Selling in the Age of AI

Quote: "You have to be extreme. You have to do things other people won’t do." - Dr. Rob GilbertEpisode Summary: In this powerful episode of Selling in the Age of AI, Frank Somma sits down with legendary motivational speaker Dr. Rob Gilbert, a mentor who has profoundly influenced his career. Dr. Rob shares timeless principles on discipline, streaks, mentorship, and the relentless pursuit of excellence. Together, they explore how human drive, consistency, and connection remain the ultimate differentiators in a world increasingly shaped by AI.Key Topics & Insights:High-Tech, High-Touch: As technology advances, the need for human connection becomes even more critical.The Power of Hunger: Success starts with clearly defining what you truly, deeply want.Extreme Effort Wins: Top performers separate themselves by doing what others won’t.Find a World-Class Mentor: Model excellence, immerse yourself fully, and commit to long-term repetition.The Streak Principle: Consistency builds momentum—daily habits turn “have to” into “want to.”Action + Emotion = Momentum: Sustainable success comes from combining effort with emotional drive.The Pillow Test: Measure your day by whether you say “I’m glad I did” or “I wish I had.”Outworking the Competition: Hustle and persistence can outperform natural talent.Technique + Time = Miracles: Mastery isn’t complicated—it’s consistent execution over time.Avoid the “Sea of Sameness”: To thrive (and avoid being replaced by AI), you must stand out and deliver exceptional value.Be “Godiva, Not Hershey’s”: Elevate yourself beyond commoditization—premium effort yields premium results.Everything Works Out: Challenges often become the foundation for future success.Commitment Framework: Make a commitment, make it public, and make it happen.Connect with Dr. Rob Gilbert:Success Hotline: 973-743-4690https://podcasts.apple.com/us/podcast/success-hotline-with-dr-rob-gilbert/id1532154557 https://www.linkedin.com/in/drrobgilbert/ Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "Use generative AI to get you 85% of the way there. It makes you massively efficient... but the role of the salesperson is incredibly important to build that trust and show your wisdom based on experience." - Sam RichterEpisode Summary: In this insightful episode of Selling in the Age of AI, Frank Somma welcomes Hall of Fame speaker, sales intelligence expert, and Intel Engine creator Sam Richter. Sam breaks down how AI can help sales professionals become faster, smarter, and more relevant—while still preserving the human trust, empathy, and authenticity that drive complex sales. Together, Frank and Sam explore how to use automation for research, list-building, and preparation so salespeople can spend more time doing what matters most: connecting with people.Key Topics & Insights:Why How to Win Friends and Influence People remains the foundation of modern sellingSam’s “them, us, fit, proof” framework for navigating complex salesThe danger of fake personalization and why relevance matters more than everHow AI can help salespeople research prospects and uncover meaningful care-aboutsThe difference between suspects and prospects, and how to manage each effectivelyWhy the first goal of outreach is often attention and value, not an immediate saleHow sales triggers like promotions, acquisitions, expansions, and new hires create opportunityThe importance of asking smarter qualification questions instead of generic discovery questionsWhy permission is one of the most powerful concepts in sales conversationsHow company analysis tools can surface likely priorities, SWOT insights, and strategic initiativesThe role of custom GPTs trained on industry-specific and proprietary informationWhy the best salespeople know their solution—or know exactly who to bring in who doesHow shared experiences, introductions, and common ground can accelerate trustWhy sales has become overly data-driven at the expense of customer careHow generative AI can automate non-customer-facing tasks and free up more selling timeSam’s SHIFT framework and the importance of “thriving as a human”The qualities AI cannot replicate: empathy, vulnerability, courage, compassion, trust, and wisdomWhy in a complex sale, customers are still buying from the person, not just the productConnect with Sam Richter:https://www.samrichter.com/ https://www.linkedin.com/in/samrichter/ https://www.facebook.com/SamRichterSpeak Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "AI is a tool. It’s an amplifier. If you get really good at prompting, you can use the skills you already have to get better at your own job so that you become not replaceable." - Joe ApfelbaumEpisode SummaryIn this high-energy episode of Selling in the Age of AI, Frank Somma welcomes LinkedIn powerhouse Joe Apfelbaum—digital marketing expert, CEO of an Inc. 5000-ranked agency, author of five books (including High Energy Networking), and creator of an AI-powered LinkedIn sales assistant. Joe breaks down how sales professionals can use AI to research prospects, create content in their own voice, and build real relationships faster—without sacrificing authenticity. From community-driven engagement strategies to the “greeting, feeding, meeting” method, this conversation is a blueprint for selling with tech while keeping humanity at the top of the pyramid.Key Topics & InsightsStart with Strategy: Joe credits growth (and career breakthroughs) to having the right strategy—because “the right strategy will save you a decade.”AI Enhances Great Salespeople: AI won’t replace skilled sellers; it amplifies them—especially those who excel at conversations, follow-up, and relationship-building.Use LinkedIn for Real Conversations: Joe’s rule: don’t “connect and pitch” or “show up and throw up”—show up consistently and follow up with value.