Sales Gravy: Jeb Blount Buyer Resistance Is at an All-Time High with Colleen Stanley
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Apr 30, 2026 Colleen Stanley, founder of SalesLeadership and author on emotional intelligence in selling, shares why buyer resistance is soaring. She discusses delayed gratification, internal locus of control, and assertiveness. She also tackles how hiring must shift for AI, the value of small-format conferences, and practical prep rituals for sales success.
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Buyer Resistance Is Higher Than Ever
- Buyer resistance is higher than ever and demands stronger emotional intelligence from sellers.
- Colleen Stanley links this rise to macro/micro economy issues and buyer doubts amplified by AI creating skepticism about authenticity and value.
Internal Locus Of Control Drives Sales Success
- High internal locus of control separates top sales performers who take ownership of outcomes.
- Stanley frames it as a mantra: If it is to be, it's up to me, driving prospecting, mentorship, and win-loss analysis.
Keep Pipelines Full And Use Assertiveness
- Do keep pipelines full and use assertiveness to move deals rather than clinging to FOMO-driven opportunities.
- Stanley advises reality testing: remove unqualified leads so you can be assertive and address unspoken objections or lack of buyer commitment.
