042 – By the Numbers: A Practical Approach to Increasing Sales | Jim Brown

042 – By the Numbers: A Practical Approach to Increasing Sales | Jim Brown

An entrepreneur wears many hats. While anyone can start a business, it takes something special to get it off the ground. It takes passion, commitment and dedication. But it also requires sales.

In this week’s episode, our host Jim Brown (@jim_brown) flips the script and joins Nick Loper of The Side Hustle Show to share the same strategy he uses with his clients to reach their revenue goals. This practical outreach process has worked with dozens of companies in multiple industries.

Jim has led two companies from $1 million to more than $10 million and one from $1 million to zero. He has started eight companies and been a part of several others. Some have been wildly successful and others, well, not so much.

But all of it has empowered Jim with lessons on what works and what doesn’t, and helped him become one of the most highly sought after sales coaches in the tech community.


  1. Figure Out a Growth Trajectory: One of the first challenges I see a lot of salespeople struggle with is their quota or actual goal. Regardless of what the number is, going from zero to that number can seem daunting. Instead of focusing on the end, find the unit of growth that makes your sales process work and then do the backwards math to develop your daily game plan. You’ll find this activity to be a lot more manageable.
  2. Quit Being Afraid of Cold Calls: It’s so much easier to send out a quick batch of emails, but the simple (and harsh) truth is cold calling works. A personal conversation is more memorable, not to mention more open-ended, than the 100th email you prospect receives in a given day. First thing first, you can’t sound like every other salesperson on the planet. Instead of trying to get them to say yes, be skeptical and determine if they even have the problems your product or service can help. Second, create equal business stature — tell them you’re only going to take 30 seconds of their time and then they get to decide if you should keep talking. And last, realize the whole point of a cold call is to set up a meeting, NOT immediately sell them something.
  3. Find the Right Clients to Call: Ask yourself the following questions: Who are my acceptable clients? Who are my typical clients? Who are my ideal clients? Look at the demographics for the niche you’re in. Group potential clients by location, years in business, revenue, industry, employees, or whatever you can to narrow down the scope. Then, overlay that with the top reasons your last 3-5 customers bought from you. Being able to tell similar stories makes the conversation more fluid.
  4. Write Emails that Get Responses: Your subject line is the most important piece with the sole goal of getting the recipient to open the email. A few of the things I’ve seen work include using three words or less, not capitalizing the first word, asking a question and using the prospect’s first name. But getting a response is another story. The body of the email should be short and NOT about you. You prospects don’t care about you because they don’t know you. Instead, focus on what you think they’re problem could be and how others have solved a similar challenge.

Book Recommendation


  • Costello – What if every sales rep inherited the habits of your best rep? With Costello, they do.

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