Repeatable Revenue: Recent Episodes
Ray Green
There are an infinite number of ways to "get more sales" in your business. But if you started your business to create more freedom, more wealth, and more control in your life, you'll want to create systems that drive growth reliably and predictably. That's what we teach. Hosted by Ray Green, an entrepreneurial executive that personally rose from sales rep to CEO of a private equity backed company - and - oversaw small business for the world's largest business federation, Repeatable Revenue explores the ins and outs of what it really takes to build high-performance businesses, teams, and cultures.
Playbooks are all the buzz in sales, marketing, and business in general. But what exactly are they? Why do we create them? And what makes them effective (or suck)?
In this show, Ray breaks down some of the key reasons you need playbooks to improve execution and performance with your team as well as some of the most common mistakes when creating them.
Resources Mentioned:
Repeatable Revenue - https://members.rayjgreen.com
**The first half of this episode covers how fast your team moves, and why.
If you move too slow, you can get left behind. Some of the world's most successful companies, like Facebook, have achieved their success because they are able to move fast and break things. However, activity is not productivity. The other thing to remember is that perpetual change is expensive and counterproductive. You want to be able to move fast & change direction when necessary, but always keep your focus on what you want to accomplish. Otherwise, you rush for the sake of rushing, or because it feels good to bust your ass. Or you make changes because you're impatient, but at the end of the day you haven't achieved anything other than wearing yourself, and your team, out.
It is your job as the CEO to set the goals for your team, and to make sure that everything they are doing is actually moving the ball forward toward those goals. It's your job to pause and think deeply about the business, because nobody else will. There is a lot of value in having a clear plan and executing that plan.**
In the second half of the podcast, we talk about the differences between marketing agencies, what a marketing agency can and should do, what they need from you to do that, how to set clear expectations & communicate those, etc., so that you are better prepared to hire one that is the right fit for what you need.
**In this podcast, we explain how sales is quite different than marketing, and why the smartest thing you can do before you hire your first salesperson is get your marketing engines revved up.
The repeatable way to generate revenue is to develop fantastic systems and processes, not hire unicorn employees. Good marketing systems are crucial to your success. Then, once your marketing engine is generating leads, you handle your own sales in the beginning, even if it is not your strong point. The product feedback that you get from your customers at this stage of your business is priceless, and YOU are the one that needs to hear it.
Not only that, you need to build and refine the sales process so that you can teach your first salesperson what you want them to do. Your performance in this area is the difference between setting your salesperson up for success or failure. We also cover what to look for when you're interviewing and hiring salespeople, what the most common pitfalls are in the process, how to structure your reports to get a clear picture of who your top performers are, which marketing campaigns are working, etc.
We also discuss technology developments and the resulting changes in both marketing techniques and buyer behavior.**
In this short chat, Ray Green explains the shift from Sales Leadership Foundations to Repeatable Revenue, and reveals the new direction that the podcast will go moving forward.
In this meeting of the minds, Ray Green and Marcus Chan discuss the mental aspects of sales, sales management, and entrepreneurship, focusing on how you can design a work structure and system that maximizes your time and effort so that you can achieve true success in a sustainable, effective, and streamlined way.
Resources Mentioned:
Six Figure Sales Academy, Marcus Chan
7 Habits of Highly Effective People by Stephen Covey
Awaken the Giant Within, Tony Robbins
Ray is joined by Alex Newmann to discuss how to develop employees and build a company culture from the ground up. Alex is the CEO of Newmann Consulting Group. He was the co-founder & CEO at FinanceFuel, COO at Storefront, founder & CRO at TechDay & VP of Sales at PivotDesk.
Topics Include:
- The crossover between sales and tech startups
- How storytelling informs sales
- The value of an MBA
- Alex's transition from sales into management
- The skills required to be in a leadership position
- Learning sales as an executive
- Building courses or programs as a sales expert
- How to build a company culture
- Developing employees
- And other topics...
