Rick Roberge

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Recent Posts

Consultative Selling Competency

So, I asked myself, "Should I start where they're strongest?" (Only 3% of over 2 million salespeople are weak presenters.) or "Should I start where they're weakest?"

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New Articles on Selling Competencies vs Scaling

I've had some interesting conversations this week with sales leaders as well as reps. They were interesting in that both complained about the same issue.

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Last Hurrah? Sep 20, 2021

I, like you, probably spent at least some of the past weekend remembering 9/11. I also listened to some 'talking head' comparing the patriotism created by 3,000 American lives lost that day and the lack of a similar effect by the 700,000 American lives lost to Covid, but that's not what this is about.

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What is YOUR #1 Thing?

You know how sometimes a series of unrelated events can cause an awakening, like at dawn? Like an answer you've been looking for or the solution for a situation that you've been dealing with or 'all of a sudden' realizing the path you should take or confirmation that you're doing the right thing.

That happened to me this week.

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Reps, BDRs, AEs, CSRs ... What's the difference?

Amazon is not perfect! Sometimes not even the second time. Here's the story.

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Does your sales training target the right competency?

Remember the last time that your reps attended a 'mandatory training' on a topic that most knew inside out? How do you spell "B-O-R-I-N-G" or "total waste of time"?

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Sales VP: How much did your sales force cost you this week?

So, today a rep that hired me to help him asked me, when should I introduce you to my CRO?  He wants me to convince his CRO to reimburse him for his ongoing coaching with me. He's the top rep in his company and he wants to stay that way. It's good to keep ahead of the competition, right? But, is the rep's head on straight?

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Do people read what you publish (Secret Sauce)

Do you publish to a blog or on LinkedIn? Have you ever been disappointed in the number of people that read and/or comment? Me too. Wanna know a secret?

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Professional Development Reimbursement

Do you have reps? Are they all awesome? Do you ever wonder about the ROI of outside help vs. internal training? Have you ever been asked to contribute to professional development? Have you dug into real life examples?

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"The Solution" vs. a solution

By now, you probably know that when I coach a rep, I use OMG to gain Insights into the rep's 21 Sales Core Competencies and that each competency may have more than a dozen components. One particular component can be a killer.

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

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