Unlocking the Future with AI & Jake Dunlap | Transcription
Transcription for the video titled "Unlocking the Future with AI & Jake Dunlap".
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Welcome back guys to the Redline Hustle Hub, your go-to podcast for the insider perspective on business success. I am your host, Shane Mahi, and we've got an exciting episode lined up for you today. So before we dive in, let's talk about our email sponsor, SendNow. That's S-E-N-D-N-O-W dot A-I if you go to the website. And if you're serious about cold emails or something you've never tried before, SendNow is your platform. And the reason for that, the highlight features that have been mentioned are rotating inboxes, top-notch deliverability, no extra charges for workspaces. And it really makes it a game changer, especially for the agencies in the marketplace. Our most recent customer has mentioned that it has a very clean and intuitive UI. Some may feel that's very important, but we're confident that SendNow will become the go-to for cold email very, very, very soon.
Personal Development And Jake Dunclose'S Journey
Recommended sales tools (00:52)
So don't miss out on this wave. Check out SendNow today. And now that our sponsors got their well-deserved spotlight, let's dive into today's episode. So guys, welcome back we have another episode of the redline hustle hub podcast and today i have the pleasure of speaking to a legend in the game his name is jake dunlap he is all over linkedin he's all over youtube and if you are getting into the game or experienced into the game and what i mean by the game, SaaS sales, tech sales, he is definitely somebody I know a lot of people have stepped into sales after a conversation with you and then even improved after they've got into it and then taken a step further. And one of the most pinnacle introductions I've had with you was you telling me about EOS, implementing it, and it creating the freedom that I wanted. So Jake, what I want to ask you is who are you? What do you do? And tell the audience, why do you do it? Yeah.
Introducing Jake Dunclose (01:53)
I mean, who are you? That's a very existential question. You know what I mean? Who are you like at your core? You know, my life, you know, has had a lot of different turns, you know, over over the course of my professional life. You know, quick, quick background for those of you who I haven't had a chance to meet or interact with. I run a sales consulting company scaled for 10 plus years, we do revenue strategy, revenue operations, I'm a multiple time VP of sales. I built a sales organization at Glassdoor and a few other startups. I love sales. I've been, as you said, a student of the game. I've only worked in sales. I think now I'm kind of being a CEO. I have other responsibilities I've had to grow into over the years. But I love sales, man. I'm passionate about sales. I'm passionate about innovating sales and you know excited for the conversation talk about what the future looks like for sales what are people doing to innovate and yeah man i'm excited for the combo awesome and is that so is that like the main purpose is that your why right now um i mean why right now you know it's been interesting man i've been on a journey this year personally, too. You know, whenever you run your own company, and for a lot of you, you might be able to relate. And I've got two kids, a five-year-old and an almost nine-year-old. And they're just kind of getting to that age where I can create a little separation, you know, to where like they can kind of, they can kind of like manage, they can like do their own thing or have a play date or go do some art or watch it, you know, do the iPad, whatever it is. And so this year has been about me and my health that I've lost now. I'm at 30 pounds this year and, you know, down 30 pounds, man. It's just getting back down to that fighting weight. You know what I mean? So, you know, my why right now is about, you got to take care of yourself so you can take care of others. And that's, you know, whether you're a CEO, whether you're a janitor, it doesn't matter who it is. You know, you got to find one, you got to find a partner who's down for that. You know, I'm very fortunate my wife, you know, she gets that. And you have to you have to take care of yourself. So for me now, it's about and again, like the word balance, I think too many people are stuck on that word, like work-life balance, et cetera. It ebbs and flows, you know, it's a little more like this. And I think what you do is you kind of find the flow. And that's what I feel like I'm kind of getting into. Really, 10 years into running a business, I probably should have let go of shit many years ago. But letting go of things, you know, we've got 30 plus people, you know, a lot of people see me on LinkedIn, and they're like, Oh, well, Jake's, you know, he's doing these videos, or he's doing this, like, no, I'm running a company 24 seven, like LinkedIn is like what I do to share my wisdom, etc. And so I've got a lot of real responsibilities. And what I've realized over time, especially the last few years is, if you're always trying to do for people, they're never going to learn how to do for themselves. And as a CEO, I think there's, it comes this, and even as a VP of sales or sales leader, you feel that sense of like, I need to be there. I need, maybe I'm not doing my job if I'm not there. And I think this year has been a good year for balance and, and people have stepped up and, you know, people will do things differently, um, than what you might do, but what you might do, but it still tends to work out if you find mostly the right people and let them do their thing. So it's been a year of this finding the flow. I won't even use the word balance. So that's, I'd say I'm in my why right now because I'm talking about the future of sales and I love talking about it because I think that there's so much interesting things going on. And considering you've been, how long have you been a CEO now? 10 years. So since starting your own business, how long did it actually take for you to realize personal health and realizing personal fulfillment is more important than anybody else. Nine years. Wow. Nine years, maybe. I mean, it wasn't that I didn't have fits and starts to this.
