--- title: The Science of Sales Rock Stars & RainMakers | sales rock star traits description: sales rock star traits | This blog is about the Science of Customer Acquisition for Sales Rock Stars, RainMakers and Entrepreneurs --- # [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/) ## [A Sales Lesson from a Homeless Guy](https://www.rickroberge.com/Blog/bid/332519/A-Sales-Lesson-from-a-Homeless-Guy) ![](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 3, 2013, 3:56:00 PM Have you heard the story of Billy Ray Harris? Back in February, he was panhandling on a Kansas City street when a lady, accidentally dropped a diamond engagement ring in his cup. When he noticed it, he thought about selling it, but decided to hang onto it in case she came back. Three days later, she did come back and was very grateful when he gave her her ring. [continue reading](https://www.rickroberge.com/Blog/bid/332519/A-Sales-Lesson-from-a-Homeless-Guy) Topics: [sales rock stars](https://www.rickroberge.com/topic/sales-rock-stars), [sales coach](https://www.rickroberge.com/topic/sales-coach), [sales rock star traits](https://www.rickroberge.com/topic/sales-rock-star-traits) ## [Greg Brown, Hubspot Sales on Active Selling](https://www.rickroberge.com/Blog/bid/259215/Greg-Brown-Hubspot-Sales-on-Active-Selling) ![](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 15, 2013, 6:40:00 AM *One of the things that I enjoy is watching people that I've coached become recognized as 'sales thought leaders. **[Greg Brown](http://www.linkedin.com/in/gregbrownsoftwaresales)** has been a sales leader most of the years that he's been selling. Today, he offers his thoughts.* [continue reading](https://www.rickroberge.com/Blog/bid/259215/Greg-Brown-Hubspot-Sales-on-Active-Selling) Topics: [sales rock star traits](https://www.rickroberge.com/topic/sales-rock-star-traits), [sales coaching](https://www.rickroberge.com/topic/sales-coaching), [sales questions](https://www.rickroberge.com/topic/sales-questions) ## [AIDA - Creating Interest in Sales](https://www.rickroberge.com/Blog/bid/237741/AIDA-Creating-Interest-in-Sales) ![](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 12, 2013, 9:00:00 AM Everyone has heard of the acronym [AIDA (attention, interest, desire, action)](http://en.wikipedia.org/wiki/AIDA_(marketing)). It’s been around since the the turn of the 20th century when [E. St. Elmo Lewis](http://en.wikipedia.org/wiki/E._St._Elmo_Lewis) first described it. Over the years, many ‘experts’ have felt the need to modify, rename, or add to the basic steps, but seriously, do we really need a submarine version, a basebal version or an inbound marketing version? If a salesperson understands and follows the basics, they can do quite well. So, taking a lesson from [Star Wars](http://en.wikipedia.org/wiki/Star_Wars), why start at the beginning when you can start in the middle? Let’s start with Interest. I know that the acronym means that we need to create interest within our client, but my question is, “Can you teach a salesperson how to be create interest?” Several years ago, I attended a conference in Rhode Island. One of the speakers reflected on advice that his father had given him as he set out to make his fortune. His father said, [continue reading](https://www.rickroberge.com/Blog/bid/237741/AIDA-Creating-Interest-in-Sales) Topics: [Sales](https://www.rickroberge.com/topic/sales), [sales rock star traits](https://www.rickroberge.com/topic/sales-rock-star-traits), [AIDA](https://www.rickroberge.com/topic/aida) ## [Sales Leads Entitlement](https://www.rickroberge.com/Blog/bid/232153/Sales-Leads-Entitlement) ![](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 4, 2013, 4:10:00 AM I watched part of “Meet the Press” this weekend, and learned that Supreme Court Justice Scalia had said something like “…racial entitlement was difficult to undo”. It got me thinking about entitlement(s) in general. Remember this scene and quote from "**[A Few Good Men](http://therainmakermaker.com/2007/05/14/nicholson-cruise-selling/)**"? [continue reading](https://www.rickroberge.com/Blog/bid/232153/Sales-Leads-Entitlement) Topics: [rainmaker traits](https://www.rickroberge.com/topic/rainmaker-traits), [sales ready leads](https://www.rickroberge.com/topic/sales-ready-leads), [sales rock star traits](https://www.rickroberge.com/topic/sales-rock-star-traits) ## [How to Sell a Year's Business in One Month](https://www.rickroberge.com/blog/bid/211534/how-to-sell-a-year-s-business-in-one-month) ![](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)   Jan 29, 2013, 12:00:00 PM Back in the day [when $20K/year was 'livable](http://www.stanford.edu/class/polisci120a/immigration/Median%20Household%20Income.pdf)', I worked with a company that was making a fuss about reps that sold $1,000 in a single day. As I think back on those times, I realize a few things. [continue reading](https://www.rickroberge.com/blog/bid/211534/how-to-sell-a-year-s-business-in-one-month) Topics: [Sales](https://www.rickroberge.com/topic/sales), [sales rock star traits](https://www.rickroberge.com/topic/sales-rock-star-traits), [sales coaching](https://www.rickroberge.com/topic/sales-coaching) ## [RainMakers, Sales Rock Stars, & Salespeople - What's the Difference?](https://www.rickroberge.com/Blog/bid/210780/RainMakers-Sales-Rock-Stars-Salespeople-What-s-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)   Jan 26, 2013, 8:42:00 AM I signed up, paid for and attended Sandler Sales training almost 30 years ago. Back then, Sandler training was sold to individual salespeople rather than companies. As a matter of fact, at the beginning of the first class, the trainers often asked, "How many people paid to be here and how many were 'sent'?" Eventually, the Sandler guys switched from selling to individuals to selling to companies. Easy decision...bigger money. [continue reading](https://www.rickroberge.com/Blog/bid/210780/RainMakers-Sales-Rock-Stars-Salespeople-What-s-the-Difference) Topics: [rainmaker traits](https://www.rickroberge.com/topic/rainmaker-traits), [Sales](https://www.rickroberge.com/topic/sales), [sales rock star traits](https://www.rickroberge.com/topic/sales-rock-star-traits)   [All posts](https://www.rickroberge.com/all) ## 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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