In this episode of Innovation Meets Leadership, Natalie Born sits down with Doug C. Brown, CEO of CEO Sales Strategies and a sales growth expert who has generated over $900M in revenue for clients worldwide. Doug reveals how math, metrics, and automation can transform any sales organization into a predictable growth engine. From reducing refund rates by spotting hidden blind spots, to building AI-driven automation that scales follow-up and accelerates closes, Doug brings decades of experience that will challenge how you see sales. If you want your team to stop “throwing spaghetti at the wall” and start building sustainable revenue systems, this episode is for you.

[00:01 - 04:00] The Power of Math in Sales

• How Doug discovered “holes” in sales systems through metrics.

• The Tony Robbins & Chet Holmes case study: reducing refund rates from 16% to under 1%.

• Why blind spots exist in every business—and how to find them.

[04:01 - 10:00] Lessons from Early Business and Leadership

• Running his father’s business at 16 and learning optimization early.

• The “flat tire” analogy: why outside perspectives reveal what leaders miss.

• How math tells a story that leads to better decisions.

[10:01 - 14:00] Shifts in Sales Post-Pandemic

• Why the sales process has permanently changed.

• The rise of conversational selling.

• Consumers are more educated than ever—how to adapt.

[14:01 - 19:00] Three Steps to Improve Your Sales Team Today

• Get truthful goals from every salesperson.

• Define your ideal right-fit buyer (97% of companies don’t).

• Start measuring simple sales metrics: outreach, connections, responses, closes.

[19:01 - 24:00] Automation and the Fortune in Follow-Up

• Why consistent follow-up unlocks 5–15% more revenue.

• Automating repetitive sales tasks with CRMs and AI.

• Real examples: insurance sales, concierge AI, SiriusXM upsell systems.

[24:01 - 29:00] AI as a Sales Multiplier, Not a Job Killer

• Rita, the AI concierge, and how it redefined customer experience.

• AI’s role in profiling, research, and buyer engagement.

• Start small: automate one repetitive task, then scale.

[29:01 - 31:00] Final Insights & How to Connect with Doug

• Practical steps to embrace automation and AI in sales.

• Why ignoring sales automation means falling behind competitors.

Quotes“Every company has blind spots. Use math and metrics to find untapped revenue.” – Doug C. Brown“Ninety-seven percent of companies don’t know their ideal buyer. That’s wasted money and effort.” – Doug C. Brown“The fortune is in the follow-up. Automate it, and you’ll unlock growth you didn’t know you had.” – Doug C. Brown

Guest Links

• Website: ceosalesstrategies.com

• LinkedIn: Doug Brown

• Newsletter: ceosalesstrategies.com/newsletter

• Email: doug@ceosalesstrategies.com

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🎙️ Check out Natalie’s new book, SET IT ON FIRE: The Art of Innovation, available now at setitonfire.co.

These are proven tools to transform your leadership and innovation approach. Visit our website at innovationmeetsleadership.com and connect with us on LinkedIn, Facebook, Instagram, X, and YouTube.

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In this episode of Innovation Meets Leadership, Natalie Born sits down with Scott Smith, CEO of True Network Advisors. Scott has transformed the employee benefits industry by building a thriving community of 93+ member agencies and curating industry-leading events that go beyond networking—they create unforgettable experiences.From humble beginnings in rural Alabama to leading one of the most collaborative networks in the industry, Scott shares how trust, authenticity, and obsession with customer experience fueled his journey. If you’ve ever wondered how to build communities that not only grow but last—or how leaders can balance kindness with clarity—this conversation is for you.

[00:00 – 04:00] Scott’s Origin Story

• How encouragement from peers led to founding True Network Advisors.

• Starting with 19 agencies in 2016 and scaling to 93+ today.

• Why being good and kind to people built the foundation for success.

[04:01 – 09:00] Designing Experiences That Matter

• The early missteps—like discovering hotel coffee costs $130 a gallon.

• Building events around learning first, fun second.

• Moving away from stuffy, transactional events toward collaboration, casual settings, and genuine connection.

[09:01 – 13:00] Mission, Identity, and Creativity

• True’s simple mission: “Help agencies and people grow, develop, and prosper.”

• Defining community identity: smart, curious, kind people who crave collaboration.

• Why it’s okay to be “repulsive” to the wrong people—and magnetic to the right ones.

[13:01 – 18:00] Authenticity and Vulnerability in Leadership

• The role of self-awareness and embracing who you are.

• Scott’s personal story of growing up in rural Alabama and the impact of his father’s struggles.

• How vulnerability builds trust and helps people feel less alone.