Many struggles later, even the thought of a workout normally makes him puke! (05:52)
It's more like, I think what happens, and again, anybody who has kids or has had anything happen in your life, when your kids are so young and you just you know, you just feel this, this, how do I guilt or whatever it is that you have to be there. And, and it's like, I've got work. And if I'm taking more time for myself, you know, kids at that age, they need a lot of attention, right? So when your kids might, you know, say, my kids, let's rewind, when my kids are, no, one and a half and four, or five or five, like, there's just a lot more that happens. And so candidly, I don't think I think it's very easy when you go through different transitions, where you get extra responsibility to remove the you from it. And I think, you know, I probably didn't figure that out. Instead, my kids just got older. And I think now I've started to get that balance. I've started to find the passion again for taking care and i think that that's it too it's about finding the passion for taking care of yourself if you don't have the passion to take care of yourself if you don't have the passion to want to go to work out um or to go you know again whatever your version of that is then it's going to be tough to find that flow and that balance. Because if you're just like, man, I don't get pleasure from the gym or I don't get, you know, I just really don't enjoy it. What I did, I'll just share my story of how I kind of got to where I did. You know, late last year, a buddy of mine is like, man, I'm doing this over January. I'm like, nope, nope, nope. I did that. I did it like five years ago. And it was, I mean, I did it and honestly, it was fine. Once you get into the flow, you're like, nope. I did that. I did it like five years ago. And it was, I mean, I did it. And honestly, it was fine. It was like, once you get into the flow, like you're like, man, I'm looking at myself and I'm like, dude, what do you want to do? You know, like this could be a chance for you to build a new habit. And then I also realized I just don't like to go to the gym by myself. Like I don't enjoy going, picking out my own workouts, et cetera. So there's a gym, I'm in Austin, Austin, Texas. This gym here, and the model is like, it's one to like three personal training. And so for me, way, way cheaper than doing every session of the personal trainer. It's like I had my own workouts, the sets me up i do my thing i need that accountability so i i started this year to put in place systems that work for me not for other people and and i said and i really just was very honest with myself about um what you know jake man you know this is a little more expensive than i want to pay for a gym but is it worth it and if this is what i need you know know, if I can, I'll sacrifice a little bit more expense over here, but that's what's worked for me. I, I appreciate having that accountability of another, an expert who make the plan for me. And when I have the plan, I have the accountability that helped when I did that sober January to kickstart the exercise habit. And now I love it. I'm just, I, you know, I love it. I hurt my foot a week ago and I haven't been able to go as hard and I'm like, I want it ready to get at it. But it took me really thinking about what works for me. And again, you don't have to be a CEO to do any of the things I'm talking about. A lot of you are probably going through some of this stuff right now. Yeah, that part. So was there anything like, so for me, a lot of things trigger the next stages of your life, right? And in terms of every kind of trial and tribulation I've been through in my life, there was always a trigger for the next moment, either adverse situation or something good, right? And do you think you can pinpoint like what that thing was that triggered it at year nine which is yeah a lot of a lot of a lot of learnings and a lot of mistakes so that what triggers that that type of mindset switch yeah there's a i think there's a few things you know one you know i don't think I'm an overly vain person. But if I'm honest with myself, I feel better about myself and I'm more confident.
What does the new & correct version of being a good person to others look like? (09:45)
Look good, you know, and I don't I have no problem saying that. Like, I think a lot of people there's want to look good. And and I was, you know, just like, Jake, come on. And I make excuses like, no, I don't look that good. come on and I'd make excuses like, no, I don't look that. When you do a lot of videos like I do too, you know, you can, you know, you can get pretty quick. And I just couldn't get in that rhythm. I think for me, and then, you know, again, plus having kids, you know, my son now is in the third grade, my daughter's in, just started kindergarten and you know, if you don't take care of yourself, you know, you're not going to live till a hundred or, you know if you don't take care of yourself uh you know you're not gonna live till 100 or you know whatever it was a combination of you know those things and just saying like is this the person that you're ready to be you know i'm 43 now you know is this the person you're ready to be for the next chapter of your life and the answer was no and so i said look especially with covet you know it's so easy. Here, you're downstairs, five o'clock, let's go maybe have a little glass of wine over here.
Who am I becoming? (10:32)
Let's go, you know, do whatever, go hang with my buddies. And so I just started to think about, you know, what does that person look like? And right now, I'll tell you actually something that's happening right now. I'm nine months into this. I'm reading a book and I'd highly recommend this book. It's called 2x. I'm sorry, 10x is easier than 2x. And it just, it just talks a lot about the, you know, the, if you want to become the person that you want to be, you have, there are things that you are going to need to do differently. And then really, let me tell you one of the most interesting things about this book is it doesn't mean just working harder. It doesn't mean just like grind, grind, grind. I mean, look, it could be the answer for you based on your unique situation. And so it's just really made me reevaluate, you know, how I think about the way that I structure my days and the other concept from it that I think anybody can, can relate to. And this, I think, you know, going back to answer your question what what was the blocker if you're always comparing yourself to the person that you were you know I've looked oh man look at fit Jake look at fit Jake was proper fit you know like frost it you know I told him I've been watching top boy if you're not if you haven't watched top boy i mean you gotta check it you know i love that show so if the the concept in the book is you can't compare yourself to who you were or who you're going to be in the future and instead what you do is you measure yourself against
Appreciate Where Youre Coming From (11:44)
like where you've come where you've come from like in like the last like you know month or week and so instead of saying man years ago I used to be this whatever and you know I used to run I didn't run marathons but you know I used to run a marathon I used to do all this stuff so we look and then we look ahead and we're like it's almost like it's like this rainbow that goes over us right it's like here's who I was I this amazing person. Here's who this future person is. And you feel so far apart, part of it. And the premise of this, one of the premises of the book is every day, and it's in my calendar, I write my three gains. What did I do better today? What are the things I'm proud of for today? That it's about comparing yourself to who you were yesterday. And if every day you're just making a small step, forget that person up ahead. You it's okay to have vision, right? It's okay to do that. But you can't compare yourself to the vision. You can't compare yourself to who you were 10 years ago. And this mindset has really helped me Shane, to just to honestly appreciate more of like, cool, man, look again. And so for me, one of the things what can you do if you're in my situation, man, look, I get it. And so for me, one of the things, what can you do, if you're in my situation, I can, I can, I can weigh myself every day. I can track my food, did I track my food, and then I put in, you know, what are my two or three things that I want to make sure that I accomplished for this day, you know, maybe, maybe one of my top three things for that day is just working out. And like, if I, if I do that, and these two other things, like I had a great day. So yeah, that's the other part of this, Shane is like, I've started to reinvent my mind to forget about how it was or running an ultra marathon. I mean, I'm, I'll never run an ultra marathon, but for whatever it is for you, did I get better from yesterday? And if you do that, it just, it just feels so much less daunting and so much more in your control. So that's a funny thing that you say that because there's a big quote, and I don't know if you know, it's by Matthew McConaughey. He's one of my favorite actors. Sahara was one of my favorite movies back in the day. He's an Austin guy. He is dope. He is dope as hell. And he says this one quote at one of the awards he was winning, right? And they said, who's your hero? I don't know if you know the speech. Who's your hero? He said, it's me in 10 years. asking me, is it a super is it Spider-Man? Is it this guy, that guy? And it ended up being that he said, you know what? I want it to be me in 10 years. And that guy is, is, is like who I'm chasing. So when you hear something like that, and then I'm going to add a little icing on it where with a quote, how do you, how, like, how do you differentiate your way of thinking for that? And then Matthew McConaughey, for example, I just thought it was very, um, it was a very impactful statement.
