This is the sales gravy podcast. Hi, I'm Jeb Blunt, bestselling author, fanatical prospecting

objections, sales EQ, and ink, and I'm here to help you open more doors, close bigger deals,

and rock your commission check. Welcome back to the sales gravy podcast. I'm Jeff Blunt Jr. Your host today

and with me sitting in this room who is going to be an incredible speaker at our Outbound

conference in November of 2026. So if you are listening to this podcast, go to outbound

conference.com and go get your tickets. They're running out fast. And we only have a few hundred

tickets as a small event.

So we're going to be off-strip in Las Vegas. But today we've got Mrs. Colleen Stanley, one of the

world's leading thought leaders when it comes to sales and sales leadership. She has written

several books, including emotional intelligence and sales success. I think I got that title wrong, but she's also written that book for sales leadership. So go check out Colleen Stanley's books ahead of Outbound. She's also the CEO of Sales Leadership. Colleen, I really appreciate you joining me on the Sales Grievous podcast and joining us for Outbound. Well, thank you. I'm excited to be presenting it Outbound

and for meeting you in person for the first time. So this is great. Thank you for having me as a guest. It will be so cool to meet you in person. I think I only know you from your stellar LinkedIn present. You are so cool. Y'all go follow Colleen on LinkedIn. We're going to get into the conversation today about Outbound and why it is such an important event for the sales industry

and why Colleen is going to get into the conversation today about Outbound and why it is such an

important event for the sales industry and why Colleen is going to be joining us. Colleen, Outbound

2026 is built around the theme of breaking through buyer resistance. So why is this the single most

important skill that a salesperson and sales leaders should be focusing on in mastering right now.

You know, one of the many reasons it's important to focus on breaking through buyer resistance

is that it is higher than ever. You know, we've got things going on in the macro economy and the

micro economy. And if you have a salesperson that doesn't have really the emotional intelligence skills of delayed gratification, where they're willing to invest the time to continue pursuing accounts, pre-call planning, running better sales meetings, or even practicing so that when they do get in front of that buyer, they're coming across professional, competent, and confidence.

You know, Jeb, as you know, if you don't have that delayed gratification skill,

you simply give up too soon.

It's part of being resilient in sales.

So buyer resistance is not going away, especially in the day and age of artificial intelligence.

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