The Jake Dunlap Show

Sales Technology is Costing You Revenue (Part 1/2 Top 2 Ways to Increase Revenue Without Increasing Headcount in 2023)

Episode Summary

This is Part 1 of 2 where Jake gives two ways to increase revenue without increasing headcount. Many organizations know this starts with optimizing their sales process but are also looking for more ways that they know will work, and ways they can do this without having to spend a ton of dough. Increasing revenue without increasing budget or headcount is one of the top questions on sales and revenue leaders' minds at the end of 2022, so here are the top two things Jake and Skaled advise clients to do that will make the most impact with less or no extra budget.

Episode Notes

This is Part 1 of 2 where Jake gives two ways to increase revenue without increasing headcount. Many organizations know this starts with optimizing their sales process but are also looking for more ways that they know will work, and ways they can do this without having to spend a ton of dough.

Increasing revenue without increasing budget or headcount is one of the top questions on sales and revenue leaders' minds at the end of 2022, so here are the top two things Jake and Skaled advise clients to do that will make the most impact with less or no extra budget.

In this episode, Jake covers:

• Most organizations have invested a lot of money in sales technology. The issue is that they only use 20-30% of these tools.
• 2023 is going to be all about doing more with less.
• Technology for many people has just been used to send more emails and create more data. These tools should allow us to do higher quality (not quantity) interactions.
• We have to move away from looking at activity metrics at the tip-top of the process because reps are doing so much more now.
• If you want to increase revenue, we have to ask our teams not to automate interactions, or use the latest bot, but allow them to show up and do higher-quality interactions.
• The strategy that got you here this year of sending all (in 2022) that wasn't working, will also not work in 2023.
• Anytime you see your sales team doing something manually, you probably have something in your tech stack that could do that work for them

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This is a Mini Episode Monday episode where every Monday, Jake will be bringing you bite-size clips from sales calls he has done, interviews he has been on, or simply, his hot take on a given topic.

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