Str Theater (15:06)
And the reason why I say there's icing on the cake is because there was this quote I saw in 2014, very vividly. And it says, the day you die and go to meet your maker, you will meet the man you were supposed to be. And for me, that was like fucking crazy because I think of myself as Shane 2.0 after like employees. Now I've run companies and I know how to connect the dots. I understand failure. I understand successes. And that for me was absolutely, absolutely huge. So for you, when you hear that, like, that's kind of my measure. If I ever met Shane 3.0, how short would I be? Would he be able to fuck me up? Or could I fuck him up? Who's stronger? Who's bad looking? You know, who made more money and i know that that the potential of my best self is is huge right so i do i i do kind of uh beat myself up a little bit that i'm not where i want to be and it has had an impact on my growth because i want to go so fast and that's been some of my biggest failures. But how do you relate to that? You just hit it on the head, Shane. Shane, you just hit it on the head with what you said there. That again, you start to beat yourself up there. You should have vision. You should say, man, you know, the person I want to be in 10 years, I would love to be a person who has accomplished or do those things. That's not, you need to have that. So I love the quote. I love both quotes. You're going to meet the man you're going to be. You know, if you're going to go climb Mount Everest, you know, you look at where the peak is and you plan your route out and things like that. But you take your, you take one step at a time. And I think what the issue is, is if you're climbing Mount Everest, or you're trying to do what you want to do, and you're like, man, I'm not at the top yet. Man, if you're always thinking about where I'm not, I'm not here, I'm not where I'm supposed to be, as opposed to look how far you've come. Like that, that is what I like about this mindset, too. It's like, I'm not arriving, I'm not saying, because every day I'm getting better.
Having a Vision (17:22)
Every day I'm taking one step forward and I'm not admonishing myself that I'm not, oh, I should be 10,000 steps forward. You know, I shouldn't speak either. Or like, man, I used to be able to climb Mount Everest and now I can't. So it's like, if you want to be Shane 3.0 and you know, I'm, I'm totally fine. Look, you have a vision, a picture, like this is, this is the type of person I want to be. Then what you just think, what are the things I need to do today? What are the one, what's one thing I could do? What's one, again, I list three, what are three things that I can do today that I'm proud of that I did from yesterday?
Approaches For How To Achieve Your Goals. (18:00)
And so, you know, Shane or anybody listening, if you want to be that person, have the vision, have the man or the woman or the they that you want to be in 10 years, you should have that. But, you know, you keep that on a piece of paper. You don't compare yourself where you're not nine years, 364 days before and say, why aren't I there? Why? You know, 10 years from now. And so if instead, just compare yourself to that one step forward. Did I take a better step forward today than I did yesterday? It's a much more manageable, psychological mindset. And then what's going to happen is in six months, you're going to look back and go, look how far I've come. Holy crap. I am way closer. You know, again, I look back here nine months later to how far I've come. I had setbacks this year at times where, you know, I had this work trip for a week and then this vacation and that, and I got had setbacks, but I knew where I was going. And so that's why it's, I want that vision. I know where I want to go from a health and all that standpoint. But now when I have the setbacks, okay, don't worry about it. Another saying I'll give you, it's one of my favorite, is Rome wasn't built in a day. Rome wasn't built in a day. You know? So you combine those two actually aren't against each other they're together because you know somebody had a vision for building the coliseum and it had been brick by brick and if someone just sat there and they always were like man this is going to take a long time man i hate i already built this other massive structure over here and i haven't done anything so i think it's about both i think have the vision but but and keep that vision in mind but don't don't let that that idea of i should be farther along creep in instead focus on was i better today you know better today than I was yesterday? Did I accomplish the two or three things that I needed to accomplish for today to get me one step closer? That is a much easier plan to execute for me. You might have your own vision, anyone listening, but that's, Shane, what helped me to get rid of that voice in my head of like, why aren't I here, et cetera. Again, we see all these people that got all this money. It's 25 years old, raised all this, who gives a shit? That's not your path didn't happen. Fuck it. Fick, what's the next five years look like? And what are the things you're doing to work toward that? Well, no, that's really that. That's what that's funny. You mentioned that one too. So I'm hearing discipline, accountability. One of the biggest barriers to seeing your vision come to fruition is execution. I've always seen that. I always used to say that to my team. Don't come to me with ideas. Come to me with ideas and the execution plan, because I need to see how we're going to do it from your mind on paper. And I came to you, I forgot the date, it's probably in our chat, but I came to you two or three years ago and I said the same thing. I want to reach a million. And you were like, dude, it's easy. I can build a $10 million ARR business that I want to anytime I want. Do you have your customer journey mapped out? Yeah, no, no. I mean, from all the way at the beginning to all the way at the end, do you have that mapped out? And that took me on a journey of the three books that came from that were traction systemology by David Jennings, which ended up being like the entire system of sales driven from prospecting to finance to operations was all recorded on loom. So anybody who came in, they had the library of 50 videos of every operation in the business. And that kind of thinking really, really helped me a lot because the rushing was my biggest problem. It was my biggest problem. And everybody's it's a lot of people's problems. And that probably leads a great segue into the next part, which is failure. And I, my, my, my opinion of failure of failure is it's accelerated learning. That's right. And failure for me is like, if I can fail or if I've failed that thousand times, that 2000 times, I may only have a hundred solutions, but those hundred solutions are dope.