Resources Mentioned:
Alex Newmann – https://www.alexnewmann.com/
Kevin Dorsey's Patreon Page – https://www.patreon.com/insidesalesexcellence
Marcus Chan's Sales Resources – https://www.marcuschan.io/resources-1
Scott Leese's Surf and Sales – https://www.surfandsales.com/
https://www.coursera.org/
https://www.skillshare.com/
https://www.saleshacker.com/
Want to connect with us? Reach out to us online!
Website: www.rayjgreen.com
LinkedIn: www.linkedin.com/in/raymondgreen
What do addiction, athletics, and sales all have in common? In this episode, Ray connects with Scott Leese to discuss how to build a strong sales team from the ground up in any industry, what Scott's health issues and battle with addiction taught him about how to sell, and much more.
Topics include:
- Startups and sales
- Industry experience versus sales experience
- Building remote sales teams
- Bosses as mentors
- Company culture
- Recruiting talent
- Building a network on LinkedIn
- And other topics...
Resources Mentioned:
Book – Thinking in Bets by Annie Duke
Surf & Sales Event – https://www.surfandsales.com/
Want to connect with us? Reach out to us online!
Website: www.rayjgreen.com
LinkedIn: www.linkedin.com/in/raymondgreen
In today's show, Ray connects with Justin Welsh to discuss building a team culture of autonomy and ownership. Justin shares how by 27 he had been fired from his first three jobs, and how joining a high-performing, values-centered team shifted his mindset and his relationship to work. A decade later, Justin needed to make another change after finding himself burned out and in poor health, and has since shifted his focus to developing a more intentional life for himself and his family.
Topics Include:
- Justin's humble career beginnings
- Mindset shift and maturation
- Risk vs reward when changing roles
- The connection between autonomy and creativity
- Tackle audacious goals without permission–how to move up in the ranks of any company
- How to create a culture of autonomy as an executive
- What to look for when hiring
- Creating a cohesive customer journey
- What it means to be a hypothesis-driven organization
- Burning out, creating an intentional life
- Building a personal brand
- Seeking feedback as a solopreneur
- Creating space for creative thinking
- And other topics...
Resources Mentioned:
Justin Welsh - www.justinwelsh.me
Scott Leese - www.surfandsales.com
Jacco van der Kooij - https://winningbydesign.com/
Jacco van der Kooij - https://amzn.to/2MXL2x1
Starter Story - https://www.starterstory.com/
Tim Ferriss - 4 Hour Workweek
Daniel Vasallo - https://dvassallo.com/
Jack Butcher - https://twitter.com/jackbutcher
David Perell - https://twitter.com/david_perell
James Clear - Atomic Habits
Amanda Goetz - https://twitter.com/AmandaMGoetz
Want to connect with us? Reach out to us online!
Website: www.rayjgreen.com
LinkedIn: www.linkedin.com/in/raymondgreen
Ray is joined by Chief Growth Officer Tom Short to discuss why MINDSET IS EVERYTHING in sales, leadership, and in life. Tom breaks down for us the difference between top performers and elite performers, why gratitude is the key to mindset, how to avoid common mindset mistakes, tools for navigating self-doubt, and much more.
Topics Include:
- Why mindset is everything
- The difference between top performers and elite performers
- How to stay active and hungry without burning out
- Complacency vs contentment
- Why gratitude is the key to mindset
- Simple habits for improved focus
- Ingesting vs digesting information
- Where to start with mindset work
- Anticipating self-doubt, and tools for navigating it
- Deliberate practice–how elite performers become elite
- Exploring why executives fail to invest in mindset training for their team
- Learning from the best of the best–excellence leaves clues
- The "have to vs get to" mindset shift
- And other topics...
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Resources Mentioned:
Books
It Takes What It Takes by Trevor Moaward
Atomic Habits by James Clear
Peak: Secrets From the New Science of Expertise by Anders Ericsson
Love and Logic: Practical Parenting by Jim Fay & Charles Fay
Other Resources
Kevin “KD” Dorsey’s Podcast
Ziva Meditation
Whoop Device
The Social Dilemma Documentary
Lennox Hill Documentary
Justin Welsh on LinkedIn
Marcus Chan on LinkedIn
Want to connect with us? Reach out to us online!
