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 mistake
- The sub-decisions hiding behind "we're going to start making calls"
- Why unfamiliar decisions hurt your odds, not just your bandwidth
- What a working SDR function returns, and why that justifies the mess
- What changes when the sub-decisions go to someone who's made them before
- Why the 90% system you'll actually run beats the perfect one you won't
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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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