Same steps. Same structure. Completely different outcome.

In this episode, I break down why copying what works rarely works—and what you’re actually missing when you do.

If you’ve ever wondered why your execution feels right but still falls flat, this will change how you evaluate every tactic you see.

What You’ll Learn in This Episode

• Why tactics fail when they’re removed from the system that makes them work
• The hidden variables (brand, ICP, lead source) that determine whether something actually performs
• How to stop copying isolated tactics and start evaluating the full system behind them

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

But what if that decision is exactly what locks in everything that’s wrong with it?

In this episode, I walk through a real decision inside my business where we paused a powerful custom-built system—and why that pause matters more than the tech itself.

If you’re building, scaling, or optimizing anything right now, this will change how you decide what to systemize—and when.

What You’ll Learn in This Episode

• Why automation too early can make the wrong process harder to fix
• How to recognize when “efficiency” is actually hiding deeper problems
• The decision filter we used to pause a fully built platform (and what we’re doing instead)

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

Across 65 SDRs, the ones booking the most meetings aren’t the highest-activity reps—they’re often making fewer calls.

If your outbound feels like a grind with inconsistent results, the issue might not be effort—it might be the model you’re using.

In this episode, Ray breaks down why the “numbers game” is outdated—and what actually drives consistent pipeline today.

What You’ll Learn in This Episode:

• Why high call volume creates more problems than it solves in modern outbound

• The hidden operational costs behind “cheap” SDR strategies

• How top-performing reps approach prospecting differently—and why it compounds over time

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

The company with the most advanced AI voices in the world chose not to use agents for outbound—and built a 46% outbound pipeline with humans instead.

What if the “AI replaces sales” narrative is costing you pipeline, burning your market, and giving you false confidence?

In this episode, Ray breaks down why AI isn’t the shortcut you think it is—and where it actually belongs if you want real results.

What You’ll Learn in This Episode

• Why outbound sales fails faster with AI—even when it wins on volume

• The hidden psychological reason prospects reject AI-driven outreach

• How to use AI to amplify your team instead of quietly replacing your results

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

More MSP owners are “vibe coding” CRMs, convinced it’s their next big move… while their actual business quietly stalls.

What if the thing pulling your attention isn’t growth—but a distraction disguised as progress?

In this episode, Ray breaks down why building software might be the most expensive mistake you can make right now—and what deserves your focus instead.

What You’ll Learn in This Episode:

• Why shifting from a $1M–$5M service business into software resets you back to zero

• The difference between building a product people might want vs. validating one they’ll actually pay for

• How “productive” distractions keep you from solving the real constraint in your business

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

Most creators are producing more than enough content… but still not seeing results. Why? Because what they’ve already created never gets fully used.

If one piece of content could turn into 20, 30, even 50 assets—without more effort—your entire content strategy would change.

In this episode, Ray breaks down why you’re stuck on the content treadmill—and what needs to change if you want your work to actually compound.

What You’ll Learn in This Episode

1. Why creating more content is often the wrong move—and what’s actually holding your growth back
2. The “flaring” problem that causes creators to waste their highest-quality ideas
3. How top creators turn one idea into dozens of outputs without increasing their workload

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

After disappearing for 8 years, Travis Kalanick—former Uber founder—quietly built a $15B robotics company, operating in 30 countries with thousands of employees… without PR, branding, or even LinkedIn visibility.

This forces a harder question: if you removed validation, visibility, and noise—would your business still move forward?

In this episode, Ray breaks down the hidden difference between building and performing—and why the question you’re asking might be capping your entire trajectory.

What You'll Learn In This Episode:

1. Why most founders are stuck in a “visibility loop” that feels productive—but isn’t actually moving the business forward
2. The mindset shift from “Can I do this?” to “What would it take?”—and how it changes the scale of problems you pursue
3. How removing yourself as the constraint fundamentally alters the opportunities, talent, and outcomes available to you

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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 can’t name the exact behavior your comp plan is designed to drive, you’re not incentivizing performance—you’re creating confusion and misalignment.

In this episode, I break down the one question that cuts through all of it—and why getting this right changes how your team actually shows up day to day.

If you want a comp plan that drives the behaviors you actually need (not just outcomes you hope for), this episode will show you where to start.

What You'll Learn In This Episode

1. Why every comp plan is fundamentally a behavior-shaping system—not a payment structure
2. The hidden misalignment created when you pay people on outcomes they don’t control
3. How to identify the specific actions that actually move your business forward

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

The real issue almost always comes down to one of three root causes: priorities, process, or people.

In this episode, Ray breaks down the simple framework he uses to diagnose execution problems after a recent rollout inside his own company didn’t go as planned. When you diagnose the problem correctly, the path to fixing it becomes obvious.

If your team feels busy but progress keeps stalling, this episode will help you identify the real cause so you can stop applying the wrong fix and start getting execution back on track.

What you'll learn in this episode:

• The three root causes behind almost every execution breakdown in a business

• Why leaders often misdiagnose execution problems and make them worse

• How to determine whether your issue is priorities, process, or people

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

▸ Check out MSP Sales Partners: mspsalespartners.com

▸ Learn about our SDR Accelerator program: https://mspsalespartners.com/sdr-accelerator -

Three MSPs in our program are consistently booking 15-20 qualified appointments every month from their SDRs. And they’re using very distinct strategies — different than the standard smile and dial strategy. I asked all of them to walk me through everything.

In this video, I break down those 3 case studies and what they’re doing different. Plus the 5 most common mistakes that cause everyone else to get no ROI from their SDR investment.

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

The logic sounds reasonable: if they can’t sell, how can they lead a sales team? But that idea misunderstands what a real VP of Sales is actually hired to do.

In this episode, Ray breaks down why asking a VP to carry a quota creates a direct conflict of incentives, attracts the wrong candidates, and is usually a sign the company isn’t actually ready for a VP of Sales yet.

