Rick Roberge

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Recent Posts

Have you found your 'Magic Bullet'?

I should warn you that I started this article a month ago, before spring had sprung.  Springtime has always been a time when salespeople wake up and realize that if they don't change something drastically, this year will be just like the others. Been busy with them.

So, we begin by setting the stage...

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Last quarter... Crushed or Busted? What now?

First day of 2Q19... How are you feeling? Ready for your best quarter ever? Worried that your pipeline is empty?

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Do your salespeople lose before they say "Hello"?

Sales Managers, do you know why your salespeople are losing control of the process even before they say, "Hello"?

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Stopping Premature Pontification by Salespeople

You know what I mean. Salesperson asks, "Do you have a problem with X?" Prospect says, "We sure do. Can you help with that?" Salesperson launches into a demo, get's a "No" when he closes and gets whatever silly objection the prospect decides to give because they didn't drill down before they presented.

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My 5 Decades in Sales

The very first book that I ever read on sales was How I Raised Myself from Failure to Success in Selling. It was the mid 70's and I had been selling for a decade, but was just starting to think of myself as a salesman. Frank Bettger wasn't a scientist, but he shared stories that made sense and I still use some of the lessons today.

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Eff'in Sales Quotas

This article was originally published 2 years ago about the #1 killer of salespeople. I'm republishing it in the hope that salespeople and management will get on the same page before I die.

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Coaching the Art vs the Science of Sales

Yesterday, I was debriefing a call with a rep. He told me that he did his rapport thing and proceeded to set his "Up Front Contract". He asked, "Are we still good for 30 minutes?" Then he started, "I'll have a lot of questions and I'm sure that you'll have a lot of questions..." I interrupted him and asked if he thought any of his prospects saw his attempts to use the Sandler System? When he said, "Yes.", I asked do they like it? He said, "Not usually."

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The Sales Manager Dilemma

As you may know, I've been spending more time with sales managers lately than with reps. Today as I was enjoying MLK Day, I found myself thinking about how stuck many sales managers are and how they got there.

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My #1 Way to Close a Sale and why you can't do it

Yes, there's a technique. Yes, there's a process, but it's a lot about mindset and if you get the right balance, it works every time. To start ...

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Is 2019 the year that the BS will stop?

I was in Montana last week. So, my year started Wednesday 1/9.

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About this blog

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

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