“Buy Flowers” on LinkedIn: Build equity by leaving thoughtful comments, sending meaningful DMs, making introductions, and offering useful resources.Answer Engine Optimization: The shift from keyword search to asking AI questions—sales pros can use tools like ChatGPT/Claude/Grok/Perplexity to research and organize insights quickly.AI Research for Prospecting: Joe explains how AI can compile a prospect’s public footprint across platforms so sellers can reach out smarter and faster.EVAI Overview: A browser extension designed to help with LinkedIn content creation, connection organization, research, templates, and faster execution—while staying “human-in-the-loop.”The Engagement Secret: Not everyone comments because they fear judgment—Joe focuses on “engagers” and built a community of people who actively support each other’s content.Time Compression with AI: Turning “four hours of work into 15 minutes” through one-click content and image generation aligned to your voice and brand.Posting Consistency Matters: A post typically peaks within ~24 hours—posting daily dramatically increases exposure versus weekly posting.LinkedIn Follower Growth Hack: On LinkedIn, every new connection becomes a follower—Joe outlines how consistent connection requests can methodically grow an audience.Personal Development as the Real Edge: Sales, networking, and speaking are all personal-development games—investing in yourself is non-negotiable.High Energy Prompting: Joe’s core belief: prompting skill + domain skill = unstoppable advantage (and he’s writing a book on it).“Greeting, Feeding, Meeting” Method: A practical relationship framework—greet with value, feed with curiosity/questions, then move to a real conversation/meeting.Tools for Sales Productivity: Joe highlights using Otter.ai for real-time transcription and notes to stay present while capturing everything.Live Is the New Technology: In a world flooded with AI and Zoom, Joe and Frank emphasize the renewed power of in-person connection (plus Frank’s love of handwritten notes).Connect with Joe Apfelbaum:https://www.linkedin.com/in/joeapfelbaum/ https://joeapfelbaum.com/ https://www.instagram.com/joeapfelbaum Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "Manipulation is about getting somebody to do something that serves you. Persuasion is about convincing someone to do something that serves them." - Neil GordonEpisode Summary: In this powerfully insightful episode of "Selling in the Age of AI," Frank Somma sits down with Neil Gordon, persuasion expert and best-selling author of The Most Powerful Sentence of All Time. With a background as an editor at Penguin and features in Forbes, Fortune, and Inc., Neil dives deep into the nuance of authentic communication, AI-driven content creation, and the psychology of influence. Tune in to learn how AI can augment—rather than replace—your persuasive power, and why the most successful communicators create tension before delivering value.Key Topics & Insights:AI as a Persuasive Drafting Tool: Neil explains how large language models can empower non-writers to produce usable first drafts, allowing their human nuance and expertise to shine through in the revision process.Schema Drift and AI's Limits: The phenomenon of schema drift makes AI output overly helpful and often generic—stripping away the narrative tension that creates emotional investment in content.The Power of Tension: Effective persuasion doesn’t “give away the game” immediately. Neil reveals how the most compelling communicators strategically build tension to draw in their audience.Why AI Content Feels Generic: AI often irons out the emotional peaks and valleys of great communication, leading to content that’s clean but uninspiring—like beige walls in a public building.Human-to-Human Value in Sales: Drawing parallels to specialty shops making a comeback post-supermarket era, Frank and Neil emphasize that the future of sales belongs to those who bring human expertise and connection—not just price.The Persuasion Toolbelt: Neil highlights the importance of using your client’s name and drawing from tools like Robert Cialdini’s influence principles and Chris Voss’s negotiation strategies—alongside his own sentence structure methodology.Prompt Engineering for Thought Leaders: Neil shares his process for building multi-step prompts to help authors write persuasive how-to books—starting with asking the AI what it recommends, not just telling it what to do.From Scarcity to Integrity: A candid reflection on Neil’s journey to ditch manipulative sales tactics (like fake countdown timers) in favor of values-aligned persuasion.Belief as a Sales Catalyst: Both Neil and Frank agree—true sales effectiveness comes from deep belief in your product, service, and yourself as the differentiator.The Most Powerful Sentence of All Time: Neil reveals a timeless structure found in ancient quotes, bestselling books, and viral TED Talks—one that, when used intentionally, dramatically boosts persuasive impact.Connect with Neil Gordon:https://neilcanhelp.com/ https://www.linkedin.com/in/neilcanhelp/ https://www.facebook.com/neilcanhelp https://www.youtube.com/channel/UCOmpRBS2436uw4pzou9IFFw Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "Build AI not to replace people, but to augment them." - Nishkam BattaEpisode Summary: In this insightful episode of "Selling in the Age of AI," Frank Somma is joined by Nishkam Batta, founder and CEO of Honest