Practical sales answers built from real experience.
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.
Start with what's new.
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…
Explore by topic or search the library.
Use the topic filters or search across the full Sales101 knowledge base.
Explore the full library.
Bounce Back Better: Building a Sales Mindset That Turns Rejection Into Results
Rejection doesn’t sting less just because you expect it. But if you’re in sales, you’ve got to learn how to take the hit—and keep swinging. What separates the…
Read the ArticleAdapting to Buyer 2.0: Understanding the Modern Customer’s Journey
The buyer has changed. What used to take a conversation now takes a click, and if you’re still selling like it’s 2005, you’re not just behind—you’re invisible. Today’s…
Read the ArticleLeveraging Social Selling: Building Relationships in the Digital Age
Some of the best conversations I’ve ever had with prospects didn’t start with a pitch—they started with a comment, a like, or a shared article. In today’s sales…
Read the ArticleThe Role of Storytelling in Sales Presentations: Crafting Narratives That Resonate
The quickest way to lose a room in a sales presentation is to lead with a stack of slides and a data dump. The quickest way to win…
Read the ArticleBuilt to Win: Developing the Sales Attitude That Separates Top Performers
The right attitude doesn’t just influence your sales success—it defines it. You can have the best pitch, the slickest tools, and the sharpest product knowledge, but if your…
Read the ArticleFrom Pitch to Paper: Crafting Sales Proposals That Win Hearts, Minds, and Deals
There’s a moment in sales that feels like stepping into a spotlight—when the proposal lands in the buyer’s hands. And what you send across that desk doesn’t just…
Read the ArticleThe Salesperson’s Daily Edge: Mastering Time, Rhythm, and Results
The way you organize your day as a salesperson can be the difference between playing catch-up and staying in control. Sales isn’t just about energy—it’s about rhythm, structure,…
Read the ArticleLife’s First Sales Lessons: Why Every Child Should Learn to Sell
Confidence, communication, and adaptability—these are the skills that make a great salesperson, but they’re also the skills that shape a successful life. Sales isn’t just about closing deals;…
Read the ArticleOwn the Room: How to Nail Your First Sales Meeting and Set the Stage for Success
The first five minutes of a sales meeting can determine everything that follows. Walk in unprepared, and you’ll be playing defense the entire time. But if you come…
Read the ArticleFilling the Funnel: How to Jumpstart Sales When Business Hits a Lull
There’s nothing more unsettling for a salesperson than staring at an empty pipeline. The energy that comes from working active deals is gone, and instead, there’s a creeping…
Read the ArticleClosing One Chapter, Opening Another: Knowing When It’s Time for Your Next Sales Move
The moment you start wondering if it’s time to move on from your current sales role, you’ve already taken the first step toward change. Sales is all about…
Read the ArticleThe Sales Starter Kit: Essential Tools to Build Your Selling Skills Fast
Sales is a skill—one that sharpens with time, practice, and the right tools. When you’re new to selling, the sheer volume of techniques, strategies, and methodologies can feel…
Read the ArticleDay One Dominance: How to Set Yourself Up for Sales Success from the Start
The first day in a new sales job can either set you up for success or put you on a slow path to struggle. While most new hires…
Read the ArticleThe Myth of the Natural Salesperson: Why the Best Closers Are Built, Not Born
There’s a common myth in sales—the idea that top performers are just born for it. That some people have a magic charisma, a natural ability to persuade, a…
Read the ArticleThe Power of the First 30 Seconds
Most sales conversations are won—or lost—before they even begin. You have about 30 seconds to capture a prospect’s attention, or you risk becoming just another forgettable pitch. Not…
Read the ArticleThe Silent Close: How Non-Verbal Cues Seal the Deal Before You Speak
A great sales pitch starts long before a single word is spoken. Non-verbal communication can build trust, reinforce confidence, and even close deals before a buyer fully realizes…
Read the ArticleThe Feeling Factor: Why Great Salespeople Sell Emotions, Not Just Products
Sales isn’t just about the product—it’s about the person on the other end of the conversation. You can deliver the perfect pitch, highlight every feature, and counter every…
Read the ArticleBreaking into sales can be a game-changer, but the right starting point makes all the difference.
The best entry-level sales jobs are more than just positions where you grind away making cold calls—they offer structured training, real growth opportunities, and a compensation structure that…
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.
Learn about the professional sales career, training, field experience, and perspective behind the Sales101 knowledge library.
About Greg →Tools change. Buyers change. The need to understand people doesn't.
Keep exploring the fundamentals, human behaviors, and practical habits that make good salespeople better.
