Most salespeople think they lose deals in the closing conversation. Jake Stahl says they lose them long before that. Jake is a neuro strategist, CEO of Orchestrate, and author of Own the Room, and he has spent his career studying the behavioral signals buyers send before they go dark. In this episode, he joins Jeb Blount Jr. to break down his STRATA framework and show exactly how to read what buyers are really communicating, how to create the psychological conditions that make people want to say yes, and how to follow up in a way that builds obligation without pressure. If you have ever walked out of a meeting convinced you had a deal and then watched it disappear, this conversation will change how you run every sales interaction from the first touchpoint forward.

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AI call screeners are the new gatekeeper, and most salespeople are failing the relevance test before a human ever hears their voice. In this Ask Jeb episode, Cameron from the Raleigh-Durham area asks Jeb Blount how his healthcare staffing team can break through rising AI screening technology and get more physicians in front of clients who need them.

Jeb breaks down why AI screeners and human gatekeepers have more in common than you think, and exactly what your team needs to say in 15 seconds to earn the callback.

In this episode you will learn:

• Why relevance is the only thing that gets you through any gatekeeper, human or AI
• How to use multi-touch prospecting (call, email, LinkedIn, direct mail) to build familiarity before a prospect ever picks up
• What to say in 15 seconds or less when you hit an AI screener
• Why your office phone may be the reason your calls are getting flagged as spam, and what to do about it
• How to craft a relevance-first opening message for your specific industry and buyer

Whether your calls are being screened, flagged as spam, or going straight to voicemail, this episode gives you a practical framework to improve your connect rate starting today.

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

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Every salesperson hits a slump. The calls feel pointless, the deals dry up, and motivation disappears. Jessica Stokes has been there. Six months into her sales career, she was hitting her daily call minimum and still falling behind. She walked into her manager's office ready to quit. What he said next changed the entire direction of her career. In this Money Monday episode, Jessica shares the challenge that pulled her out of her slump and the four practical steps she still uses today to push through the hard stretches.

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

👉 Download our free Prospecting Call Tracking Sheet

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