Get A free Copy of the Sales International Best Selling Book Win-Win Selling at: https://www.winwinsellingbook.com/

Doug Brown is the CEO of Business Success Factors, where they help Business Owners and CEOs to increase revenue and acquire large accounts using systems that have positively increased sales up to 862%. Doug started working in his family’s business at the age of 3 yo and, since then he has built over 35 companies

After military service, Doug worked at and became the top-selling sales representative for a 2-billion-dollar company, experiences that laid the groundwork to form his own consulting company where he’s consulted, coached, advised, and trained thousands of people in business, including teams at Nationwide, Intuit, Procter and Gamble, CBS Television, among many others.

During this interview we cover:

  • 00:00 A word From The Sponsor
  • 01:02  Intro
  • 02:16 Doug’s Background, Joining The Family Business & Business Success Factors
  • 05:15 What Does a Successful Business Look Like to Doug Today?
  • 08:29 What Does Success mean to Doug Today?
  • 09:25 The #1 Mistake B2B SaaS Companies Make When Growing
  • 14:09 12-39% Increase in Sales in The First 3-6 Months
  • 19:34 The Dormant User Base Re-Establishing The Relationship 
  • 23:14  Moving Upmarket & Targeting Larger Clients
  • 27:39 Balance Between Small Clients, Retention & Aiming to Bigger Accounts 
  • 30:21 Why Judging Your Pricing Against The Industry Average is a Bad Idea
  • 36:00 Recruitment Process to Finding Top Sales Talent
  • 40:35 The Sales Training Process & The Improving Conversion Rate
  • 48:00 What Advice Doug Would Tell to Any New SaaS Entrepreneur
  • 50:12 Top Resources Instrumental for Doug’s Success
  • 42:44 Top Resources Instrumental for Jöi’s Success
  • 44:38 What does success mean to Jöi Today?
  • 45:37 Future for Doug Brown, BSF & Where to Get in Touch

Mentions:

People:

Books:

Get In Touch With Doug:

Tag us & follow:

More about Akeel:

Twitter – https://twitter.com/AkeelJabber

LinkedIn – https://linkedin.com/in/akeel-jabbar

More Podcast Sessions – https://horizencapital.com/saas-podcast

01/01/2021

How to Accelerate Your SaaS Company’s Sales Revenue & Growth with Doug Brown #73

Get A free Copy of the Sales International Best Selling Book Win-Win Selling at: https://www.winwinsellingbook.com/ Doug Brown is the CEO of Business Success Factors, where they […]
12/29/2020

How to Make Instant Demos for 22X Sales Call Effectiveness & Conversion Improvement with Jöi Sigurdsson #72

Jöi is the founder & CEO of CrankWheel, a bootstrapped B2B SaaS company that provides a screen sharing solution tailor-made for sales teams, in the past  […]
12/24/2020

How to Scale your Startup from a Small Team To Over 2500 Employees with Rossel Sabourin #71

Rossel is now the Co-founder and CEO at video gift startup VidDay, a group gift video solution where they bring in over 1 million video uploads […]
12/22/2020

Building A Bank for Startups & Helping Them Secure Their Seed Round with Top Investors with Immad Akhund [SDI] #70

Immad Akhund is the co-founder and CEO of Mercury, a bank for startups, engineered in Silicon Valley and aimed for tech companies to help them succeed. […]
12/17/2020

How a 26 Year Old Serial Entrepreneur Started a SaaS Company and Sold it For 7 Figures at the Age of 30 with Dave Schneider #69

Dave Schneider was the cofounder of an influencer marketing software NinjaOutreach, a bootstrapped company with 20 people and over 500 customers.  He’s also a graduate from […]
12/15/2020

From Startup To Acquisition & How to Derive Value with Re-Envisioned Customer Journey Analytics with Max Kremer #68

Max Kremer is an entrepreneur, technologist & previous Co-founder of Datastay Corp., an On demand web PLM Software for SMBs which got acquired by Autodesk,  Max […]
12/10/2020

How to Best Prepare Your SaaS Startup for Funding in 2021 with Sydney Wong [SDI] #67

Sydney Wong is the Founder and CEO of VenturX, a startup platform that prepares and connects startups with investor funding that offers startup tools for tracking […]
12/08/2020

How to Reduce & Manage your SaaS Data Security Risk & Privacy Compliance with Darren Gallop #66

Darren is a business leader and security professional with over twenty years of experience as a CEO and CISO of companies that handle sensitive data. Having […]
12/03/2020

SaaS International Expansion, Effectively Managing Remote Teams and Major Rebranding with Bryce Davis #65

Bryce is a tech founder, who’s originally from Australia, and moved to the UK in 2017 to expand an Australian workforce management application into the UK […]