Matt Carle

Main Ascent Business Brokers & Advisors

Business Broker & Advisor

Matt Carle, Business Coach

Business Coach

Eastside Timbers

Program Director

Valentis Athletica

Non-Profit company founded to operate value-based youth soccer club in Bowling Green, Ohio.

Board Member

Portland Timbers

Ticket Services

United Soccer Leagues

Youth League Operations Intern

Colorado Rapids

Rapids Academy Intern

Helping you grow your business, and still make it home for dinner. │ Business Coach │ Business Broker │ Former soccer coach turned business coach

I help business owners who are stuck and struggling to make the right move.

Most of my clients come to me because:

- They feel trapped, they know they need changes, but don't know where to start
- Nothing happens in the business without their input
- They lack systems, accountability, & predictability

I coach them to build a business that delivers:

- More freedom & flexibility for the Owner
- Repeatable systems that drive predictable results
- Results that help increase the value of the business, so it's ready to sell when you are

We use a tailored approach to:

- Build repeatable systems so the business works for the Owner (not the other way around)
- Empower their teams, drive accountability, systematize operations, and reduce stress
- Build a business that is “exit ready,” whether that’s next year or years down the road

Here’s a few of the outcomes clients have experienced:

- Packaging company that went from $1.5M per year to $1M per month
- Manufacturing Co. owners who went from overworked to never missing an appointment or a game
- Insurance agent who saw 20% YoY growth in his book of business & increased commissions

Why I do this:

- I’ve spent more than half my life as a coach. First on the soccer field, now supporting business owners
- 9+ years as a business coach, and 3+ years as a business broker supporting owners
- I value time with my wife and two kids outside Denver, Colorado, and I want my clients to enjoy the same freedom

If you’re ready to build a business that is easier to run, more fun to own, and ready to sell when you are...

Click the “Book an appointment” link at the top of my profile to apply to work with me.

Being a dad is hands-down the hardest job I’ve ever had. 

There’s no manual,
there’s plenty of pressure,
and let’s be honest,
it’s not a job with a big paycheck.

But it’s worth every bit of stress.

As I grew my business, I knew one thing: 
I didn’t want to miss the important moments. 

That meant being able to step away for a Friday at the zoo, 
or take my kids out for doughnuts and some playground time,
without having to ask for permission.

Business ownership lets me be present for all the big and small things. 

That flexibility is priceless.

Being a parent is tough - it’s a full-time gig on its own. 

Trying to balance that with building a business isn’t easy. 
(Moms, hats off to you. You have it even harder.)

But putting family first has always been my goal, and I'd never trade that for anything.

The business pays the bills, but if it means missing out on time with my kids, it’s not worth it. 

Family first, always.

Business should support the life you want to live.

Not the other way around. 


Is your business set up to give you the freedom to be there for your family? 
Or does it feel like the business runs you?

I help Small Business Owners go from Stuck, to Streamlined, to Sold. | Soccer Coach turned Business Coach & Broker

Small business owners want to change, want to grow, and want to get better. 

But life in the business gets in the way.

Finding the time and resources to invest in your own growth is tough when you’re busy just keeping things running.

In my experience, working with a coach is hard work. 

At first, it can feel like there’s even more on your plate. 

But the long-term goal is building a business that truly supports the life you want.

Not just one you feel stuck maintaining.

There will always be reasons to wait. 
Big projects, 
employee issues, 
budget worries.

Those things never stop. 

But the longer you wait to get started, the smaller your window of opportunity becomes.

You can choose to stay stuck in the same grind and keep getting the same results. 

Or start making real changes today.

Want to talk about what that could look like in your business? 

Drop a comment or shoot a message, and let’s have a conversation about the changes that matter most for you.

A “good” business isn’t just profitable, it’s also:

Transferable
Predictable
Reliable
Scalable 

OK Matt, sounds good. What does any of that mean?