If you're a founder or CEO thinking about hiring your first VP of Sales, this episode will help you avoid a costly mistake and understand what problem you actually need to solve first.

What You’ll Learn in This Episode

• Why legitimate VP of Sales candidates won’t accept roles that require them to carry a quota

• The incentive conflict that happens when a VP is asked to sell while building a team

• How needing a quota-carrying VP is usually a signal your company isn’t ready for one yet

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

On a recent coaching call with 15 MSPs, someone asked me a simple question: How long should it really take to ramp a full-cycle outside sales rep? The common answers—“six months,” “nine months,” “once they learn the product”—all miss the point.

In this episode, I break down a rule of thumb I’ve used for years: your real ramp time is 2.5–3× your average sales cycle. That ratio captures the hidden work most leaders forget—learning the company, building pipeline, and then actually running deals through your process.

If you’re hiring sales reps, planning headcount, or trying to figure out whether a new rep is actually behind—or just on a realistic timeline—this framework will change how you think about ramp time.

What You’ll Learn in This Episode

1. Why the real ramp time for a sales rep is 2.5–3× your average sales cycle
2. The three phases of ramp most companies underestimate: learning the company, building pipeline, and running deals
3. Why using a fixed ramp number like “nine months” creates bad expectations for leadership and reps

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

We got into how Hollywood's shift from original stories to sequels taught him why branding comes before marketing, why most business owners can't answer "Why should anybody choose you?", why AI is creating a sea of mediocre sameness, and why his 7 Superhero Questions pull the real story out of founders who don't even know they have one. If you've ever struggled to explain why someone should pick you over the other guy, there's a framework here.

-----------------------------------------------------------

What You'll Learn

• Why "best product at the best price" is a feature, not a brand — and what the difference costs you

• The 7 Superhero Questions and how they're designed to pull a real brand out of any founder

• How Hollywood's shift from original stories to sequels and reboots is the single best lesson in brand ROI

• Why JP built a $20M dispensary in 8 months by answering one question nobody else was asking

• How origin stories build trust — and the specific Steve/Tacfirm example that proves it

• Why AI-generated website copy is creating a "sea of mediocre sameness" that makes businesses invisible

• The difference between proactive brand creation (Steve Jobs) and reactive focus-group branding — and why the focus group always produces the lowest common denominator

• Why JP thinks AI search actually rewards original storytelling — and the jiu-jitsu experiment that proved it

• How JP uses AI as a writing partner without surrendering point of view or creative control

• Why brand is ops — and how a shitty shopping experience negates everything your marketing promised

• What a near-death experience with open heart surgery taught JP about the gap between success and fulfillment

• Why the Wall Street Journal is running job postings for $300K storytellers — and what that signals about where business is heading

-----------------------------------------------------------

Books & Resources Referenced

The Four Agreements by Don Miguel Ruiz — https://www.amazon.com/Four-Agreements-Practical-Personal-Freedom/dp/1878424319

Stoned Ape Theory by Terence McKenna (concept, popularized by Paul Stamets) — https://en.wikipedia.org/wiki/Stoned_ape_hypothesis

Ray's previous episode with Bob Perkins - https://www.youtube.com/watch?v=EZf-nYlwUd4

Companies Are Desperately Seeking ‘Storytellers’ (WSJ) - https://www.wsj.com/articles/companies-are-desperately-seeking-storytellers-7b79f54e

-----------------------------------------------------------

Guest Links

JP on LinkedIn - https://www.linkedin.com/in/stonedape/

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

In this conversation, we get into what actually broke at the top, why changing your environment doesn't fix what's underneath, and what Chris means when he talks about "frequency" — stripped of the spiritual language and grounded in the engineer's brain he actually has. We debate whether you have to grind before you can transcend it, why limiting beliefs feel like facts, and why he thinks training your frequency will be as common as going to the gym within five years.

We also go deep on extractive vs. regenerative systems — in business, content, social media, and relationships — and why the intention underneath your actions matters more than the actions themselves.

I've been using Chris's ENCODED program for five months. I came in skeptical. I still have questions. But I can't deny what shifted. This one's worth your time whether you buy the concept or not.

WHAT YOU'LL LEARN

1. Why building a $22M company was one of the worst periods of Chris's life — and what that reveals about external vs. internal success
2. What "frequency" actually means as identity + beliefs + intentions, without the spiritual language
3. Why changing your job, city, or business doesn't work if you don't change the foundation underneath it
4. The difference between extractive and regenerative systems — in business, relationships, and how you show up as a leader
5. Why limiting beliefs feel like facts, and how to spot the invisible ceiling you didn't know you built
6. How the intention underneath your actions — in content, business, and life — determines the results you get
7. Why Chris thinks frequency training will be as mainstream as going to the gym within 3–5 years

BOOKS & RESOURCES REFERENCED

Shoe Dog by Phil Knight — https://a.co/d/05UhJN4T ENCODED Frequency Map — https://www.encoded.ai/ We Are Encoded Podcast — https://open.spotify.com/show/5eEzaXy4hUSqlvzD9ROqrz

Episode Description:

Are your MSP prospects ghosting you after you present their network assessment? It's probably because you're treating that assessment like a discovery call—and skipping the most fundamental part of the consultative sales process.

In this episode, I’m breaking down a massive mistake I see IT sellers making: presenting problems instead of uncovering pain. A network assessment gives you facts and technical vulnerabilities, but facts don't motivate buyers—feelings and business impact do. People don't pay to fix problems that aren't causing them pain.

Tune in to hear why all roads lead back to discovery, and learn how to properly structure your sales process so you can stop getting ghosted and start closing at a best-in-class rate.

