The Ray J. Green Show

I learned a defining lesson early in my management career that I’ve lived by for the last 20 years: a cohesive team working together will always outperform a collection of highly talented individuals looking out for themselves. Whether it’s on the football field or the sales floor, the moment you prioritize collaboration and core values over individual stats, you unlock a level of performance that “stars” simply can't achieve on their own. In this video, I react to a powerful clip from Tom Brady that validates this exact philosophy, and I share how I used this approach to transform a cutthroat, toxic environment into a championship team that broke records for a decade straight.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

I was on a coaching call with people selling IT services, and someone had an opportunity to dig deeper into what the prospect said. Another person suggested, "We could have asked 'Why is that important to you?'" The response? "I thought we weren't supposed to ask 'why' questions. It's what I heard from Chris Voss." Look, I love Chris Voss—phenomenal hostage negotiator, great book (Never Split the Difference)—and I fundamentally agree with most of what he says. He's right that "why" questions can make people defensive because we're trained from childhood that "Why did you do that?" means we're being accused of something. But here's my slightly different perspective: Chris comes from negotiating with terrorists and hostages—there's inherent conflict between the two parties. That's not consultative sales. Your prospect's money isn't being held hostage. This episode breaks down why the advice gets implemented too broadly without understanding the context. If you ask with curiosity—"Interesting, I haven't seen that before... why do you guys do it that way?"—versus accusation—"Well... what's the purpose of that?"—your tonality changes everything. I hereby give you permission to use "why" at the beginning of questions, so long as you deliver it with curiosity and not accusation. Don't overthink it. Use it strategically.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

If you're nervous when you fire up the camera, I'm going to share a piece of advice Dan Martell gave me three years ago that I absolutely did not want to hear: go live for 30 days in a row. I was terrified of video—I could write great scripts, set up the tech perfectly, get the lighting and mic just right, then hit record and completely blank. Stage fright. So when Dan told me to go live with no retakes, no edits, where if I look dumb I'm stuck with it? That was the LAST thing I wanted. But I did it anyway. And I credit that exercise for paving the way for the hundreds of videos I've created since—YouTube every week for two and a half years, LinkedIn, Instagram, webinars, VSLs, you name it. This episode breaks down why it works: (1) it eliminates excuses and procrastination—I couldn't waste time buying new lights or tweaking camera angles, I had to go live by end of day even if it was just my iPhone, (2) it's forced exposure therapy that builds tolerance to your fear, and (3) it compresses learning—30 videos in 30 days versus taking 60 weeks to publish 30 videos spreads that learning over a year. I was surprised how supportive people were, and I even got a client from it. But don't expect applause or followers—the real ROI is internal. Your only goal is to finish. Fire up a live right now, announce you're doing 30 days, and that's your first video done.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

This is probably the most unfiltered view I've posted since changing this podcast format. I saw a LinkedIn post with the hook: "My wife died at 39. Her doctors never tested the one thing that could have saved her." I started reading—retired pharmacist, tired of Western medicine, quotes, problems—and thought "this smells like a sales letter." I scroll to the bottom and there's a CTA: "Leave a note of 'Energy' below and I'll send you the clinical research." Are you fucking kidding me? Did we really just leverage someone's spouse dying as a hand-raiser post to generate leads? This made me both frustrated and nervous. This episode breaks down three critical principles: (1) Why principles matter more than tactics—understanding WHY that hook works lets you adapt it without being disgusting, rather than just copy-pasting cringeworthy garbage, (2) Trust your intuition—if something feels cringeworthy, that's a warning sign (not always a limiting belief to push through), and (3) The digital marketing landscape is changing drastically—AI makes it too easy to create fake testimonials and look real for a few grand, which means more scammers and harder differentiation. Learn why I'm shifting away from traditional online marketing playbooks toward creating authentic content that gives me energy, why following everyone else means you're using a playbook from three years ago, and how to bob when they weave instead of racing to the bottom with 72-month guarantees for 99 cents.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