Transferable: not overly dependent on the owner
• Work gets done without your direct input

Predictable: steady cash flow & repeatable systems
• You know what to expect on a day-to-day basis

Reliable: strong team, contracts, and relationships
• The foundation of the business is rock solid

Scalable: room to grow without adding chaos
• Your systems work and resources are available

And the best part?

A business with all of these traits is fun to own, easy to run, and ready to sell when you are.

Working on your business today makes it more valuable tomorrow.

And a valuable business will support your life, today, tomorrow, and years from now.

Transferable, Predictable, Reliable, Scalable - just a few of the key value drivers that I help business owners with every day.

If you want to check out the full Value Driver framework - leave a comment or send me a DM!

Let's get your business unstuck, streamlined, and ready to sell!

Want to Get More Time Back This Week?

Running a business is a non-stop juggling act.

And most owners feel like you've got zero time left for what matters. 

That’s why I put together this Quick Wins Guide with my a few strategies to help busy owners reclaim hours right now.​

Here’s what’s inside:

• Simple scripts to say “no” (without guilt)
• One task you can delegate today—no micromanaging needed
• Tips for protecting your most productive hours
• Task batching made easy
• The 80/20 Sweep—ditch the stuff that doesn’t move the needle​

No waiting, no new tools.

Just practical steps for less stress and more time.

Ready to get support on managing your time, and growing your business?

Drop a comment,
or book a time using the link in my profile.

Let's talk!

Quick Wins Guide

I've spent nearly a decade looking "under the hood" on hundreds of businesses.
10,000+ hours, easily.

I'll give you 3 of my biggest lessons in under 3 minutes...

𝟭) 𝗕𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝗶𝘀 𝗮 𝗿𝗲𝗳𝗹𝗲𝗰𝘁𝗶𝗼𝗻 𝗼𝗳 𝘁𝗵𝗲 𝗢𝘄𝗻𝗲𝗿

Your business is going to reflect back to you all the decisions you make.

How you think about your business matters.

Stay stuck in the small stuff day-to-day, and your business is going to be a grind.

Delegate, empower, and lead your people, and your business will be a machine.

Whatever you put into the business will be reflected back to you.

𝟮) 𝗞𝗻𝗼𝘄𝗶𝗻𝗴 𝘆𝗼𝘂𝗿 𝗻𝘂𝗺𝗯𝗲𝗿𝘀 𝗶𝘀 𝗮 𝘀𝘂𝗽𝗲𝗿𝗽𝗼𝘄𝗲𝗿

Knowing your numbers unlocks so many opportunities inside your business.

You can't grow your business just by guessing.

Having a relationship with your financial reports, and knowing your most important measures puts you in control.

You'll feel calmer, understand inputs and outputs, and can make better decisions.

It's a non-negotiable if you want your business to reach that next level.

𝟯) 𝗦𝘆𝘀𝘁𝗲𝗺𝘀 + 𝗽𝗲𝗼𝗽𝗹𝗲 = 𝘀𝘂𝗰𝗰𝗲𝘀𝘀

You need predictable, repeatable systems to grow your business.

You can't be overly reliant on any one person (especially yourself) if you want to grow in the long-term.

It's a balance - you want good people, you want to keep them around - but you can't count on them staying forever.

So you build great systems for everyone to use, and make sure they get the training they need.

That's how you get predictable, repeatable results - and that's how the business succeeds.


So there you have it, the 3 of my biggest lessons from my work with 100+ clients...

I've spent nearly a decade studying businesses and systems, and I'm lucky to have worked with so many great owners over the years.

Owners who are doing their best (but maybe feeling stuck), 

Motivated to succeed (but not wanting to just chase shiny objects), 

And trying to find the best path forward (but maybe unclear on where to start).

This is the work I love to do, and I love working with Owners who want to get better.

If this sounds like you, let's talk!

If you're an owner who works long hours.

Solving every single problem.

For not enough profit or pay.

