan Frechtling was still inundated with ads r…
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The Jake Dunlap Show
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Getting Ghosted Late in the Deal (Part 2/2 How to Get Deals Unstuck: Discovery to Larger Meeting)
11:55
11:55
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11:55
This is part 1 of a two-part episode on how to get deals unstuck between the stages of discovery to larger meeting. Part 2 covers what to do if you get ghosted later in the deal. In this episode, Jake covers: If you’ve been ghosted, use the scarcity approach. Don’t act desperate Use video email or LinkedIn message if someone’s ghosted you. And you …
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The Jake Dunlap Show
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How to Always Get the Next Meeting on the Books (Part 1/2 How to Get Deals Unstuck: Discovery to Larger Meeting)
18:51
18:51
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18:51
This is part 1 of a two-part episode on how to get deals unstuck between the stages of discovery to larger meeting. Part 1 covers steps to get the next meeting on the books and curing at least 40% of your prospects going dark by doing so. In this episode, Jake covers: Always book the next meeting while you’re still on the call, and assume everyone …
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The Jake Dunlap Show
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Take your business to the next level! Double your sales and increase productivity with tools and business marketing strategies from Amanda Holmes, CEO at Chet Holmes International.
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48:49
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48:49
In today’s Episode of the Jake Dunlap Show, we are joined by Amanda Holmes, CEO at Chet Holmes International in a talk about marketing strategies and practices companies should apply in order to double their sales and increase productivity. She shares her outlook on the most valuable trends that are transforming the future of business marketing and…
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The Jake Dunlap Show
This is episode 2 of 2 sessions Jake gives on how to improve the customer handoff process. This second session focuses on bringing Customer Service into the handoff process and focusing on creating power users for your company. In this episode, Jake covers: Sales teams that close the most deals also do the best job of explaining the next steps. Sal…
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The Jake Dunlap Show
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Two Scripts for Better Buyer Handoffs (Part 1/2: Why Buyer’s Hate Sales Handoffs)
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13:40
This is episode 1 of 2 sessions Jake gives on how to improve the customer handoff process. This first session provides a script for the cold/general handoff from SDR to AE and a script to use with buyers that have high intent. In this episode, Jake covers: How you should deal with people differently if they have high intent versus low. A straightfo…
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The Jake Dunlap Show
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Moving Buyers from Cold to Educated to Vetted
18:28
18:28
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18:28
This episode Jake breaks down“Building Sales Processes for Cold, Educated and Vetted Prospects. During this session, he discusses the importance of moving buyers from cold to educated to vetted and how to shape the process based on where a prospect is in their journey. In this episode, Jake covers: Today's sales processes are often over-focused on …
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The Jake Dunlap Show
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Always Think Next Steps in Your Career (Part 5/5 My 5 Habits of Successful Sales People
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15:06
This is episode 5 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this final session, Jake talks about the importance of planning for your career in the long term and takes a question on how to have a conversation with your boss to get future promotions. In this episode, Jake covers: Your manager doesn’t promote you, you…
This is episode 4 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this fourth session, Jake shares how having an 80/15/5 mindset when it comes to your priorities and work can set you up for success. In this episode, Jake covers: 80% of your time should be spent on things that are going to impact the near term. That could…
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The Jake Dunlap Show
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The grind never stops! Ang McManamon, VP of Crunchbase on how to stay motivated and on a growth path in a sales career.
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36:28
Today, on the Jake Dunlap Show, we are joined by Ang McManamon, VP at Crunchbase and Global Sales and SaaS Leader with over 22 years of experience in the field. Ang has been leading the sales divisions for multiple companies that activate in different industries, from tech to real estate, IT and SaaS she kick-started the sales for the London divisi…
This is episode 3 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this third session, Jake shares how being confident actually comes from being prepared. In this episode, Jake covers: There's a difference between confidence and being cocky or arrogant Confidence comes in preparation and knowledge Don't prep for the rose-…
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The Jake Dunlap Show
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Rebound from past mistakes and conquer that next play! Joel Green, (CEO of Pro Level Training) on how to ace the mental game and turn failure into success.