The biggest failure (22:09)
Those are going to work. Those are the solid frameworks that you need to execute, right? So for you, biggest failure, biggest impact, most profound moment that you can really pinpoint in your life, whether it was 12 or 34, tell me the biggest failure and how it helps you learn in terms of who you are today. Yeah. This is an interesting question and i'm gonna i'm just gonna answer with the first thing that popped in my head i've never i feel like i've never failed man like i just don't view i don't view success and failure the same way that other people do and what i mean by that is it goes back to what you said. Life is just a bunch of data points. Like I've had failed a shit ton. I'm in sales. Give me a fuck. I've lost thousands of deals and I haven't executed at times the way that I should have to where maybe I could have won it. You know, I'm thinking of this moment in high school, but I played varsity basketball and I was too tired. I threw the ball down. My coach made me run laps. And like, I've had moments of doing what I maybe could have or should have. Lots of those, dude, oh my God. Just doing dumb shit, man. Like, you know, it took five and a half years to graduate college. I was having too much fun. But all these failures But you know, like, but my point is, all these failures are the building blocks of growth, like you said, like, there's a saying, it's like, you know, success can breed complacency, failure can bleed can breed growth. And I don't know if I made that up or not. But there's a version of it it i kind of like it i actually wrote that in a linkedin post it's gonna go live we're gonna ip that one for jake but another one it's like you know uh i had another one about if you think you know if you feel like you've arrived then you're you know you've plateaued and and i that's that's it so to be clear man i, I've had hundreds and hundreds of failures. I just don't look at myself as a failure. And maybe that's the lesson. This is like, I don't internalize those failures.
Job Setbacks (24:33)
I have pity parties. Don't get me wrong, man. You know, something bad happens where I know I could have been better. That's what I rise as like me. Where I'm like, dude, you know, I'll have my little pity party. Maybe it's, maybe it's, maybe it's an hour. Maybe if it's something big, it's like half a day. And then it's like, what am I going to do about it? I can't impact that. That's the past. All I can do is impact today. And so same thing. I look at success is the same way. Okay. That thing worked. How do I reverse engineer more of that? No, if this thing works, you know, at, you know, working, you know, disciplining my child, right? Or, or something in work in like an interaction I had with somebody or closing a deal or, or, you know, consulting with a company. Oh, okay, that worked. Like, I think of it like that worked didn't work not success or failure and i think because of that mindset i don't let myself get too high and i don't help up when i make you know look there's been plenty of mistakes that i don't be wrong i'm like all of you i replace some of that stuff in my head but i try to push as soon as possible i don't really have a candidly any one thing that sticks out. It's like, again, I'm fired for just being an asshole. I've had all these things, but they're not failures. They were just learnings. And I wish I would've done things differently, but I can't. So move forward. I agree. I agree. I agree 100%. And you're the second person that has said that. I ask you for a specific reason. So the other person, I think it was Moeed, another guy that was on the show. And he said, I don't call it failures or successes either. I call failures setbacks. So they're setbacks in life or something like that. And those help define his character, right? So for me, the thing, I would say the thing that I did, that was a mistake, a pinnacle moment in my life, that was a mistake. I joined a team because I wanted to jump from career as a delegate sales executive to a sponsorship sales manager without any experience or anything, just because I wanted the money. I knew it was more money. That was it. And none of my managers would let me. And with doing that, I jumped into a role I was not prepared for. Seven months, grinded, but focused more on likability, like being the clown, the sense of humor guy. And my boss, Richard Crosby said to me, I tried to fake sick and I was heading home.