I have a harsh truth to share:

N͟o͟ ͟o͟n͟e͟ ͟i͟s͟ ͟c͟o͟m͟i͟n͟g͟ ͟t͟o͟ ͟r͟e͟s͟c͟u͟e͟ ͟y͟o͟u͟.͟

There is no magical unicorn buyer who is going to save you with an 8-figure check.

In my coaching practice, I talk to a lot of people who are tired, worn out, and ground down by their business.

In my brokerage practice, I talk to people waiting for a miracle buyer to swoop in and overpay for an underperforming business.

Both groups think they only way out is through a sale.

But when you dig in, you find they started their business because it was something they were passionate about.

They wanted to work for themselves, they wanted to control their own destiny.

But the reality of small business ownership is that it’s HARD.

There are all kinds of challenges, and over time, some people really do grow to resent, even hate their business.

Do you think a buyer wants to buy into that nightmare?

No chance.

So working to build (or rebuild) your business to support the kind of life you want to live is a good starting point.

Build a business that produces predictable, desirable results.
A business that doesn't rely solely on you.
A business that you actually enjoy owning.
I can almost guarantee there is someone out there who wants to buy it from you.

If you build a business that you enjoy owning, the buyers will come to you.

And the cool thing about improving your business, 
is that, along the way, you might rediscover your passion for it.

Plenty of people work to prepare their business to sell, then decide they’re going to keep it.

Because their stress went down and their profit went up.

Because you found out that owning the business doesn't have to be miserable.

You started your business for good reason.

Don’t let the grind turn it from something you love into something you hate. 

Build a business that supports your life, and see the benefits forever.

Easier to run, easier to own, easier to sell.

They all go hand in hand.

And you can start working toward that goal today.

Book a call to learn more.

I'm a business coach, and a business broker.

And I come to this work with a very particular set of skills.

𝗖𝗼𝗮𝗰𝗵:
I spent the first part of my career in sports.

As a coach on the field, I focused on helping players get better.
- I learned leadership and psychology, to help get results. 

As an Administrator I learned business operations firsthand.
- Running a club with a 7-figure budget, getting 3000+ kids per year on the field.

Then in 2016, my path changed.

Instead of sports, I focused on small businesses.

I learned business coaching in the EMyth system.
- I helped business owners daily, to build systems, and a business that worked.

I worked with Owners from startups to $30M+ in revenue.

Turnarounds, rebuilds, and "don't rock the boat" - I've seen it all.

And I learned more about small business in a few years than most people do in a lifetime.

𝗕𝗿𝗼𝗸𝗲𝗿:
Then in 2020, I met the founders of Main Ascent | Business Brokers & Advisors - and they patiently showed me the ropes of business brokerage.

I learned that my coaching skills and understanding of small business would come in handy.

Because everything we do is focused on helping business owners.

Helping them build better businesses.

Build more predictable, repeatable, scalable systems.

And being able to sell their business, today or one day, and get that final reward for their hard work.

When it comes to building streamlined, sellable businesses, I've got a background tailored for it - I've been a business coach for nearly a decade.

And when it comes to helping owners navigate the ins-and-outs of growing, and exiting, a business - I've done my 10,000 hours there, too.

𝗪𝗵𝗮𝘁 𝗶𝘁 𝗮𝗹𝗹 𝗺𝗲𝗮𝗻𝘀:
I can connect the dots between a business that works today, and a business that will be valuable when you're ready to sell, better than most, I think.

And I love the work that I get to do with business owners daily.

Whether that's navigating the day-to-day operations.
Making changes and building new systems.
Preparing to sell today.
Or some day.

I have the experience and the skills to help you.

So if you're ready to take the next step in your business,
Whatever that might be right now,
Let's talk!

Book a call using the link in my profile, or send me a DM now!

MSP Sales Partners

We help IT and MSP businesses transform sales into their superpower. 

Our services include: 

- Sales training & coaching for closers
- Sales community and training for SDRs/BDRs
- Fractional sales and marketing leadership
- Sales audits and process assessments
- And more

Whether you need strategy, execution, or team development, we deliver results that move the needle.

