“The master prospector will always outsell the master closer—because if you don’t have the right buyers in front of you, no amount of closing skill will save you.” — Doug C. Brown

Resources Mentioned in This Episode:

• "Inner Voice" by Russ Whitney
• Sales Assessment Tool: Objective Management Group (OMG) Sales Assessments
• Cold Calling Tips: Chet Holmes’ Ultimate Sales Machine
• LinkedIn for Sales: LinkedIn Sales Navigator

Topics Discussed:

[00:00] Introduction & Meet Doug C. Brown
Rob Murray introduces Doug C. Brown, CEO of CEO Sales Strategies, and sets the stage for an insightful conversation on revenue growth.

[00:43] Doug’s 60-Year Business Journey (Yes, Really!)
Doug shares how he started working at age 3 in his dad’s industrial machinery business and got his first taste of sales at just 6 years old.

[02:25] From Sales Rookie to Billion-Dollar Growth
Doug reflects on his experience scaling businesses—including one that sold for $2 billion—and his work with Tony Robbins and Chet Holmes.

[05:10] The #1 Growth Constraint in Business
Why most entrepreneurs (especially in the green industry) struggle to scale—hint: they don’t know their ideal right-fit buyer.

[06:48] Who’s REALLY Making the Buying Decisions?
It’s not just about targeting high-end clients—it’s about identifying the apex decision-maker in the sales process.

[08:44] Why Saying ‘Yes’ to Every Client is Killing Your Business
Doug explains why taking on non-ideal customers is like dating the wrong person—it might work short-term, but it’s a terrible long-term strategy.

[12:59] Finding More of Your Best Clients
How AI, data analysis, and real customer feedback can help pinpoint who your best clients are and where to find them.

[15:49] Cold Calling is NOT Dead—You’re Just Doing It Wrong
Doug debunks the myth that cold calling doesn’t work and shares the exact times and strategies to reach decision-makers successfully.

[19:33] Master Prospecting vs. Master Closing
Why a good prospector will outsell the best closer every time, and how shifting your focus to lead generation transforms sales results.

[24:43] Building a Rockstar Sales Team (Without Hiring the Wrong People)
The biggest hiring mistakes business owners make—and how to find hunters, closers, and relationship-builders who actually fit the role.

[30:19] Stop Capping Sales Commissions!
Doug explains why capping earnings drives away top performers and why the best sales reps want uncapped commissions and long-term growth.

[43:49] A Must-Read for Every Entrepreneur
Doug recommends Russ Whitney's “Inner Voice”, a book that challenges the way business owners think and make decisions.

[45:35] Where to Find Doug C. Brown
Doug shares his contact details and invites listeners to connect for sales coaching, training, and business growth strategies.

Actionable Key Takeaways:

• Identify Your Ideal Buyer – Stop guessing! Use data, AI, and customer interviews to create a clear buyer persona.
• Say No More Often – Taking on bad clients prevents you from finding better, higher-paying ones.
• Make More Calls – Cold calling still works when done right. Know who to call and when to call.
• Focus on Prospecting – A good prospector will always outsell the best closer. Prioritize lead generation.
• Hire for the Right Role – Don’t just hire “a salesperson”—hire hunters for prospecting and closers for closing.
• Don’t Cap Commission – Let your best salespeople make as much money as possible—everyone wins.
• Read "Inner Voice" by Russ Whitney – Success starts with mindset, not just strategy.