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CEO Sales Strategies

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Rating
★★★★★
4.9
from
39 reviews
This podcast has
238 episodes
Language
English
Publisher
Doug C. Brown
Explicit
Yes
Date created
2021/03/26
Latest episode
2026/04/21
Average duration
46 min.
Release period
7 days

Description

Do you want to dramatically increase your sales revenue and have faster company growth? Do you want your business to run smoother, lessen your stress, and be a happier owner or executive? If you are an entrepreneur who wants to scale your business sales by millions, this show is for you! Welcome to the CEO Sales Strategies Podcast, where America's number one sales revenue expansion expert, Doug C. Brown interviews CEOs with $5M plus companies to uncover and share actionable tips and strategies behind their bulletproof sales strategies. Is your current sales growth frustrating you? Are your sales numbers so imprecise that you cannot make accurate sales forecasts? Do you think your sales teams or salespeople could do better in finding prospective clients and/or selling more with higher profitably? Want to enhance your hiring process to consistently produce top sales performers for your teams? Do you wish you could sell more to clients with larger revenues? If you have experienced any of these problems, you are not alone. Many companies find themselves stuck in a futile struggle to gain more revenue and profit, get frustrated with their salespeople and sales teams, and find themselves mired in stress, burnout and even hopelessness. You may already own or run a multi-million-dollar business, but it takes quite another leap to turn your company into a major industry player worth tens of millions, or even hundreds of millions of dollars. Could there be something you can do about your pitching strategies? How is your sales process looking? Are you hiring the right people in your sales teams? How is your internal talent development? What does your company culture look like? Are your salespeople accountable enough for their numbers and performance? Most importantly, are you in the right mindset to be able to scale your business exponentially? There are but some of the numerous factors in your business that may be holding you back from growing your company beyond its current worth. How badly do you want to finally see a change in your quarters? Will you do whatever it takes to get out of that bind and take your business on a trajectory to become something bigger? Are you sick of waiting at the back of the line to be on par with the A-players in your industry? Are you willing to challenge your beliefs, change your mindset, and take steps to optimize your processes? If you are, then you have come to the right place. There is no better way to learn how to increase your sales than to take it from the people who have gone through the process themselves and succeeded. In this podcast, Doug sits down with owners and CEOs of top-performing companies, who share their failures, struggles, secrets, and processes that are all part of their phenomenal rise beyond the $5 million marks. This is your chance to take these loads of insider information and apply them to your own business! There is no better person to lead you through this learning process than your host, Doug C. Brown. Doug is a business consultant, coach, advisor, author, speaker, and Sales Optimization and Revenue Expansion Expert of Business Success, LLC. He specializes in helping CEOs, executives and business owners recognize their blind spots, discover untapped revenues and profits from within their business, and take positive steps to drive their sales forward. He has been involved in starting over 35 companies and in helping clients ranging from the likes of Tony Robbins, Intuit, Chet Holmes, and CBS Television, to small and medium business owners increase their sales – by up to 862%! There is one thing about the people who have gone past the $5 million dollar mark and keep it growing. They just happen to have learned and used sales strategies that really work! There is no doubt that you have the potential to be next in line – if you have the courage to follow the path they took, one hack at a time. Start your journey here and now!

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Check latest episodes from CEO Sales Strategies podcast


