---
title: The Science of Sales Rock Stars & RainMakers
description: This blog is about the Science of Customer Acquisition for Sales Rock Stars, RainMakers and Entrepreneurs
---

# [SELLING IN THE 21ST CENTURY](https://www.rickroberge.com/)

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# [Science for Sales Rock Stars](https://www.rickroberge.com/)

## [Elliott's question about 'Goal Setting'](https://www.rickroberge.com/elliotts-question-about-goal-setting)

## [(6 STEPS) How To Test If a Person Is High Potential](https://www.rickroberge.com/6-steps-how-to-test-if-a-person-is-high-potential)

## [you've been in sales for five years](https://www.rickroberge.com/youve-been-in-sales-for-five-years)

## [thinking muscles](https://www.rickroberge.com/thinking-muscles)

## ["i'm in GTM"](https://www.rickroberge.com/im-in-gtm)

## [Every day in 2025 is 2.86%](https://www.rickroberge.com/every-day-in-2025-is-2.86)

## [lvl 1, 2, 3, 4... 5?](https://www.rickroberge.com/lvl-1-2-3-4...-5)

## [gotta wanna wannit](https://www.rickroberge.com/gotta-wanna-wannit)

## [Can't Turn Off](https://www.rickroberge.com/cant-turn-off)

## [Chartered Growthgenineering](https://www.rickroberge.com/chartered-growthineering)

## [Rick's Forest](https://www.rickroberge.com/ricks-forest)

## [CEO Sandwich (CEO + 10% Quota + CEO)](https://www.rickroberge.com/ceo-sandwich-ceo-10-quota-ceo)

## [30 Days to Decide 30 Years (What if?)](https://www.rickroberge.com/30-days-to-decide-30-years-what-if)

## [Dirty Laundry List](https://www.rickroberge.com/dirty-laundry-list)

## [Works in real life](https://www.rickroberge.com/works-in-real-life)

## [Delete Your Coach?](https://www.rickroberge.com/delete-your-coach)

## [One word... wisdom or wrongdom?](https://www.rickroberge.com/one-word...-wisdom-or-wrongdom)

## [Do your spouse and your boss agree on "$ucce$$ is ???"](https://www.rickroberge.com/do-your-spouse-and-your-boss-agree-on-ucce-is)

## [content diet](https://www.rickroberge.com/content-diet)

## [Social Meth](https://www.rickroberge.com/social-meth)

## [Truth or Comfort?](https://www.rickroberge.com/truth-or-comfort)

## [Care Home Moti](https://www.rickroberge.com/care-home-moti)

## [Email from $1million EARNER](https://www.rickroberge.com/email-from-1million-earner)

## [Ever considered sales? (The story of Elliott.)](https://www.rickroberge.com/ever-considered-sales-the-story-of-elliott)