AI and GreyCyan. With a background in business engineering and a passion for practical AI solutions, Nish shares how his companies are helping small and midsize businesses—especially in manufacturing—unlock back-end efficiencies, accelerate workflows, and free teams to focus on human-driven value creation. Discover why Nish believes AI is best used behind the scenes and how sellers can leverage it to stay competitive and deeply human.Key Topics & Insights:The Origins of GreyCyan & Honest AI: From an impulsively named startup to a mission-driven AI solutions provider focused on helping SMBs thrive.Back-End, Not Front-End: Nish emphasizes that AI’s greatest impact today is in streamlining operational, administrative, and repetitive tasks, especially in manufacturing and logistics.The Hidden Factory: Uncovering inefficiencies in unseen areas of business—like lead routing and proposal generation—to free up human resources for higher-value work.AI-Powered Sales Assistants: Real-world example of an AI agent that routes yacht brokerage leads in seconds using metadata and confidence scoring.Sales Enablement Through Automation: How custom AI tools shorten sales cycles by automating proposal creation, ERP data entry, and drawing interpretation.Human-in-the-Loop AI: AI should support—not replace—sales professionals by handling low-value tasks and enhancing speed, accuracy, and responsiveness.Sales and Search Synergy: Why understanding which AI tools are good at which tasks (e.g., ChatGPT vs. Gemini) is critical for effective use.AI for Lead Generation: Leveraging agents that interface with platforms like LinkedIn, Apollo, and ZoomInfo to automate outreach and research.Middleware Magic: How Nish’s team builds middleware to integrate AI seamlessly into existing systems without disrupting workflows.Advice for the Old Guard: Older sales pros can thrive by pairing experience with AI fluency; don’t fear it—learn it, use it, and compete effectively.The Butcher Shop Analogy: Like handcrafted goods, the value of personalized, expert human sales will always outshine commoditized automation.Charitable Spotlight: Nish supports SickKids Toronto, advocating for the well-being of children and encouraging donations to this impactful cause.Connect with Nishkam Batta:https://www.linkedin.com/in/nishkambatta/ https://www.linkedin.com/company/graycyan/;https://www.linkedin.com/company/honest-ai-engine/  Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "You have to obsess over being a student of the game... Trust is the one ingredient you have to have to close a deal no matter what." - Joey GilkeyEpisode Summary: In this powerhouse episode of "Selling in the Age of AI," Frank Somma is joined by Joey Gilkey, CEO of Titan X, a game-changing phone intent platform for B2B sales teams. Joey dives deep into how sales organizations can achieve 20-30% connect rates by leveraging behavioral data to prioritize high-probability conversations. From AI's role in sales to the evolution of sales hiring and leadership, Joey shares bold insights that challenge the status quo and elevate what it means to be a high-performing sales pro in the AI era.Key Topics & Insights:The Titan X Revolution: How Titan X leverages telephony behavioral data to predict which prospects will answer the phone—cutting wasted dials and tripling rep productivity.Phone-First Strategy: Why Joey believes the phone remains the most powerful outbound channel for human interaction and bi-directional feedback.AI as Back-of-House: Drawing a vivid restaurant analogy, Joey explains how AI should enhance administrative workflows, not replace human connection at the "front of house."From Mass Volume to Precision Targeting: Why scaling headcount and activities without strategy leads to diminishing returns—and how intent data flips the equation.Beyond the Hype: Joey debunks common AI promises and emphasizes that trust and human interaction are irreplaceable in complex B2B sales.Hiring the Right Salespeople: Joey’s radical, no-resume, cold-call-first hiring method that filters for hunger, coachability, and grit.Trial by Fire: A bold, competitive final interview round where top candidates must cold call live against each other—because the job is the interview.Special Forces Sales Teams: Why the future of sales is fewer, elite reps empowered by technology—not bloated teams of average performers.AI-Powered Sales Intelligence: How analyzing call transcripts with AI can pinpoint top-performing behaviors and lift team performance instantly.Three Traits of Elite Sales Reps: Relentless mindset, masterful questioning, and the ability to navigate complex conversations with empathy and skill.Sales Leadership Truths: Stop rewarding mediocrity. Double down on your top producers, and treat your team like a true meritocracy.Connect with Joey Gilkey:https://titanx.io/  https://www.linkedin.com/in/joeygilkey/  Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "Don't be so salesman. Be more Hubschmann." - Kevin HubschmannEpisode Summary:In this laughter-filled episode of "Selling in the Age of AI," Frank Somma sits down with Kevin Hubschmann—comedian, entrepreneur, and founder of Laugh.Events and the Laugh.RX newsletter. Kevin reveals how he turned stand-up and improv into powerful corporate tools that foster connection, creativity, and trust. From virtual comedy shows to interactive improv workshops, Kevin shares how humor and authenticity can transform professional development and ignite team performance—even in the most serious boardrooms.Key Topics & Insights:The Birth of Laugh.Events: How Kevin pivoted from stand-up comedy to virtual corporate