In this episode of Innovation Meets Leadership, Natalie Born sits down with Doug C. Brown, CEO of CEO Sales Strategies and a sales growth expert who has generated over $900M in revenue for clients worldwide. Doug reveals how math, metrics, and automation can transform any sales organization into a predictable growth engine. From reducing refund rates by spotting hidden blind spots, to building AI-driven automation that scales follow-up and accelerates closes, Doug brings decades of experience that will challenge how you see sales. If you want your team to stop “throwing spaghetti at the wall” and start building sustainable revenue systems, this episode is for you.
[00:01 - 04:00] The Power of Math in Sales
How Doug discovered “holes” in sales systems through metrics.
The Tony Robbins & Chet Holmes case study: reducing refund rates from 16% to under 1%.
Why blind spots exist in every business—and how to find them.
[04:01 - 10:00] Lessons from Early Business and Leadership
Running his father’s business at 16 and learning optimization early.
The “flat tire” analogy: why outside perspectives reveal what leaders miss.
How math tells a story that leads to better decisions.
[10:01 - 14:00] Shifts in Sales Post-Pandemic
Why the sales process has permanently changed.
The rise of conversational selling.
Consumers are more educated than ever—how to adapt.
[14:01 - 19:00] Three Steps to Improve Your Sales Team Today
Get truthful goals from every salesperson.
Define your ideal right-fit buyer (97% of companies don’t).
Start measuring simple sales metrics: outreach, connections, responses, closes.
[19:01 - 24:00] Automation and the Fortune in Follow-Up
Why consistent follow-up unlocks 5–15% more revenue.
Automating repetitive sales tasks with CRMs and AI.
Real examples: insurance sales, concierge AI, SiriusXM upsell systems.
[24:01 - 29:00] AI as a Sales Multiplier, Not a Job Killer
Rita, the AI concierge, and how it redefined customer experience.
AI’s role in profiling, research, and buyer engagement.
Start small: automate one repetitive task, then scale.
[29:01 - 31:00] Final Insights & How to Connect with Doug
Practical steps to embrace automation and AI in sales.
Why ignoring sales automation means falling behind competitors.
Quotes“Every company has blind spots. Use math and metrics to find untapped revenue.” – Doug C. Brown“Ninety-seven percent of companies don’t know their ideal buyer. That’s wasted money and effort.” – Doug C. Brown“The fortune is in the follow-up. Automate it, and you’ll unlock growth you didn’t know you had.” – Doug C. Brown
Guest Links
Website: ceosalesstrategies.com
LinkedIn: Doug Brown
Newsletter: ceosalesstrategies.com/newsletter
Email: doug@ceosalesstrategies.com
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