One benefit of getting older? You see patterns over a longer horizon. And here's one I keep seeing in sales and marketing: people proclaiming channels are dead. Cold calling is dead—nobody answers their phone. Webinars don't work. Cold email is ruined by spam filters. LinkedIn organic content doesn't work. Canvassing is impossible. DM selling has been destroyed by automation. I've heard every single one of these channels proclaimed dead—sometimes by people I actually respect who used to crush it in that channel, then didn't evolve with it, and now their message is "it doesn't work." Here's what I know from seeing inside 500 MSPs last year: when we do attribution exercises on closed deals, every single fucking one of those "dead" channels is represented. Which means they DO work. The question isn't "does it work?" It's "do you know how to make it work?" This episode breaks down why the biggest mistake is looking for a channel that works instead of picking one and committing to making it work. Learn the cycle every channel goes through (hard learning curve → figure it out → generate results → shit changes → adapt), why that cycle is actually good because if it was easy everyone would do it, and why harder channels give you longer reward cycles. Stop saying "this doesn't work" and start saying "I don't know how to make this work yet." The reframe matters. I saw someone post "cold calling's dead" on LinkedIn and thought "God, here we go again." So that's my drop for today.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

This may be one of the most important podcasts I record for you. I'm sharing my system for taking control of my calendar—and I say most important because time is your most valuable asset. When you master how to manage it, it affects everything: your business, your family time, your health. This year alone, I started MSP Sales Partners from zero to $800K, added five full-time hires and 50+ customers, created content every week without missing a newsletter or YouTube video, had dinner with my kids almost every night, traveled for two and a half months over summer, took a fully-unplugged family trip to Spain and France, and managed 90 minutes to two hours of exercise seven days a week. I attribute ruthless time management to being able to do all of that. This episode breaks down my system: shift from reactive to proactive calendar management—stop playing defense and go on offense by designing "The Perfect Week" where you map out your ideal calendar with everything that matters (prospecting time, team meetings, exercise, kids' dinners, date nights), then lock those blocks in as busy so nobody can steal them back. Every Sunday, audit how the week went versus your perfect week, identify what's off and why, then fix it for the upcoming week. I also do quarterly off-site planning to identify the major business constraint and update my perfect week accordingly. Learn how to have the hard conversations to protect your time, why managing up and down requires showing people what's in it for them, and how this prevents the slow creep back to homeostasis where your calendar gets stolen again.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Is your team outsourcing their thinking to ChatGPT? In this video, I break down why relying on AI for answers is leading to "thought atrophy" and killing expertise in the workplace. While AI is an incredible tool for efficiency, it cannot replace the nuance, context, and experience that I hire my team for.I share the story of a recent project where an AI-generated response missed the mark, and I outline the 4 New AI Guidelines I’ve implemented to ensure we use technology to amplify our intelligence—not replace it.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

I used to be an idea gangster with my team—I'd do drive-bys every single week. I'd read a book, get super excited about the takeaways, and come in firing: "All right team, let's execute!" They were genuinely good ideas. But we never got enough traction with any of them before I'd pop in with the next one. My COO finally leveled with me: "Dude, we gotta stop. People are exhausted. We're not doing great work. That great idea eight ideas ago? We still never saw it produce fruit, and we're on to seven more since then." Here's what I learned: every new idea has an exponential curve—it's really hard on the front end, but weeks or months later is when the curve bends and the really good shit happens. We never gave anything time to get there. Then I came across this clip of Jeff Bezos explaining it perfectly: his VP of operations told him "You have enough ideas per minute to destroy Amazon. You have to release work at the rate the organization can accept it. Every idea you release creates a backlog that adds no value—it creates distraction." This episode breaks down why good ideas can fuel your company or kill it, how I created systems (an idea bank, a dedicated filter person) to stop injecting my ADHD into the business, and why I fired a fractional client this year because we couldn't execute through their constant idea churn. Your ideas are either an asset or a liability—which one are they?//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