Website: www.rayjgreen.com
LinkedIn: www.linkedin.com/in/raymondgreen
Bob Perkins is back on the show to discuss how to create your own education in the world of business, and the importance of keeping your business's strategy as simple as possible. Bob is a former senior marketing executive at household names like Pizza Hut, Calvin Klein, and Playboy.
Topics Include:
- Self-education strategies
- Why strategy is the most underrated thing in business today
- How to develop an operating system for your company
- The managers two tasks: set the right objectives, pick the right people
- The "tactics follow strategy" principle
- Defining strategy and tactics
- The paradox of too much self-education
- Creating space to develop your own ideas
- The best business advice you'll ever hear: KEEP IT SIMPLE
- Passion or skill? Developing passion for cultivating your skill
- And other topics...
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Resources Mentioned:
Sales Leadership Foundations - https://www.patreon.com/rjg
Competing Against Luck - Clayton Christensen
Want to connect with us? Reach out to us online!
Website: www.rayjgreen.com
LinkedIn: www.linkedin.com/in/raymondgreen
Ray is joined by Bob Perkins. A former senior marketing executive at household names like Pizza Hut, Calvin Klein, and Playboy, Bob has spent his entire career creating structures to market and sell things to people efficiently.
Topics Include:
- Getting to know the company you run
- Why it's dangerous to assume you understand your customers
- Lessons for small businesses and startups
- Why how you spend your time is as important as how you spend your money
- Differentiating between urgent, important, and unimportant tasks
- Honing in on your priorities
- The “let it burn” mindset required of upper management
- And other topics...
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Resources Mentioned:
Four Disciplines of Execution: https://amzn.to/3rJx9lH
7 Habits of Highly Effective People: https://amzn.to/3hyOARp
Lean Startup: https://amzn.to/3n5amxc
Want to connect with us? Reach out to us online!
Website: www.rayjgreen.com
LinkedIn: www.linkedin.com/in/raymondgreen
Ray is joined by CRO and Sales Leadership Foundations member Paul Daniels to discuss creative thinking in leadership positions.
Topics Include:
- How dyslexia has shaped Daniel's life and his leadership style
- The power of periferial thinking
- Developing the discipline to pause
- Strategies for developing peripheral thinking
- Practicing humility as a leader
- Understanding your strengths and limitations
- Differentiating between a weakness, and something you simply need to improve
- Transitioning from sales to management
- Finding mentors
- Common mistakes managers make when building an organization
- And other topics...
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Resources Mentioned:
Email: paul.daniels@intelligentcontacts.com
https://intelligentcontacts.com/
https://www.linkedin.com/in/pauldanielsjr/
Want to connect with us? Reach out to us online!
Website: www.rayjgreen.com
LinkedIn: www.linkedin.com/in/raymondgreen
Welcome to our first official episode of the Sales Leadership Foundations podcast! Joining us today is Rick Corcoran, a longtime mentor and friend of Ray's. A former international HR executive, Rick has spent the last 18 years working with executive teams as an organizational development and leadership consultant.
Topics Include:
- Rick's transformational trip to Nepal
- The power of leadership to transform companies and communities
- Organizational Leadership
- Self-awareness and empathy as a leader
- Cultivating vision as a leader
- Introvert versus extravert leaders and leadership styles
- Self-development as leadership development
- Developing the art of storytelling
- Why singing is an essential skill all leaders should develop
- Must-have resources for any leader
- And other topics...
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Resources Mentioned:
No Asshole Rule - https://amzn.to/2WfWNzL
First, Break All the Rules - https://amzn.to/349vN9B
Rick's website - http://www.rjcorcoran.com/
Want to connect with us? Reach out to us online!
Website: www.rayjgreen.com
LinkedIn: www.linkedin.com/in/raymondgreen
Welcome to Sales Leadership Foundations! In this introductory episode, host Ray Green shares with listeners what they can expect in forthcoming episodes of the podcast.
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Want to connect? Get in touch with us online!
https://rayjgreen.com/
https://www.linkedin.com/in/raymondgreen