I keep hearing this incomplete advice everywhere: "All sales is about the transference of emotion." It's a Tony Robbins thing, and it's not wrong—but it's dangerously incomplete. I work with a lot of MSP and IT sellers who rely purely on their tech stack, response times, and spotting network problems, thinking logic alone will close deals. Spoiler: it won't. But here's where the "emotion-only" crowd gets it wrong too. People make buying decisions emotionally—they want the transformation, the feeling, the status—but then they justify it logically. Think about wanting a sports car: you want the feeling of driving it, but you justify it to your wife with "special deal, waitlist, investment value." If you only appeal to emotion without giving buyers the rational argument they need to justify the purchase to themselves (or their boss, or the committee), they'll want your stuff but never commit. This episode breaks down why technical sellers need to get past logic and understand the deeper transformation buyers want, and why emotion-focused sellers need to give the logical case that enables people to say yes. You need both.

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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

I had to call my wife to pick me up yesterday after re-injuring my knee by pushing six miles when my physical therapist said three. Sitting on that corner waiting for her, I realized something uncomfortable: sometimes the hardest thing you need to do is quit. We glorify resilience, grit, and stick-to-itiveness because they work... until they don't. If you've achieved success through raw determination and sheer will like I have, you've been rewarded for pushing through—which makes it even harder to stop when stopping is exactly what you need. I break down why business model problems and product-market fit issues can't be solved with more effort or longer hours, why pushing harder on the wrong problem makes it worse, and how to recognize when your most reliable tool (perseverance) has become a hammer making you see every problem as a nail. This is honestly as much a message to myself as it is to you—for anyone whose feedback loop of "don't quit, push harder" has become so ingrained that knowing when to pause, pivot, or walk away feels impossible.

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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

First-of-the-month accountability check reveals a brutal reality: a salesperson with nothing on the scoreboard, no pipeline, no meetings, and no real plan beyond "follow up with four people" and "pack boxes for Thursday's event." This episode is a wake-up call for anyone in sales responsible for generating their own pipeline. Learn why treating your time like a precious resource isn't optional—it's survival. Discover the two critical mindsets that separate top performers from struggling reps: (1) strategic calendar planning with "The Perfect Week" framework, and (2) complete ownership mentality that refuses to accept passive excuses like "this week's basically shot." If you're carrying a "shit happens to me" mentality instead of "I make shit happen," this unfiltered conversation will either light a fire under you or make you realize sales isn't for you.

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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

After years of struggling with content that either grew the business but burned him out, or stayed authentic but didn't generate leads, this episode reveals a new strategy that solves both problems. The challenge: three goals kept conflicting—grow the business, teach what you're learning, and actually enjoy creating content. The breakthrough? Create unfiltered content on dedicated channels (daily podcasts, raw thoughts on X) without worrying about hooks, thumbnails, or "ideal client" topics, then let the team mine that library to extract and reposition the business-growing content. Learn why quality comes from quantity, why ghostwriters and AI shortcuts weren't working, and how this approach finally addresses the fundamental tension between authentic voice and scalable growth—especially for founders using personal brands to grow real businesses, not just creator businesses.

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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

When a team member quoted the host's own content back to him—"focus on one thing, use one metric"—it would have actually been counterproductive. This episode clarifies a critical nuance that changes everything: yes, focus on ONE constraint (the biggest problem blocking your business), but measure it with at least TWO competing metrics. Why? Because single metrics get gamed, even unintentionally. Focus only on close rate? Sales reps start disqualifying opportunities. Only track appointments set? You get garbage meetings with terrible show rates. Only measure YouTube followers? You end up with 100,000 subscribers and 3 views per video. Learn how to identify your true constraint, why diluting efforts across multiple initiatives kills velocity, and how to set up balanced metrics that actually move your business forward instead of just moving numbers on a dashboard.

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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

Watching his wife spend weeks building custom Christmas decorations from scratch—with zero blueprint and no clear plan beyond a color theme—revealed a powerful business truth. We glorify the Bezos-style crystal clear vision, thinking that's what you need to succeed. But the reality? Most wildly successful entrepreneurs will tell you their business took on a life of its own. Building a business is more art than science—more Steve Jobs ("you can only connect the dots in hindsight") than detailed master plan. This episode explores why loving the process matters more than having perfect clarity, how the process itself reveals options you couldn't have predicted, and why energy to push through inevitable frustrations comes from one of two sources: either a vision so clear it pulls you through, or genuine love for the creative journey itself.

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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 Green shares why he eliminated call minimums when he took over his first sales team - and how revenue per sale doubled as a result. Most sales managers crack the whip on volume and activity metrics, but Ray argues this comes at the expense of optimizing for what you actually want: results. In this episode, he breaks down the policy change he implemented, the cultural shift required to make it work, and how he recruited differently to build a team that took ownership of outcomes instead of just checking boxes on activity. Ray introduces the Laffer Curve framework for understanding when increased volume starts decreasing results, shares how his team went on to hit their numbers for 10 consecutive years, and explains why this approach is more critical than ever as AI threatens to replace volume-based sales roles. This isn't about having no standards - it's about having the right standards on the things that actually matter.

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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

Can a team be made up entirely of aggressive, play-to-win people? Or do you need the balance of risk-conscious players who pump the brakes? This episode breaks down a fascinating leadership question: the fundamental difference between people who play to win versus those who play not to lose—and why it matters for building your team. Discover the critical distinction between two types of "play not to lose" people: Type 1 who intelligently mitigate risk with confidence versus Type 2 who operate from fear and low self-esteem. Learn why the best CEO partnerships involve a play-to-win leader paired with a Type 1 risk calculator (like the CFO who fought like cats and dogs but made the organization stronger), and why Type 2 players create toxic opportunity cost that kills long-term growth.

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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