True story: I forgot my car in a parking lot today. Made it all the way home. My wife asked "where's the jeep?" and my first thought was "oh shit, did someone steal it?" This isn't the first time I've forgotten a car. I have ADHD and level one autism, which means I get wildly obsessed with things I care about—it's why I learn things so quickly and see patterns in complex systems—but I also completely forget shit that's not in my focus. I've flown to the wrong cities, forgotten to eat all day, and yes, forgotten multiple cars. Extreme weaknesses always come with extreme strengths. I'm really good at systematizing complex sales models and building businesses, but I can't remember to take out the trash. This episode shares what I've learned at 45 after years of beating myself up trying to "fix" it: accepting it instead of fighting it, stopping the guilt, not trusting my memory (I tie hoodies around my waist as reminders), thinking in teams where people offset my weaknesses, and using tactics like walking, fidget toys, and no-device Sundays. I don't have this figured out—I just forgot a car—but I've created an environment where my business thrives, my marriage thrives, and I can focus on my superpowers. Sharing this in case it helps you too.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

I just wrapped a full day of calls with 75 MSP business owners about goal setting, and I heard all the mistakes I've made myself over 20+ years—from leading eight sales turnarounds to turning around a 40-year-old PE-backed company to its highest revenue ever. The most common mistakes? Inaccurate goals where the math doesn't map. Unrealistic goals that look good in December but are dead by March. Setting them too high so your team quietly thinks "that's never happening," or too low creating a complacent half-ass culture. Or worst of all—not setting goals at all. Here's why I'm passionate about this: the right goals manage for you, change behavior, and help people make decisions when you're not around. But bad goals make terrible people look good and great people look bad, which ruins your culture. This episode breaks down why I don't believe in "shoot for the moon, hit the stars"—that just means you're constantly missing and creating a losing culture. Learn why starting small and building a winning habit matters more than big aspirational numbers, why your goals need integrity (not pencil marks that change when you're behind), and how to rebuild momentum with bite-sized wins instead of resetting the whole target.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

A friend who does M&A for MSPs asked me: if you've got a team of five hunters, what's a good hiring and firing process that keeps top performers, pushes average reps, and weeds out the bottom? Here's my answer—and it's all about having a system that manages for you. The best approach consists of two parts: First, separate your minimum standards from actual goals. Your goal might be $24K/month where commission incentives kick in, but your minimum standard is $18K—the threshold below which the business economics don't work. Top performers never notice this number. Average performers are aware of it but rarely dip below. Bottom performers struggle to hit it consistently. Second, create a clearly documented escalation policy: miss the minimum once, it's a discussion; twice in three months, written warning; three times in five months, termination. This episode breaks down why you want a standard that top performers never notice, average performers can maintain, and bottom performers systematically get rooted out—without you having to crack the activity whip every day. Learn how to adjust this for different sales cycles (like using 90-day rolling averages for MSPs), why average is actually good and you don't want high churn, and how the right system diminishes your need to micromanage while keeping the team steady and high-performing.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

I spent two years scaling the wrong business and one conversation with Alex Hormozi's Chief Strategy Officer reframed everything. Here's what happened: I'd built a consulting business to $50K/month doing sales audits and fractional management, but I thought "this isn't scalable." So I pivoted—created courses, built a community, started teaching people how to turn expertise into income. I ended up in a sea of competition selling to the wrong audience at the wrong price point. His CSO said: "Dude, you solved the wrong problem. The problem wasn't 'this isn't scalable.' The problem was 'you didn't know how to scale it yet.'" He showed me around their 20,000 square foot building with 400 people and said, "We don't use the word 'scalable' here. Some things are just way harder to scale than others. That's why Alex and Leila own 50 companies." This episode breaks down what happened next: I killed the community, threw the courses on YouTube, and said "I don't teach this shit, I do this shit." We launched MSP Sales Partners doing fractional sales management—the thing I was actually great at—and spent a year refining the product before stepping on the gas. Learn why I'm intentionally running net neutral right now to build a moat nobody else will, why being picky with hiring and delaying profits creates competitive advantage, and how that subtle twist of words—"you didn't know how to scale it" versus "it isn't scalable"—changes everything.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

