Bunes & Ferenczi

At Bunes & Ferenczi we believe in today’s uncertain and ever-changing environment there is a smarter and faster way for B2B Tech companies to acquire new customers than only by increasing sales capacity​.

We work with early-stage companies, companies looking to geographically expand, or someone looking to expand their solution portfolio to:
* Co-create their Ideal Customer Profiles (ICPs) in which their value creation is the highest
* Build a Serviceable Addressable Market (SAM) which is prioritized order of all the ICPs
* Audit and recommend data/analytics tools for sales and marketing to support the acquisition of customers
* Provide interim CMO/CRO support for expansion

| Co-founder |  B2B Tech Growth Strategist | 

GrowthMentor

I am grateful for the opportunity to support NEXT GEN entrepreneurs with some of my experience through specific conversations about their challenges. The best part of this? I learn so much myself every time,

Growth Mentor

GlobalGrowth Consulting (GG Consulting AB)

Experienced hands-on business executive with strong focus on teamwork and managing multi-cultural teams thrives at driving global or local growth or profitability-focused change initiatives

AREAS OF EXPERTISE
* Development and advice on Sales and Marking programmes, Business Strategy and Planning
* Design and implementation of organisational change including providing interim management  
* Deep industrial knowledge of IT and telecoms, both B2B and B2C
* Set up and management of new international businesses including creation of company structures

| Principal Consultant | Business Owner |

Bisnode

Advising Bisnode B2B Marketing Steering council with GTM plans for new offers.

B2B Sales and Marketing GTM Advisor

Vendemore

Enabling global companies to implement Account Based Marketing as a part of their marketing mix.

Developing internal sales and marketing strategies at Vendemore.

Global Account Director

GlobalGrowth Consulting & Investment LLC

Vision: 
Grow local small businesses to International medium-sized businesses

We are: 
Senior practicioners with experience from both small businesses to  Fortune 20, including experience in sales, marketing, business development, business management, and Management Consulting.  Proven track record of developing international businesses

Our approach: 
Focus on technology firms (Internet, SW, and HW) with base in Scandinavia looking for international expansion or businesses looking to expand to Scandinavia. We look for 1-4 year exclusive partnerships focusing on profitable new business. Our model can be tailored to each engagement. In some cases, we may make a significant investment in the business. However, we exclusively engage in businesses with a buy-out plan

Founder, Majority Partner, and Chairman

Libendo Education

Member of Board for holding company in Luxemburg (Avaros SA)

Member of Board

Managing the Libendo Group business across all markets

Managing Director

Member of Board Libendo Norway AS

Member of Board Libendo UK&I Ltd (Dormant)

Member of Board Libendo Sweden AB

Driving the expansion of Libendo from Sweden to UK and Norway.  In charge of all expansion work in addition to hosting the management structure, business planning, and overall sales results for the business

Global Sales Director

SPConsulting

Consultant in Change Management Practise at SPConsulting: Boutique global consulting firm based in Stockholm, Sweden

Consultant

Build HP's Direct Online sales in EMEA; employee number 1

Our team took an existing business from $35m to $105m over two years.

Consumer Online Business Development Manager EMEA

Managed a product line E2E, turning around $5m loss to $3m in profit in two years and order book grew by 30%.

Member of management board, and numerous project steering committee chairman roles as well as sponsor.

Business Line Manager EMEA

Provided country representation to EMEA based organisation for support experience and delivery models. Included business development of support services (fee based). Also included deployment of retail channel support programmes.

Consumer Support Country Manager Nordics

European Product Manager for the HP ScanJet line of products. Core focus on all 4 Ps

Product Manager EMEA

Provided final level support for WW contact centres for HP ScanJet products. Would drive current engineering for updates of current products and ensure fixes were transferred to the development of next generation products.

Escalation Manager

I help B2B Tech companies to grow by focusing on the right customers.

I am passionate about B2B tech, but more passionate about the customer value deriving from deploying the right technology. 

It’s always about the customer, and it’s always about the value they get from technology.

The rest are just means to an end.

I am your international businessman of mystery! 

I have lived and worked in Norway, US, Germany, Switzerland, and Sweden.

I am like the business equivalent of the Swiss Army knife, a utility you can use to solve many a challenge. 

I have done sales, marketing, financial management, management consulting, P&L ownership, product management, customer support/operations, escalation management, Account Based Marketing, EdTech, AdTech, MarTech, B2B, B2C, B2B2C. You name it, I have done it!

I have worked for myself, in an organization with four people, in an organization with +300,000 employees and anything in between.

Hans Bunes

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

taplio

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Hans Bunes

Ray J. Green

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The Battle

Hans Bunes

Ray J. Green

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Engagements

Likes

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