A referral calls in, they're in pain, they're ready to switch — so the qualifying call gets skipped, then the assessment, and three weeks later the deal dies at the proposal over a number nobody surfaced. In this episode Ray breaks down what combining and compressing sales stages actually costs, and argues it using the side of the business MSPs already get right: no help desk lets a tech skip triage because he can tell from someone's tone what's wrong, and no owner locks in a three-year price off what a prospect said in the first five minutes without counting users and servers first. He's candid about having been the problem himself, flying by the seat of his pants through a PE-backed turnaround while his COO pushed back. This is for MSP owners who want a forecastable system instead of a run of individual judgment calls.
What You'll Learn in This Episode:
- Why the qualifying call is the stage most often skipped — and what gets missed when it is
- How a single exception starts a cascade of judgment calls that costs deals months later
- Why the same owner who enforces triage on the tech side abandons process on the sales side
- What the assessment does for a three-year agreement that a discovery call can't
- Why judgment calls vary by what the rep ate for breakfast — and why that argues for systems
- How to remove a step properly: adjust at the system level, not deal by deal
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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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