Shanes Biggest Regret (27:16)
And he said, come over and sit down on the desk with me. And he said, Shane, you know, I like you mate, but if you're not making me any money, I'm going to have to fire you. You're fun to be around. I like you, mate, but if you're not making me any money, I'm going to have to fire you. You're fun to be around. I like you. You're a good guy. But if you don't make me any money, I'm going to fire you. Two weeks later, I was either going to be fired or go to the business development team for business review webinars and sell in oil and gas in 2017 for a division that had zero revenue. oil and gas in 2017 for a division that had zero revenue. And that ended up being the start of my confidence in terms of my salesmanship. I worked with Mark Leach, who was my manager at the time. He really helped, and Ilyas, he helped me really transition into some of the foundations I have today, and then obviously I built Beyond There, but that mistake I made of focusing more on likability than doing my job was as either a setback mistake, however I want to look at it, but that defined a critical moment in my life, it created a character that was like, I'm going to glue my fucking fingers to this phone and I'm not stopping, I used to have $200 a day and I smashed that division. I did a deal with Lyca Microsystems, my first six figure deal. And then two months later, I quit. I was like, I can do this now myself. But that moment really, really defined my character. So do you have any of those that are quite vivid in your life? Yeah. And I just wanted to to there's a couple of things that you said that I think are worth kind of calling out to choose. You leadership is lonely, and lonely and you know how man I got to sit over here and you know, cry because of this stuff, but lonely in terms of your job is to lead other people. And leadership means, and this might sound crazy, and I'll preface it, you can't be friends with the people that you lead. You can be their confidant. I can be their confidant. I can, I'm going to go to war with these people. I'm remove barriers for them and do whatever I can for these people. You know, I had a moment, actually, this is an interest. This, this falls in that I was working in professional sports at the time, crushing my number, doing great. I thought I was God's gift. And I had a boss who, you know, he'd go out to happy hour with us, you know, drink with us. I remember we were in a suite and I'm trying to get this guy to sign a suite deal, which would have been, you know, probably $200,000 to $300,000 deal. And my boss is in there, he's drunk, trying to get him to sign on a napkin or something. And so I thought, oh, okay. You know, I'm probably 25, 26. He's probably early thirties, maybe mid, mid thirties. And I'm like, oh, okay. Like, you know, he's one of the guys. Right. And he sent me this email, something about, you know, it's kind of like, I thought he was like talking trash. I was like, man, Shane, fuck off. Da da da da da. His name was, his name was Shane, by the way. Yeah. Yeah. His name was Shane, which I just said after I said it, I realized, you know, obviously, but in my mind, there was no malice behind it. It was just like, you know, you tell one of your mates, right? You know, like, and the day later, I get pulled in the office, him and the VP, Jake, we're firing you. You can't talk to your boss like this. 's a check here's a box go clean your out i'm like what the what just happened what do you mean i know that to sales like i'm i'm crushing it and whoa that was a wake-up call you know i was just like holy crap like i didn't really learn i learned the lesson kind of i've never really learned the lesson of like like i know my mom or dad would tell you the same about like un unbridled um you know like undying respect for authority like i'll never i'll never learn that lesson i never have um but what i have learned is how to you you know, I've rounded some of those edges. But anyway, that was a very transformational moment for me, you know, in the same line about what you were talking about, you know, I started to understand like, okay, Jay, with leadership, you got to behave differently. Like this guy was not a good example of that. And it's funny, years later, he said something to me, like I talked to him. He's like, yo, maybe I, you know, was too familiar. And I'm like, fuck, yeah, you were, you know, like yo maybe i you know was too familiar and i'm like yeah you were you know like yes you were you know what i mean and like so you know but look i don't look at him that's not his job to to tell me everything i need to do you know i i could have had some more sense i could have had mentors you know that would be another one.
Discussing Failures And Young People'S Goals
Stephen Currys Failure Story (31:46)
I was the first director hired at Glassdoor. I was employee number 20. Glassdoor ended up exiting for $1.2 billion probably five years later. And I get put into this position. I'm 30. I just turned 31. And within a year, I've got 40 direct reports. I've got the companies doing a million in MRR. I destroyed that. So like, I knew, I did. I mean, anybody who worked for me in that time, like I built a repeatable, like, you know, I worked at a company called Career Builder before. They taught me this kind of, the parts of the process. And then I was able to, you know, kind of make it my own. Building and scaling a sales organization, that is never problem i can do that and that's why i started a consulting company around it because i realized i'm doing this for other people yeah for for for myself and as consultant what you can do fire me because you don't like what i had to say that's what you hired you hired me for you hired me but again, like that's my zone and that's, and I'll kind of get to it. But long story short, you know, at Glassdoor is like, I had this amazing opportunity and you know what I didn't do? I didn't get mentors to help me see around corners. And to this day, I still don't, don't really have a lot of mentors. I do have more people. I think what I am today is I'm more aware of situations where I need to go and find, there's another book called Who Not How. I'm more aware today of situations where I need to go find a who to help me go solve a problem than I was back then. But to stay with a company as it scales that quickly, I needed to start to up-level my skills. And I didn't get people to help me see around corners. And that's a tough thing. And so I think over my life now, I've gotten better about thinking about, okay, where do I need to be? Or where does my company to be in 12, 24 months? And do I have a who? And I've moved away from I've got to be all the who's because my worth is tied up in how many things like boxes I can check or how many different things I can do. And so those are two that stand out in my career.
Work I Do & Work I Should Be Doing (34:08)
I think in scaling the company, I would say big learning, you know, slash, you know, things I would do differently. You know, early on, you know, being a VP of sales and being really good at it is a blessing and a curse. You know, you kind of grow up with this mindset. I was very fortunate. I went and got my MBA later and everything as well, too. And I did that for myself, for my own learning, because I'd only worked in sales and I wanted to expand and understand how finance and, you know, software engineers, product think and all of that. Glassdoor gave me great exposure to that. But early on in the company, I didn't have a vision for it. Meaning like, I'm like, oh, is it sales related? And I was good at sales. So I could hear what they wanted and match a solution. And the problem with the services business is like, I can create anything out of thin air because it's a service. And I wasn't tight enough really early about what's the work I love? What is the work I should be doing? What's the work? What do I really want work I should be doing? What's the work? What do I really want this thing to be? And so that probably had me, you know, in 10 years, I probably sputtered around for the first five, you know, four or five, trying different models, doing this, you know, the company would grow a little bit and it would shrink and it would grow more. And so, you know, that's where, again, like that Matthew McConaughey quote is important, you know, thinking about what that looks like. And then also thinking about what are you uniquely good at? What are the things that I get passion from, especially if you're going to go start your own thing. And then being able to say no, I think being able to say no is a very difficult thing in the early days of building a company. And I said, yes. And I let my salesmanship take, you know, take front and center when I needed to have a little bit more, again, strategy. I think over the years, I've grown into being a good CEO. I'd say, you know, I'm not like Coach Prime, you know, for the honest, I thought his interview was yesterday or the day before. He's like, who's the best coach of football it's like I think I'm gonna sit here and say it's not me um I will sit here and tell you I think I'm a pretty good to really good CEO but you know it's taken a long time to get here and again to me I've never I will never arrive I will never believe that I'm not the best that I could be and I will never believe that I'm not the best that I could be. And I will never, it doesn't mean again, I've learned how to give myself credit. And again, this gains thing I'm doing has actually been really good for that because now I'm recognizing, man, you did it. You said we need to do these two or three things today. You execute it. You execute. So, you know, there's a lot of learnings again. Like I said, it's not, those are set, you know, setbacks is the word he uses. It's funny, man. I don't, to me, it's like, there's no, there's a lot of learnings again, like I said, it's not, those are set, you know, setbacks is the word he uses. It's funny, man. I don't, to me, it's like, there's no, it's like, it's like a stumble. It's not like a back. It's like, it's just a stumble. When I got fired, I, you know, the two and a half years into working in professional sports, a good career, you know, kind of forming, I thought my life was over. I mean, I remember I'm crying in the car, I thought my life was over. I mean, I remember I'm crying in the car, driving, calling my girlfriend at the time. I'm like, I got fired. Missing in the train, just like drops a juicer, just crying to myself, just like, oh my God, my life is over. And, you know, new opportunities came up. That would probably be the closest I felt to failure was that moment. But like I said, I didn't let it, didn't rock my foundation too much, which maybe I should have let it do it a little bit more, but yeah, those are some of the ones that stand out for sure. I think a lot of people have had those and well, I guess it's more of the rebellious entrepreneurial minds that have those specific types of situations because I did something similar to our head of marketing.