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33:11
Getting over past mistakes is a real mental game you can conquer only if, instead of dwelling in the moment, you seek opportunities to improve and transform those failures into success. After bouncing back from an injury that almost robbed him of his dream of being a professional basketball player, Joel Green went on to finish his major in Psycholo…
This is episode 2 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this second session, Jake explains how to be a quarterback and utilize your team to your advantage and close deals. In this episode, Jake covers: Great sales people are great quarterbacks. They realize it's not their job to play every position. They know t…
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The Jake Dunlap Show
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When is the right time to start a business? Be a pioneer in your industry and use new technology to enhance your business (with Alexi Venneri, Co-Founder and CEO at Digital Air Strike)
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If you think of waiting for the right time to trust your dreams and build your own business, you might find yourself waiting forever. Alexi Venneri, our guest today, was freshly out of a job, getting ready to become a mother and with a house torn down when she finally decided to trust her vision and experience and build her own company from the gro…
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The Jake Dunlap Show
This is episode 1 of a 5 part series Jake gives on his 5 habits of successful salespeople. In this first session, Jake discusses the importance of being creative and finding new iterations in your sales process or risk falling behind. In this episode, Jake covers: How, during one of his first sales jobs, he created a scatter chart to identify when …
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The Jake Dunlap Show
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What makes you successful in your career? Force yourself out of your comfort zone and learn from each role you’re in - Brett Hansen
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42:17
After 20 years of working for giants of the IT industry like Dell and IBM, where he held various leadership roles in product, marketing, channel, and strategy domains, Brett Hansen joined ”Semarchy”, a small company where he was faced with a totally different mindset and business approach. In today’s episode of The Jake Dunlap Show, Brett shares hi…
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The Jake Dunlap Show
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Moving Buyers Through the Process Faster with Intent Based Sales (Part 2/2: Intent-Based Sales Processes)
15:41
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15:41
This is the second episode of a two part session Jake gives on how to decrease your sales cycle by understanding the intent of your buyers. This second session gets tactical on exactly how to move prospects from cold intent to educated to vetted intent levels for a faster process. In this episode, Jake covers: If you don’t a process to educate peop…
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The Jake Dunlap Show
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Do you want to stand out from your competitors? Find the right people that complement your abilities and can help grow your business - Rick Nucci
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45:10
Today, on The Jake Dunlap Show we are joined by Rick Nucci, co-founder and CEO of Guru, a company that is reshaping the way teams create, find and share institutional knowledge. Rick started his venture in the business world as the Co-founder of Boomi, and after realizing he wasn’t getting along with his team, decided to part ways with his partners…
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The Jake Dunlap Show
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Title: Understanding Buyer Intent Levels (Part 1/2: Intent-Based Sales Processes)
10:10
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10:10
This is the first episode of a two part session Jake gives on how to decrease your sales cycle by understanding the intent of your buyers. This first session is directed at defining and understanding levels of intent and encouraging sales professionals to create distinct processes for each buyer intent level. In this episode, Jake covers: Understan…
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The Jake Dunlap Show
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Is AI replacing people? Use technology to upscale your business (with Martin Birch, CEO and President of ibml )
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40:29
In today’s episode of The Jake Dunlap Show we are joined by Martin Birch, CEO and President of ibml, an IT Services and Consulting company that offers guidance on digital transformation and major technology trends like Artificial Intelligence (AI) and Cloud. Martin shares with us the values that guide him in his work and life and how disregarding t…
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The Jake Dunlap Show
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You Don’t Have to Take Your Lot in Life (Part 3/3 Motivating Your Team)
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11:26
This is episode 3 of a 3 part series Jake gives on how to motivate your team from top to bottom. This third session is directed at frontline reps (but applicable to everyone at any stage in their career) and talks about how to figure out what you really want out of your role and how to make your lot versus take what you’re given. Motivation is one …
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The Jake Dunlap Show
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Achieve success by cultivating a positive mindset. Can this generate more sales? - Gail Rubinstein the Queen of Social Media Strategy
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37:49
In today’s episode of the Jake Dunlap Show, we get to meet Gail Rubinstein- the Queen of social media strategy in the automotive industry. She shares with us the hard moments that fueled her drive for success, her determination to stay true to her path of educating people about the secrets of the automotive industry and how she helps her clients ov…
This is episode 2 of a 3 part series Jake gives on how to motivate your team from top to bottom. This second session is directed at directors and managers and covers how to have conversations that actually uncover a person’s true motivation and how to tie it back to the business. Motivation is one of those words that gets tossed out a lot, and ther…
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The Jake Dunlap Show
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Create a business around your passion and OWN your audience. Is web 3.0 the future of creator economy? Jordan Greenfield and Casin Ward creators of hoo.be.