## [15 minute salesperson experiment](https://www.rickroberge.com/15-minute-salesperson-experiment)

## [Read This, You Won't Need a Coach](https://www.rickroberge.com/read-this-you-wont-need-a-coach)

## [Make your Manager or your Customer happy?](https://www.rickroberge.com/make-your-manager-or-your-customer-happy)

## [If 6% Succeed Every Time, WBY?](https://www.rickroberge.com/if-6-succeed-every-time-wby)

## [Missing quota smells](https://www.rickroberge.com/missing-quota-smells)

## [Work Hard then Smart](https://www.rickroberge.com/work-hard-then-smart)

## [Oh Salesboy](https://www.rickroberge.com/oh-salesboy)

## [The Hard Thing You Keep Avoiding...](https://www.rickroberge.com/the-hard-thing-you-keep-avoiding)

## [Remember Why You Sell](https://www.rickroberge.com/remember-why-you-sell)

## [The Roman Sales Rep](https://www.rickroberge.com/the-roman-sales-rep)

## [Wife is Pregnant, Needs Pipeline](https://www.rickroberge.com/wife-is-pregnant-needs-pipeline)

## [34 Gigabytes of Information](https://www.rickroberge.com/34-gigabytes-of-information)

## [NPC Epidemic in Sales](https://www.rickroberge.com/npc-epidemic-in-sales)

## [Conversation Conversion](https://www.rickroberge.com/conversation-conversion)

## [Boiled frog or cold shower?](https://www.rickroberge.com/boiled-frog-or-cold-shower)

## [Mark Roberge, Bob Richards & You](https://www.rickroberge.com/mark-roberge-bob-richards-you)

## [Forms](https://www.rickroberge.com/forms)

## [It's Fixed...](https://www.rickroberge.com/its-fixed)

## [Test Thank You](https://www.rickroberge.com/test-thank-you)

## [Elliott/Rick Q & A #1](https://www.rickroberge.com/elliott/rick-q-a-1)

## [Two Months Later...](https://www.rickroberge.com/two-months-later)

## [Shared by a client...](https://www.rickroberge.com/shared-by-a-client)

## [RainMaker Sales Junto?](https://www.rickroberge.com/sales-junto)

## [Email from a friend...(unedited)](https://www.rickroberge.com/email-from-a-friend...unedited)

## [La Mort Du Manager Commercial](https://www.rickroberge.com/lamortdumanagercommercial)

## [New Roberge Method & Program](https://www.rickroberge.com/new-roberge-method-program)

## [Breaking LinkedIn Rules](https://www.rickroberge.com/blog/breaking-linkedin-rules)

## [Your Monuments](https://www.rickroberge.com/your-monuments)

## [What Territory Does A Sales Rep Want To Work In? (Reverse Mind)](https://www.rickroberge.com/what-territory-does-a-sales-rep-want)

## [5 Steps To Booking A Meeting](https://www.rickroberge.com/5-steps-to-booking-a-meeting)

## [2023 - Focus on Entrepreneurial Growth](https://www.rickroberge.com/2023-focus-on-entrepreneurial-growth)

## [Changes to the Sales Rock Star Mentality](https://www.rickroberge.com/changes-to-the-sales-rock-star-mentality)

## [RainMaker Maker or Deal Whisperer?](https://www.rickroberge.com/rainmaker-maker-or-deal-whisperer)

## [OMG! You hired this guy?](https://www.rickroberge.com/omg-you-hired-this-guy)

## [Buyers Can Learn From 'Hank the Tank'](https://www.rickroberge.com/buyers-can-learn-from-hank-the-tank)

## [Olympics Thoughts on Presidents Day](https://www.rickroberge.com/olympics-thoughts-on-presidents-day)

## [Not #1 ... The "ONLY" Thing](https://www.rickroberge.com/not-1-...-the-only-thing)

## [Gig Workers, Unite!](https://www.rickroberge.com/gig-workers-unite)

## [3 Changes to Grow Sales Once and Forever](https://www.rickroberge.com/3-changes-to-grow-sales-once-and-forever)

## [Another Reason (cont. from LinkedIn)](https://www.rickroberge.com/another-reason-cont.-from-linkedin)

## [Does Your Marketing Agency Actually Help Grow Sales?](https://www.rickroberge.com/does-your-marketing-actually-help-grow-sales)

## [LinkedIn 'Trolls' or Legit 'Disruptors'](https://www.rickroberge.com/linkedin-trolls-or-legit-disruptors)

## [Millionaire How To's & Case Studies](https://www.rickroberge.com/millionaire-how-tos-case-studies)

## [4Q21 & 2022 Expectations](https://www.rickroberge.com/4q21-2022-expectations)

## [A Spooky Lesson to help w/Sales Technology Competency](https://www.rickroberge.com/a-spooky-lesson-to-help-w/sales-technology-competency)

## [Is Your Sales Process Helpful or Fatal?](https://www.rickroberge.com/is-your-sales-process-helpful-or-fatal)

## [Something Old - Something New "Qualifying"](https://www.rickroberge.com/something-old-something-new-qualifying)

## [6 Down, 4 to go - Developing Relationships](https://www.rickroberge.com/6-down-4-to-go-developing-relationships)

## [Dynamite Presentations](https://www.rickroberge.com/dynamite-presentations)

## [The Closing Sales Competency](https://www.rickroberge.com/the-closing-sales-competency)

## [Are your people "Selling Value" SDRAWKCAB ???](https://www.rickroberge.com/are-your-people-selling-value-sdrawkcab)

## [Hunting Competency... Still Necessary?](https://www.rickroberge.com/hunting-competency...-still-necessary)

## [Reaching Decision Makers Competency](https://www.rickroberge.com/reaching-decision-makers-competency)

## [Consultative Selling Competency](https://www.rickroberge.com/consultative-selling-competency)

## [New Articles on Selling Competencies vs Scaling](https://www.rickroberge.com/new-articles-on-selling-competencies-vs-scaling)

## [Last Hurrah? Sep 20, 2021](https://www.rickroberge.com/last-hurrah-sep-20-2021)

## [What is YOUR #1 Thing?](https://www.rickroberge.com/what-is-your-1-thing)

## [Reps, BDRs, AEs, CSRs ... What's the difference?](https://www.rickroberge.com/reps-bdrs-aes-csrs-...-whats-the-difference)