Founder & Chief Revenue Officer

Repeatable Revenue Ventures

Elite Growth Studio + Venture Fund For B2B Founders Ready To Scale

We select a handful of ambitious B2B companies each year, providing the expertise, capital and resources needed to achieve 3-5Х growth and build a premium exit-ready asset.

Managing Partner

RJG Incubator

Courses, Community & Coaching to build valuable, scalable assets through proven systems and frameworks.

Some results from inside the RJG Incubator:

✔️ Close rates increasing from 26% to 44%
✔️ Doubled pipeline conversion
✔️ Millions in predictable revenue
✔️ Real enterprise value through systematic growth

We have 3 ways to help you grow:

1: Get The Roadmap Course

Our proven course for systematic revenue growth on LinkedIn, sales and internal processes. 10+ hours of practical, actionable training. 

2: Join The Community

 250+ B2B founders scaling together in a community, with access to a complete training library (100+ hours). 
 
3: Join The Accelerator

Monthly 1:1 strategy sessions with me. Providing unlimited async support, feedback and custom growth roadmap development.

Founding Member

Sales and sales management advisor for small and midsize IT business.

Expert In Residence: Sales & Sales Management

SaaS Academy

Advisor, consultant, and fractional sales executive for SaaS Academy, the largest B2B SaaS coaching & consulting program in the world.

Sales Consultant

LAW Publications

Recruited by investors to determine scalability of company and drive growth through operational and sales improvements. 

Key wins included:  
- Highest month of revenue in co.'s 45-year history
- Rebuilding of executive team
- Introduction of principles-based management culture
- Overhaul and improvement of products (including Gold Davey Award Winning product)
- Installation of company-wide CRM
- Integration of a company operating system
- Development of analytics capabilities, tools, and resources
- Professionalization of key functions in HR, production, finance, operations, and sales
- Replaced handwritten, manual processes and paperwork with automation and technology, including integration of a company-wide CRM, national rollout of iPads, installation of VOIP systems, and collaboration software.

Chief Executive Officer

U.S. Chamber of Commerce

During my career with the US Chamber of Commerce, I ascended through roles of increased scope and responsibility for the world’s largest business federation representing 3M+ businesses, associations, and organizations. 

In this role, I held primary P&L accountability for a nation-wide SME unit. I directed multiple sales and membership acquisition channels, including outside, inside, direct mail, and online sales, as well as customer services. I defined and executed the business unit’s long-term strategic direction. 

Highlights include…

~  Secured first year-over-year growth in small business membership by launching new membership model. 

~  Spearheaded initiative to boost political and special issue fundraising, which would go on to surpass membership fundraising for the first time. 

~  Increased membership engagement rates by 33x through new digital communications strategies. 

~  Relaunched Chamber’s small business online presence and deployed new digital model to acquire members.

Managing Director, Small and Midsize Business

I received a promotion to assume P&L accountability over the Chamber’s national sales and fundraising center, which oversees political fundraising, special issue fundraising, membership sales, customer service, and membership operations. 

Highlights include…

~  Achieved first revenue increase in 11 years, positioning center to become largest SME fundraising operation in the Chamber. 

~  Doubled revenue-per-sale of specific-issue fundraising by generating substantial new sales and delivering comprehensive fundraising best practice training. 

~  Fostered culture of achievement through strategic hiring, training, and motivational compensation plans.

Managing Director, National Small Business Sales & Contact Center

I advanced the company’s sales and revenue growth objectives by managing an inside sales team of the National Small Business Membership Center. In addition to recruiting, hiring, and coaching Sales Directors (as well as other sales personnel), I defined and executed sales and fundraising messaging. I managed all aspects of sales operations and quality assurance. 

Highlights include…

~  Met and surpassed ambitious sales objectives every month of tenure. 

~  Diversified and grew sales by integrating novel and innovative sales programs. 

~  Significantly enhanced sales capacity by launching recruitment and training programs to repeatedly add sales directors who performed in the upper quartile.