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42:21
In today’s episode of the Jake Dunlap Show, we are joined by Jordan Greenfield and Casin Ward, co-founders of hoo.be, a popular link-in-bio social media startup that focuses on helping artists, athletes, creators and brands, stand out in the overcrowded social media. They talk about the future of social media and how this new trend of content creat…
This is episode 1 of a 3 part series Jake gives on how to motivate your team from top to bottom. This first session is directed at executives and VPs and how to communicate the “north star” so people can feel connected to a greater purpose. Motivation is one of those words that gets tossed out a lot, and there is a lot of hype around having to moti…
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The Jake Dunlap Show
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How Nathan James transformed his father’s hobby into a successful business
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37:30
Nathan James, today’s guest on the Jake Dunlap Show started his journey in the business world at a very young age (at 8 he was selling vegetables from his backyard to his neighbors) and has held various jobs in sales and digital marketing before becoming the CEO of Boardroom Socks. What started out as a hobby his father had, soon turned out to be a…
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The Jake Dunlap Show
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Why SDR Orgs Struggle with Tracking “Effectiveness
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13:06
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13:06
This is episode 1 of a 2 part series Jake and Andrew Kappel give on the 4 Simple SDR Metrics to Track the Health of Your SDR Org. In Part 1, Jake and Andrew broke down the four metrics and how to track them: Effort, Effectiveness, Outbound, and Outcomes. Part 2 pays particular attention to the metric Effectiveness (quality connects) and why organiz…
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The Jake Dunlap Show
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The perfect customer experience and industry secrets from Jonathan Thompson the digital marketing guru
47:20
47:20
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47:20
Jonathan Thompson, founder and CEO of Automotive Marketing Gurus joins Jake in today’s episode of the Jake Dunlap Show and brings forward the importance that changing people’s perception of the automotive dealerships and creating a better customer experience has over the future of the automotive industry. He candidly talks about his life, from grow…
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The Jake Dunlap Show
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The 4 Metrics Every SDR Org Should be Tracking
16:52
16:52
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16:52
This is episode 1 of a 2 part series Jake and Andrew Kappel give on the 4 Simple SDR Metrics to Track the Health of Your SDR Org. Part 1 goes deep on the four metrics: Effort, Effectiveness, Outbound, and Outcomes. Jake and Andrew will break down what these four metrics mean and how to track them in your CRM and Sales Engagement platform. In this e…
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The Jake Dunlap Show
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The art of mastering your life- discover what you can do to excel in all areas of life from Dr John Demartini
48:59
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48:59
In today’s episode of the Jake Dunlap Show, we bring to you one of the world’s leading authorities on human behavior and personal development, an author and educator dedicated to the art of mastering life. Dr John Demartini is the founder of the Demartini Institute, a private research and education organization with a curriculum of over 72 differen…
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The Jake Dunlap Show
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The future of workplace culture and the integration of real-time engagement technology in everyday life with Tim Gray
24:57
24:57
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24:57
In today’s episode of the Jake Dunlap Show, we talk about the future of workplace culture and the evolution of communication technology that can bridge the gap between the virtual and the physical world (VR). We are joined in this discussion by Agora’s Senior Manager, Tim Gray, a corporate communications expert that has gathered over 15 years of me…
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The Jake Dunlap Show
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Learn the secrets behind creating engaged, successful teams and transforming your work relations with Rising Team CEO and founder, Jennifer Dulski.
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43:20
Today on the Jake Dunlap Show, we are joined by Jennifer Dulski, CEO and founder of Rising Team. With an impressive career working for giants of the tech industry like Facebook, Google and Yahoo, Jennifer reveals her secrets to creating engaged, successful teams and transforming your work relations. We talk about the source of her power and inspira…
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The Jake Dunlap Show
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Don’t Clutter Your Mind with Things You Can’t Control (Part 3/3 More Productive & Less Stressed as a CXO)
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11:02
This is episode 3 of a 3 part series Jake gives on how to be more productive and less stressed at work. His third and final tip covers how to not clutter your mind with things you can’t control. From a sales leader, to VP, to CEO, being more productive is less about quick tips and hacks for time management, but how you construct your work life, wha…
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The Jake Dunlap Show
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Learn to take risks and win every time from Jason Hennessey, an SEO expert and successful entrepreneur and podcast host
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41:18
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41:18
In today’s episode of the Jake Dunlap Show, Jason Hennessey joins us in an engaging conversation about his journey as an entrepreneur and self-taught SEO expert and the risks he’s taken throughout his very successful career as a businessman. He talks about his childhood, a period that has been the foundation of his core values and strong character,…
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The Jake Dunlap Show
This is episode 2 of a 3 part series Jake gives on how to be more productive and less stressed at work. His second tip covers how to be an expert re-negotiator so you can prioritize the right things. From a sales leader, to VP, to CEO, being more productive is less about quick tips and hacks for time management, but how you construct your work life…
