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.
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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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THE PROCESS insights.
Mastering the Gatekeepers: How to Win Over Professional Buyers and Purchasing Agents
Walking into a deal with a professional buyer or purchasing agent is like stepping into a chess match where your opponent already knows all the moves. They’ve seen…
Read the ArticleWinning the Unknown: How to Tackle an RFP Without a Pre-Existing Relationship
Receiving an RFP from a company you’ve never engaged with can feel like being invited to a party where you don’t know anyone. It’s exciting because there’s an…
Read the ArticleThe Network Effect: How Meaningful Connections Drive Lasting Success
In the symphony of professional growth, networking serves as the conductor, orchestrating opportunities and fostering connections that drive success. Reflecting on my journey, particularly my involvement with groups…
Read the ArticleThe Rebound Effect: How to Recover from a Lost Sale Without Losing Future Opportunities
Every salesperson faces rejection, but the best don’t see it as a dead end—they see it as a temporary detour. A lost sale doesn’t mean the opportunity is…
Read the ArticleThe Hidden Roadblocks: How to Identify the Real Reason a Deal Isn’t Closing
Some deals don’t die because of price, timing, or even competition—they stall because of something you never saw coming. The real reason a deal isn’t closing often isn’t…
Read the ArticleSelling the Unseen: How to Make Intangible Benefits Feel Real to Buyers
If a buyer can’t see it, touch it, or immediately experience it, they’ll struggle to justify the purchase. Selling a tangible product is one thing—customers can hold it…
Read the ArticleThe Introvert’s Guide to Sales: How to Leverage Quiet Confidence to Win Deals
The loudest voice in the room doesn’t always win the deal. In fact, some of the most successful salespeople aren’t the ones who dominate the conversation but the…
Read the ArticleThe Sales Recovery Plan: How to Regain Lost Deals Without Sounding Desperate
A lost deal doesn’t always mean a dead deal. Too many salespeople hear a “no” and immediately move on, assuming the opportunity is gone forever. But in reality,…
Read the ArticleThe Art of the Soft Close: How to Secure Commitments Without Forcing the Sale
The best sales don’t end with a dramatic close—they glide effortlessly into a final agreement. Too often, salespeople treat closing like a high-stakes moment that demands persuasion, pressure,…
Read the ArticleSelling in Sync: How to Align with Multiple Decision-Makers in Complex Deals
The bigger the deal, the more hands in the pot. What should be a straightforward conversation suddenly becomes a maze of opinions, approvals, and competing priorities. The more…
Read the ArticleThe Sale That Sticks: Lessons That Transcend Every Deal
The best sales lessons aren’t learned from books or corporate training—they come from real-world experience, often in unexpected places. For me, that place was Wallbangers Raquetball & Fitness…
Read the ArticleThe Buyer’s Hesitation Dance: Understanding and Easing Their Fears
Hesitation isn’t the end of a deal—it’s the buyer signaling that they need reassurance before moving forward. It’s easy to mistake hesitation for rejection, but the reality is…
Read the ArticleSelling with Momentum: How to Keep the Deal Moving Without Losing Control
Sales should feel like a steady build-up, not an up-and-down rollercoaster. Too often, salespeople experience deals that start strong but stall unexpectedly, leaving them scrambling to regain lost…
Read the ArticleThe Subtle Sell: How to Influence Without Being Overbearing
The best salespeople don’t feel like salespeople at all—they feel like trusted advisors, guiding buyers toward the right decision without pressure or force. In a world where buyers…
Read the ArticleThe Trust Tipping Point: When Buyers Move from Interest to Commitment
Trust is the bridge between a buyer’s interest and their commitment, and without it, even the best sales pitch falls flat. Buyers don’t make decisions purely based on…
Read the ArticleSelling in a Noisy World: How to Cut Through the Distractions and Get Buyers to Listen
In a world overflowing with emails, ads, and endless notifications, getting a buyer’s attention isn’t just difficult—it’s an art. Buyers today are more distracted than ever, constantly pulled…
Read the ArticleThe Echo Effect: How to Mirror and Match Buyers to Build Instant Rapport
Sales isn’t just about what you say—it’s about how you say it. Buyers don’t just listen to the words you speak; they pick up on your tone, your…
Read the ArticleThe Speed of Trust: How to Shorten the Sales Cycle Without Rushing the Buyer
Trust is the true accelerator of sales—when buyers trust you, decisions happen faster, objections fade, and the entire sales process moves with a natural rhythm. Many new sales…
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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.
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