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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 one was personal. My son was diagnosed with dyslexia and ADHD, and I was diagnosed with Level 1 autism — all around the same time. Dave's video on weaknesses being strengths changed how my wife and I parent our kids. We've been in each other's orbit for six years — he MCs the events I speak at — but we'd never sat down and gone deep like this. We got into why "normal" doesn't actually exist, why your best employees probably have the most anxiety, the survivorship bias problem with reframing disabilities as superpowers, why "Eat That Frog" is terrible advice for entrepreneurs, and why most businesses are accidentally destroying their best people by trying to fix them.

If you're a business owner, a parent, or someone who's ever been told something is wrong with you — there's a lot here.

What You'll Learn

1. Why "normal" is a fake target — and what Todd Rose's The End of Average reveals about the myth of the average person
2. The Paul Orfala paradox: the Kinko's founder says "everyone should have dyslexia" — how to hold that alongside the real struggles of learning differences
3. Why the survivorship bias argument against neurodiversity as a superpower is actually backwards — and what self-fulfilling prophecies have to do with it
4. How anxiety tested off the charts for Dave — and why elevated anxiety is what separates your best employees from your worst
5. The Dunning-Kruger connection: why the most competent people feel the most inadequate, and why that drives performance
6. Why "Eat That Frog" creates a frog-eating job — and how to design a business where you never eat frogs
7. What Faster Than Normal by Peter Shankman teaches about reframing ADHD as a speed advantage, not a deficit
8. Why partnering with people strong where you're weak isn't just nice — it's structurally necessary for neurodiverse entrepreneurs
9. The real reason business owners burn out — and why it has nothing to do with how much work they're doing
10. How Dave's "affiliation" principle works in practice — the insurance agent story that almost ended in a firing and became a case study
11. Why the first thing most schools, therapists, and managers do — focus entirely on weaknesses — is the exact wrong approach
12. What the StrengthsFinder philosophy gets right that most management training misses

Books & Resources Referenced

1. The Freak Factor by David Rendall — Buy on Amazon
2. The Freak Factor for Kids by David Rendall — Buy on Amazon
3. Pink Goldfish 2.0 by Stan Phelps and David Rendall — Buy on Amazon
4. Faster Than Normal by Peter Shankman — Buy on Amazon
5. The End of Average by Todd Rose — Buy on Amazon
6. Quiet: The Power of Introverts in a World That Can't Stop Talking by Susan Cain — Buy on Amazon
7. Sensitive: The Hidden Power of the Highly Sensitive Person by Jenn Granneman and Andre Sólo — Buy on Amazon
8. Messy: The Power of Disorder to Transform Our Lives by Tim Harford — Buy on Amazon
9. First, Break All the Rules: What the World's Greatest Managers Do Differently — Buy on Amazon
10. Eat That Frog! by Brian Tracy — Buy on Amazon (referenced as counter-example)
11. Dave Rendall's website: drendall.com

Peter Shankman's Faster Than Normal podcast//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

Chris Walker podcast: https://open.spotify.com/show/5eEzaXy4hUSqlvzD9ROqrz?si=09ac9ae5cfde4157

Dave Rendall YouTube Channel: https://www.youtube.com/drendall

Dave Rendall Website: www.drendall.com

Justin Welsh Website: https://www.justinwelsh.me/

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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 episode establishes the show's core premise: that getting the frame right makes the decision easier, and that real-world business requires context, not just guru advice. I outline what listeners can expect from the daily format and who will benefit most from this approach to thinking through sales, strategy, hiring, leadership, and the moments when you're the only one willing to acknowledge something isn't working.

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

We got into all of it. From the real story behind the most famous Super Bowl ad ever made (and the worst one, made by the same people the very next year) to why marketing as a discipline is being consumed by AI, to a fighter pilot decision-making framework that most companies are too slow to execute. We also talked about what actually drives organizational change, why group dynamics override expertise, and what Bob would tell his 40-year-old self if he could go back.

This one went deep. If you run a business or lead a team, there's a lot here.

What you'll learn in this episode:

1. Why marketing is becoming unrecognizable — and what's replacing it
2. The real story behind Apple's 1984 ad and how it almost never aired
3. The Boyd Loop (OODA) — how fighter pilots make decisions at 500 mph and why it matters for your business
4. Why competitive advantage is shifting from planning to execution speed
5. How AI changes the feedback loop — and why that's the real unlock for sales teams
6. What stops organizations from acting on decisions they've already made
7. Why the power of the group is the most underrated force in business — and how it quietly kills change
8. Bob's advice to his 40-year-old self (and the one skill he wishes he'd developed more)

Books referenced in this episode:

1. Sapiens by Yuval Noah Harari
2. The Geek Way by Andrew McAfee
3. The Innovator's Dilemma by Clayton Christensen
4. On the Edge: The Art of Risking Everything by Nate Silver
5. The Infinite Game by Simon Sinek

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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 share real-world examples of "zero delusion" brands like Raising Cane’s and WD-40 that have built empires by doing one thing exceptionally well. But even if you run a complex, multi-service business, I’ll show you how to use "umbrella branding" and surgical discovery to keep your message undiluted. Join me as I break down why one message per moment is the key to building real belief in your prospects.

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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 dive into the fundamental difference in how we approach networking and discovery calls. While extroverts often get their "reward" just from the act of socializing, introverts are usually on a mission. We don’t have the energy to waste on small talk for the sake of small talk, so we tend to be more methodical, more intentional, and way more focused on the data points that actually move a deal forward. If you’ve ever felt like your quiet nature was a disadvantage in a loud industry, this episode is for you.

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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 talk about why the difference between reaching your destination and giving up usually comes down to how you handle those inevitable moments when you've veered off track. If you’re feeling like you’ve hit a wall or made a wrong turn, join me as I explain why that isn't the end of the road—it’s just time for a little course correction.//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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 compare the hollowed-out wreckage of this recent acquisition to my experience at the Four Seasons, where small, "unmeasurable" details like a lens cloth or a cord tie create the entire premium experience. We’re exploring why 40% of M&A deals end up as dumpster fires and how the best operators identify and protect the invisible value creators that actually drive ROI. If you’ve ever wondered why great companies fall apart after a sale, this is why.

