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 Changing Buyer Landscape
24:03 Customer Experience and Sales
27:11 Conclusion and Key Takeaways
References in the Show:
- https://www.forbes.com/councils/forbesbusinesscouncil/2025/12/15/the-winning-ai-strategies-of-high-growth-companies
- https://synoviadigital.com/insights/the-state-of-ai-in-2025-what-mckinseys-data-tells-us-about-2026
Quote of the Show:
“AI is more of a shift in how we solve problems as humans, less of a new interesting technology.” – Jake Dunlap
Ways to Tune In:
