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How to Get Budget, Coach With AI, and Motivate Complacent Reps | Ask Jeb Blount
Sales Gravy5 Aug 2026
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for you to make the case that I'm learning how to drive Outbound in our team. That's great. Thanks for that. Perfect. Dennis, I think you had a question. I do, Jeb. There is a new technology of recording sales calls, like to have a game film, a game tape. But what is new is something I'm working with. I'd love your opinion on it. “I'm using AI to dissect the calls.” How many questions were asked? What kind of questions, open-ended, closed-ended, did the salesperson try to at least address the needs? It depends on the prompts, but have you had any experience with anything like that? And what would be your advice, the pitfalls, the pros, the cons? I've got a client right now that's testing it at scale.
That's great. Thanks for that. Perfect. Dennis, I think you had a question. I do, Jeb. There is a new technology of recording sales calls, like to have a game film, a game tape. But what is new is something I'm working with. I'd love your opinion on it. I'm using AI to dissect the calls. “How many questions were asked?” What kind of questions, open-ended, closed-ended, did the salesperson try to at least address the needs? It depends on the prompts, but have you had any experience with anything like that? And what would be your advice, the pitfalls, the pros, the cons? I've got a client right now that's testing it at scale.
I'm sitting here doing this blind, so I don't know what prompts you're using, but I would play around with the prompts. That could be a really great place to begin a side-by-side or a ride-along with someone. When I say side-by-side, you're going to sit and watch them make some calls, or you're going to sit down and do a one-to-one with them, especially if you're trying to find them doing things right. “You could also look at words you don't want to say.” You could have chat GPT do that for you as well. You could also have chat GPT do a summary. So I do this for podcasts, like I'll just drop an audio transcript. I'll say, give me a summary of this conversation in bullet points, and it'll just give you a quick summary. I think from a coaching standpoint that it's a brilliant way to speed up your ability to
They've knocked it out of the park. But I think the way you're doing it is brilliant. And I got to go play with that. It's experimental and the secret sauce is the prompts. And if you don't get the result that you want, you change the prompts. And that's the cool thing. And you can keep changing them until you get the result that you want. “And you can even ask the AI to tell you a better prompt.” Thanks. This is a question about Greg who couldn't be here. And Jeb, how do I- Create urgency to sharpen the sales saw and hone their skills for my two senior successful reps. There seems to be a lack of desire to do so. Got someone who's been selling for a long time, they're pretty successful, and they get complacent. That's the conversation I had earlier with a large software company who said, they got