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

“There’s a small chance of sudden death.”

Especially when you’re someone who runs 6–10 miles every day, passes every stress test, and feels perfectly healthy.

In this episode, Ray shares the story of discovering he has Hypertrophic Cardiomyopathy (HCM)—a genetic condition where the heart muscle becomes abnormally thick. Despite scoring 14–15 METs on stress tests and having what doctors described as an extremely strong heart, the diagnosis came with a reality check: a condition that can cause serious rhythm issues and has landed him in the ER multiple times, including during a recent family trip.

But the biggest shift wasn’t medical—it was mental.

Instead of asking “Why is this happening to me?”, Ray made a deliberate shift to “Why is this happening for me?”—a reframing that changed how he thinks about health, work, leadership, and adversity.

This episode isn’t just about a heart condition. It’s about how reframing adversity can change how you experience it—and how the hardest moments in life often create the most important shifts.

What You’ll Learn in This Episode:

1. What Hypertrophic Cardiomyopathy (HCM) is and why it often goes undetected
2. Why someone who runs 6–10 miles daily and passes stress tests can still have a serious heart condition
3. How discovering a hereditary condition early can protect future generations
4. Why shifting from “Why me?” to “Why for me?” changes how you experience adversity
5. The mindset exercise that helps reframe setbacks in health, business, or life
6. Why slowing down intensity can actually maintain—or improve—productivity

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

In just 45 days, one MSP salesperson went from a 13% close rate across all of 2025 to 71%—closing 5 out of 7 deals and generating $17,000 in new MRR in a single month.

And it didn’t come from a new script, a motivational speech, or some psychological closing trick.

The breakthrough came from changing how the salesperson thought about the sales process—not just what they said inside it.

In this episode, Ray breaks down the real transformation behind those numbers and the specific shifts that moved the needle. If your team is putting in the effort but conversion isn’t where it should be, the problem may not be talent—it may be the system behind the sales process.

What You’ll Learn in This Episode:

1. How one MSP seller improved from 13% to 71% close rate in 45 days
2. The discovery mistake most technical salespeople make
3. Why asking prospects how they measure ROI eliminates sales guesswork
4. How reviewing real sales calls accelerates improvement faster than generic training
5. Why practicing the money ask until it becomes boring builds real confidence
6. The proposal mistake that causes technically correct solutions to lose deals

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

You evaluate an idea.

You start moving forward.

Then uncertainty shows up… and the strategy changes.

In this episode, Ray shares the story of a founder who pivoted through multiple strategies in just a few months—not because he lacked intelligence or effort, but because he was waiting for certainty that never comes in business.

The real trap wasn’t the ideas. It was the belief that the right move should feel 100% clear before committing.

If you’re rowing hard but feel like the business isn’t moving forward, the issue might not be effort—it might be the constant search for guarantees.

What You’ll Learn in This Episode:

1. Why constantly changing strategies keeps founders stuck in planning mode
2. The difference between finding something that works and committing to make it work
3. Why most results in business live on the far side of a J-curve
4. How uncertainty triggers the “amygdala hijack” that causes endless pivots
5. Why thinking in probabilities is more effective than looking for certainty
6. How a lack of clear strategy creates confusion about tactics

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

But the biggest difference is usually something far less obvious.

Belief systems.

In this episode, Ray explains how founders often run their companies while staring at the business equivalent of an optical illusion—beliefs that feel completely true but quietly cap their growth.

Inspired by a visit to the Museum of Illusions with his kids, Ray explores how our brains can be certain about things that simply aren’t real. And in business, those invisible assumptions can become the ceiling on how far a company can grow.

If you’ve ever felt stuck at a plateau despite working harder, the answer may not be effort—it may be one belief you’re absolutely certain is true.

What You’ll Learn in This Episode:

1. The biggest difference Ray sees between $2M founders and $200M founders
2. Why growth ceilings often come from beliefs, not strategy
3. How founders unknowingly operate inside “business illusions”
4. The common assumption that keeps founders stuck in day-to-day operations
5. Why working harder can’t overcome the wrong underlying belief
6. The powerful question that can reveal what’s actually capping your growth

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

No work.

No calls.

No involvement in the business.

And something surprising happened.

Nothing broke.

The team handled clients, operations kept moving, and the business even closed its best sales month in six years.

In this episode, Ray explains the decision he made last year that made this possible: building a team of true A-players and creating the systems and culture that allow them to operate without constant founder involvement.

It also led to a realization many founders struggle to accept — the more necessary you believe you are, the more you cap the growth of your business.

If your business can’t function without you, that belief might be the very thing keeping it small.

What You’ll Learn in This Episode:

1. Why believing you’re “necessary” is often the biggest growth constraint in a business
2. How A-players create 10–20x impact compared to average hires
3. The 3D framework (Direction, DNA, Drumbeat) Ray used to build the team and culture
4. Why founders often stay stuck due to ignorance or ego about their role
5. How stepping out of day-to-day operations unlocks higher-leverage work
6. What happens when you design a business that can run even when you can’t

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

But speed isn’t the real question.

The real question is what you’re doing with that speed.

In this episode, Ray explains why the same AI tools helping people produce work faster may also be making their roles easier to replace. Using a story about a 1917 hay delivery business and the arrival of Ford’s Model TT truck, he shows how technology can quietly eliminate the very job it’s helping you do more efficiently.

Ray also walks through a real example from his own business—where a ghostwriter used AI to cut corners, and how that decision allowed Ray to replace the entire service with a better automated system in less than 24 hours.

