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Explore practical B2B sales guidance on prospecting, discovery, communication, buyer psychology, objections, negotiation, follow-up, career development, AI in sales, and the human side of selling.
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How do I get my first sales job with no experience?
Sales as a Career How Do I Get My First Sales Job With No Experience? You probably have more sales experience than you think.…
Objections Aren’t Roadblocks – They’re Buying Signals
Without question, handling objections can feel intimidating. It’s easy to assume that when a prospect pushes back, it means they aren’t interested. But the…
Mastering First Impressions in B2B Sales: What to Say in the First 60 Seconds
They say you never get a second chance to make a first impression—and nowhere is that more true than in B2B sales. When you…
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How do I get my first sales job with no experience?
Sales as a Career How Do I Get My First Sales Job With No Experience? You probably have more sales experience than you think. The key is learning…
Read the ArticleObjections Aren’t Roadblocks – They’re Buying Signals
Without question, handling objections can feel intimidating. It’s easy to assume that when a prospect pushes back, it means they aren’t interested. But the truth is, objections are…
Read the ArticleMastering First Impressions in B2B Sales: What to Say in the First 60 Seconds
They say you never get a second chance to make a first impression—and nowhere is that more true than in B2B sales. When you walk into a meeting…
Read the ArticleWhat’s the Best CRM for Sales Reps Just Getting Started?
When you’re in sales, you’re not just managing conversations—you’re managing moving parts. Calls, emails, follow-ups, proposals, meetings, notes, tasks—it piles up fast. Especially when you’re just starting out…
Read the ArticleThe Power of Silence: Why Talking Less Closes More Deals
It’s natural to want to keep the conversation flowing. You might feel like you need to fill every pause with more information, another feature, or a reassuring statement.…
Read the ArticleFrom Prospect to Partner: Why Long-Term Relationships Matter More Than One-Time Wins
Winning a deal is great, but winning a long-term customer is even better. Too many new sales reps focus all their energy on closing the deal and then…
Read the ArticleNever End a Meeting Without a Clear Next Step
You’ve had a great conversation, they seemed interested, and you’re hopeful they’ll reach out when they’re ready. But here’s the reality: if you don’t set a clear next…
Read the ArticleThe Secret Weapon of Sales: Emotional Intelligence (EQ)
Some think success in sales is all about knowing your product inside and out, perfecting your pitch, and handling objections smoothly. But the truth is, sales isn’t just…
Read the ArticleSales Success the Todd Barrett Way: Be the Expert and Lead With Value
Sales Success the Todd Barrett Way: Be the Expert and Lead With Value Learn a proven sales lesson from Todd Barrett: master your product and lead with value.…
Read the ArticleSales Leadership Lessons from Todd Barrett: Why Great Reps Run Into the Fire First
Some of the most valuable sales lessons I’ve learned over the past 30 years haven’t come from books or seminars—they’ve come from fellow professionals in the field. One…
Read the ArticleBest AI Prompts for Salespeople to Land a New Sales Job
Most salespeople still aren’t using AI the right way to find their next job—and that’s a missed opportunity. AI isn’t just a time-saver. It’s a competitive advantage—if you…
Read the ArticleWhy Every Salesperson Should Use AI When Searching for a New Sales Job
Looking for a new sales job is one of the biggest sales you’ll ever make. You’re selling yourself—your abilities, your knowledge, your track record. Yet so many salespeople…
Read the ArticleNeuroscience in Sales: How Brain Science Drives Buyer Decisions
The best sales strategies aren’t just clever techniques—they’re rooted in how the human brain works. Neuroscience isn’t just for scientists or doctors; it’s one of the most powerful…
Read the ArticleWhy More Colleges Are Teaching Sales—and Why It Matters for the Future of Business
There’s a quiet shift happening on college campuses across the country, and it’s one that doesn’t make the headlines but absolutely should: more universities are starting to take…
Read the ArticleFrom Playground Negotiations to Boardroom Deals: The Value of Early Sales Education
If you’ve ever watched a group of kids trade snacks at lunchtime or convince a teacher to allow more recess, you’ve witnessed the earliest forms of sales. There’s…
Read the ArticleHow to Build a High School Sales Curriculum That Teaches Real-World Skills
The earlier students learn how to communicate, persuade, and solve problems, the better equipped they’ll be for the real world. That’s why designing a strong high school sales…
Read the ArticleSelling to Multiple Stakeholders: A B2B Guide to Closing Complex Deals
Selling to one person is like a duet—there’s a rhythm, a give and take, a flow you can feel. But when you’re selling to a buying committee? That’s…
Read the ArticleThe Rise of Self-Service in B2B Sales: How Sales Professionals Can Adapt and Thrive
There’s a quiet revolution happening in B2B sales—and if you’re not paying attention, you’ll miss the beat. The sales floor used to be where everything started: the handshake,…
Read the ArticleThree ways to explore Sales101.
Use the technology. Keep the human.
Practical ways to use AI for research, preparation, communication, follow-up, and sales productivity without losing judgment or trust.
Explore AI & Sales →Timing. Tempo. Trust.
Explore the philosophy behind recognizing buyer readiness, respecting pace, using silence well, and moving at the right moment.
Explore the Book →Experience behind the advice.
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About Greg →Tools change. Buyers change. The need to understand people doesn't.
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