Episode description

Jake Dunlap, Founder and CEO of Skaled (formerly Chartbeat & Glassdoor), joined me in the studio for this weeks Bowery Capital Startup Sales Podcast! This week we discuss what could be considered the most fundamental skill of a quality enterprise sales person, finding the right person to speak to and actually getting that person on the phone. Jake is an expert in the cold-call/email and has worked with dozens of enterprise startups helping them hone their prospecting into a replicable sales process. We talk about keywords to look for that one can use to determine if someone is more or less reluctant to adopting new technology as well what you can learn from taking a step back and looking at the structure of the entire team. Once you've located the right person within an organization it's critical to be able to get them on the phone and we discuss a bunch of useful tips and tricks to create interest from your target. How do you get an executive's assistant to work for you and what you should do if you can't. If you and your team are selling into the C-level at large enterprises then this is a must listen. Give it a listen below and let us know what you think on iTunes.