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
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 Doug’s Success
44:38 What does success mean to Doug Today?
45:37 Future for Doug Brown, BSF & Where to Get in Touch