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Saas District - Akeel Jabber | HoriZen Capital Episode 73, 1st January 2021

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

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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

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More about Akeel:

Twitter - https://twitter.com/AkeelJabber

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

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