Bradley Jacobs sits down with Doug Brown, CEO of Sales Strategies and renowned revenue growth expert who has founded or built over 35 businesses generating $960 million in sales. Doug shares his proven framework for creating predictable revenue streams and escaping the dreaded feast-or-famine cycle that plagues most fractional professionals. He reveals why the master prospector always outsells the master closer and introduces his systematic approach to implementing six high-performing activities over 6-12 months. Doug emphasizes the critical importance of setting truthful goals versus aspirational ones, using real client examples to illustrate how proper goal-setting and mathematical planning can transform a fractional practice. The conversation covers essential metrics for tracking success, the difference between active and passive referral programs, and strategic prospecting activities that compound over time. Doug also discusses his SSSML framework (Short, Short, Short, Medium, Long) for implementing new business development activities and shares insights from his work with industry legends like Jay Conrad Levinson and Chet Holmes.Key Takeaways:
The master prospector always outsells the master closer - consistent prospecting is the foundation of predictable revenue
Set truthful goals, not aspirational ones - understand the math required to achieve your revenue targets
Remember you're in the business of client acquisition first, service delivery second
Implement active referral programs with structured processes rather than waiting for passive referrals
Track key metrics: reach outs, connections, responses, appointments, close rates, and follow-up sales
Test new prospecting activities for 30-90 days using an A-F grading system to identify what works
Focus on strategic outcomes that generate multiple benefits from each activity
Learn More: Scale your fractional practice: https://mylance.co Connect with Bradley Jacobs: https://www.linkedin.com/in/bradley-r-jacobs/Connect with Doug C. Brown: https://www.linkedin.com/in/dougbrown123/Website: ceosalesstrategies.comMasterclass: ceosalesstrategies.com/stop-the-leak00:00 - Introduction and guest welcome
01:25 - What predictable revenue means and why it matters
03:21 - The master prospector vs master closer concept
04:46 - Six high-performing activities framework
06:12 - Scheduling time for prospecting activities
09:24 - The truthful goals problem and Janet's story
11:36 - Understanding what business you're really in
14:08 - Active vs passive referral programs
16:56 - High-performing activities: speaking and networking
18:30 - The SSSML framework explained
19:19 - Essential metrics for fractional professionals
22:34 - Real-world metrics example from Chet Holmes
25:16 - Strategic vs tactical outcomes
26:43 - How long to test new activities
28:09 - Jay Conrad Levinson's patience principle|
31:47 - Where to find Doug and his services|
34:18 - Potential book on predictable revenue for independents