shows during the pandemic, uncovering a critical need for human connection in the workplace.Laughter as ROI: Partnering with behavioral scientists like Dr. Natalie Dattilo, Kevin outlines the measurable psychological and physiological benefits of laughter, including stress reduction and team bonding.From Improv to Impact: “Laughing in Development” delivers improv-based workshops tailored to business goals—boosting sales conversions, idea generation, and active listening.Sales Through Authenticity: A meme-filled email earned Kevin a major client—proof that being yourself can close deals better than polished pitches.Reframing Improv for Business: Why Kevin avoids using the word "improv" in his pitches, opting for data-backed language and relatable goals to win over skeptical execs.Exercises That Train the Brain: Examples like the “Yes, And” picnic game illustrate how language shapes collaboration and how listening builds trust.Comedy as Feedback Loop: Drawing parallels between recording sales calls and stand-up sets, Kevin explains how repetition, reflection, and adaptation lead to mastery.How to Sell the Unsellable: Building internal champions, using post-event feedback, and demonstrating emotional ROI to elevate “fun” into strategic investment.Humor for a Cause: Laugh.Events' "Comedy Show for Charity" has helped nonprofits like Cycle for Survival and RFK Human Rights raise tens of thousands by making giving joyful.Connect with Kevin Hubschmann:Laugh.Eventshttps://www.linkedin.com/in/kevin-hubschmannn/ https://www.instagram.com/laughdotkevin/ Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "If you want to avoid competing on price, you have to differentiate the experience you're providing as a sales professional." - Shawn CasemoreEpisode Summary:In this engaging episode of "Selling in the Age of AI," Frank Somma sits down with sales strategist, professional speaker, and author Shawn Casemore. With decades of experience helping organizations like Bosch, Tim Hortons, and PepsiCo optimize sales performance, Shawn shares game-changing insights on what truly sets successful salespeople apart in the AI era. Discover how to shift from pitch to provocation, use technology to support—not replace—relationships, and build trust by focusing on the customer experience.Key Topics & Insights:Trusted Advisor Mindset: The best salespeople shift from pitching to becoming a trusted resource, guiding buyers through information overload with relevance and empathy.Ask More, Talk Less: Success in sales today hinges on asking open-ended, strategic questions—and listening intently to the answers.Provocative Selling: Shawn explains how to use pattern-interrupting, thought-provoking questions to differentiate yourself and reframe buyer conversations.Charisma & Authenticity: Charisma isn’t one-size-fits-all. It's about matching energy, reading the room, and staying authentically you.The Strategic Sales Experience: Competing on price often stems from delivering the same experience as your competitors. Make your prospect interactions unique and memorable.AI as Your Assistant, Not Your Replacement: Leverage AI to handle administrative tasks and free up time for real human connection. Relying on AI to sell for you leads to subpar results.Targeting High-Value Prospects: Focus your time and energy on clients that offer higher returns with lower friction, instead of chasing every lead equally.Sales Planning & Productivity: Elite sales pros plan intentionally, work strategically, and continuously evaluate where to focus their efforts.Future of Sales Roles: As AI automates basic tasks, relational, strategic sales roles will become even more valuable—and better compensated.New Book Announcement: Shawn teases his upcoming release The Unstoppable Sales Prospecting System, available November 2025.Charitable Contributions: Shawn supports Kids Help Phone, Big Brothers Big Sisters, and local hospice organizations, believing everyone deserves a strong start and a dignified end.Connect with Shawn Casemore:https://shawncasemore.com/ https://shawncasemore.com/speaking/ https://www.linkedin.com/in/shawncasemore/Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "Enthusiasm is the god within. When you're excited about something and you believe in your cause, that comes across in a way that is very hard to fake." - Barry FarberEpisode Summary: In this electrifying episode of "Selling in the Age of AI," Frank Somma welcomes legendary sales expert, author, and Emmy-nominated producer Barry Farber. With over a million books sold, inventions seen on QVC, and years of groundbreaking interviews with top achievers, Barry shares a lifetime of sales wisdom and personal transformation. This episode dives into the critical importance of person-to-person communication in the AI era, the relentless pursuit of passion, and the mindset behind enduring success.Key Topics & Insights:Sales Rooted in Human Connection: Barry emphasizes that no technology can replace the energy and trust built through face-to-face interaction.The Power of Testimonials: Early in his career, Barry differentiated himself by capturing client testimonials with voice inflection to build trust and enthusiasm.Turning Setbacks into Setups: How ridicule at a book pitch meeting pushed Barry to sell over 100,000 copies by sheer grit and strategic outreach.Enthusiasm and Confidence as Sales Catalysts: Barry discusses how genuine excitement and belief in one’s product are contagious and critical in sales.The Five Core Traits of High Achievers: Barry’s children’s book, The Adventures of Little Billy, distills five key values: