In this episode of Uncharted Entrepreneurship, Doug C. Brown, founder and CEO of CEO Sales Strategies, shares his extensive experience in sales and sales coaching. He discusses the importance of understanding sales metrics, the role of cold calling, and the nuances of building an effective sales team. Doug emphasizes the need for patience in hiring salespeople and the significance of follow-up in the sales process. He also introduces his new SaaS product, Vibitno, designed to enhance follow-up systems for sales teams.

takeaways

• Doug C. Brown is the founder and CEO of CEO Sales Strategies.
• He emphasizes the importance of understanding sales metrics for predictable revenue growth.
• Cold calling remains a vital part of the sales process despite common misconceptions.
• Sales team building requires a detailed job description to attract the right candidates.
• Top sales reps and sales managers often have different skill sets and characteristics.
• Management styles in sales have evolved, and a more supportive approach is preferred.
• The new generation of salespeople has different expectations regarding compensation and work culture.
• Patience is crucial when hiring salespeople; rushing can lead to poor decisions.
• Follow-up is essential in sales, with many leads requiring multiple contacts before conversion.
• Vibitno is a new tool designed to automate and enhance follow-up processes for sales teams.

Sound Bites

• "Cold calling is extremely important."
• "Be patient, do not be in a hurry."

Chapters

00:00
Introduction to Doug C. Brown

02:09
Early Experiences and Sales Journey

06:14
Understanding Sales Metrics and Lead Quality

09:42
The Importance of Cold Calling

12:21
Building an Effective Sales Team

15:05
Sales Management vs. Sales Performance

18:36
Modern Sales Management Styles

22:33
Advice for Entrepreneurs on Sales Teams

26:15
Introducing Vibitno: The Follow-Up Solution