Repeatable Revenue: An MSP Growth Podcast

MSP Sales & Growth | Ray J. Green
  • 4.5 (11)
  • Marketing
  • Weekly

Practical sales and marketing for MSPs and IT service providers who want to grow. Hosted by Ray J. Green — founder of MSP Sales Partners, former PE-backed CEO, and former Managing Director at the U.S. Chamber of Commerce. Interviews with top MSP sellers and founders who’ve exited, plus short solo episodes on building pipeline, closing deals, and managing sales teams. New episodes almost every day.

  1. 3d ago

    What MSP Owners Get Wrong About Sales Metrics

    Most MSP owners track their salespeople the same way they track the rest of the business, which leaves them hoping a rep will turn things around and finding out too late that nothing is working. In this episode, Ray J. Green, founder of MSP Sales Partners, shares the three-layer scorecard he uses to manage full-cycle salespeople for MSPs, and how to use it to diagnose problems from the bottom of the pipeline up. What You’ll Learn in This Episode: Why tracking salespeople like the rest of your business leaves you without real visibilityThe three layers of a sales scorecard: activity metrics, results from that activity, and pipeline resultsWhy activity metrics are in the rep’s control, and how a weekly points target can hold reps accountableHow tracking leads by channel (calling, canvassing, networking) shows what to do more or less ofThe pipeline stages to track: qualifying call, discovery call, optional assessment, proposal, and follow-upWhy you should diagnose from the bottom up, starting with closed deals and MRR, instead of rewarding activity that produces no pipelineHow to use the numbers to find the weak spot, whether that’s volume, lead quality, discovery, or close rateWhy written and verbal updates are full of fluff compared with hard quantitative metricsHow a single scoreboard helps good salespeople get better, not just the owner manage 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

  2. Nov 2

    The Hidden Cost of MSP Peer Groups

    Peer groups and accountability groups are one of the best things about the MSP industry, but they come with a few traps. In this episode, Ray J. Green, founder of MSP Sales Partners, shares what he’s seen coaching hundreds of MSPs and managing SDRs and outside sales reps. He explains how to get the full benefit of a peer group while still thinking for yourself and standing out. What You’ll Learn in This Episode: Why peer groups can set a psychological ceiling on what you think is possibleHow copying the same best practices as everyone else makes your MSP blend in and commoditizes your businessWhere borrowing best practices is a smart shortcut, and where it works against you (branding, marketing, and sales tactics)Why the fundamentals are timeless, but tactics and execution need to be made your ownHow advice that worked for someone yesterday gets packaged, productized, and goes staleWhy list building and list cleaning methods from two years ago are already outdatedHow to join peer groups, steal what works, and still create your own unique offer, branding, and lead capture // 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

  3. Oct 5

    The One Thing MSP Owners Control That Drives Sales

    Playbooks, scripts, coaching and KPIs all matter for MSP sales. But Ray argues every one of them depends on one decision upstream: being able to explain what makes your MSP different to a stranger at a bar. He breaks down what happens to appointments, pipeline, conversion and margins when that answer is weak. This is for MSP owners whose sellers are working hard and still sound like everyone else. What You'll Learn in This Episode: Why the first question Ray asks before writing any sales playbook or SDR script is what makes you differentHow to test your differentiation by explaining it to a layman instead of another tech personWhy the tech stack differences MSPs lead with rarely register with buyersWhat happens to appointments, pipeline, conversion and margins when you don't differentiateHow differentiation pays for more differentiation through higher margins and reinvestment // 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

  4. Sep 30

    Why Hormozi Got My $5,000 and Hard Rock Didn't

    In the same week, Ray went through two sales processes as a buyer who was ready to spend. Hard Rock's vacation club wouldn't sell him anything without a 90-minute pitch, so he walked. Acquisition.com sent a short video and offered a 10-minute call, then skipped the call and sent a payment link, and Ray spent $5,000. This is for MSP owners and B2B sellers who are working hard on selling better while their process makes it hard to buy. What You'll Learn in This Episode: Why making it easier to buy can matter more than getting better at sellingHow Hard Rock lost an easy sale by insisting on a 90-minute pitchWhat Acquisition.com did to turn a text message into a $5,000 purchase without a sales callWhy a large upfront time commitment kills interest when buyers don't know what's being offeredHow to adjust your process for cold, warm and existing customers without giving up discipline // 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