service, attitude, courage, empathy, and determination.AI as a Tool, Not a Replacement: Barry embraces AI to enhance writing and productivity, but reinforces that human energy and spontaneity are irreplaceable.Creating the Fold Flat Pen: A symbol of resilience and reinvention, Barry’s patented pen design represents bouncing back from failure—selling millions across the world.Charity and Service: Barry supports the Interfaith Food Pantry and Tamerlaine Animal Sanctuary, reflecting his deep belief in giving back.Lessons from Legends: Insights from interviewing inventors, brain surgeons, and celebrities like Mr. Wonderful and Keenan Thompson, all grounded in humility and service.Pain First, Pleasure Later: Barry’s approach to discipline, whether in sales or martial arts, centers on embracing discomfort as a path to greatness.Connect with Barry Farber:https://barryfarber.com/ https://www.facebook.com/breakthroughbarryfarber/?ref=ts# https://www.linkedin.com/in/barry-farber-b4422141/ Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "There's just an invaluable skill set to being able to use AI to assist you—while still being an amazing salesperson, carrying real conversations without a robot on the other end." - Steven WerleyEpisode Summary In this insightful episode of "Selling in the Age of AI," Frank Somma welcomes Steven Werley, founder of Closable.ai and a former Army Ranger turned sales strategist. Steven shares how he helps sales teams and entrepreneurs transform inconsistent pipelines into high-performing revenue machines by integrating AI with human-centric sales leadership. From diagnosing weak points in the sales process to training AI for smarter follow-ups, Steven unveils how technology can make us better—not replace us.Key Topics & InsightsAI-Augmented Sales Coaching: Steven trains AI models to mirror his sales coaching style, dramatically reducing feedback loops by automatically reviewing sales calls and suggesting improvements.Boosting Show Rates with AI: By analyzing setter calls with AI, Steven identified friction points and rewrote scripts—resulting in a leap from a 35% to 80% show rate.Human in the Loop: Even with automation, Steven stresses the importance of human oversight to ensure authenticity and maintain trust.Reverse Prompting Framework: Steven breaks down a simple yet powerful method to train AI using best-in-class sales trainer methodologies—redefining how sales teams can level up with LLMs.Real-Time Pipeline Intelligence: AI is used to track deal velocity, identify where prospects drop off, and suggest tailored follow-ups, providing better forecasting and pipeline management.Respecting Rapport: A masterclass in setter etiquette—why pushing for financial qualifications too early kills deals and how warmth and trust lead to conversions.Why Humans Still Matter: From building trust to reading nuance, Steven highlights the irreplaceable role of human connection in complex, high-value sales.Accessible AI Tips for Salespeople: From uploading transcripts into ChatGPT to roleplaying and getting real-time feedback, Steven reveals underused techniques for personal improvement.Connect with Steven Werley:Closable.aihttps://www.linkedin.com/in/stevenwerley/https://www.stevenwerley.com/https://www.instagram.com/stevewerley/?hl=enCharity: https://www.laughingatmynightmare.com/?srsltid=AfmBOopSlTrlRBEQaSyBQNQTafa8JNoAUC1eRzpqoUw3bBtCdhHDyXSD Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "Trust is built through consistent behavior over time." - Colleen FrancisEpisode Summary: In this compelling episode of "Selling in the Age of AI," Frank Somma sits down with Colleen Francis—bestselling author, sales strategist, and Hall of Fame speaker—who is widely recognized as one of the top sales influencers today. Together, they explore the evolving sales landscape shaped by AI and generational shifts, while reaffirming that the most impactful sales strategies still center on authentic, human connection. Colleen delivers a masterclass in modern selling, filled with practical insights and powerful takeaways.Key Topics & Insights:AI as a Sales Accelerator: AI is not replacing salespeople but enabling them to do more with less—automating research, tailoring messaging, and analyzing sales calls to uncover best practices.Sales Is Not Binary: The most successful sellers blend tech and human interaction. Cold emails, phone calls, and face-to-face meetings each have their place depending on the situation and the buyer.The End of Vanity Metrics: Sales leaders must stop relying on arbitrary activity targets. Real performance comes from understanding what activities drive outcomes and customizing metrics per individual seller.Buyer Behavior Has Shifted: Millennials and Gen Z buyers are more risk-averse, digitally savvy, and collaborative. Sellers must adapt or be left behind.The Power of Qualification: Top sellers spend 75% of their sales time up front qualifying and quantifying value, which ultimately accelerates the close.Sales Is Personal: The idea that sales “isn’t personal” is a myth. Great salespeople take responsibility for their losses and view failures as learning opportunities.Modeling Excellence: New sellers should shadow top performers, listen to calls, and absorb the business value of what they sell—not just the product features.CRM That Works for Sellers: Adoption rises when CRMs are embedded into daily workflows, not when they’re used solely as management tracking tools.Broaden Your Stakeholder Map: Don’t rely on a single “ideal buyer.” The best salespeople build multiple relationships across the organization to strengthen their position.Colleen's Approach