15–25% EBITDA Leak From Uncaptured Meeting Intelligence
2026/04/21
Most CEOs are already paying a 15–25% EBITDA penalty. It’s not in your P&L. It’s in your meetings. Decisions disappear. Context gets fragmented. Follow-ups break. And the same conversations get repeated across teams, burning time and margin you’ve already paid for. What looks like “normal operations” is actually silent leakage—across sales, delivery, and customer retention. The deeper cost isn’t just inefficiency. It’s structural. When intelligence lives in people instead of systems, you create key person risk, slower execution, and a business that becomes harder to scale, harder to transfer, and discounted at exit. Artem Koren, co-founder of Sembly, built directly inside this problem—where institutional knowledge compounds into advantage or disappears into noise. Learn more about your ad choices. Visit megaphone.fm/adchoices
2x Margins Hidden in Identity-Driven 50% Close Rates
2026/04/14
Your close rate isn’t a pipeline problem. It’s an identity mismatch you’re already paying for. You’re delivering results. Clients are “happy.” But you’re still negotiating price, losing deals you should win, and watching margins stall. That gap isn’t performance—it’s how your value is being perceived. When buyers don’t see themselves in how you sell, they default to convenience or price. That’s when 25% close rates become your ceiling, referrals stay weak, and your best work gets commoditized. The cost compounds quietly—in EBITDA, in deal quality, and in how your company gets valued. Michèle Soregaroli, founder of Transformation Catalyst, works with service businesses stuck in that exact gap—where strong delivery isn’t translating into premium positioning, and identity misalignment is quietly capping growth. Learn more about your ad choices. Visit megaphone.fm/adchoices
$100M Decisions Die When You Sell Too Early
2026/04/07
Your pipeline isn’t broken—your buyers don’t trust the decision. You’re losing deals before they ever reach a real evaluation. Most teams are still selling like information wins deals. It doesn’t. Buyers already have the data—they’re trying to avoid making a decision that costs them their job, reputation, or future options. When your team leads with answers instead of control, the buyer stays stuck. Conversations drift. Risk goes unaddressed. And deals quietly die long before procurement, pricing, or competition ever matter. This is where close rates collapse—and where EBITDA leakage starts compounding across the pipeline. Lee Levitt, founder of Accelera Group, works with companies navigating complex, high-risk buying decisions—and exposes the patterns that cause buyers to hesitate, stall, or walk away entirely. Learn more about your ad choices. Visit megaphone.fm/adchoices
25% Of Lost Deals Didn’t Need To Happen
2026/03/31
When sales managers are not coaching deals well, weak opportunities stay alive too long, forecasts get softer, and operating pressure rises for the wrong reasons. Revenue can still go up for a while, but margin quality, cash timing, and predictability start to break underneath it. That is how CEOs end up working harder, seeing more activity, and still wondering why the money is not in the bank. This matters because the gains here are not cosmetic. In the discussion, better deal coaching is tied to a 5% increase in win rate, a 15% shorter sales cycle, and a 25% reduction in lost deals. That means earlier cash, less wasted selling expense, tighter EBITDA, and a sales engine you can scale without widening the leaks in the bucket. Alan Versteeg, co-founder of Growth Matters, has developed more than 2,000 sales managers across 45+ countries and argues that predictable growth starts when managers stop inspecting dashboards and start coaching deals, pipeline, and forecast. Learn more about your ad choices. Visit megaphone.fm/adchoices
Growing While Losing $250,000 a Year
2026/03/24
Revenue can grow while profit quality gets worse. A bigger company can still become less valuable. That usually starts where most founders are not looking: underpriced agreements, labor-heavy delivery, high-maintenance clients, and churn that gets hidden by new sales. The top line rises. The economics weaken. What looks like momentum can actually be a scaling penalty. More clients, more people, and more activity do not protect EBITDA when the business is carrying the wrong revenue, the wrong cost structure, and the wrong expectations inside client relationships. By the time leadership feels the pressure, the damage is already embedded. Gilad Bechar, CEO and founder of Moburst, shares what became visible only after growth stopped masking the real cost of how the business was operating. Learn more about your ad choices. Visit megaphone.fm/adchoices
The 4 Energy Levels Quietly Hitting EBITDA
2026/03/17
Burnout rarely looks expensive at first. Then it starts showing up in cash flow, EBITDA, and decision quality. Most founders treat balance like a time problem. The bigger problem is what depleted leadership energy is already costing. When physical, mental, emotional, and spiritual energy start breaking down, clarity narrows, patience shortens, and recovery slows. The damage usually begins before anyone calls it burnout. What follows is rarely dramatic at first. It appears in judgment, in how pressure gets carried through the organization, and in the quality of decisions made when the stakes are highest. By the time the impact is visible in performance, the pattern has often been compounding for longer than the CEO realized. Robert Mixon brings the perspective of a retired U.S. Army Major General who led in high-pressure environments where resilience, recovery, and decision quality had real operational consequences. Learn more about your ad choices. Visit megaphone.fm/adchoices
Your Culture Can Make You Unsellable: The $50M Warning Sign?
2026/03/10
When growth is “working” but the business feels heavier every month, that isn’t burnout — it’s leakage. Avoidance turns into operational drag long before revenue forces the conversation. When accountability gets selective, follow-up drops, decisions slow, and differentiation disappears. You don’t get beaten by the market — you get commoditized by your own execution. That drag doesn’t just feel bad. It quietly re-writes EBITDA and margin while the leader is often the last one to hear what’s actually happening. Jim Brown brings the buyer lens: what most teams call “culture” is a performance multiplier — and when the CEO becomes the bottleneck, key-man risk compounds fast. He’s seen $50M companies become effectively unsellable because the business can’t run without the leader. Learn more about your ad choices. Visit megaphone.fm/adchoices
From $10,000 Mistakes to Six-Figure Mistakes: When CEOs Freeze
2026/03/06