I was on a coaching call yesterday with a bunch of people selling IT services, and the question came up: how do you handle price objections? When somebody says "that's expensive" or "more than we're paying now" or "higher than other bids," what do you do? I've got a really simple framework that works across any competitive selling situation—IT services, professional services, whatever. Here's how it works: First, ask "What makes you say that?" to understand if this is a negotiation tactic, a stall, or a real gap. Then clarify what it's relative to—get them to tell you the actual number they're comparing against. Here's the key move: minimize the amount psychologically. If you quoted $60K and they're at $42K, stop talking about $60K—now you're negotiating the $18K gap. Then slice it even smaller: "So we're $1,500 a month apart, or about 50 bucks a day for compliance?" That sounds way better than a $60K contract. Finally, isolate it: "If we can bridge that gap, are you ready to go ahead?" This episode breaks down the psychology of reframing price conversations so you're not defending your number—you're making the gap feel manageable relative to the benefits they want. Works across industries once you understand what we're actually doing here.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Ray Green answers a thought-provoking question from a friend: Is there a real difference between "play to win" and "play to not lose" people, and can you build an entire team of aggressive risk-takers? In this episode, Ray breaks down why he believes there are two distinct types of "play to not lose" people - Type 1 who are well-intentioned and think through proper risk mitigation, and Type 2 who operate from fear and lack of confidence. He explains why Type 1 people are actually assets who balance out aggressive play-to-win leaders, while Type 2 people are toxic liabilities that drain your organization. Ray shares a personal story from his first CEO role about constantly fighting with his co-founder, who drove him crazy but ultimately made him a better leader by having the confidence to speak truth to power. This is about understanding the balance you need on your team, knowing the difference between healthy defensive thinking and toxic negativity, and why you don't want a team of only one type of person.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Physics defines work as force times distance times alignment. In sales, that's effort times results times whether those results actually get you what you want. I saw a junior SDR post on LinkedIn saying "sales training is a joke—just dial your face off." He's one-third right. Volume matters. But here's what gets lost: you drive to work every day, doesn't make you a Formula One racer. It's intentional volume that matters. Josh Braun responded with something so well-written I had to share it: "Drop someone in a pool with no training and they'll kick really hard, flail harder, and burn out in 20 seconds. Put them with a coach who adjusts their breathing, reach, and timing, and suddenly they move further, faster, with less effort. Top reps don't just make more calls—they make better calls." I'll share my own riptide story from last summer: I got caught surfing with my kids, swam as hard as I could, made zero progress—actually went backwards. Two surfers pulled me sideways along the shore to escape it. I could have swam all day and never made it. That's alignment. This episode breaks down why volume reveals your gaps but technique closes them, why I've wasted $30K on useless sales training but still believe in the right coaching, and why physics would say if you're booking appointments that don't convert, no work has actually been done.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Physics defines work as force times distance times alignment. In sales, that's effort times results times whether those results actually get you what you want. I saw a junior SDR post on LinkedIn saying "sales training is a joke—just dial your face off." He's one-third right. Volume matters. But here's what gets lost: you drive to work every day, doesn't make you a Formula One racer. It's intentional volume that matters. Josh Braun responded with something so well-written I had to share it: "Drop someone in a pool with no training and they'll kick really hard, flail harder, and burn out in 20 seconds. Put them with a coach who adjusts their breathing, reach, and timing, and suddenly they move further, faster, with less effort. Top reps don't just make more calls—they make better calls." I'll share my own riptide story from last summer: I got caught surfing with my kids, swam as hard as I could, made zero progress—actually went backwards. Two surfers pulled me sideways along the shore to escape it. I could have swam all day and never made it. That's alignment. This episode breaks down why volume reveals your gaps but technique closes them, why I've wasted $30K on useless sales training but still believe in the right coaching, and why physics would say if you're booking appointments that don't convert, no work has actually been done.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