If you’re using AI to simply produce the same outputs faster, you may be riding the wave… while the market for your work disappears.

What You’ll Learn in This Episode:

1. Why AI is creating winners and losers—and it’s not about who uses it
2. The difference between using technology to be faster vs. using it to be better
3. The 1917 hay delivery story that perfectly explains today’s AI shift
4. How using AI to cut corners can quietly make your role replaceable
5. The real-world example of replacing a ghostwriter with an automated system
6. Why knowledge workers must rethink how they create value in the AI era

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

No pain, no deal.

Most of the time, it’s true. If a prospect isn’t experiencing a problem they want to fix, there’s usually no reason for them to spend money to change anything.

But there are two important exceptions that most sales advice ignores.

In this episode, Ray breaks down when prospects will still buy—even if they aren’t currently feeling any symptoms. From hidden risks that haven’t surfaced yet to powerful desire for a future outcome, these two triggers explain why some deals close even when the buyer doesn’t feel immediate pain.

If you’ve ever heard a prospect say “Everything is fine right now” but still wanted the deal, this episode will help you understand what to look for.

What You’ll Learn in This Episode:

1. Why the classic sales rule “no pain, no deal” is usually right—but not always
2. 
   
3. What high-stakes latent pain is and why it can motivate action without symptoms
4. 
   
5. Why some hidden risks are serious enough to drive buying decisions
6. 
   
7. How intense desire for a future outcome can create its own pressure to buy
8. 
   
9. Why people sometimes buy solutions even when nothing feels broken today
10. 
    
11. The two specific triggers that still lead to a deal when visible pain isn’t present
12. 
    

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

I recently reviewed a sales call where a service provider uncovered a complete train wreck of a client situation. The prospect agreed with every single finding, yet still refused to pay to fix it. Why? Because the seller was pitching problems, not pain.

In this episode, I explain why clients can acknowledge a problem but still refuse to solve it. I’ll show you how to connect the dots between technical facts and the emotional or business impact that actually drives a purchase. If you’re presenting logical solutions but still losing deals, this is exactly what you need to hear.

What You’ll Learn in This Episode:

1. Why prospects can agree they have problems and still refuse to buy
2. The difference between identifying problems and uncovering pain
3. How to connect technical issues to real business impact
4. Why urgency only appears when the buyer feels the consequences
5. How to make your solution the obvious next step

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This episode is part of the 2025 Audit series — lessons learned, relearned, and unlearned.

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that way of thinking is useful, that’s what continues here.

New to the show? Start with the “Start Here” playlist:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

More services.

More offers.

More ideas.

More opportunities.

But in 2025, Ray learned the opposite.

The business that went from $0 to $93,000 per month in less than a year didn’t grow because of what was added — it grew because of what was eliminated.

A year earlier, Ray had five or six revenue streams running at the same time. The money was decent, but nothing was reaching its full potential. Everything was moving forward — but nothing was breaking through.

The turning point came from doing something most founders resist: killing almost everything and focusing on one primary market and one primary service.

This episode breaks down why most entrepreneurs misunderstand what real focus actually looks like — and why saying no to good opportunities is often the only way to build something great.

If you feel busy but not moving forward, this episode will challenge how you think about focus.

What You’ll Learn in This Episode:

1. Why most founders misunderstand what true focus actually looks like
2. The hidden cost of chasing “good opportunities” that dilute execution
3. Why “free” opportunities often create more distraction than leverage
4. How multiple revenue streams can quietly slow business growth
5. Why more businesses die from indigestion (doing too much) than starvation
6. The role of FOMO and idea-chasing in killing momentum
7. How focusing on one market and one service unlocked $93K/month in under a year

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

Resource Mentioned:

LinkedIn Post mentioned in the episode: https://msp.sale/49Szpiu

This episode is part of the 2025 Audit series — lessons learned, relearned, and unlearned.

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that way of thinking is useful, that’s what continues here.

New to the show? Start with the “Start Here” playlist:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

That was one of Ray’s biggest takeaways from his 2025 audit.

Many founders think leadership means alignment and consensus. In reality, leadership often means making the hard decisions no one else wants to make.

This episode explores “Management Debt,” a concept from Ben Horowitz—the compounding cost of avoiding tough conversations, difficult firings, or killing the wrong projects.

Left unpaid, that debt turns into stagnation, culture problems, and lost momentum.

The lesson: real leaders don’t avoid hard things — they sprint toward them.

If you’ve ever delayed a difficult decision to keep the peace, this episode will challenge how you think about leadership.

What You’ll Learn in This Episode:

1. Why leadership becomes irrelevant when every decision has consensus
2. The concept of Management Debt and how it compounds inside organizations
3. Why avoiding difficult conversations silently damages culture
4. How delaying tough decisions leads to stagnation and team attrition
5. Why firing, demotions, and killing projects are core leadership responsibilities
6. The difference between being liked today vs. respected long-term

Resources Mentioned

1. The Hard Thing About Hard Things by Ben Horowitz

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This episode is part of the 2025 Audit series — lessons learned, relearned, and unlearned.

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that way of thinking is useful, that’s what continues here.

New to the show? Start with the “Start Here” playlist:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

That’s the popular narrative. But during Ray’s 2025 audit, he realized something different: neurodiversity only becomes a superpower when you design the right environment around it.

After his son was diagnosed with dyslexia and ADHD, Ray went through months of testing alongside him and discovered something about himself — Level 1 Autism and ADHD. Suddenly, decades of patterns made sense.

The breakthrough came from a simple idea: “Peaks and Valleys.”

Neurodiversity often creates extreme strengths and extreme weaknesses at the same time. The real leverage happens when you build systems and teams that cover your valleys and amplify your peaks.

In this episode, Ray explains why the brain itself isn’t the superpower — the environment you design around it is.