Division Manager, Inside Sales

Promoted three times from direct fundraising to support, manage, and lead special projects, sales divisions, and growth initiatives.

Key wins included:
- Creatively developed solutions to monetize non-paying members through partnerships with Fortune 500 companies.
- Exceeded every sales and fundraising goal.
- Supported senior management initiatives, including program to enter midmarket membership with new products, services, and offers. 
- Developed framework for the Corporate Leadership Advisory Council, a policy council for midmarket sized companies.

Fundraising - Special Projects - Corporate Relations

Various Companies

Started, sold, worked for, and advised 10+ ventures, including: 

Operating Partner - Like My Mother Does: LMMD is an entrepreneurial venture that began when the founder started making custom baby bedding on Etsy. Within months, demand dramatically exceeded capacity and the waiting list stretched almost four months long. I helped the founder turn her hobby into a boutique referral only business and discover profitability by developing financial, shipping, and inventory models; developing a pricing strategy that resulted in quadrupling prices; and updating and automating digital strategies. 

Operating Partner - After Hours Flowers: Family owned, retail florist that I co-led the turnaround of, took online, pivoted the business model away from third party wire services, and sold. 

Founder - Imagine Promotions: Founded and later sold a music promotions company that represented 20+ artists and organized  or co-organized dozens of concerts and festivals. 

Worked for and advised numerous other startups, ventures, and independent businesses.

Founder - Managing & Operating Partner Roles (RJG)

Napster (Rhapsody International)

Customer Success Specialist

Repeatable Client Acquisition & Fulfillment | Our mastermind community helps you convert online income into a real business | Book a call or DM to apply

In 2019, I walked away from the C-Suite and moved my family to a remote Mexican beach, leaving behind a successful corporate career to pursue a new path.

Prior to going out on my own, I had:

• Been recruited by private equity groups to lead turnarounds as CEO

• Spent 10 years as a senior sales executive, never missing a quota or bonus

• Received 7 promotions in 7 years, rising from sales rep to Managing Director at the U.S. Chamber of Commerce, the world's largest business federation

• Earned my Executive MBA and was invited to Beta Gamma Sigma as a top 20% student at a top 5% business school

• Founded and turned around several small businesses, two of which we sold

But I got tired of building other people's dreams while putting mine on hold. 

So, my wife and I extended a family vacation to Baja indefinitely, determined to build a new kind of business and lifestyle on our own terms.

As an independent consultant, I've had the pleasure of working with world-class clients like Dan Martell, the world's largest B2B SaaS coach; Robin Robins, the world's largest IT business coach; and other well-known names.

Through my company MSP Sales Partners, we help IT companies and MSPs scale sales through our fractional sales management and strategic consulting services that start with a proprietary 360º Sales Audit. 

Through my community, I coach other B2B founders through the process building and scaling their businesses. 

And through Repeatable Revenue Ventures, I lead the process of providing all the resources a select number of B2B businesses need to 3-5x their business, systematize growth, and exit--including the necessary expertise, people, and capital.

Visit www.RayJGreen.com to learn more.

Ray J. Green

11 years in, still the best decision of my life. 

A handful of decisions in your life will matter more than all the others combined.

Who you pick to be your partner for life—is certainly one of them. 

Will they talk you out of taking some risks? Or encourage you to bet on yourself? 

Will they be the rock you can lean on when it doesn’t go your way? Or secretly be saying, “I told you so”?

Will they help balance your weaknesses? Or constantly complain about them? 

Will they enable you to be your best self? Or try to mold you into they think you’re supposed to be? 

Anyone that knows us knows my wife is most superpower. 

I’m able to be the very best businessman, husband, and father I could ever be because of how we operate as a team  

And 11 years in, I’m still as confident as ever that marrying her was one of the best decisions of my life.

Happy anniversary, Samantha!

CEO @ MSP Sales Partners | Helping MSP Founders Build Sales Teams That Actually Sell | Ex-PE Backed CEO | Former U.S. Chamber Managing Director

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Last week I turned my offsite planning session into a family vacation and walked away with absolute clarity AND a happy family. 

