Personalized Follow-Up: The #1 Growth Strategy You’re Not Using

The Digital Slice Podcast is brought to you by The Friedman Group, LLC

Join Brad Friedman and Doug Brown as they discuss the need to integrate your sales and marketing teams and train them to provide personalized follow up.

Doug C. Brown is the CEO of CEO Sales Strategies and a Sales Revenue and Profit Growth Expert.

He has led client award-winning and high-performance teams as well as pioneered profitable development programs for companies. He has advised companies such as Intuit, CBS Television, Procter & Gamble, Enterprise Rent-A-Car, Nationwide, Embassy Suites, Inc. 500 to 5000 companies, and thousands of other businesses and entrepreneurs.

As an independent division head, Doug created, trained, and presented high-impact, results-oriented web seminars for prospects of Tony Robbins and Chet Holmes. Doug increased their division sales by 864% and close rate by 62% in just six months.

Today, he helps companies and individuals increase their sales by incorporating sales revenue and profit growth strategies used by top 1% performers through the Top 1% Academy, Sales Revenue, and Profit Growth Masterminds. He also specializes in creating commission-only sales teams and advises companies on how to properly prepare for a high-performing sales team so they can attract and retain elite sales producers.

In this Episode:

• Doug cautions against CRM silos, noting different platforms excel at different things, and recommends shared visibility of marketing and sales notes regardless of the tech stack.
• Doug says personalized, meaningful, relevant follow-up is his growth engine of choice, citing that B2B buyers want at least five follow-ups (with three by phone) and advising you simply ask prospects how they prefer to be contacted.
• Doug shares a light-touch personalization example that won a quick reply from a $250M-CEO and explains how to scale this with tools or smart data-scraping plus templates—without getting creepy.
• Doug’s core takeaways include defining your ideal right-fit buyer, setting a truthful revenue goal, and remembering every company is really in the client acquisition business.

Quotes from this Episode:
“Everything we do in business is to do one thing: acquire a client and deliver on the client's expectation—and do that profitably.” – Doug Brown
“Marketing is like the fire that happens in the field—artillery and planes flying overhead—and the salespeople are like the infantry that run out onto the field.” – Doug Brown
“Statistics show that the average B2B client wants [at least] five follow-ups minimum, and they want three of those to be phone calls.” – Doug Brown
“If you don't know who your ideal right-fit buyer is, you're working way too hard and your messaging's gonna be off.” – Doug Brown
“Without a truthful goal and without understanding the ideal right-fit buyer, we work way too hard, do too many things, and spend too much money.” – Doug Brown

Resources:

Doug Brown:
LinkedIn: Doug Brown
Facebook: Doug Brown
Instagram: Doug Brown
Vibitno: Vibitno
Website: CEO Sales Strategies
Masterclass: Stop The Leak

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Books
“Brad Friedman on Digital Marketing,” by Brad Friedman
“The Small Business Owner's Guide To Inbound Marketing,” by Brad Friedman
“100 Livestreaming & Digital Media Predictions,” by Ross Brand with a chapter by Brad Friedman

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