--- title: The Science of Sales Rock Stars & RainMakers | Rick Roberge (5) description: This blog is about the Science of Customer Acquisition for Sales Rock Stars, RainMakers and Entrepreneurs (5) --- # [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 ## [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) ![](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)   Jun 8, 2021 8:57:25 AM 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? [continue reading](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) ![](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)   May 30, 2021 5:50:30 PM 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? [continue reading](https://www.rickroberge.com/do-people-read-what-you-publish-secret-sauce) ## [Professional Development Reimbursement](https://www.rickroberge.com/professional-development-reimbursement) ![](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)   May 27, 2021 5:55:58 PM 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? [continue reading](https://www.rickroberge.com/professional-development-reimbursement) ## ["The Solution" vs. a solution](https://www.rickroberge.com/the-solution-vs.-a-solution) ![](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)   May 4, 2021 9:44:24 AM 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](https://stats.objectivemanagement.com/443) and that each competency may have more than a dozen components. One particular component can be a killer. [continue reading](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) ![](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)   Apr 17, 2021 8:39:00 PM It's not unusual for me to spend 10 - 20 hours/week coaching reps on recent or upcoming sales situations. Every day, I hear one or all of these. [continue reading](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) ![](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)   Apr 8, 2021 8:02:02 PM March 7, 2021 to April 7, 2021 was a month of one significant event after another. [continue reading](https://www.rickroberge.com/3/7-to-4/7-the-proverbial-straw) ## [Great Questions](https://www.rickroberge.com/great-questions) ![](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)   Mar 22, 2021 1:12:41 AM Last week I spoke to a group about Consultative Selling. Not surprisingly, we started talking about the 17 attributes of Consultative Selling that we look for when we evaluate whether a sales candidate can and will sell consultatively. [continue reading](https://www.rickroberge.com/great-questions) ## [Anniversary Lesson](https://www.rickroberge.com/anniversary-lesson) ![](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)   Mar 18, 2021 8:56:04 AM This should be short. [continue reading](https://www.rickroberge.com/anniversary-lesson) ## [Latest Rabbit Hole: AI & World Dominance](https://www.rickroberge.com/latest-rabbit-hole-ai-world-dominance) ![](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)   Mar 14, 2021 2:06:05 PM I talk with software reps and software users almost every day of my life. We typically talk about how they can improve their communication with prospects and customers and that often leads to how they can automate the process. That usually leads to a conversation about how the rep feels about receiving automated emails. Their answer is typically that they never see them because they're sent to their spam folder. So, I ask them what makes them think that the emails that they're sending using automation are getting through. [continue reading](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) ![](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)   Mar 2, 2021 9:32:01 AM My alternative title was "You can't make this stuff up!" I start most coaching calls with some version of what would you like to talk about? Today, one of my reps said, [continue reading](https://www.rickroberge.com/you-may-have-to-read-this-twice) [Previous](https://www.rickroberge.com/author/rick-roberge/page/4)   [All posts](https://www.rickroberge.com/all) [Next](https://www.rickroberge.com/author/rick-roberge/page/6) ## 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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