If you’ve ever wondered why some parts of business feel effortless while others feel impossible, this episode will change how you think about strengths, teams, and leadership.

What You’ll Learn in This Episode:

1. Why neurodiversity isn’t automatically a “superpower” — and what actually makes it one
2. How Ray discovered Level 1 Autism and ADHD while navigating his son’s diagnosis
3. Why environment design determines whether differences become advantages or limitations
4. The “Peaks and Valleys” framework for understanding extreme strengths and weaknesses
5. How building teams with inverse strengths creates the “1 + 1 = 3” effect

Resources Mentioned

David Rendall — The Freak Factor: Your Weakness Is Your Power

https://youtu.be/NdRhH9411hI

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This episode is part of the 2025 Audit series — lessons learned, relearned, and unlearned.

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that way of thinking is useful, that’s what continues here.

New to the show? Start with the “Start Here” playlist:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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 detailed roadmap.

A defined destination.

A plan for what the business will look like ten years from now.

For years, Ray believed that too—and even taught frameworks to help entrepreneurs clarify their vision before scaling a company.

But during his 2025 audit of the past 20–25 years in business, he realized something surprising: vision isn’t always required if you genuinely love the process of building.

Some founders build like Jeff Bezos, starting with a clear long-term vision and methodically constructing toward it. Others operate more like Steve Jobs, iterating, experimenting, and only connecting the dots when looking backward.

Both paths work. The real requirement isn’t vision—it’s having either a strong vision pulling you forward or a deep love for the process that keeps you building through the inevitable frustrations of entrepreneurship.

What You’ll Learn in This Episode:

1. Why Ray reconsidered the “vision-first” rule during his 2025 business audit
2. The difference between the Bezos vision-driven model and the Jobs iteration-driven model
3. Why some founders succeed without a perfectly defined long-term plan
4. How loving the process of building increases your tolerance for entrepreneurial frustration
5. Why businesses become unsustainable when founders have neither vision nor process passion
6. How to decide which approach fits your personality as a builder

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This episode is part of the 2025 Audit series — lessons learned, relearned, and unlearned.

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that way of thinking is useful, that’s what continues here.

New to the show? Start with the “Start Here” playlist:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

1. LinkedIn posts.
2. YouTube videos.
3. Podcast episodes.

But despite the results, the strategy kept running into the same two walls.

First, the founder becomes the bottleneck. Creating content takes time — and when the same person is also delivering the service being sold, growth eventually stalls.

Second, the content itself becomes exhausting. Repeating the same niche topics to feed the demand engine eventually turns creativity into an assembly line.

In this episode, Ray breaks down the lesson from his 2025 audit: personal brand marketing works — but eventually the model breaks if the business depends on it.

The breakthrough came from decoupling his personal identity from the marketing function of the business.

Instead of creating content strictly for demand generation, Ray now creates content around what he’s genuinely thinking about — while his team extracts the relevant insights and turns them into marketing for the businesses.

This shift removed the bottleneck, increased content output, and made content creation sustainable again.

It’s one of the biggest strategic shifts in Ray’s six years of building businesses through organic content.

What You’ll Learn in This Episode:

1. The two walls most founders hit when using personal brand content as their primary growth engine
2. Why founders often become the bottleneck when they create content and deliver services
3. The hidden cost of organic marketing when measured in founder time
4. Why repeating the same niche content eventually leads to creator burnout
5. How AI-generated content will likely accelerate fatigue in personal brand marketing
6. The difference between building a personal brand and building a scalable business
7. Why separating the personal brand from the business brand creates long-term sustainability

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This episode is part of the 2025 Audit series — lessons learned, relearned, and unlearned.

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that way of thinking is useful, that’s what continues here.

New to the show? Start with the “Start Here” playlist:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

Founders often jump straight to scalability.

“How do we automate this?”

“How do we make this efficient?”

“How do we systematize this?”

But there’s a problem.

If you systematize something before proving it works — and before understanding what it actually takes to make it work — you end up building infrastructure around quicksand.

Ray shares how this showed up in his own business:

1. Building high-volume content systems that scaled distribution but didn’t drive engagement or revenue
2. Falling in love with elegant processes instead of the results they were supposed to produce
3. Trying to optimize implementation before validating effectiveness

The lesson is simple, but not easy: First prove it works.Then learn what makes it work. Only then should you systematize and scale it.

This episode is about resisting the temptation to scale prematurely — and why sometimes the manual, inefficient, unscalable work is exactly what unlocks leverage later.

What You’ll Learn in This Episode:

1. Why premature system-building can stall growth
2. The difference between efficiency and effectiveness
3. How scaling the wrong thing amplifies wasted effort
4. Why manual execution often reveals the real process
5. When to bring in systems — and when to stay scrappy
6. How to avoid falling in love with the “how” instead of the outcome

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This episode is part of the 2025 Audit series — lessons learned, relearned, and unlearned.

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that way of thinking is useful, that’s what continues here.

New to the show? Start with the “Start Here” playlist:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

The mindset, skill level, and limiting beliefs of a founder get installed into the business.

And AI has made that reality impossible to ignore.

If you think small, the business thinks small.

If you chase shiny objects, the business chases shiny objects.

If you struggle to delegate, the business bottlenecks around you.

But here’s the shift:

AI is now a mirror — and a multiplier.

Used correctly, it challenges your assumptions, exposes weak thinking, sharpens strategy, and forces clarity. Used poorly, it amplifies confusion, bad decisions, and low standards.

In this episode, Ray unpacks why AI is no longer a novelty tool for marketers or operators. It is a core leadership skill. The leaders who upgrade their thinking — and use AI to stress-test it — will build fundamentally different businesses than those who don’t.

This isn’t about prompts.

It’s about paradigm.

