The Ray J. Green Show

I used to think "Always Be Closing" was outdated, sleazy sales advice, but I've completely changed my mind. In this video, I break down why ABC is actually the foundation of consultative selling for MSSPs and B2B sales. The truth is, every single step in your sales process—from discovery calls to assessments to proposals—should be designed with one goal: moving the deal forward and closing the sal...

Discover why most MSP deals are actually won or lost during the discovery phase, not at the close! In this video, I break down how to engineer your discovery process to address objections before they even come up. I'll show you how to plant the seeds early by asking strategic questions that uncover pain points, buying motivations, urgency levels, and decision-making processes - then use their own...

I reveal the shocking truth about why most MSP deals actually fail - and it's not what you think. After listening to countless sales calls, I've discovered that deals don't die because of timing, price, or contract issues. They fail because sales reps never actually ask for the sale! I know it sounds crazy, but I'm going to prove exactly how this happens and show you the simple techniques I use to...

I analyze a case study of a $7 million MSP owner whose close rates were declining despite having good reps and processes. What I discovered during our audit was that they had one rep who was phenomenal at opening deals through LinkedIn prospecting and another who was excellent at closing, but both were trying to handle the entire sales cycle from lead generation to account management. // Welcome t...

I share a crucial sales framework that can prevent you from losing deals after what seemed like successful presentation meetings. I explain the "BAMFAM" (Book a Meeting from a Meeting) strategy, which ensures you never leave a proposal meeting empty-handed without either a clear decision or a confirmed next step on the calendar. // Welcome to Repeatable Revenue, hosted by strategic growth advisor...

I share how downloading a "Couch to 5K" app - despite being able to run half marathons - taught me a powerful lesson about achieving big goals in business. After hitting a mental block that kept sabotaging my runs, I discovered that starting embarrassingly easy and building small, consistent wins creates unstoppable momentum. This same principle of breaking down massive business goals into bite-si...

I recently coached an MSP seller who spent over 20 hours chasing a $5,000 deal only to get completely ghosted at the end - sound familiar? If you're tired of getting stuck in sales purgatory, chasing deals you were never going to win, I'm going to show you three specific strategies to break free and force more decisions. First, use your discovery phase strategically to understand their actual buyi...

I see ads all the time claiming that "building rapport" is a lie and you need to learn how to sell without it - but these so-called experts are completely missing the point. In this video, I break down the massive misunderstanding around what rapport actually is in sales. It's not about small talk, weather conversations, or chatting about family photos on someone's desk - that's just likability, n...

I inherited a commission-only sales team at the US Chamber of Commerce and had to shut down the entire division 18 months later. In this video, I'm sharing why commission-only structures actually sabotage sales teams and can ruin your business culture. Most business owners think commission-only means hungrier, more driven reps, but that's not necessarily true. I'll break down the two major problem...

I was on a flight with my family when we had an emergency landing, and watching how the first responders handled the situation taught me the most important lesson about running a business: successful CEOs don't try to solve every problem at once, they identify the single most critical priority and focus all their resources on that one thing // Welcome to Repeatable Revenue, hosted by strategic gro...

I bombed my first sales interview but still got hired, and that experience taught me the three key traits I now look for when hiring salespeople that matter more than experience or charisma. Despite being introverted with no sales background, I went on to become a top performer and help raise over $100 million - here's what really matters in sales hiring. // Welcome to Repeatable Revenue, hosted b...

This episode breaks down how an MSP sales professional successfully salvaged a deal after losing control of the discovery process when a third-party consultant flipped the script and interviewed him instead of allowing him to ask questions. Ray shares three key insights extracted from analyzing the meeting transcript and demonstrates how to use strategic questioning and positioning to regain contr...

Ray breaks down a real coaching scenario where an MSP salesperson lost a deal to an inferior provider despite proving compliance issues and security vulnerabilities. The prospect chose to give their current provider "one more chance" instead of switching to better service. // Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green. About Ray: → Former Managing Director of...

Shy, introverted, and autistic - I bombed my first sales interview selling knockoff perfume. But I went on to never miss a sales target for 3 consecutive years and built a 20-year career helping MSPs scale from $5M to $50M+. If you're a technical founder who thinks you're "not cut out for sales," this video will change everything. // Welcome to Repeatable Revenue, hosted by strategic growth adviso...

I break down why SDRs aren't just booking appointments—they're actually closing deals every single day, and how treating prospecting like a real sale will dramatically increase your appointment-setting success. Learn the exact framework I use to help MSP SDRs understand what they're really selling and why most people get this completely wrong // Welcome to Repeatable Revenue, hosted by strategic g...

I share a real conversation I had with an MSP business owner who was avoiding making tough decisions about an underperforming salesperson, and explain why true leadership means making difficult decisions that others may disagree with rather than letting problems persist to keep everyone happy. // Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green. About Ray: → Former...

We analyzed what drives SDR success after coaching 100+ reps and discovered 6 critical levers plus 1 amplifier that make the difference between crushing it and flopping. In this video, I'll share exactly what separates high-performing SDRs from the rest so you can guarantee results in your business. Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green. About Ray: → Form...

Ray guides viewers through creating two plan options and making a compelling recommendation to seal the deal. Subscribe for more insights on growing your business through effective sales techniques. // 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,...

In this episode Ray shows you how reps with all the right questions still blow the deal—and how one simple shift in how you run discovery can help you outsell competitors, even when your price is higher. // 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,...

In this episode Ray shares why having too many good options might secretly be sabotaging your success—and reveals the tough decisions he made to break free. If you're juggling multiple opportunities, this might be exactly what you need to hear. // Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. Green. About Ray: → Former Managing Director of National Small & Midsize...

I break down how to build a sales team that truly runs itself by implementing fundamental systems that eliminate the daily firefighting and micromanagement that drains most MSP owners. I share my 20 years of experience showing how the right systems - from lead distribution to compensation plans - can free you from constantly making subjective decisions and dealing with team conflicts, allowing you...

In this podcast, Ray reveals the real reason marketing strategies like cold calling, LinkedIn outreach, and paid ads fail for MSPs—and the mindset shift you need to make any of these strategies actually deliver results. // 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. Cham...

I'm breaking down why hiring traditional salespeople can actually stall your MSP's growth in 2025, and sharing the component-based system approach that hundreds of successful MSPs use instead. Learn how to avoid expensive hiring mistakes and build scalable sales processes that don't create key-man risk in your business // Welcome to Repeatable Revenue, hosted by strategic growth advisor , Ray J. G...

In this episode, a CEO’s forced digital detox during a European vacation reveals how just two hours of focused work a day can unlock sharper priorities, empower your team, and expose the hidden cost of micromanagement. // 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. Chamb...

I share seven practical strategies I've learned throughout my career to help salespeople bounce back from setbacks, including taking feedback constructively, managing expectations, not taking rejection personally, focusing on controllable factors, using scripts effectively, establishing pre-game rituals, and creating an alter ego to handle difficult situations. // Welcome to Repeatable Revenue, ho...