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The Jake Dunlap Show
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Why companies need to invest in employees training with Ted Blosser
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45:18
In today’s episode of the Jake Dunlap Show, we are joined by Ted Blosser, the CEO and Co-Founder of WorkRamp, the leading end-to-end training platform that educates employees and customers to reach their full potential at work. We talk about the importance of companies investing in the development and training of their employees, especially after t…
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The Jake Dunlap Show
This is episode 1 of a 3 part series, Jake gives on how to be more productive and less stressed at work. His first tip covers how he makes time for everything by calendaring everything. From a sales leader to VP, to CEO, being more productive is less about quick tips and hacks for time management, but how you construct your work life, what worked a…
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The Jake Dunlap Show
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Learn from the people around you so you can create a successful business with Steve Gallion
44:58
44:58
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44:58
California Southern Law School graduate with a passion for business, Steve Gallion comes on the Jake Dunlap Show and offers his vision about the importance of mentorship and surrounding yourself with the right people in order to create a successful business. Steve’s passion for people and eye for market opportunities have led him to build several c…
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The Jake Dunlap Show
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Thriving in B2B sales in an economic downturn
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39:15
Follow Jake: LinkedIn: https://www.linkedin.com/in/jakedunlap Instagram: https://www.instagram.com/jake_dunlap_/ Twitter: https://twitter.com/jaketdunlap Website: https://www.jakedunlap.com/Kirjoittanut Jake Dunlap
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The Jake Dunlap Show
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Invest in yourself and achieve greatness with Larry Long
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41:53
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41:53
Joining us today on the Jake Dunlap Show, we have Larry Long Jr., Founder and CEO of the Larry Long Jr (LLC), which focuses on sales motivation, inspiration, training and coaching, helping people and teams achieve their greatness. Larry is also the host of the ‘Midweek Midday Motivational Minute’ which is the motor behind his first book, “Jolt!”. H…
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The Jake Dunlap Show
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The #1 Area Sales Orgs Bleed Money: The Tech Stack
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36:35
Time stamps: 6:37 - The way we buy tech today is the first problem 9:39 - Implementations are the second reason we’re bleeding money and impact 13:00 - Frontline leaders matter the most and why 15:35 - The three reasons tech adoption fails 19:30 - Sales Ops hasn’t created a roadmap to eliminate bottlenecks or have a seat at the table for proper imp…
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The Jake Dunlap Show
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Envisioning the future of live streaming with Nick Mattingly
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36:20
In today's episode of the Jake Dunlap Show, we get a glimpse into the future of live streaming and the endless possibilities that it offers to its users. From installing projectors and AV units for his school to creating a new radio automation system and hosting a radio show called “Word to your mother” during his college years, Nick Mattingly deve…
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The Jake Dunlap Show
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All of MEDDPICC Doesn't Need To Be Filled During The 1st Call (Part 3/3 with The Founder of MEDDICC, Andy Whyte)
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This is part 3 and the final portion of Jake’s conversation with Andy. In this episode, Jake and Andy wrap up their conversation, and hear their thoughts on how all of MEDDICC doesn’t need to be included on the first call. One of the most commonly used frameworks companies utilize is MEDDICC. Jake sat down with Andy Whyte, the Founder of MEDDICC to…
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The Jake Dunlap Show
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Empowering Others Despite Our Differences with Dr. Daryl Jones and Charles Mitchell
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56:12
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56:12
This week, we are doing something for the first time on the show. For the first time, I will be joined by 2 purpose driven leaders who are on missions to show others the importance of hustling against the odds and empowering each other despite our differences One of these guest’s is the CEO of a purpose driven company that is ranked in the Top 500 …
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The Jake Dunlap Show
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Where MEDDPICC is Misapplied (Part 2/3 with The Founder of MEDDICC, Andy Whyte)
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This is part 2 of a 3 episode series where Jake and Andy discuss the best and worst of MEDDICC deployments: When it Fails and When it Sells. One of the most commonly used frameworks companies utilize is MEDDICC. Jake sat down with Andy Whyte, the Founder of MEDDICC to discuss what is MEDDICC, Jake’s issues with MEDDICC, where it is misapplied in sa…
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The Jake Dunlap Show
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Take Risks - Don't Wait For The Perfect Job with Jodi Geddes
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33:01
We are taking The Jake Dunlap Show down-under with this week’s guest to talk about all things employee engagement and future of work. While taking on the mission of building a better world for working parents and careers, my guest and her Co-Founder Kate have seen massive growth, working with customers such as Gap, Estee Lauder and Atlasian to name…
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The Jake Dunlap Show
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Jake's Issues with MEDDPICC (Part 1/3 with The Founder of MEDDICC, Andy Whyte)
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This is part 1 of a 3 episode series where Jake and Andy discuss the best and worst of MEDDICC deployments: When it Fails and When it Sells. In this episode, you will hear MEDDICC Explained, as well as Jake’s Issues with it. One of the most commonly used frameworks companies utilize is MEDDICC. Jake sat down with Andy Whyte, the Founder of MEDDICC …