[18:01 – 24:00] Kindness Meets Clarity

• Why true kindness often requires tough conversations.

• Leadership as balancing honesty, accountability, and care.

• How clarity prevents blind spots that can derail careers.

[24:01 – 29:00] Leadership Lessons Learned

• Starting True at 45—and why he wishes he had risked earlier.

• The superpower of listening with empathy.

• Why kindness always wins, and how to ground leadership in love and care for others.

• “Listening is a superpower. If you become the best listener in the universe, you’ll stand out in any room.” – Scott Smith

• “Kindness isn’t just being nice. Sometimes the kindest thing you can do is tell the hard truth.” – Scott Smith

• “Our mission is simple: help agencies and people grow, develop, and prosper. Everything flows from that.” – Scott Smith

• LinkedIn: Scott Smith – True Network Advisors (search True Network Advisors Scott Smith)

• Website: truenetworkadvisors.com

• Concert Series: lakecityconcerts.com

LEAVE A REVIEW + help someone lead with clarity and courage by sharing this episode, or click here to catch up on past episodes.

🎙️ Check out Natalie’s new book, SET IT ON FIRE: The Art of Innovation, available now at setitonfire.co.

These are proven tools to transform your leadership and innovation approach. Visit our website at innovationmeetsleadership.com and connect with us on LinkedIn, Facebook, Instagram, X, and YouTube.

Don’t forget to subscribe and leave a 5-star review. Let’s go transform something!

In this episode of Innovation Meets Leadership, Natalie Born sits down with Dr. Scott Hutcheson, biosocial scientist, senior lecturer at Purdue University, and author of Biohacking Leadership. Scott blends his academic expertise with real-world experience advising organizations—from startups to the White House—to uncover how biology shapes leadership and team performance. Drawing from both personal health insights and decades of research, Scott introduces “leadership biodynamics,” a model that reframes executive presence into measurable signals of warmth, competence, and gravitas. With 18 behavioral biomarkers and a practical diagnostic framework, leaders can finally translate the vague idea of presence into actionable skills that inspire trust, connection, and results. If you’ve ever wondered how to amplify your leadership impact—or why your influence isn’t landing the way you intend—this conversation is for you.

[00:00 – 04:00] Scott’s Journey into Biohacking LeadershipFrom organizational transformation failures to biosocial science.A diabetes diagnosis sparks personal biohacking experiments.How biology and behavior intersect in leadership performance.

[04:01 – 09:00] Redefining Executive PresenceWhy “executive presence” has been vague and poorly researched.Breaking it down into “executive” (thinking) and “presence” (behavior).The birth of leadership biodynamics: 18 biomarkers that leaders signal.

[09:01 – 13:00] The Three Pillars: Warmth, Competence, GravitasWhy warmth builds trust and connection.Competence as expertise and credibility.Gravitas defined as “feet on the ground, wings ready to take flight.”

[13:01 – 18:00] Turning Biomarkers into ActionUsing diagnostics and feedback to identify signal gaps.Why “narrating your thinking” helps others see your competence.Translating thought processes into presence that others can perceive.

[18:01 – 22:00] Leading with Warmth and Co-CreationHow leaders influence team neurochemistry with cortisol or oxytocin.A proven sequence: warmth → competence → gravitas.Design thinking parallels: inviting others into co-creation.

[22:01 – 25:00] Storytelling and the Power of Origin StoriesWhy scientists and engineers often need more warmth.A young innovator’s water purification story that unlocked funding.How adding human context amplifies technical competence.

[25:01 – 27:00] What’s Next for Biohacking LeadershipThe three-book series: Biohacking Leadership, Biohacking Teams, and Biohacking Organizations.Where to connect with Scott and explore his work.

Key Quotes:“Executive presence isn’t about how you dress—it’s about the signals you send through warmth, competence, and gravitas.” – Scott Hutcheson“No one can see how you think. The only way they know is through your presence.” – Scott Hutcheson“Co-creation creates the IKEA effect—people value what they helped build.” – Scott HutchesonConnect with Scott HutchesonWebsite: scotthutcheson.comLinkedIn: linkedin.com/in/scotthutchesonBook: Biohacking Leadership (available now from Wiley and major retailers)

LEAVE A REVIEW + help someone lead with clarity and courage by sharing this episode, or click here to catch up on past episodes.🎙️ Check out Natalie’s new book, SET IT ON FIRE: The Art of Innovation, available now at setitonfire.co.These are proven tools to transform your leadership and innovation approach. Visit our website at innovationmeetsleadership.com and connect with us on LinkedIn, Facebook, Instagram, X, and YouTube.

Don’t forget to subscribe and leave a 5-star review. Let’s go transform something!