Podcast: Leading Through Change and Buyer Resistance

In this episode of The Sales Gravy podcast, Amy Franko joins host Jeb Blount Jr. to explore what sales and growth leaders are navigating as they pursue new opportunities in a changing business environment. Amy shares her perspective on finding growth within existing client relationships, leading through organizational change, and making strong decisions amid uncertainty. She also introduces an often-overlooked dimension of buyer resistance: the resistance that can exist inside your own organization. For leaders, creating forward movement means helping clients make decisions while also bringing internal teams and stakeholders along.

Amy and Jeb also preview the OutBound Conference, November 9–12, 2026, in Las Vegas, where Amy will once again take the stage to share practical strategies for sales and growth leaders.

You can watch the episode here:

Podcast Highlights

[1:32] Where are the best opportunities for growth?
Amy discusses three issues that are top of mind for the CEOs, chief growth officers, and chief revenue officers she works with: finding more growth within existing client relationships, navigating investments and M&A as growth strategies, and strengthening decision-making in an increasingly noisy environment.

[3:22 ] Why does buyer resistance have an internal and external dimension?
Buyer resistance is usually viewed through the lens of clients and prospects. Amy expands that view, explaining that leaders also need to address resistance within their own organizations. Creating change can require a “two-part sale”: helping the client move forward while bringing internal teams and stakeholders along as well.

[6:07 ] How can leaders turn ideas into action?
Amy explains why she encourages leaders to approach learning with one or two specific outcomes in mind. The goal is to identify practical strategies they can take back to their organizations and put into action.

[7:15 ] Why should leaders invest in developing their top performers?
Investing in high-performing team members sends an important signal about their potential and value to the organization. Amy discusses how development opportunities can help leaders recognize future leaders, reward strong performers, and support talent retention.

[8:13 ] How do growth strategy and sales execution work together?
Amy shares the perspective she brings from having worked in the roles of both sales professional and sales leader. Her approach combines growth and sales strategy with practical skill development, helping leaders and sellers “think strategically, but act tactically.”

Join Amy Franko at Outbound 2026

OutBound is the world’s premier leadership and sales conference, and Amy Franko will serve as featured sales keynote speaker again this November. Register here, and use code amy26 for $100 off!