Here’s how I run it in case you want to steal this. 

𝗔 𝘄𝗲𝗲𝗸 𝗯𝗲𝗳𝗼𝗿𝗲 𝘁𝗵𝗲 𝗼𝗳𝗳𝘀𝗶𝘁𝗲: 

— Pick a fun location to post up and spend a handful of days. Relatively easy for us since we live in Cabo. 

— Collect all the big ideas we said “no” to all quarter. Screen out obvious “no’s” and ask them to rank them. 

— Ask the team what they think the biggest constraint is right now. Review their feedback, think for myself, and determine what the ONE bottleneck we need to focus on most is. 

𝗔𝘁 𝘁𝗵𝗲 𝗼𝗳𝗳𝘀𝗶𝘁𝗲: 

— Re-confirm the core constraint. 

— Review all the ranked list of big ideas and delete anything that isn’t related to solving the core problem. 

— Evaluate what’s left and get realistic about what doing those things would really entail. 

(I’m notorious for underestimating so, so it keeps me honest.) 

— Evaluate and score what’s left based on how big of an impact they’ll have, how much time/effort they’ll take, and how confident I am they’ll work. 

(I stole and adapted this model from the software company, Intercom.)

— Realistically evaluate the top priorities against what we can legitimately get done in this sprint. 

— Pick the priorities based on all this and assign tentative owners and definitions of “done.” 

𝗧𝗵𝗲𝗻: 

— Welcome the family for the next few days, sip on margaritas, hang at the pool, and have a blast. 

𝗪𝗵𝗲𝗻 𝗜’𝗺 𝗯𝗮𝗰𝗸 𝗮𝘁 𝘄𝗼𝗿𝗸: 

— Summarize the priorities, the thought process, proposed ownership, and definition of “done” with the team.  

— Invite debate, disagreement, discussion. 

— Lock it in and get to work. 

— Evaluate progress along the way and prior to the next sprint. 

I’m going to share more details Sunday in my newsletter, including a template to how I score the ideas. 

Join my list if you want access to it. Link in the comments.

I'm scrolling Facebook the other day and see an ad.

"Every sales expert is telling you the same lie. You've got to build rapport and then sell. Meanwhile, your prospects are checking their phone, rolling their eyes, blowing you off."

The solution? Buy his $37 course to learn how to sell without rapport.

I see this nonsense all the time.

It's based on a massive misunderstanding of what rapport actually is.

Most gurus think rapport is small talk. Talking about the weather. The local football team. The dogs in the pictures.

That's not rapport. That's pleasantries.

Rapport is establishing trust and credibility. That you can solve my problem. That I believe you when you offer a solution.

You don't get that by talking about dogs.

You might get likability. But you don't get credibility.

And when you're selling my network, backup solutions, ransomware protection, cyber security, likability only goes so far.

It's credibility to actually do the job. 

That's what rapport is based on.

So, how do you actually build rapport without having to talk about the Dallas Cowboys?

𝟭. Show up professionally. On time. Prepared. Having done homework on the company.

𝟮. Ask questions that show you spent 30 minutes looking them up. What they do. What challenges they might have. Their industry.

𝟯. Ask targeted questions that prove you know their business, their industry, their pain.

𝟰. Ask follow up questions that make them think. Questions that make them sit back and go, "That's a really good question."

𝟱. Respectfully challenge their inaccurate assumptions they're making.  

At the end of the day, you absolutely need rapport. 

But you need the right understanding of what it really is. 

Which apparently this guru didn't have.

Most MSP owners are chasing a unicorn.

Someone who can generate leads, run discovery, close deals, and manage accounts all in one.

Here’s the problem: Unicorns don’t exist.

You won't find someone who’s equally great at hunting, harvesting, and farming.

So what happens?

→ You pay $100K for someone doing $50K worth of SDR work—because your high-salary rep is stuck cold calling.

