--- title: The Science of Sales Rock Stars & RainMakers | Rick Roberge (4) description: This blog is about the Science of Customer Acquisition for Sales Rock Stars, RainMakers and Entrepreneurs (4) --- # [SELLING IN THE 21ST CENTURY](https://www.rickroberge.com/) [![header-sm-linkedin-blue](https://www.rickroberge.com/hs-fs/file-465400397-png/images/header-sm-linkedin-blue.png)](http://www.linkedin.com/in/rickroberge) [![header-sm-twitter-blue](https://www.rickroberge.com/hs-fs/file-465371692-png/images/header-sm-twitter-blue.png)](https://twitter.com/RainMakerMaker) [![header-sm-google-plus-red](https://www.rickroberge.com/hs-fs/file-462412948-png/images/header-sm-google-plus-red.png)](https://plus.google.com/+RickRoberge/posts) [![header-sm-rss](https://www.rickroberge.com/hs-fs/file-480298330-png/images/header-sm-rss.png)](https://www.rickroberge.com/rss.xml) # [Science for Sales Rock Stars](https://www.rickroberge.com/) ## Rick Roberge ![](https://www.rickroberge.com/hs-fs/hubfs/RR.jpg?width=35&name=RR.jpg) #} Find me on: ### Recent Posts ## [The Closing Sales Competency](https://www.rickroberge.com/the-closing-sales-competency) ![](https://www.rickroberge.com/hs-fs/hubfs/RR.jpg?width=35&height=35&name=RR.jpg) By [Rick Roberge](https://www.rickroberge.com/author/rick-roberge)   Sep 22, 2021, 7:00:00 AM I just Googled "closing tactics". 34,800,000 results in less than a second. My favorite close is, "What should we do now?" The typical reply is, "How do we get started?" If it doesn't sound like that, it's not time to close. I missed something and I either have to go back and fix it, or I walk away. So, how do I set up my question? [continue reading](https://www.rickroberge.com/the-closing-sales-competency) ## [Are your people "Selling Value" SDRAWKCAB ???](https://www.rickroberge.com/are-your-people-selling-value-sdrawkcab) ![](https://www.rickroberge.com/hs-fs/hubfs/RR.jpg?width=35&height=35&name=RR.jpg) By [Rick Roberge](https://www.rickroberge.com/author/rick-roberge)   Sep 21, 2021, 10:57:46 AM Seriously! Are they? Do they have any freakin' idea what "value" is? [continue reading](https://www.rickroberge.com/are-your-people-selling-value-sdrawkcab) ## [Hunting Competency... Still Necessary?](https://www.rickroberge.com/hunting-competency...-still-necessary) ![](https://www.rickroberge.com/hs-fs/hubfs/RR.jpg?width=35&height=35&name=RR.jpg) By [Rick Roberge](https://www.rickroberge.com/author/rick-roberge)   Sep 20, 2021, 11:37:45 AM If you rewind the clock a few decades, you'll probably be reminded that when most employers were looking to hire a salesperson, they were looking for someone that could 'hunt' up some new opportunities and 'close' the deals. Mostly, with one exception, they were looking for someone that could go door to door or would make telephone cold calls to find business. The one exception [continue reading](https://www.rickroberge.com/hunting-competency...-still-necessary) ## [Reaching Decision Makers Competency](https://www.rickroberge.com/reaching-decision-makers-competency) ![](https://www.rickroberge.com/hs-fs/hubfs/RR.jpg?width=35&height=35&name=RR.jpg) By [Rick Roberge](https://www.rickroberge.com/author/rick-roberge)   Sep 18, 2021, 8:07:42 AM This is a short article that will make it's point quickly. [continue reading](https://www.rickroberge.com/reaching-decision-makers-competency) ## [Consultative Selling Competency](https://www.rickroberge.com/consultative-selling-competency) ![](https://www.rickroberge.com/hs-fs/hubfs/RR.jpg?width=35&height=35&name=RR.jpg) By [Rick Roberge](https://www.rickroberge.com/author/rick-roberge)   Sep 17, 2021, 7:00:00 AM 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?" [continue reading](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) ![](https://www.rickroberge.com/hs-fs/hubfs/RR.jpg?width=35&height=35&name=RR.jpg) By [Rick Roberge](https://www.rickroberge.com/author/rick-roberge)   Sep 16, 2021, 11:29:05 AM *Originally published 3 months ago. Updated with the links to the specific competency articles.* [continue reading](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) ![](https://www.rickroberge.com/hs-fs/hubfs/RR.jpg?width=35&height=35&name=RR.jpg) By [Rick Roberge](https://www.rickroberge.com/author/rick-roberge)   Sep 12, 2021, 6:10:28 PM 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. [continue reading](https://www.rickroberge.com/last-hurrah-sep-20-2021) ## [What is YOUR #1 Thing?](https://www.rickroberge.com/what-is-your-1-thing) ![](https://www.rickroberge.com/hs-fs/hubfs/RR.jpg?width=35&height=35&name=RR.jpg) By [Rick Roberge](https://www.rickroberge.com/author/rick-roberge)   Aug 26, 2021, 11:54:16 AM 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. [continue reading](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) ![](https://www.rickroberge.com/hs-fs/hubfs/RR.jpg?width=35&height=35&name=RR.jpg) By [Rick Roberge](https://www.rickroberge.com/author/rick-roberge)   Aug 21, 2021, 10:55:40 AM Amazon is not perfect! Sometimes not even the second time. Here's the story. [continue reading](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) ![](https://www.rickroberge.com/hs-fs/hubfs/RR.jpg?width=35&height=35&name=RR.jpg) By [Rick Roberge](https://www.rickroberge.com/author/rick-roberge)   Jul 13, 2021, 11:35:40 AM 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"? [continue reading](https://www.rickroberge.com/does-your-sales-training-target-the-right-competency) [Previous](https://www.rickroberge.com/author/rick-roberge/page/3)   [All posts](https://www.rickroberge.com/all) [Next](https://www.rickroberge.com/author/rick-roberge/page/5) ## 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/)** [**Remote Bookkeeping**](http://www.slcbookkeeping.com/blog/bid/116710/remote-bookkeeping-made-easy)[**Made Easy**](http://www.slcbookkeeping.com/blog/bid/116710/remote-bookkeeping-made-easy) [**Awesome Website Design**](https://www.inbounddesignstudio.com/contact/) Search RainMakers & Sales Rock Stars Search ### Subscribe to Email Updates ### Posts by Month - 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