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In episode 20 of the Rev Up Sales podcast, we are joined by Jake Dunlap.

Jake is the CEO of Skaled, a consultancy focused on helping global 2000 companies and start-ups grow by optimizing their sales process, people, and technology with customized, repeatable, and sustainable strategies.

Jake has a huge amount of experience partnering with growing companies to help them set up the infrastructure, whether it's the operations, the playbook, or strategic leadership, with more established companies they help them to modernise and really implement best practices.

Jake and his team work with hundreds of companies every year so, he really gets a chance to see the good, the bad, and the ugly of how people are building and scaling revenue teams today.

In this episode, Jake is going to share with us his take on what should companies be doing. What should leaders be doing? And also, what should frontline people be doing to be world-class A-players?

At the company level, Jake has realised that there are some core things that can really make a huge difference when done right. For instance, how common is it to see people saying “oh, I did my job”, somebody else would say “I did mine”, and so on?

Unfortunately, this happens a lot, and it is the purest example of misalignment at the company level. There's no incentive for them to collaborate.

Now, let’s take a look at the companies that are successful in 2022. They are companies that think about that. “I realise we should all focus on revenue” Okay, that makes sense. Let's just get aligned to revenue.

Marketing can actually contribute with some leads that will then produce that leg of revenue; short sales organisation may have some component of compensation for wraps tied to renewal.

The important thing is that many companies don’t know how to work together and that is a huge drawback, even more nowadays that people have found huge potential in collaboration.

There are really a lot of things involved in building a world-class revenue function so, make sure you don’t miss this episode as we are going to dive into all the little details and actions you can take to really make a difference in this regard.


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