to Trust: Trust is earned through responsiveness, customization, and genuine care—especially in a world where AI-generated messages can feel impersonal.Recommended Charity - Kiva: Colleen supports Kiva, a micro-lending platform that empowers women in agriculture globally.Connect with Colleen Francis:https://www.engageselling.com https://www.linkedin.com/in/colleenfrancis/https://www.youtube.com/user/EngageSellingKiva: https://www.kiva.org Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "You don't have to be the best in order to give your best." – Lasada PippenEpisode Summary: In this deeply inspiring episode of "Selling in the Age of AI," Frank Somma welcomes Lasada Pippen, a former engineer turned motivational speaker and executive coach. Lasada shares his transformative journey from a low-GPA student and fast-food worker to becoming a sought-after communicator and leadership mentor. With powerful insights on resilience, communication, and the enduring value of human connection, Lasada equips listeners—especially sales professionals—with the tools to rise above fear and embrace their full potential in a tech-driven world.Key Topics & Insights:From Engineer to Speaker: Lasada’s bold leap from a stable engineering career to his true calling as a communicator and motivator.Purpose Over Fear: How passion and purpose can drown out fear and lead to a fulfilling career path.Impact in Education: Why Lasada continues to work with schools, supporting students from underserved backgrounds and the educators who uplift them.The Power of Simplicity: “Simplicity sells, complexity fails”—a powerful lesson using water and vanilla ice cream as metaphors for clear, effective sales messaging.C4 Communication Framework: Lasada’s powerful communication method: Clear, Concise, Compelling, and Confident.AI and Human Connection: Despite AI’s rise, human interaction remains irreplaceable—YouTube’s refusal to monetize AI-only content affirms this.Sales Traits That Win: Curiosity, clarity, empathy, follow-through, and a genuine desire to serve the client’s true needs.Push Through Adversity: "Always PUSH"—Persevere Until Success Happens.Mentors Through Books: How reading shaped Lasada’s mindset long before he had access to real-world mentors.Communicating with Confidence: Preparation and intimacy with your content is the secret to speaking with real conviction.Connect with Lasada Pippen:https://www.lasadapippen.com https://www.linkedin.com/in/lasada-pippen-keynote/ @lasadapippenConnect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "Authenticity is lost when you're not the author." - Craig WittEpisode Summary:In this inspiring episode of "Selling in the Age of AI," host Frank Somma sits down with Craig Witt, CEO of Exit Realty, a titan in the real estate industry with over two decades of leadership. Craig delivers a candid and deeply human conversation about the evolving role of AI in real estate, the irreplaceable value of human connection, and what separates top-performing salespeople from the rest. With real-world wisdom and powerful leadership lessons, Craig shares how authenticity, work ethic, and community impact are the real differentiators in an AI-augmented sales landscape.Key Topics & Insights:AI as a Support Tool, Not a Substitute: AI won’t replace real estate agents—but those who don’t embrace it may be replaced. It's about augmentation, not automation.Authenticity Over Automation: Using AI to assist is fine, but letting it speak for you can strip away your authenticity—and in sales, people buy people.Real Estate is Emotional: Unlike industrial transactions, residential real estate is a deeply emotional, human-centered process that requires empathy and real human touch.Writer’s Block Killer: AI can help eliminate creative friction by generating first drafts and frameworks, but human oversight and voice remain essential.Compliance & Legal Risk: Overreliance on AI can pose legal risks in real estate—especially if it bypasses local or national compliance language in contracts or listings.The 178 Task Reality: A real estate transaction requires completing up to 178 tasks—AI can automate many, but not all, especially those requiring human judgment.Sales Success Formula: Discipline, mindset, and mentorship separate high performers. Many fail not because of bad systems—but because they don’t follow them.The Power of Work Ethic: Skill matters—but hustle often wins early. With persistence, even less “naturally talented” agents can rise to the top.The Importance of Community: Sales is inherently social. Getting out of isolation, working around others, and reengaging post-COVID is vital for success.Leading with Character: True leadership is about showing up, lifting others, and doing what others won’t—especially when no one’s watching.Giving Back with Purpose: Exit Realty's “Spirit of EXIT” program empowers agents to raise funds for local charities, matched by the company—over $8 million donated so far.Connect with Craig Witt:https://www.joinexitrealty.com/ https://www.linkedin.com/in/craigwitt1/ Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "Customers can smell desperation—so build a big enough hot list to walk away from a bad fit." – Steve CarrollEpisode Summary: In this special first-ever multi-guest episode of Selling in the Age of AI, Frank Somma sits down with Steve Carroll, Sales Director at Managed Business Solutions (MBS), alongside senior team members Vincent Sinopoli and Teddy Mitchell. These front-line sales pros share real-world insights from the trenches, revealing why human-to-human connection still reigns supreme even in an AI-driven world. From