How Ina got his first client (37:47)
So we were running webinars and I won't name the company, but if you go to my profile, you can see it. You can probably guess. So they were running webinars where we had a database of 130,000 people over six publications, and they're specifically engineers in oil and gas. And what I came to find out seven weeks into the campaign, a deal I had tried to close for two years had closed. He was a chief commercial officer. He was a big cheese in the oil and gas space. He calls me up and he goes, Shane, you're a fucking liar. And I was like, what? Why?, Shane, you're a fucking liar. And I was like, what? Why? He said, you are a fucking liar. He goes, you've been speaking to Hans or whatever his name is for all this time. Now I've got, now I've got you, uh, now I've paid for the webinar. No, these registrations are real. They've all looked fucking dodgy. So how is this happening? I came to find out that they were outsourcing the outreach to India. Right. And the guys in India were registering their names and just be like, Hey, let me just register. You don't have to go. You don't have to attend. Right. So there was a ton of frustrations that were happening, but like $2, $1, $2, cause they were trying to save money and it ended up blowing back on me. So I said, you're a fucking idiot. You don't know what you're doing. My delivery is on the line and I'm sick of your guys' shit. You guys don't deliver this. And, uh, my boss Richard and Mark both in CC, copy me back. Shane, uh, you are not allowed to speak. And then like, that's, he is a senior to you. Who do you think you are? And I said, you know what? I'm done. I quit. That's it. I'm done. I quit. I don't want any type of package. And I was hoping they'd be like, all right, we'll double your salary. And they were like, okay, good luck. And I was like, whoa, okay. Nobody is irreplaceable. That was a lesson I learned. Everybody is replaceable. Exactly. And was that was a lesson I learned. Everybody is is replaceable. Exactly. And they did not miss me at all. But that scared that fear that touched me at that moment when I was like, Well, they're not ready. This is it. Like now I've got to go balls to the wall. In two weeks, I signed our first two deals. A couple of months later, we started getting into it. So it was the best decision of my fucking life because it has given me so much confidence, so much, in terms of connectivity, I understand how every, I truly believe I understand how everything connects, good or bad, no matter what. And a lot of it came from coaching for fulfillment. And I'm hearing a lot of that in the ninth year, it seems like fulfillment became more important to you. And that's what a lot of this coaching stuff is on right now. It's on the fulfillment of what you truly value. So I used to think I wanted a hundred million dollar business. One of my coaches showed me, do you know how many employees, you need 1600 employees to run a hundred million dollar business? Do you know how many employees you need? 1,600 employees to run a $100 million business. Do you know how to do that? Do you know how many managers you need? And I was like, wow, okay. He goes, you know, you can have your Lamborghini Euros with a 300K salary, right? And I was like, okay. And you can have your house with the pool and everything with 300K. You don't need a hundred mil. And I was like, all right, cool. So we started diving deeper into all of these things. Why do I want this car? Why do I want my Apple, all my stuff to be Apple? It's a tribal mentality, right? You're fit in with the Joneses kind of thing. And it is really important. And this leads me into the next thing. And you mentioned it briefly, but what would you say one consistent action you should have done when you were 18?
