You've been taught to keep a poker face with prospects, and it's costing you their trust. Todd Caponi has spent his career learning the history of sales, and he found that sales started as a service profession. Somewhere in the last several decades, that service mindset was traded for pressure tactics and feature dumps. Todd joins Jeb Blount Jr. to break down what it takes to rebuild that trust, drawing on his newest book, The Four Levers of Negotiating, to explain why stiff, perfect pitches repel buyers and why sharing your flaws upfront wins them over instead.

📖 Purchase Jeb Blount's book, 90 Days to Level Up Your Sales Skills

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If you are trying to get budget approved for professional development, wondering whether AI can actually improve your sales coaching, or stuck trying to motivate senior reps who have stopped caring, this episode of Ask Jeb on the Sales Gravy Podcast covers all three.

Jeb tackles three real questions from the field. First, how to build the case for conference budget, whether you are asking for yourself or bringing your whole team. Second, what actually works and does not work when using AI to analyze and coach sales calls. Third, how to create urgency with successful but complacent senior reps who have lost their edge.

What You'll Learn:

• How to build the ammunition you need to justify professional development budget to leadership
• Why framing a sales conference as a reward or a team kickoff event can unlock budget at small companies
• Why Outbound Conference works especially well for small companies that cannot afford a traditional sales kickoff
• Where AI genuinely helps with sales call coaching, and where it falls apart at scale
• How to build a prompt library for AI call analysis and coaching
• Why some of your best reps stop trying and what that actually means
• How a transparent, goals-first conversation can re-engage a complacent top performer
• Why asking a veteran rep to teach the team can reignite their own learning and buy-in

Whether you are fighting for conference budget, experimenting with AI in your sales process, or trying to reach a rep who has checked out, this episode gives you practical, tested approaches you can use right now.

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Purchase Jeb Blount's new book: 90 Days to Level Up Your Sales Skills

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Text messaging is one of the fastest tools in a salesperson's toolkit, but it can also destroy the relationships it's supposed to support. In this episode, Jeb Blount breaks down how to blend intentional texting into your account management process and shares a personal story about losing a longtime vendor relationship after his account manager let texting replace real conversation.

📖 Purchase Jeb Blount's new book, 90 Days to Level Up Your Sales Skills

📱 Read Blending Text Messaging Into Your Account Management Process

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