avoiding the “pushy salesperson” trap to mastering the art of patience, referrals, and authentic relationship building, they explore how technology can enhance—never replace—the human touch in sales.Key Topics & Insights:The Enduring Value of Human Interaction: Technology can streamline, but it can’t replicate the warmth of in-person connections, genuine listening, and trust-building.Why Charisma Isn’t Loudness: True charisma is about caring, listening, and making clients feel heard—not being the life of the party.Avoiding the “Tommy Boy” Trap: Pushing for a sale before a prospect is ready erodes trust; patience and timing win in the long run.Balancing Commission with Client Needs: Being solution-based, identifying pain points, and knowing when to walk away protect long-term relationshipsAI as a Sales Assistant: Using tools like ChatGPT for research and preparation saves time and helps tailor conversations—when applied authentically.Referrals Done Right: Specific, earned asks (“Can you introduce me to…”) outperform vague requests (“Know anyone who might need…?”).Nonprofit Networking: Immersing in client communities, especially in nonprofits, leads to organic referrals and deeper trust.Sales Mindset: “Never too high, never too low”—stay disciplined through wins and losses to ensure consistent performance.Future Outlook: AI will accelerate prep work, freeing salespeople to double down on old-school relationship building.Connect with Steve Carroll, Vincent Sinopoli, and Teddy Mitchell at MBS:Website: https://metrombs.com/ LinkedIn – Steve Carroll: https://www.linkedin.com/in/steve-carroll-theoffice/ LinkedIn – Vincent Sinopoli: https://www.linkedin.com/in/vincent-sinopoli-b41552138/ Email – Teddy Mitchell: [email protected] Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: “Salespeople, you’re constantly asking people to share sensitive information under vulnerable circumstances and in the face of consequences.” – Michael ReddingtonIn this enriching episode of Selling in the Age of AI, Frank Somma brings back Michael Reddington, certified forensic interviewer and author of The Discipline Listening Method. Mike dives into the power of curiosity, emotional discipline, and outcome-focused listening in sales. Drawing from his global experience, he shows how strategic observation and persuasive communication reveal hidden truths and deepen trust in high-stakes business conversations.Episode SummaryKey Topics & Insights:Outcome‑Focused Listening: Prioritizing the end goal helps silence internal monologue and keeps conversations on track.Curiosity & Cognitive Discipline: Train your brain to stay curious—not judgmental—and limit distractions in high‑impact dialogues.Empathy with Limits: Approaching opposing perspectives without personal judgment enables deeper rapport and disclosure.Curating the Experience: Allow the other person to feel in control early in interaction to reduce resistance and foster openness.Pause Between Thought & Speech: That brief moment defines your response—don’t say the first thought in your head.Using Circumstances to Build Safety: Framing questions around external situations helps others save face and share more freely.Rapport Built Throughout the Conversation: Rapport isn’t a checkbox; it’s earned via thoughtful listening and relevance—not forced small talk.Preparation Wins: Even minimal research (like noting someone’s town or hobby) can unlock rapport mid-conversation—then segue into business naturally.AI as Prep, Not Replacement: Mike champions tools like ChatGPT to gather context before meetings—but warns against superficial CRM routines that feel robotic.Listening for Intelligence, Not Just Info: Gather deeper insights from tone, language patterns, and emotional subtext to inform strategy.Mistakes as Anchors: Repeated failures often indicate where improvement is possible—take control and refine your approach.Connect with Michael Reddington:https://michaelreddington.com/ https://www.linkedin.com/in/michaelreddingtoncfi/ https://x.com/mreddingtoncfi https://www.youtube.com/channel/UCZIuyOtgaOVZp8sQaCh6XgA Connect with Frank Somma:https://www.franksomma.com/ https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "Nothing's ever going to replace grit and the ability to build credibility—AI can’t replicate that." - John DnyprowskyEpisode Summary:In this insightful episode of "Selling in the Age of AI," Frank Somma welcomes John Dnyprowsky, Senior Vice President of National Partnerships at Vensure Employer Solutions. John shares his journey from the trenches of traditional payroll sales to leading a national partner ecosystem, emphasizing how authentic human connection remains the cornerstone of sustainable business growth. With decades of experience, John dives into how AI can empower—not replace—sales professionals by enhancing preparation, freeing time for deeper relationship-building, and aligning strategy with individual strengths.Key Topics & Insights:Authenticity Over Automation: Despite rapid tech advancements, John reinforces that trust, credibility, and personal interaction can't be replaced by AI.AI as a Launchpad: How John uses AI for research, training, and internal communication without losing the human touch.Building National Partnerships: John's shift from SVP of Sales to a partnership-focused role to scale personal, regional success nationwide.The Power of Ecosystems: Identifying non-traditional centers of influence—CPAs, attorneys, recruiters, fractional CFOs—as high-impact partners.Face-to-Face Still Wins: Why in-person meetings, even post-COVID, accelerate relationship building and referral flow.Know