What You’ll Learn in This Episode:

1. Why a founder’s beliefs inevitably become the business’s ceiling
2. How unchallenged strengths and weaknesses get installed into your team
3. The hidden cost of insecurity, control, and lack of delegation
4. Why self-awareness is a strategic advantage — not personal development fluff
5. How top founders continuously upgrade their thinking
6. Why AI is becoming a forcing function for better executive judgment

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

This episode is part of the 2025 Audit series — lessons learned, relearned, and unlearned.

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that way of thinking is useful, that’s what continues here.

New to the show? Start with the “Start Here” playlist:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

The mindset, skill level, and limiting beliefs of a founder get installed into the business.

And AI has made that reality impossible to ignore.

If you think small, the business thinks small.

If you chase shiny objects, the business chases shiny objects.

If you struggle to delegate, the business bottlenecks around you.

But here’s the shift:

AI is now a mirror — and a multiplier.

Used correctly, it challenges your assumptions, exposes weak thinking, sharpens strategy, and forces clarity. Used poorly, it amplifies confusion, bad decisions, and low standards.

In this episode, Ray unpacks why AI is no longer a novelty tool for marketers or operators. It is a core leadership skill. The leaders who upgrade their thinking — and use AI to stress-test it — will build fundamentally different businesses than those who don’t.

This isn’t about prompts.

It’s about paradigm.

What You’ll Learn in This Episode:

1. Why a founder’s beliefs inevitably become the business’s ceiling
2. How unchallenged strengths and weaknesses get installed into your team
3. The hidden cost of insecurity, control, and lack of delegation
4. Why self-awareness is a strategic advantage — not personal development fluff
5. How top founders continuously upgrade their thinking
6. Why AI is becoming a forcing function for better executive judgment

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This episode is part of the 2025 Audit series — lessons learned, relearned, and unlearned.

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that way of thinking is useful, that’s what continues here.

New to the show? Start with the “Start Here” playlist:

https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

In 2025, Ray relearned that effort doesn’t scale — clarity does.

After leaving corporate leadership roles with large teams and budgets, Ray developed a solopreneur habit: doing everything himself. Funnels. Copy. CRM. Systems. And when he hired, he hired for “how” — then micromanaged execution because he knew the mechanics.

That approach creates motion.

It doesn’t create leverage.

This episode breaks down the shift back to leading with clarity instead of effort — defining outcomes, boundaries, and what success actually looks like before expecting execution.

When clarity leads, delegation becomes real.

When effort leads, the founder becomes the bottleneck.

This is one of the core lessons from Ray’s 2025 audit — and one that compounds over time.

What You’ll Learn in This Episode:

1. Why leading by example can quietly limit growth
2. The difference between hiring a “how” and hiring a “who”
3. How micromanagement often comes from unclear expectations
4. What it means to define outcomes instead of managing inputs
5. Why clarity creates 5X output without 5X effort
6. How this approach prevents founders from becoming prisoners to their own business

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it: https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

In this episode, Ray walks through the simple framework he uses to audit his year in three categories:

Learned. What new lessons emerged through experience?

Relearned. What did he already know — but drifted away from when circumstances changed?

Unlearned. What did he change his mind about as the business evolved?

This isn’t about creating a long list to feel productive. It’s about extracting the few durable lessons that actually matter — the ones worth carrying into 2027.

Ray explains how he builds the list (calendar review, content review, AI conversation prompts) and why he’s sharing the lessons one at a time in upcoming episodes instead of delivering an information dump.

The goal isn’t volume. It’s leverage.

What You’ll Learn in This Episode:

1. Why relearning is often more important than learning something new
2. How to identify patterns you’ve quietly stopped applying
3. What it looks like to intentionally unlearn a belief
4. How to systematically extract lessons from a full year of work
5. Why curated reflection compounds more than reactive goal-setting

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it: https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

It was logical.It was strategic.It worked.

And it led her to build a business she didn’t actually want.

In this episode, Ray unpacks what really went wrong — not the strategy, but the lens it came through. The advice was filtered through his definition of success, his bias toward scale, and his belief about how businesses “should” grow.

But her definition of success was different.

If you’re an entrepreneur, operator, or spouse giving business advice inside a relationship, this episode will help you think more clearly about how bias shapes advice — and how defaulting to scale can quietly pull you away from what you actually want.

What You’ll Learn in This Episode:

1. Why good business advice can still be wrong when it’s filtered through someone else’s bias
2. How “you should scale this” often reflects the advisor’s definition of success — not yours
3. The danger of defaulting to growth, hiring, and systematization as the automatic next step
4. Why different people can look at the same opportunity and want completely different outcome
5. How to filter advice from your spouse, mentors, or peers before building something you don’t actually want
6. The discipline required to define success for yourself — especially when external indicators say “go bigger”

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it: https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

Revenue targets. Growth initiatives. New projects. Bigger numbers.

But if the system underneath your business is constrained, new goals don’t create new output — they just create more pressure.

In this episode, Ray breaks down why your business is a system, and why the real leverage isn’t in setting better goals — it’s in identifying the single constraint that’s limiting throughput right now.

If you’re planning for the next quarter or year and feel pulled in ten different directions, this episode will help you narrow your focus to the one problem that actually matters.

This is for founders, operators, and sales leaders who want disciplined growth — not scattered effort.

What You’ll Learn in This Episode:

1. Why goal-setting often ignores the real bottleneck in your business
2. How to identify the constraint that’s actually limiting growth
3. Why solving multiple problems at once usually solves none of them
4. How to decide between competing priorities (leads vs. conversion vs. delivery)
5. The discipline required to put “all the wood behind one arrow”

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it: https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

But talent alone doesn’t create championships.

In this episode, Ray breaks down the team-building principle reinforced by Tom Brady — and how he applied the same philosophy for over a decade to transform a cutthroat sales environment into a record-setting team.