  5. Sep 28

    Why Progress Feels Like Failure

    Six months ago, one of Ray's MSP customers had zero appointments from outbound. Last month he said the program wasn't working because only two out of 10 appointments were showing up. Ray breaks down why progress on a complex problem so often feels like failure, and how impatience makes people quit when they're only a couple of problems away from the result. This is for founders and sales leaders who are solving problems one at a time and starting to wonder whether any of it is working. What You'll Learn in This Episode: Why a two-out-of-10 show rate can be progress instead of proof the program is brokenHow Ray audits a stalled project by counting the problems solved, the one you're on now, and what's leftWhy a setback feels like the final outcome when it's usually just the next problem in lineWhat happens when impatience makes you pivot into a new set of problems and reset the clockWhen pivoting makes sense, and why sticking with it usually wins while you're still solving problems // 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

  6. Sep 23

    How to Build Pipeline in Full Cycle Sales

    Most sellers with a thin pipeline assume they picked the wrong channel. Ray met a full-cycle seller at an MSP whose calendar said otherwise — prospecting blocks, time boxed, six or seven channels running, real effort going in and nothing coming back. Every one of those channels works: Ray has 65 people cold calling and the data behind it, he drove $3M in sales from LinkedIn organically as a consultant, and canvassing and networking both produce given the right room and the right playbook. What he breaks down here is what happens when you split your prospecting time across all of them at once — you never reach the volume where momentum starts, and you never stay long enough to understand how a channel actually compounds. This is for founders and full-cycle sellers who are doing the work, watching the same channels produce for other people, and can't figure out why the results won't show up. What You'll Learn in This Episode: Why a full prospecting calendar can still produce an empty pipelineThe difference between working a channel and dabbling across six of themHow volume and mastery feed each other — and why you can't skip eitherWhat Ray learned about LinkedIn only after doing enough of it to see how content, DMs, profile views and Sales Navigator connectWhy picking the channel you're best at beats picking the one that looks most promising // 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

  7. Trailer

    Start Here: Who This Podcast Is For (And Who It’s Not)

    I introduce my podcast for MSP owners, sellers, and other business operators who want to sharpen their thinking around decisions that don't come with playbooks. As an investor, operator, and founder of MSP Sales Partners and Repeatable Revenue Ventures, I explain why this show focuses on how to think before deciding what to do. I challenge the common pattern of jumping straight to tactics without examining the underlying assumptions that shape every business decision. 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 Repeatable Revenue, a growth podcast for MSPs and 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

  8. Sep 21

    Why Most MSP SDR Hires Fail

    An MSP owner decides it's time to go outbound — hire an SDR, start dialling — and it lands like one decision, right up until the script, the list, the offer, the comp plan, the KPIs, the training and the call coaching all show up behind it. In this episode Ray makes the case that the one decision is really a hundred decisions, and argues it with his own gym: a year of trying to build a balanced training plan himself never stuck, because every session came with a dozen sub-decisions attached, while the class that decides all of them for him takes one question the night before. He's candid that the trade-off is real — the system that works won't be built around you — and points at the side of the business MSPs already get right: nobody rebuilds their tech stack for every customer, and the structure is exactly what makes the result repeatable. This is for MSP owners who've tried outbound before, or are about to, and want to know what they're actually signing up for. What You'll Learn in This Episode: Why outbound fails from a hundred small calls rather than one big mistakeThe sub-decisions hiding behind "we're going to start making calls"Why unfamiliar decisions hurt your odds, not just your bandwidthWhat a working SDR function returns, and why that justifies the messWhat changes when the sub-decisions go to someone who's made them beforeWhy the 90% system you'll actually run beats the perfect one you won't // 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

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Practical sales and marketing for MSPs and IT service providers who want to grow. Hosted by Ray J. Green — founder of MSP Sales Partners, former PE-backed CEO, and former Managing Director at the U.S. Chamber of Commerce. Interviews with top MSP sellers and founders who’ve exited, plus short solo episodes on building pipeline, closing deals, and managing sales teams. New episodes almost every day.

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