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 possible
• How copying the same best practices as everyone else makes your MSP blend in and commoditizes your business
• Where 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 own
• How advice that worked for someone yesterday gets packaged, productized, and goes stale
• Why list building and list cleaning methods from two years ago are already outdated
• How to join peer groups, steal what works, and still create your own unique offer, branding, and lead capture

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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

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Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

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 different
• How to test your differentiation by explaining it to a layman instead of another tech person
• Why the tech stack differences MSPs lead with rarely register with buyers
• What happens to appointments, pipeline, conversion and margins when you don't differentiate
• How differentiation pays for more differentiation through higher margins and reinvestment

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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

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Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram

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 selling
• How Hard Rock lost an easy sale by insisting on a 90-minute pitch
• What Acquisition.com did to turn a text message into a $5,000 purchase without a sales call
• Why a large upfront time commitment kills interest when buyers don't know what's being offered
• How to adjust your process for cold, warm and existing customers without giving up discipline

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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

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Follow Ray on:

YouTube | LinkedIn | Facebook | Twitter | Instagram