## [Does your sales training target the right competency?](https://www.rickroberge.com/does-your-sales-training-target-the-right-competency)

## [Sales VP: How much did your sales force cost you this week?](https://www.rickroberge.com/how-much-did-your-sales-force-cost-you-this-week)

## [Do people read what you publish (Secret Sauce)](https://www.rickroberge.com/do-people-read-what-you-publish-secret-sauce)

## [Professional Development Reimbursement](https://www.rickroberge.com/professional-development-reimbursement)

## ["The Solution" vs. a solution](https://www.rickroberge.com/the-solution-vs.-a-solution)

## [3 Killer Money Mistakes Reps Make Every Day](https://www.rickroberge.com/3-killer-money-mistakes-reps-make-every-day)

## [3/7 to 4/7 - The Proverbial Straw](https://www.rickroberge.com/3/7-to-4/7-the-proverbial-straw)

## [Great Questions](https://www.rickroberge.com/great-questions)

## [Anniversary Lesson](https://www.rickroberge.com/anniversary-lesson)

## [Latest Rabbit Hole: AI & World Dominance](https://www.rickroberge.com/latest-rabbit-hole-ai-world-dominance)

## [You may have to read this twice](https://www.rickroberge.com/you-may-have-to-read-this-twice)

## [An Epiphany for Salespeople](https://www.rickroberge.com/an-epiphany-for-salespeople)

## [Two faces works both ways](https://www.rickroberge.com/two-faces-works-both-ways)

## [Talent and Denial](https://www.rickroberge.com/talent-and-denial)

## [Debt Collectors, Salespeople & Consultants](https://www.rickroberge.com/debt-collectors-salespeople-consultants)

## [#FF - Friday Frivolity: Heaven or Hell](https://www.rickroberge.com/ff-friday-frivolity-heaven-or-hell)

## [Road Warriors - Then and Now](https://www.rickroberge.com/road-warriors-then-and-now)

## [Ideal Sales Profile (2020)](https://www.rickroberge.com/ideal-sales-profile-2020)

## [Advice from my Mother](https://www.rickroberge.com/sales-advice-from-my-mother)

## [Forget politics - Where is your Equilibrium](https://www.rickroberge.com/forget-politics-where-is-your-equilibrium)

## [How many of your reps will...](https://www.rickroberge.com/how-many-of-your-reps-will)

## [10 Steps to Instilling Confidence Now](https://www.rickroberge.com/10-steps-to-instilling-confidence-now)

## [Last Day of the Month Crunch... Again?](https://www.rickroberge.com/last-day-of-the-month-crunch...-again)

## [Real life strikes again](https://www.rickroberge.com/real-life-strikes-again)

## [Plus or Minus 6 Months](https://www.rickroberge.com/plus-or-minus-6-months)

## [Can customers do your job better than you?](https://www.rickroberge.com/can-customers-do-your-job-better-than-you)

## [Is Patience Dying?](https://www.rickroberge.com/is-patience-dying)

## [Question on LinkedIn](https://www.rickroberge.com/question-on-linkedin)

## [Finding budget in this economy](https://www.rickroberge.com/finding-budget-in-this-economy)

## [2 interesting lessons from last weekend](https://www.rickroberge.com/2-interesting-lessons-from-last-weekend)

## [Zoom-Sitting Grandmothers](https://www.rickroberge.com/zoom-sitting-grandmothers)

## [Quick, Time Sensitive 30 second Read](https://www.rickroberge.com/quick-time-sensitive-30-second-read)

## [Is Your Profile Picture Helping or Hurting?](https://www.rickroberge.com/is-your-profile-picture-helping-or-hurting)

## [Coronavirus vs. You... and the Winner is...](https://www.rickroberge.com/coronavirus-vs.-you...-and-the-winner-is)

## [Yesterday's Impact on Me](https://www.rickroberge.com/yesterdays-impact-on-me)

## [The Proverbial Rock and a Hard Place](https://www.rickroberge.com/the-proverbial-rock-and-a-hard-place)

## [Who are you smarter than?](https://www.rickroberge.com/who-are-you-smarter-than)

## [Darwin, Einstein & The Covid-19 Recession](https://www.rickroberge.com/darwin-einstein-the-covid-19-recession)

## [Sales Bottlenecks](https://www.rickroberge.com/sales-bottlenecks)

## [Blogiversary!](https://www.rickroberge.com/blogiversary)

## [3 Steps to Thrive Rather Than Survive](https://www.rickroberge.com/3-steps-to-thrive-rather-than-survive)

## [Surviving or Soaring thru the Recession](https://www.rickroberge.com/surviving-or-soaring-thru-the-recession)

## [#FF - Fun Friday - How a Rep can screw up w/AI](https://www.rickroberge.com/ff-fun-friday-how-a-rep-can-screw-up-w/ai)

