--- title: CEO Sandwich (CEO + 10% Quota + CEO) description: Gratitude is important image: https://www.rickroberge.com/hubfs/AI-Generated%20Media/Images/Two%20CEOs%20with%20their%20backs%20to%20a%20sales%20rep%20at%2010%20of%20quota.png --- # [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/) ## [CEO Sandwich (CEO + 10% Quota + CEO)](https://www.rickroberge.com/ceo-sandwich-ceo-10-quota-ceo) ![](https://www.rickroberge.com/hs-fs/hubfs/elliott.jpeg?width=35&height=35&name=elliott.jpeg) By [Elliott](https://www.rickroberge.com/author/elliott)   Nov 8, 2025 12:00:00 PM   Yesterday a CEO client introduced us to their PE organisation. You have already seen Rick’s article that gave a teaser of our work there? TLDR; not hitting for 2 years, to hitting after 30 days… This guy is Ivy League, 6 foot 5, has an engine on him, avid learner, loving relationship, a serious heart for people but the most HORRIFYING thing is he is modest, down-to-earth and humble.  Then we had a conversation with a young man who was top of his engineering class, got awards for his performance at Oracle and then made some wrong choices. Slip, slip then spiral.  He’s currently at 10% of his quota for the year and was “honestly surprised by how much [the 100 questions] made [him] reflect” and “I realized I’ve been in my comfort zone without clear direction, and that’s shown in my results”. [Have you read them?](https://www.rickroberge.com/reality-check) On the call he said that he realised he’d been blaming this, that and the other but knows that everything lands with him. And he wants to make a change. We’ll see. My heart aches for the people that were somebody that lost themselves along the way. Making serious life change is a seriously intense and beautiful thing.  DID YOU KNOW 8% of those that make a new year's resolution make it? Then in [Junto](https://www.rickroberge.com/sales-junto-rick-elliott), we had a lot of fun and we were joined by a Founder/CEO of a company you’ve probably heard of. A few people on the calls mentioned they’d used their product and I noticed that the Founder asked for their names and wrote them down. We also talked about how to qualify, how to get referrals, how to eliminate deals that slip, how to "get to truth" and how to revive a blow-up Darth Vader. After Junto, I asked the CEO why he’d written their names down. He said, “To thank them.” I asked, “For what?” He replied, “Because they could’ve done nothing. Or gone with a competitor. There are always bigger problems in the world, but they chose to act. I think it’s important to be grateful for that.” They’re upwards of $70M Revenue.  Thank you for spending your calories reading, thinking and sharing your thoughts. Thank you for sharing an article that you think might hit someone in the rib or give them a new perspective. Thank you for all of the introductions and referrals. And thank you to the humans who "could've done nothing" but "chose to act" in [Junto](https://www.rickroberge.com/sales-junto-rick-elliott) and beyond! - [Tweet](https://twitter.com/share) ### Want updates as they're published? #### Enter your email: BTW, do you have an idea or question that would make a good article? Would you like to write or co-author it? Either way, **[ send me an email](mailto:therainmakermaker@gmail.com?Subject=Blog%20article/author%20idea)**. **[Rick Roberge](https://plus.google.com/116082120720832878924/posts?rel=author)** ## 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 - [November 2025 (19)](https://www.rickroberge.com/archive/2025/11) - 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