• Why Buyers HATE Your Sales Process | Jake Dunlap | Ep. 288 (Sell)

  • Feb 18 2025
  • Length: 39 mins
  • Podcast

Why Buyers HATE Your Sales Process | Jake Dunlap | Ep. 288 (Sell)

Listen for free

View show details

  • Summary

  • FOUR ACTIONABLE TAKEAWAYS Understand the VEX Scale: Classify prospects as Vetted (using a competitor), Educated (familiar but undecided), Cold (new to the space), or Self-Service. Tailor your approach accordingly. Ask About Their Journey: Send an email upfront asking where they are in their learning process. This helps you position the conversation at the right level. Skip Basic Discovery for Vetted Prospects: If they already use a competitor, focus on their current solution’s gaps and ideal outcomes instead of re-explaining the category. Avoid Restarting Discovery: When new stakeholders join later calls, recap prior findings first, then ask how those problems impact their specific role. JAKE'S PATH TO PRESIDENT’S CLUB CEO @ Skaled Consulting VP Sales @ Nowait, Inc. (acquired by Yelp) Head of Sales & Customer Success @ Chartbeat Vice President of Sales, Success, and Sales Operations @ Glassdoor RESOURCES DISCUSSED Join our weekly newsletter Things you can steal
    Show More Show Less
Show More Show Less

What listeners say about Why Buyers HATE Your Sales Process | Jake Dunlap | Ep. 288 (Sell)

Average customer ratings

Reviews - Please select the tabs below to change the source of reviews.

Audible.co.uk reviews

Amazon reviews
No Reviews are Available