If you've got a BDR setting appointments and an outside sales rep closing deals, here's a question that comes up constantly with MSPs: Should your AE also be generating their own pipeline? In a perfect world, here's the ideal setup: your setter fills a third to half of the AE's calendar, and the AE fills the rest themselves. Why not just have marketing and the BDR handle it all? Multiple reasons. BDRs turn over—it's often an entry-level role with higher volatility, and you don't want your pipeline to have that same volatility. Different channels work at different times, and you need consistency when one isn't performing. But here's the bigger reason most people overlook: when your outside rep is hunting, they're doing R&D for your entire business. They're hearing objections, questions, what competitive offers look like, what prospects say at the beginning of the cycle. Sales is a massive source of research and development if you just listen. Plus, I want my reps to stay hungry—Andy Grove said "success leads to complacency, only the paranoid survive." If appointments just show up on their calendar, they'll complain about lead quality and take it for granted. This episode breaks down why consistency, redundancy, hunger, and real-world intel make this approach essential for building a sales machine that doesn't rely on any single channel or person.

We just spent six weeks migrating our email newsletter from Beehiiv to Substack. Within one day of going live, I realized I'd made a mistake and had to course-correct. This episode opens up what happened, why it was a mistake, and more importantly—the framework for deciding when to pivot versus when to persevere. Because I've always struggled with this: am I being frantic and erratic by changing course? Or am I being stubborn and falling into sunk cost fallacy by staying? Here's what went wrong: Day One on Substack, I realized the audience is mostly creators writing for other creators, the growth engine requires building another Twitter-like feed (the exact treadmill email newsletters were supposed to solve), and I risked diluting my most valuable asset—my list—with the wrong audience while having no analytics to detect it. I break down the exact questions I ask myself at these decision points: What core problem was I solving? Why was it really a problem? Does this actually solve the underlying issue? What will make me regret this in six months? The lesson: perpetual pivots destroy progress, but stubborn perseverance does too. Learn how to course-correct strategically instead of emotionally, and be aware of your own tendencies—I tend to pivot too quickly, maybe you stick too long.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

"Should I niche down in my prospecting to a vertical or an industry?" That question came up on an office hours call yesterday with a bunch of MSP business owners. Here's what I told them based on managing 50 different IT companies in our fractional sales program and listening to thousands of prospecting calls: Yes, you should absolutely niche down—but you don't have to rebrand your entire company to do it. Most people think going vertical means becoming "the law firm IT company" and changing everything. That's wrong. You niche at the campaign level, not the company level. This episode breaks down how to compartmentalize your outbound: build a law firm-specific list, create landing pages with their language and acronyms, develop messaging that speaks to their specific IT fears and problems—all without touching your homepage or inbound script. The benefits are massive: your scripting has immediate relevance, you stand out from the 100 other calls they're getting, and you can feed patterns back into your campaigns through AI analysis of recorded calls. Learn why law firms have different IT concerns than manufacturing companies, how to stack verticals over time without getting diluted, and why this approach lets you leverage specialization into better specialization once the flywheel starts moving//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram

Ray Green breaks down why both hustle culture and the "deep work only" mindset miss the mark, using a simple physics formula to explain what real work actually is. The equation? Force times Distance times Alignment. In this episode, Ray explains why effort alone doesn't equal results, why you can bust your ass and go nowhere, and why even getting results doesn't matter if they're not aligned with your actual goal. He walks through practical examples—from salespeople making calls to authors writing books—to illustrate why some people accomplish massive results while others stay stuck forever despite working just as hard. Ray shares how to clarify your real goal, define the right distance metrics to track meaningful progress, and apply the necessary force to actually get there. This is about understanding what real productivity looks like and making sure the time and energy you're investing is actually moving you in the right direction.//Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green.About Ray:→ Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where he doubled revenue per sale in fundraising, led the first increase in SMB membership, co-built a national Mid-Market sales channel, and more.→ Former CEO operator for several investor groups where he led turnarounds of recently acquired small businesses.→ Current founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com→ Current Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.→ Current Managing Partner of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com//Follow Ray on:YouTube | LinkedIn | Facebook | Twitter | Instagram