What action should I take when I am 18 (41:24)
What was that action that could have either sped up your success, got you to where you are in half the time or helped you make half the mistakes? Knowing that the mistakes were good, but just in terms of- Yeah, of course. Of course. Yeah. But we'll preface it with you are where you're supposed to be and all those things. So probably, and again, I don't know, man, how could I have, I don't even know if I could have had the foresight to know this. My parents had me when they were 20. Neither of my parents graduated college. My dad didn't even graduate high school. And so when it came time for me to go to college, like they were, I love them, but they weren't that they weren't the most, you know, helpful. And so I got a scholarship to there's two large schools in Missouri, I grew up in Kansas City, obviously, if you can't tell by the chiefs gear. And I could I wish I would have went got out more you know it wasn't until after college you know i grew up my entire life in the midwest in the mid you know the middle of the us and i had only been to the ocean i mean not counting spring break in college right like a couple times then but maybe like two times twice we never went on vacations never went on vacation so it wasn't until i got my first professional job and i moved to tampa with the tampa bay raised the baseball team i'm like oh my these people because you know these people think different like even though they're like someone from the south or from the east coast or a kid went to princeton it was just very like it wasn't like culture shock it was just like all these modes of operating i thought everybody operated like that and i and i guess you know that would have been my thing like you know it would have been fun to maybe get out of missouri earlier and go experience more things um and go to maybe have a different uni experience but um you know who knows where that would have led uh because again to me it's interesting though and the reason i'm saying it's like because i just didn't get the exposure to a little bit later in life to like all these types of people and how they think etc and i got the exposure now i'm now i've lived everywhere i've lived from tampa to phoenix ph, Phoenix for five years, San Francisco for two and a half years, New York for six years, now Austin for five years. So I've literally done a whole loop around the US. But yeah, I don't look back and regret not getting those things. The vacation, I don't regret any of that. It's the exposure to different types of people that I think I wish I would have had an opportunity to get possibly. So if you were to say that in the form of one word and an action to take, so for me, I would say discipline is one action. I don't know if I can call it an action, but discipline would be one. Execution would be another. Humility humility that's another action that I would take be humble another action don't be uh don't be arrogant be helpful be confident right and the the biggest thing was love yourself like the biggest thing for me was it was in 2017 for some reason I was just like why am i so hard on myself like why don't i just love myself who can love myself better than me anyway i was amazing and except that it ended up being like a pinnacle changing moment in my life so if you could define it in one word as one action what word would you give it i'll tell you the word that popped in my head first which is explore and i I think that that word can apply to a lot of situations. You know, if a problem comes up, explore it.
09- Shane- His Purpose and Goals (45:09)
Don't go, like you said, don't go throw your hands up. I don't know. You got to chat GPT now.
How do you put life to the limit (45:15)
There's no excuse for not having an answer, right? Or exploring what could be. You know, something's being done the same way it's been done? Explore. Go find, okay, well, why is it done this way what's worked oh this is actually working for everybody cool i'm gonna do this process i'm gonna try to reinvent the wheel you know explore try new things be creative um question the status quo respectfully usually um so explore that's gonna be my word wow respectfully, usually. So explore, that's going to be my word. Wow. Okay. So the last thing we asked when we're wrapping up the red line show, like, so I'm sure you can get it. It's put, how do you put life to the limit? So one thing that I know defined me, I think it was just the, it's just the label and how my parents used to say it. They got called into the headmaster's office and the headmaster said, if you don't get this boy under control now, he is going to be a major problem when he's an old, when, when he gets older, not only did I get teacher's worst nightmare.
Growth Mindset And Sales Challenges
Matthew Faulkners Growth Mindset since Age 12 (46:10)
I went, uh, I've been to jail seven times. I went to rehab three times. I've been to prison for three years. I've been removed from an entire country. People get removed from like schools and jobs. America said you need to leave and never come back. And now I'm in a place where all of that stuff has made the biggest difference in the world. Because the character that I built, the resilience, and who I am today is like, I just think life is fucking incredible. Right. And for you now, what's something that people can do today in terms of like, so now it's a little bit of a segue into scaled, what you're doing now. You post all the time on strategies to execute today, but what's the number one thing that you would say people need to get their hands on, whether they're entering the world of sales, they're professionals in the world of sales, but what's going to get them that one step closer, that one step ahead of most others if they were to start taking heed to it today? What's the growth that's at stake? Yeah, I could give you all kinds of, like again, we've had a lot of soundbites in here about motivation and how to build a day. I talked about the three, again, that three things at the end of every day, it's in my calendar, writing out the three things that I feel proud that I accomplished today and then my three things for tomorrow. That's a good one. But I'm going to leave you with something more tactical. My friends, chat GPT, and you might be like, okay, oh, I didn't expect them to say that. I love it. I'm a prince of number. Chat GPT, my friends, is the most important thing that has happened to any, I'll call it white collar worker, where you are somebody, you know, look, if you're a bricklayer or if you're, you know, construction, you're good. You're a plumber. Guy came and fixed our blinds today. Like, you're good. Chat GPT is amazing. It is. I mean, and there's so many use cases, you know, around the, its ability to do research, its ability to compile complex ideas and simplify them for you. Its ability. I mean, from a sales standpoint, I'd literally just recorded. I was in California last week. I recorded the chat GPT for sales course for LinkedIn learning. So that'll be out in December. Go check that out. Myself and Kevin Dorsey are doing an AI series every Thursday. So we'll drop the link for the show notes for you to check out. My friends, yes, it can help top a funnel research. And for those of you who don't know, chat GPT regular just stops.