## [Salespeople, Sales Coaches and Hiring Both](https://www.rickroberge.com/salespeople-sales-coaches-and-hiring-both)

## [Politicians and Salespeople](https://www.rickroberge.com/politicians-and-salespeople)

## [Calling all Sales Managers and Sales VPs!](https://www.rickroberge.com/calling-all-sales-managers-and-sales-vps)

## [ADHD and Sales Competency Statistics](https://www.rickroberge.com/adhd-and-sales-competency-statistics)

## [Marketing vs Sales vs Customer Success](https://www.rickroberge.com/marketing-vs-sales-vs-customer-success)

## [Apology +](https://www.rickroberge.com/apology)

## [Sales Core Competencies of Artificial Intelligence](https://www.rickroberge.com/sales-core-competencies-of-artificial-intelligence)

## [My 3 Step Plan to Rock December](https://www.rickroberge.com/my-3-step-plan-to-rock-december)

## [Can AI Do Your Job?](https://www.rickroberge.com/can-ai-do-your-job)

## [Mark Roberge a la RainMaker Maker](https://www.rickroberge.com/mark-roberge-a-la-rainmaker-maker)

## [Drag Queens & Sales Acumen](https://www.rickroberge.com/drag-queens-sales-acumen)

## [Are you honest about "worst case"?](https://www.rickroberge.com/are-you-honest-about-worst-case)

## [Can a Sales VP Fix Customer Churn?](https://www.rickroberge.com/can-a-sales-vp-fix-customer-churn)

## [Full Employment and Sales Competency](https://www.rickroberge.com/full-employment-and-sales-competency)

## [Goals: Yours > Mine = Special Offer](https://www.rickroberge.com/goals-yours-mine-special-offer)

## [How I Coach Salespeople to Ask Better Questions](https://www.rickroberge.com/how-i-coach-salespeople-to-ask-better-questions)

## [Getting un-stuck vs Starting over](https://www.rickroberge.com/getting-un-stuck-vs-starting-over)

## [Client Loyalty](https://www.rickroberge.com/client-loyalty)

## [How do you know what you're capable of?](https://www.rickroberge.com/how-do-you-know-what-youre-capable-of)

## [Doctors, Salespeople and Hammers](https://www.rickroberge.com/doctors-salespeople-and-hammers)

## [SDRs, BDRs & Cold Calls](https://www.rickroberge.com/sdrs-bdrs-cold-calls)

## [Hold your tongue!](https://www.rickroberge.com/hold-your-tongue)

## [When will I learn?](https://www.rickroberge.com/when-will-i-learn)

## ["You're Dead to Me"](https://www.rickroberge.com/youre-dead-to-me)

## ["Closed - Lost"](https://www.rickroberge.com/closed-lost)

## [Relevant Blog Articles](https://www.rickroberge.com/relevant-blog-articles)

## [#1 Way to Kill a Sale](https://www.rickroberge.com/1-way-to-kill-a-sale)

## [Have you found your 'Magic Bullet'?](https://www.rickroberge.com/have-you-found-your-magic-bullet)

## [Last quarter... Crushed or Busted? What now?](https://www.rickroberge.com/last-quarter...-crushed-or-busted-what-now)

## [Do your salespeople lose before they say "Hello"?](https://www.rickroberge.com/do-your-salespeople-lose-before-they-say-hello)

## [Stopping Premature Pontification by Salespeople](https://www.rickroberge.com/stopping-premature-pontification-by-salespeople)

## [My 5 Decades in Sales](https://www.rickroberge.com/my-5-decades-in-sales)

## [Eff'in Sales Quotas](https://www.rickroberge.com/effin-extremes)

## [Coaching the Art vs the Science of Sales](https://www.rickroberge.com/coaching-the-art-vs-the-science-of-sales)

## [The Sales Manager Dilemma](https://www.rickroberge.com/the-sales-manager-dilemma)

## [My #1 Way to Close a Sale and why you can't do it](https://www.rickroberge.com/my-1-way-to-close-a-sale-and-why-you-cant-do-it)

## [Is 2019 the year that the BS will stop?](https://www.rickroberge.com/is-2019-the-year-that-the-bs-will-stop)

## [Are you a closer?](https://www.rickroberge.com/are-you-a-closer)

## [3 Changes for 2019 That Will Impact Coaching](https://www.rickroberge.com/3-changes-for-2019-that-will-impact-coaching)

