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  ..read more

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, an ..read more

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 t ..read more

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, an ..read more

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 t ..read more

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 digest ..read more

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 ..read more

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 othe ..read more

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 ..read more

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.surfand ..read more