Most growth stalls don’t start with bad strategy. They start with a “safe” decision that felt responsible — and quietly reduced momentum. As companies scale, the cost of being wrong feels higher. So CEOs delay hires. They pause expansion. They protect cash. What once made them decisive at $1M becomes hesitation at $20M — and hesitation compounds into stalled revenue, overbuilt teams, and expensive course corrections. Hot markets hide weak decisions. Down markets expose them. Overconfidence in expansion cycles, overstaffing based on temporary demand, and slow pivots when conditions shift can create six-figure consequences that feel sudden — but weren’t. Markets move. Technology accelerates. Talent expectations change. The real risk isn’t making the wrong move. It’s making no move while the environment recalibrates around you. Jason Kroll shares how building BankW Staffing from three founders and $36,000 into a multi-brand firm with more than 100 employees forced hard decisions about scale, risk, hiring, and capital discipline — and what he learned when momentum turned. Learn more about your ad choices. Visit megaphone.fm/adchoices
There’s an 82% Certainty Your Company Is Worth $1M Less
2026/03/02
There’s an 82% certainty your company is worth $1M less than it should be. And it’s not because revenue is weak. Hidden credit card fees and expense creep quietly erode EBITDA while you focus on growth. The damage compounds monthly — small basis-point increases multiplying across thousands of transactions and inflating your cost structure without triggering alarms. Most CEOs never see it. The charges are automated. The increases are incremental. Meanwhile, private equity buyers and strategic acquirers calculate valuation on the EBITDA that remains — not the revenue you’re celebrating. A 20% EBITDA recovery doesn’t just improve margins. It can mean seven figures in enterprise value. If growth feels harder than it should, the leak may not be on the sales side. Jeff Shavitz shares the hard-earned lessons he learned building Merchant Advocate—and the hidden fee patterns that quietly compress EBITDA before most CEOs ever notice. Learn more about your ad choices. Visit megaphone.fm/adchoices
Your $10M Delusion: Why Growth Is Killing Your Valuation
2026/03/02
Your business can be growing — and still getting weaker. Revenue rises, but margins thin, cash tightens, and valuation quietly slips without triggering alarms. Many founder-led companies mistake pressure for progress. Sales close. Operations stay busy. Revenue posts. But inefficiency compounds underneath — changing the economics of the business long before it shows up as a visible problem. Growth doesn’t fail loudly. It erodes leverage quietly — through operational drag, delayed decisions, and cost structures that harden as volume increases. By the time leaders are forced to react, the correction is far more expensive — in EBITDA, flexibility, and valuation. Doug C. Brown is joined by Bill Bither, a founder who has built and scaled manufacturing technology businesses through multiple growth cycles, to expose where efficiency breaks first — and why ignoring it during growth permanently changes the math of the company. Learn more about your ad choices. Visit megaphone.fm/adchoices
Your Business Will Be Automated — Or Dead by 2030
2026/03/02
Your business is already competing against AI — whether you’ve acknowledged it or not. The gap between human-speed and machine-speed is now a valuation problem. AI isn’t a future upgrade. It’s an operating-model shift. While many companies debate tools, others are replacing manual processes, collapsing cost structures, and compounding advantage daily. In this conversation, Doug C. Brown and Brad Hart examine what breaks first when businesses stay slow — EBITDA compression, cash drag, and shrinking exit windows. This isn’t about trends or software. It’s about whether your business is structurally fast enough to survive what’s already happening. Learn more about your ad choices. Visit megaphone.fm/adchoices
The $400K Leak: Is your revenue rotting?
2026/03/02
Revenue can be growing while the company is quietly losing value. Margins thin. Cash tightens. And the math behind your valuation shifts — without triggering alarms. This is what happens when sales, operations, and finance aren’t economically aligned. Deals close, work gets done, and revenue posts — but EBITDA erodes in small, compounding ways that don’t show up until optionality disappears. This conversation exposes where value actually leaks inside growing companies, why “healthy” revenue often hides financial risk, and how CEOs end up scaling complexity instead of enterprise value — right up until the cost becomes unavoidable. Learn more about your ad choices. Visit megaphone.fm/adchoices
The Million-Dollar Mistake After You Close
2026/03/02
Closing the deal doesn’t create real growth — what happens after does. Most founders make a million-dollar mistake after they close, and they don’t see it until growth gets harder and more expensive. The biggest risk isn’t losing deals — it’s what happens after you win them. When the post-sale phase resets instead of compounds, growth slows, costs rise, and momentum disappears. This conversation exposes why many businesses get harder to grow after they scale — and what changes when leaders stop treating the close as the finish line. Learn more about your ad choices. Visit megaphone.fm/adchoices
From Corporate Burnout to a $21M "Dirty Business" Exit
2026/03/02
Most founders wait too long to sell. Learn why timing, systems, and self-awareness are the real drivers of a high-value exit. In this episode of the CEO Sales Strategies Podcast, Doug C. Brown sits down with Marvin Karlow—former corporate exec turned M&A advisor—who scaled a “dirty business” into a $21M exit. They dive into why most deals fall apart during due diligence, how burnout silently reduces enterprise value, and what it really takes to pass the "Two-Week Vacation Test." What You’ll Learn in This Episode: ✅ Why most deals die after the Letter of Intent ✅ The "Death Zone" that sabotages 8-figure exits ✅ How to use systems to de-risk your valuation ✅ The #1 question every buyer is silently asking ✅ Why burnout is one of the most expensive mistakes founders make 🎧 Full audio + show notes: https://ceosalesstrategies.com/ebitda-multiple-expansion-strategy 📈 More tools for high-performance leaders: https://ceosalesstrategies.com 📩 Reach us: [email protected] Learn more about your ad choices. Visit megaphone.fm/adchoices
How Direct Mail Marketing Improves B2B Sales Prospecting and Follow-Up [Episode 220]
2026/01/13
Is your outreach being ignored? Try the one channel your competitors have forgotten. In this episode of the CEO Sales Strategies Podcast, Doug C. Brown sits down with Wilson Zehr, CEO of Zairmail, to break down how direct mail is making a powerful comeback in high-ticket B2B sales. They explore how physical mail can outperform digital in both prospecting and follow-up—and how to do it in a way that’s scalable, personal, and profitable. You’ll discover: – Why direct mail builds trust and gets opened – The 70/20/10 formula behind winning campaigns – How to blend automation with personalization – When to use mail for cold vs. warm outreach – How direct mail fits into a modern outbound sales strategy If you're relying on 1:1 sales, long-cycle deals, or high-margin offers—this episode is your new playbook. 🎧 Full episode + show notes → https://ceosalesstrategies.com/direct-mail-b2b-sales-prospecting 🎙 Hosted by Doug C. Brown 🌐 Learn more at: https://ceosalesstrategies.com #B2BSales #DirectMailMarketing #SalesProspecting #EnterpriseSales #CEOPodcast #SalesFollowUp Learn more about your ad choices. Visit megaphone.fm/adchoices

