This blog is based on a value-packed conversation between Bethany Meadows and Doug Brown on the Time to Thrive podcast. Doug is the CEO of CEO Sales Strategies, creator of a mathematically predictable sales growth model, and a business builder with over 35 companies under his belt. He’s trained teams for legends like Tony Robbins and Chet Holmes and has helped generate nearly a billion dollars in revenue for clients. In this episode, Doug shares his proven, repeatable approach to selling with integrity—without ever feeling pushy or “salesy.”

Let’s dig into the key takeaways.

Sales Success Starts with the Right Focus

Doug has seen it all—startups, scaling businesses, and companies stuck at a plateau. He’s noticed a common pattern:

• Early-stage businesses often waste energy on long-term marketing projects before they’ve built cash flow.

• Once companies hit $1M, they sometimes fail to put the systems and processes in place to scale.

His advice is clear: in the early days, focus solely on sales until you hit your first million. Once you’ve reached that milestone, shift to building infrastructure so the business can grow beyond you.

Key takeaway: Match your strategy to your stage of business.

The Predictable Sales Growth Model

Doug’s model boils down to a series of intentional steps:

1. Set a truthful goal – Be clear and committed about what you want.

2. Know your numbers – Factor in return rates, churn, cost of sale, and other hidden losses.

3. Identify your ideal buyer – The more specific, the better your targeting and messaging.

4. Build six lead sources – Develop multiple methods for both inbound and outbound lead generation.

5. Track your metrics – Appointments, closes, follow-up rates—numbers tell the story.

6. Follow up relentlessly – Most sales are lost simply because follow-up stops too soon.

Key takeaway: Sales success is math, not mystery.

Follow-Up Isn’t Pushy—It’s Service

One of Doug’s strongest points is that most buyers actually want follow-up—if it’s done respectfully and with value. He cites research showing:

• 12% of people want follow-up indefinitely until they’re ready.

• 57% expect helpful, non-pushy contact.

• Most people anticipate at least 3–5 touchpoints before they buy.

Key takeaway: You’re not bothering prospects—you’re helping them make a decision.

Why People Really Buy

Doug says every sale comes down to one of three motivators:

1. Solve a problem

2. Gain an opportunity

3. Achieve a goal

When your product or service is the right fit, you have a moral obligation to help the buyer get what they want. This is the foundation of his “win-win-win” philosophy—where the buyer wins, you win, and someone else benefits too.

Key takeaway: Focus on what the buyer truly wants and position your offer as the path to get it.

Design Your Life, Then Your Business

Doug warns entrepreneurs not to let their business run their life. Instead, decide how you want to live and then build a business model to support that vision. This clarity shapes every yes and no you say in business—and keeps your company from consuming you.

Key takeaway: Your business should serve your life, not the other way around.

Know the Business You’re Really In

If Doug could put one message on a billboard for every entrepreneur, it would be: “Know your business you’re in.” And that business? Client acquisition. Without a steady flow of customers, even the best product or service won’t survive.

Key takeaway: No clients, no business. Client acquisition is your real job.

Want to hear the full conversation with Doug Brown?
🎧 Listen here: The Secret to Closing More Deals Without Being Pushy