Physics defines work as force times distance times alignment. In sales, that's effort times results times whether those results actually get you what you want. I saw a junior SDR post on LinkedIn saying "sales training is a joke—just dial your face off." He's one-third right. Volume matters. But here's what gets lost: you drive to work every day, doesn't make you a Formula One racer. It's intentional volume that matters. Josh Braun responded with something so well-written I had to share it: "Drop someone in a pool with no training and they'll kick really hard, flail harder, and burn out in 20 seconds. Put them with a coach who adjusts their breathing, reach, and timing, and suddenly they move further, faster, with less effort. Top reps don't just make more calls—they make better calls." I'll share my own riptide story from last summer: I got caught surfing with my kids, swam as hard as I could, made zero progress—actually went backwards. Two surfers pulled me sideways along the shore to escape it. I could have swam all day and never made it. That's alignment. This episode breaks down why volume reveals your gaps but technique closes them, why I've wasted $30K on useless sales training but still believe in the right coaching, and why physics would say if you're booking appointments that don't convert, no work has actually been done.

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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

Physics defines work as force times distance times alignment. In sales, that's effort times results times whether those results actually get you what you want. I saw a junior SDR post on LinkedIn saying "sales training is a joke—just dial your face off." He's one-third right. Volume matters. But here's what gets lost: you drive to work every day, doesn't make you a Formula One racer. It's intentional volume that matters. Josh Braun responded with something so well-written I had to share it: "Drop someone in a pool with no training and they'll kick really hard, flail harder, and burn out in 20 seconds. Put them with a coach who adjusts their breathing, reach, and timing, and suddenly they move further, faster, with less effort. Top reps don't just make more calls—they make better calls." I'll share my own riptide story from last summer: I got caught surfing with my kids, swam as hard as I could, made zero progress—actually went backwards. Two surfers pulled me sideways along the shore to escape it. I could have swam all day and never made it. That's alignment. This episode breaks down why volume reveals your gaps but technique closes them, why I've wasted $30K on useless sales training but still believe in the right coaching, and why physics would say if you're booking appointments that don't convert, no work has actually been done.

//

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

If you've got a BDR setting appointments and an outside sales rep closing deals, here's a question that comes up constantly with MSPs: Should your AE also be generating their own pipeline? In a perfect world, here's the ideal setup: your setter fills a third to half of the AE's calendar, and the AE fills the rest themselves. Why not just have marketing and the BDR handle it all? Multiple reasons. BDRs turn over—it's often an entry-level role with higher volatility, and you don't want your pipeline to have that same volatility. Different channels work at different times, and you need consistency when one isn't performing. But here's the bigger reason most people overlook: when your outside rep is hunting, they're doing R&D for your entire business. They're hearing objections, questions, what competitive offers look like, what prospects say at the beginning of the cycle. Sales is a massive source of research and development if you just listen. Plus, I want my reps to stay hungry—Andy Grove said "success leads to complacency, only the paranoid survive." If appointments just show up on their calendar, they'll complain about lead quality and take it for granted. This episode breaks down why consistency, redundancy, hunger, and real-world intel make this approach essential for building a sales machine that doesn't rely on any single channel or person.