--- title: New Articles on Selling Competencies vs Scaling description: Fixing selling competencies image: https://www.rickroberge.com/hs-fs/hub/229131/file-17069218.jpg --- # [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/) ## [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.* 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. These might sound different, but read slowly and think about it. "Customer Success Reps are really good at asking questions that uncover reasons to renew, but they are not able to ask questions that will lead the customer to buy something else that the company ![funnel2](https://www.rickroberge.com/hs-fs/hub/229131/file-17069218.jpg?width=363&name=file-17069218.jpg)offers. They're also not able to ask questions that will get them introduced (referred) to new potential customers." "Marketing isn't delivering nearly enough leads and the ones that they are delivering aren't good. Covid has decimated businesses by affecting not only the business, but the business's customers. The business can't sell to sick people and we can't sell to the business. It's the domino effect. We've had millions of website visitors that have filled out a form, had a conversation, seen a demo and maybe even bought, but the conversation usually ends with no sale and no referral." Last week I wrote about a [Last Hurrah](https://www.rickroberge.com/last-hurrah-sep-20-2021). Tomorrow, I will publish the first of 10 articles on each of the [10 Selling Competencies](https://stats.objectivemanagement.com/443). Please note that there are 21 Sales Core Competencies all together. So, I won't have time to address Sales DNA or Will to Sell competencies before 4th quarter starts, but whether you're a sales leader or an individual rep, fix the right competency and you'll fix the problem. These are the articles in order of appearance... ## [Consultative Selling Competency](https://www.rickroberge.com/consultative-selling-competency) ## [Reaching Decision Makers Competency](https://www.rickroberge.com/reaching-decision-makers-competency) ## [Hunting Competency... Still Necessary?](https://www.rickroberge.com/hunting-competency...-still-necessary) ## [Are your people "Selling Value" SDRAWKCAB ???](https://www.rickroberge.com/are-your-people-selling-value-sdrawkcab) ## [The Closing Sales Competency](https://www.rickroberge.com/the-closing-sales-competency) ## [Dynamite Presentations](https://www.rickroberge.com/dynamite-presentations) ## [6 Down, 4 to go - Developing Relationships](https://www.rickroberge.com/6-down-4-to-go-developing-relationships) ## [Something Old - Something New "Qualifying"](https://www.rickroberge.com/something-old-something-new-qualifying) ## [Is Your Sales Process Helpful or Fatal?](https://www.rickroberge.com/is-your-sales-process-helpful-or-fatal) ## [A Spooky Lesson to help w/Sales Technology Competency](https://www.rickroberge.com/a-spooky-lesson-to-help-w/sales-technology-competency) As always, if you have a question, [just ask](https://www.rickroberge.com/contact-me). - [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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