Bottlenecks, Buyers and AI - Season 5: Episode # 85

About this episode

The episode discusses how AI is transforming sales leadership and buyer behavior with insights from Jake Dunlap.

This episode will change the way you think about sales leadership, buyer behavior, and what growth teams need to do next. Join the hosts for a conversation with Jake Dunlap, CEO of Skaled, on how AI is reshaping the modern revenue engine from the inside out. Jake breaks down why CROs are running out of time to treat AI like a side project, where most teams are misapplying it, and how the biggest opportunity isn’t in automating more noise, but in improving how sellers think, work, and create value. From prospecting and deal strategy to coaching, hiring, and customer experience, Jake shares a sharp perspective on what’s changing fastest in B2B sales. Listen in as he explains why buyers are moving ahead of most sales teams, why traditional sales playbooks are losing relevance, and why the future belongs to organizations that remove friction, move faster, and meet customers where they are. Chapters 00:00 Introduction and Excitement for Snowboarding 02:56 The Evolving Role of the CRO 05:53 AI's Impact on Sales Processes 09:04 Prospecting and Sales Strategies with AI 11:53 The Future of Sales Leadership 14:56 Implementing AI in Organizations 18:01 Hiring and AI Proficiency 21:04 The…

People in this episode

Guest: Jake Dunlap

Topics covered

• sales leadership
• buyer behavior
• AI in sales
• revenue growth
• B2B sales strategies

Keywords

• AI
• sales leadership
• buyer behavior
• revenue engine
• B2B sales
• prospecting
• customer experience

Mentioned in this episode

Organizations: Skaled, Forbes, Synovia Digital

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