## [#FF - Fun Friday Post - Importance of Clarifying Questions (a/k/a Listen/Ask)](https://www.rickroberge.com/ff-fun-friday-post-importance-of-clarifying-questions-a/k/a-listen/ask)

## [November Sales Priorities](https://www.rickroberge.com/november-sales-priorities)

## [3 Questions to see if 4Q is already lost](https://www.rickroberge.com/3-questions-to-see-if-4q-is-already-lost)

## [What do you sell?](https://www.rickroberge.com/what-do-you-sell)

## [Why I write short articles](https://www.rickroberge.com/why-i-write-short-articles)

## [Selling vs Helping vs Fixing](https://www.rickroberge.com/selling-vs-helping-vs-fixing)

## [As Good As It Gets](https://www.rickroberge.com/as-good-as-it-gets)

## [How to Scale: Young vs Old](https://www.rickroberge.com/how-to-scale-young-vs-old)

## [Fall Turn Around?](https://www.rickroberge.com/fall-turn-around)

## [Salespeople, Sales Leaders and Owner Ollies](https://www.rickroberge.com/salespeople-sales-leaders-and-owner-ollies)

## [Cynics and Optimists](https://www.rickroberge.com/cynics-and-optimists)

## [Stop doing your prospects' job!](https://www.rickroberge.com/stop-doing-your-prospects-job)

## [8 1 1 8](https://www.rickroberge.com/8-1-1-8)

## [Strong Salespeople vs Weak Salespeople.... Duh!](https://www.rickroberge.com/strong-salespeople-vs-weak-salespeople....-duh)

## [#FF - Fun Friday Post - Adversarial Prospects](https://www.rickroberge.com/ff-fun-friday-post-adversarial-prospects)

## [Are you Aladdin? Do you need a Sales Genie?](https://www.rickroberge.com/are-you-aladdin-do-you-need-a-sales-genie)

## [Response to "Essential Tools"](https://www.rickroberge.com/response-to-essential-tools)

## [Essential Tools](https://www.rickroberge.com/essential-tools)

## [Sales Managers! Do you inspire or impose?](https://www.rickroberge.com/sales-managers-do-you-inspire-or-impose)

## [Sales Manager Intensive (Summer Session)](https://www.rickroberge.com/sales-manager-intensive-summer-session)

## [72 Traps That Could Cause Your Business to Fail](https://www.rickroberge.com/72-traps-that-could-cause-your-business-to-fail)

## [How to Drive Your Best Prospects Away](https://www.rickroberge.com/how-to-drive-your-best-prospects-away)

## [Coaching Questions](https://www.rickroberge.com/coaching-questions)

## [Can You? vs. Should You?](https://www.rickroberge.com/can-you-vs.-should-you)

## [#10 - Think and Share](https://www.rickroberge.com/10-think-and-share)

## [Sales Managers 7, 8, 9](https://www.rickroberge.com/sales-managers-7-8-9)

## [Things Sales Managers Should Do (cont.)](https://www.rickroberge.com/things-sales-managers-should-do-cont)

## [Things I Do that Sales Managers Should #2](https://www.rickroberge.com/how-frequently-to-coach-salespeople)

## [10 Things I Do that Sales Managers Should Too](https://www.rickroberge.com/how-to-grow-sales-rock-stars)

## [Sales Starting Points](https://www.rickroberge.com/starting-conversations)

## [How to get a website visitor to call you](https://www.rickroberge.com/how-to-nurture-website-visitors)

## ['Drift'ing with customers](https://www.rickroberge.com/drift-shortens-sales-cycles)

## [Are your assumptions killing your business?](https://www.rickroberge.com/assumptions-kill-sales)

## [The Bupkis Sale](https://www.rickroberge.com/the-bupkis-sale)

## [How to close sales without closing](https://www.rickroberge.com/how-to-close-sales-without-closing)

## [Top Skillsets of a Sales Manager](https://www.rickroberge.com/top-skillsets-of-a-sales-manager)

  

[All posts](https://www.rickroberge.com/all)

## About this blog

*This blog is for, by and about  
Sales Rock Stars,  
RainMakers,  
Entrepreneurs  
(and/or those that strive to be)*

## [Read My Articles on LinkedIn](https://www.linkedin.com/today/author/rickroberge)

## [About Rick](https://www.rickroberge.com/contact-me)

**[The Original ](http://therainmakermaker.com/)****[RainMaker Maker Blog  
(pre-2012)](http://therainmakermaker.com/)**  
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