Podcast reviews

Read CEO Sales Strategies podcast reviews


4.9 out of 5
39 reviews
★★★★★
RichStrategy 2025/11/20
The Master of Strategic Revenue Growth
Doug combines sharp business acumen with real results to provide a treasure chest of insights on how to significantly increase your revenue. His advic...
★★★★★
Sharpen the spear 2025/11/12
Outstanding podcast
Doug is a gifted interviewer who can balance a conversation with equal airtime for both guest and himself. This ability makes a conversation worth lis...
★★★★★
Box Surf Golf Player Guy 2025/11/10
Very wise host! Doug C. Brown
Thank you for the positive energy on your podcasts! Doug — looking forward to more collaborations. A+ quality podcast!
★★★★★
Mweisburgh 2025/09/01
Success, not just sales
Sales is a key element in any CEzo’s success, but what makes Doug even more valuable is how he weaves sales into everything a business needs. He’s a m...
★★★★★
David Sliman 2025/07/02
David Sliman CEO, SALESPROFORMANCE.COM
Being a guest on the CEO Sales Strategies Podcast was a fantastic experience from start to finish. Doug is a thoughtful and engaging host who creates ...
★★★★★
Deekron 2025/07/01
A FANTASTIC resource for business and sales leaders
Doug delivers grounded, valuable information that helps those in sales or running businesses growth faster and with integrity. Absolutely worth listen...
★★★★★
AuthorJoseBerlanga 2025/04/29
Great Interview
I was recently honored to be featured on “CEO Sales Strategies,” hosted by Doug Brown. From the initial invitation to the final recording, the entire ...
★★★★★
The Real Close It Now 2025/02/12
Every episode has incredible value
I love this podcast! Every episode is serious value. I had the privilege of being a guest recently and what a great experience. Doug is truly a man of...
★★★★★
Disgusted with Sonos 2025/01/08
An exceptionally valuable podcast that is a must-subscribe!!
Doug is a very engaging host who knows who to drive out the best advice from guests. He also adds additional value to his podcast that most don’t by ...
★★★★★
BarryK66 2024/06/24
Insights that will change your thinking
I was honored to be Doug’s guest and experience first hand why his podcast is so valuable. You’ll hear actionable, practical advice and ideas while en...
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