→ Or you get lucky and land a unicorn, only to stall out later—because unicorn hunting isn’t a scalable strategy.

The real solution? Specialization.

→ A list cleaner (or service) to clean data.
→ An SDR to book appointments.
→ An outside rep to run discovery and close.
→ An account manager to grow existing clients.

Yes, there’ll be some overlap—like an outside rep filling part of their own calendar. 

But when roles are specialized:

→ Each seat has the right person in it.
→ Each person plays to their strengths.
→ Each role has clear metrics.
→ Each function can be optimized.

It’s more productive. More scalable. And way less risky.

Because even if you do find that unicorn who can do everything—good luck finding the second. Or the third. Or the fourth.

And when your unicorn leaves? You’re back to zero.

Systems scale. Unicorns don’t.

Stop trying to replace yourself with one person. Start building a sales system that doesn’t rely on heroes.

—
Ray here. Spent 20+ years building sales teams that actually hit their numbers. Now I help MSP owners do the same thing. Want to chat about your growth plan?

Your MSP just fixed someone's $5K server problem to get your foot in the door. 

They're grateful, everything's working, you mention managed services...

Then they ghost you.

This happens to every MSP. 

The question is: what do you do about it?

Most MSPs follow up once, maybe twice, then give up.

Because they’re a good prospect, they just don’t see the value of manage services (yet). And you don’t wanna be pushy.  

Here's what smart MSPs do: They have a system for break-fix ghosts.

A 5-email sequence to help educate them:

Email 1: Case study of someone who didn't think they needed managed services and paid the price. 

Email 2: How reactive IT creates chaos in business. 

Email 3: Hidden costs of break-fix model.

Email 4: What happens when something major breaks. 

Email 5: Security risks of reactive IT. 

Then they reach back out to restart the conversation. 

Often times that person’s now at least curious enough to hear about what you do. 

The content did the heavy lifting while you worked other deals.

Because here's the thing. 

A lot of people aren't ready to make a decision the first time you present managed services. 

They need to understand it more to value it. And they need their questions & objections addressed. 

You just solved their immediate problem. 
They feel relief, not urgency.

But that relief is temporary.

And your email sequence reminds them why.

Efficiently for you. And without being pushy.

—

Hey I'm Ray. As a former sales leader I oversaw $240 million in SMB sales alone with my teams. Now I help MSPs with their growth plans, starting with their sales systems.

Most salespeople think the close is where deals are won or lost.

They obsess over handling objections at the end. They rehearse their proposal. They practice asking for the sale. And yeah, that stuff matters.

But...

If you're getting hit with objections during the close, you may have already lost. You just don't know it yet.

I've reviewed thousands of sales calls. 

Discovery, proposals, the whole deal. And almost every time someone gets stuck at the close, the real problem happened way earlier in the process.

They ran discovery like a fact finding mission. 

How many users do you have? 
What's your server setup? 
How many licenses? 
All technical stuff.

Meanwhile, they completely missed the buying motivations. 

The urgency. 
The decision making process. 
The budget constraints. 
All the things that actually determine whether a deal closes or dies.

Discovery isn't about gathering technical specs. It's about planting every seed you need to close the deal later.

Every question you ask should be uncovering pain, clarifying the gap between where they are and where they want to be, understanding who's involved in buying decisions, and identifying price sensitivity before it becomes an objection.

When you do this right, the close becomes almost anticlimactic. 

Because you've already addressed every objection before it even came up.

I break down exactly how to engineer your discovery process so objections don't stand a chance. 

The framework's in the video: https://lnkd.in/eYitaubh

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The Battle

Matt Carle

Ray J. Green

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taplio

The Battle

Matt Carle

Ray J. Green

Followers

Posts

Engagements

Likes

Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Matt Carle's LinkedIn Performance

Performance ScoreRay J. Green's LinkedIn Performance

Ready to grow your LinkedIn presence?

Performance ScoreMatt Carle's LinkedIn Performance