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Hey, I’m Ray Green. I’m a strategic growth specialist for B2B companies.

Since this is social media and anyone can claim anything, here’s a quick rundown of my background:

Former Managing Director of National Small & Midsize Business at the U.S. Chamber of Commerce, where I 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 I led turnarounds of recently acquired small businesses.

Founder of MSP Sales Partners, where we currently help IT companies scale sales: www.MSPSalesPartners.com

Sales & Sales Management Expert in Residence at the world’s largest IT business mastermind.

Founder of Repeatable Revenue Ventures, where we scale B2B companies we have equity in: www.RayJGreen.com

I reveal why most sales reps are leaving deals on the table by treating their discovery playbook like a checklist instead of a diagnostic tool, and show you the strategic follow-up questions that will help you understand what's really driving your prospects' decisions.

Stop scratching the surface and start closing more deals by truly understanding the emotional drivers behind every objection

CHAPTERS:

00:00 - The Importance of a Strategic Discovery Process

01:26 - Understanding Client Needs and Concerns

03:40 - Real-Life Examples of Discovery Process Failures

07:04 - The Role of Follow-Up Questions

09:25 - The Value of Emotional Engagement in Sales

11:40 - Consultative Selling and Decision-Making

14:32 - The Role of a Playbook in Sales

15:34 - Accessing Sales Resources