If you’re leading high performers who feel disconnected, political, or overly focused on individual wins, this episode will help you think more clearly about what actually drives sustained results.

This is for operators, founders, sales leaders, and executives who care about building environments where performance compounds — not cultures that burn out.

What You’ll Learn in This Episode:

1. Why cohesive teams consistently outperform collections of “stars”
2. The hidden cost of tolerating prima donnas — even productive ones
3. How shared standards and core values directly impact revenue and results
4. What “champions do that stars won’t” — and why it matters
5. The leadership decision required to shift from individual competition to collective performance

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

==

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it: https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

But should sales professionals actually avoid asking “why” questions?

In this episode, Ray breaks down the difference between high-conflict negotiation environments and collaborative B2B sales conversations.

If you’ve ever hesitated to ask “Why is that important?” because you were told it’s a mistake, this episode will help you think more clearly about when that advice applies — and when it doesn’t.

This is for sales leaders, IT services sellers, MSP owners, and operators who want to improve sales discovery without blindly following playbooks.

What You’ll Learn in This Episode:

1. Why Chris Voss’s advice makes sense in negotiation — and why that context matters
2. What actually makes people defensive (and why it’s rarely the word itself)
3. How “why” lands differently when it’s driven by curiosity instead of accusation
4. The risk of applying sales advice without thinking about the environment you’re in
5. When asking “why” clarifies the real issue instead of creating friction

Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

===

This podcast is where Ray thinks through hard decisions — especially when the usual playbooks stop working.

If that approach resonates, that’s what you’ll find more of here.

New to the show? The “Start Here” playlist outlines what the podcast is about and how to approach it: https://player.captivate.fm/collection/a7577a6f-15da-4521-b214-35e4e47f320b

//

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

//

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

//

Welcome to The Ray J. Green Show, your destination for tips on sales, strategy, and self-mastery from an operator, not a guru.

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

//

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 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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

//

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

/

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'll walk you through exactly what to include in each email, how to make it valuable enough that they'd want to share it, and how this same strategy works for any recurring sales objection you're dealing with. One of my clients tried this and got a callback four weeks later asking about security assessments - that's how you turn qualified prospects into qualified opportunities

//

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

Dan Sullivan's "Who Not How" advice is brilliant, but there's a critical piece missing that cost me nine months and left my business in worse shape than when I started. The real formula isn't just "who not how" - it's "you, then who, somehow."

I see MSP owners make this exact same mistake on the sales side constantly. They hire agency after agency, SDR after SDR, trying to outsource their way out of a problem they don't fully understand. If you've burned through multiple people in the same role, the role is probably wrong - not the people.

You don't need to become an expert, but you need to understand the problem well enough to know who you're hiring for, what success looks like, and how to measure progress. Otherwise, you're just throwing money at a problem and hoping it goes away.

This was an expensive lesson for me. Hopefully you can learn it without paying the same tuition

//

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

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 sale. I'll show you the simple framework I use to redesign sales processes, explain why most salespeople are treating discovery and assessments like information gathering instead of closing opportunities, and reveal the biggest mistake I see during proposals that kills deals.

If you're in MSP sales or any B2B selling, this reframe will change how you approach every interaction with prospects.

//

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'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 words as your most powerful rebuttals later. Instead of scrambling to overcome predictable objections like "it's too expensive" or "we're not ready yet" at the end, you'll learn to reverse-engineer these concerns into discovery questions that make closing feel natural and almost anticlimactic.

I'll walk you through my proven 4-step process to transform your discovery from a technical fact-finding mission into the real close of your deal

//

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

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 avoid getting ghosted by prospects.

I'll walk you through my proven closing strategies, including the exact questions that force prospects to reveal their real objections so you can address them on the spot instead of hoping they'll magically say yes later. If you're tired of deals getting stuck in "we'll think about it" purgatory, this video will change how you close forever

//

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

//

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

//

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

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-sized, achievable steps helps you develop a winning habit that compounds over time, whether you're trying to scale from $1M to $10M or launch that outbound sales operation you've been putting off.

//

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

First, use your discovery phase strategically to understand their actual buying process by asking the right questions about urgency, decision-making structure, and stakeholders involved.

Second, after your proposal presentation, get them to quantify their interest on a 1-10 scale and then ask the crucial follow-up question: "What would make it a 10?" This reveals the real objections you need to address.

Finally, make it easy for prospects to say no by giving them permission to tell you if they've gone a different direction - you'll either stop wasting time on lost deals or they'll put themselves back into the buying process.

These three techniques will help you allocate your time more effectively and stop chasing deals that are already dead.

//

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:

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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, not rapport. Real rapport is about establishing trust, credibility, and demonstrating that you have the expertise to solve their problems.

I'll show you how to build genuine rapport by showing up prepared, asking targeted questions that prove you understand their business and industry, and positioning yourself as a credible expert who can actually deliver results.

If you're in MSP sales and tired of the surface-level rapport advice, this video will set the record straight on what rapport really means and how to build it the right way.

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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

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Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

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 problems I've experienced with commission-only structures: how they drive away top talent who see them as red flags, and how they attract mercenaries who only care about one thing - their commission.

If you're an MSP owner considering your sales compensation strategy, this is a cautionary tale you need to hear. I'll show you why sharing the risk with your sales team through a base salary plus commission structure will help you attract professionals who want to be part of your team and contribute to a strong sales culture.

//

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

//

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

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.

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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 shares three key insights extracted from analyzing the meeting transcript and demonstrates how to use strategic questioning and positioning to regain control during the proposal stage.

Despite starting as one of ten candidates in a compromised position, the systematic approach helped the salesperson become a finalist and ultimately win the sizable deal.

//

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

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 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 a technical founder who thinks you're "not cut out for sales," this video will change everything.

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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

Learn the exact framework I use to help MSP SDRs understand what they're really selling and why most people get this completely wrong

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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

//

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