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 companiesAfter 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 Sponsor01:02  Intro02:16 Doug’s Background, Joining The Family Business & Business Success Factors05:15 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 Growing14:09 12-39% Increase in Sales in The First 3-6 Months19:34 The Dormant User Base Re-Establishing The Relationship 23:14  Moving Upmarket & Targeting Larger Clients27:39 Balance Between Small Clients, Retention & Aiming to Bigger Accounts 30:21 Why Judging Your Pricing Against The Industry Average is a Bad Idea36:00 Recruitment Process to Finding Top Sales Talent40:35 The Sales Training Process & The Improving Conversion Rate48:00 What Advice Doug Would Tell to Any New SaaS Entrepreneur50:12 Top Resources Instrumental for Doug’s Success42:44 Top Resources Instrumental for Doug’s Success44:38 What does success mean to Doug Today?45:37 Future for Doug Brown, BSF & Where to Get in TouchMentions:Business Success FactorsHunt Big SalesSales Revenue Growth UniversityPeople:Alan Weiss Russ WhitneyAndy Miller Tom SearcyBooks:Win-Win SellingThe One ThingValue-Based FeesMillion Dollar MaverickInner VoiceGet In Touch With Doug:Doug’s [email protected] 603-595-0303

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