About Jake

Jake Dunlap is founder and CEO of Scaled Consulting, a revenue performance agency with 45+ consultants helping B2B companies execute — not just plan — AI-assisted go-to-market. A former multi-time VP of sales and operations, he built the firm because clients needed someone to do the work, not just deliver strategy decks. His fastest-growing practice is generative AI deployment; he is also building Journey (meetjourney.ai) as a per-rep AI co-pilot cockpit.

What we talked about

Strategy decks are not enough — Scaled embeds consultants to optimize revenue operations, enablement, and the automations that actually change how teams work day to day.

Three layers of sales AI — Interactive chat, proactive alerts, and background automations — call notes to CRM, follow-up email drafts, call scoring — free reps to sell.

Top three use cases to start — Post-meeting admin, hyper-specific account research by role (not just company), and customer-success scheduling and churn outreach.

Human in the loop, F1-style — Automate to V1, then let the rep steer; fully automated SDRs are not delivering real results yet.

Buyers arrive further down the funnel — GenAI means prospects copy your link, compare competitors, and show up at step three or four — sales must adapt, not run a conveyor belt.

Change management over tool purchases — A one-to-two-year journey; messaging must be "this is how you do your job now," not "here's a helpful new thing."

Sharpest moments

On what clients actually buy:

They want the outcomes.

On the rep cockpit vision:

you plug in like a fighter pilot or something or F1 driver and you get in there and the lights are telling you what to do

On company-level vs role-level outreach:

I care about my department. This is how I get compensated.

On retraining, not dabbling:

no, no, you don't do your job that way anymore. Now you do your job this way.

On AI quantity and quality:

AI is the first thing where I can increase quantity and quality at the same time.

Key takeaways

• Scaled's AI jumpstart picks three automations and builds a roadmap toward a per-rep co-pilot — a 9–12 month transformation, not a pilot project.
• Low-value tasks (data entry, V1 emails, calendar chasing) are the right first targets; hyper-relevant role research beats generic company signals.
• Buyers self-educate via AI before the first call — sellers must meet them where they are and send a "magic email" before meetings.
• Productivity gains only convert to revenue if leadership mandates new workflows — not optional AI on the side.
• Executive layers often lag the art of possible; Anthropic's 90-day roadmap limit signals how fast the stack shifts underneath you.
• Journey (meetjourney.ai) aims to surface what each rep should do today from CRM data — the missing layer beyond dashboards.