What are the games that people play in sales? (48:57)
It doesn't know anything past September of 2021, but there's now plugins that will let you search the internet. So I can drop in someone's investor relations page. I did this on a call with a woman today. I think she had a fucking heart attack. I almost had to like call the fucking ambulance for her. And I go, watch this. I go, I am an enterprise sales rep at this company. I'm trying to get a meeting with this company. Here's a link to their investor relations. And here's a link to their recent press releases. Here is the main product that I sell. Insert link to my product page. I'm trying to put together a strategy to engage the CHRO. Here's a link to his executive profile on their company page. Help me to put together a 1.5 month strategy to get an introduction from the from the current director of sales i'm talking to to this senior executive and in 15 seconds gives me the most ridiculous plan i've ever seen from any sales rep i've ever made a man like managed in 20 It literally, it reads all the pieces. It reads the investor relations and spits out the plan. So imagine rep one who doesn't, who's like, oh yeah, chat GPT AI, whatever. And they go and do this stuff manually. They go and read an annual report with auto PDF, which is a chat GPT plugin. I can literally copy and paste in a link and I can say, here's the product I sell. Here's the pain points. What can you see in this annual report is relevant to what I do and sell. And then write me a four sentence email or six sentence email or LinkedIn message to engage with the VP of sales based on what they espoused in their annual report and how we can solve it. My friends, I am giving you the tip of the iceberg. If you're like, holy shit, Jake, if you thought that was holy shit, like if you're in sales leadership, the applications are bananas. And we just launched a Notion page. It's got a bunch of different prompts. It's like 50 bucks and it's a covered cost for us. So we'll drop the link for that too, Shane. But my friends, I had to fire myself as CEO for almost a week and just go start executing ChatGPT because it changed the way that I worked forever. And especially if you're someone who's been in the working world for 20 plus years, you've got your rhythms and routines. You need to break them. The way that you think about problem solving today has got to be different with chat gbt and tools like it so i i will just it's more of a it's like a warning slash excitement around where where ai is going so i will leave you with you need to go spend 48 plus hours in the next few weeks messing with chat gbt itT. It will save you hundreds of hours over the rest of your life. I think we're going to enter into this world in the next faster than we can think, Shane, three to five years of the people that understand and the people that continue to build what made them successful years before. So that's my final, final tactical piece of advice for everyone. Okay, so last thing then. What would you say people should start with on their AI journey? Because I'm sure you had a starting point. Me entering a few things. I built the podcast show, the strategy for the podcast show, which what each episode should be, what the description of each episode should be, and I did it for like a year I did, how should I do my divorce? How should I do my separation? It kept saying, you need to get a lawyer. You need to get a. So again, for me, I've always loved tech.
A Challenge to Up Your Game (52:41)
I've always loved tech and the,. And the launch of AI was incredible. Once I heard 100 million users in five days, record breaking. That for me said enough. But there is a whole world of bullshit now coming out. I can help you make the million dollars in AI in seven weeks. Where should people start from where you sit? I would just think of your day-to-day. Look at the tasks you're doing in your day-to-day and start trying to start some of those tasks with chat GPT. Let's say you're getting how you have a proposal. You've got time in your calendar here to put together a proposal. I've had three meetings with this person. Here's what they said their pains are. Here's how I think that they could solve them. Here's my thoughts on the proposal. The problem is people write too short of prompts. That's the number one. Okay, stop writing short prompts. Talk to it like you would a therapist. Talk to it like you would your boss. Give it everything. So talk to this person. Here's where I think we can help. Here's the objections they've had. Here's what it does. Here's how I usually structure my proposal. Write my proposal for me now and it'll write the proposal for you. Now tear into this proposal and tell me the three reasons this person won't buy. Now take into account this industry trend and now tell me why really why they won't buy. Okay. Go deeper on point number one how could i point number one counterpoints to my proposal to make the proposal stronger and rewrite my proposal for me boom my friends all the things you are doing again all the things that you are doing in your day-to-day can become exponentially faster and at a higher quality than you ever thought imaginable. Stop settling. You have to put that beginner's mind on it. You have to start to learn this stuff. So that's where I'd start, Shane. Look at these activities I'm doing every day and start to think, well, what if I... Next week, I'm just going to start all of them with ChatGPT. I'm just gonna go and just, fuck it. I'm gonna try to learn and type some stuff in and see what comes out. And you, I equated it, I've said this a couple of times. It's like you take mushrooms every day. It's like you're micro- It's like you're micro-dosing. Like I'm sure there's people here too, where their mind just expanded when I talked about that. Yeah, 100%. Every day I feel like I took mushrooms when I use chat GPT. Like, whoa, fucking world man. It's like there's just no like, elves dancing around and like, you know, crazy shit happening around the wall, more like business, business mushrooms are more boring, but like, I think they're fun. So that's what's up everyone is you need to start to understand the art of possible and chat GPT and getting proficient at it. Just look at your day to day. Start with your day to day and it will start to happen for you.
The Future Of AI-Integrated Sales (55:31)
And I think that peaks people at the height of their curiosity. So where can they find you? How can they learn more about what you do? And really if they want to get into the world of AI at a professional level.
Leaving the Connectory (55:43)
So one thing about this podcast, again, it's about pushing the limit, but I don't have no low level people on here in terms of like, I try to get the big dudes and for me to have you here, a blessing. Thank you.
Final Words (55:59)
Grateful to the man upstairs to have you here. But where do people find you? How can they learn? Where do they get started? Where should they go to find Jake? Well, thank you for this conversation. And man, it's just hopefully your life and what you're doing is just as much as inspiration as anyone you have on this podcast, man. So big shout out to you. For me, easiest place is go to LinkedIn. My company is Scaled. S-K-A-L-E-D. Come check out what we're doing there. Book a meeting. If you're interested in what we're doing, if you're trying to operationalize your sales organization, you're trying to integrate AI into your sales organization, I would say, yeah, LinkedIn and then YouTube, you know, we're putting up two or three videos a day. If you're more of a video person, check out what I'm doing on YouTube. You just type in Jake Dunlap. There's this kid hockey player, man. It's like me and him, we're like battling it out. Number one, Jake Dunlap. But so that's where you find me. And, you know, look, I'm always happy to help, you know, Shane DM me out of the blue one day. And I do, I respond to all the DMS eventually. And, you know, I really 2018 is when I realized that like, and I like sharing what I've learned. And I'm always down to have a conversation. If I can't have a conversation, at least try to help you out digitally. So appreciate you, Shane.
Parting Words (57:21)
And again, come find me on LinkedIn or go check out we're doing it scaled. Truly inspirational man, Jake. So thank you very much. I'm gonna push stop, stay on for like one or two minutes. So it's just uploads. And guys, if you like the podcast, we like the guests, like share, subscribe this motherfucker, because we need to see more people, we need more guests. And that's how it happens. So thank you again. And I will be checking out until next time.