Thyself: John's leadership mantra—self-awareness, self-accountability, and consistency—builds top-performing teams.Relationship First, Sales Second: The importance of listening, understanding client needs deeply, and serving without expectation.Coaching Through Confidence: Unlocking sales potential by helping reps discover and double down on their natural strengths.Modern Tools, Timeless Principles: Leveraging CRMs, AI tools, and digital campaigns—while staying grounded in real human conversation.Cultural Advantage: How Vensure Employer Solutions’ internal culture drives client and partner experience.Connect with John Dnyprowsky:Vensure Employer Solutions: https://vensure.com/LinkedIn: https://www.linkedin.com/in/dnyprowsky/ Connect with Frank Somma:https://www.franksomma.com/https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "AI should give us the freedom to be more human, not less. It’s augmented intelligence, not artificial intelligence." - Phil GerbyshakEpisode Summary:In this energizing episode of "Selling in the Age of AI," Frank Somma welcomes Phil Gerbyshak, veteran sales leader, speaker, and “Happiness Instigator.” With a career built at the intersection of technology, human connection, and leadership, Phil shares actionable insights on leveraging AI as augmented intelligence while keeping the human element at the center of the sales process. Together, Frank and Phil dive into building trust, maintaining presence, and using AI tools strategically to free up time for deeper client engagement.Key Topics & Insights:AI as Augmented Intelligence: Phil redefines AI as “augmented intelligence,” emphasizing that it should automate the mundane so sellers can be more present and human with clients.Camera Presence & Connection: Practical guidance on using video effectively—talking to the camera as if it were a person to build trust and connection.The Power of Presence: The importance of putting devices away and giving full attention in meetings to stand out in a distracted world.Sales Fundamentals that Win: Preparation and respecting your prospect’s time, asking deeper, relevant questions rather than surface-level ones. Following up with value, not “checking in” or “circling back.” Tenacity with thoughtful persistence and multi-channel outreach.Avoiding “Commission Breath”: Why a large pipeline is essential to avoid desperation and ensure you only pursue true fits.AI Tools for Sales: Using tools like Grammarly, Gong, Fireflies, and Fathom to improve communication, analyze calls for patterns, and enhance meeting preparation.Crafting Better Follow-Up: Replace “checking in” with sharing relevant case studies, articles, or personalized insights that advance the conversation.Becoming More Likable: Smile, nod, remember personal details, and be genuinely interested in clients without forced rapport tactics.Open-Ended vs. Closed Questions: Structure your sales conversations to start with “tell me about a time when…” to understand pain points, then transition to closed questions for commitment.Leveraging AI for Efficiency: Using AI to prepare agendas, summarize calls, and free up time for human connection and prospecting.Authenticity and Vulnerability: Being yourself, admitting when you don’t know something, and aligning your personal style with how you sell.Connect with Phil Gerbyshak:https://happyaf.substack.com  https://linkedin.com/in/philgerb Connect with Frank Somma:https://www.franksomma.com/ https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "You can amplify yourself, give yourself superhuman powers literally, but do that in a way that is authentic, good for the world, good for society." - Victor ChoIn this enlightening episode of "Selling in the Age of AI," Frank Somma welcomes Victor Cho, CEO of Emovid and a visionary leader with extensive experience across technology giants like Kodak, Intuit, and Microsoft. Victor shares his profound insights on the transformative power of AI, emphasizing that while it will dramatically reshape the workforce, it also presents an unprecedented opportunity to elevate human connection and ethical business practices. Discover how Victor is pioneering "authentic multimodal messaging" to bring back the human element in digital communication.Key Topics & Insights:AI's Unprecedented Impact: Victor posits that the AI wave will be even larger than the internet's initial disruption, leading to a significant shift in the knowledge worker workforce.Transactional vs. Relational: Highlighting that AI will automate transactional tasks, while human relationships will remain paramount in complex, high-value interactions.The Power of Authenticity: Emphasizing the critical need for transparency in AI usage and the dangers of using AI to "fool" people into false relationships.Introducing Emovid: Victor's pioneering platform for asynchronous, videocentric communication that blends the authenticity of video with the flexibility of email, dramatically boosting productivity.Human-Verifying Technology: Emovid's patented "Authenticity Seal" ensures that video messages are genuinely from a human, combating AI-generated fakes.AI-Powered Summarization: The innovative use of AI within Emovid to summarize video content, making it digestible and efficient for recipients.The Fourth Stakeholder Framework: Victor's advocacy for "stakeholder capitalism," where businesses prioritize society as a crucial stakeholder, leading to more responsible and impactful ventures.Philanthropic Leadership: Victor's extensive charitable efforts, which have raised over $30 million, showcasing how business success can fuel positive societal change.Authenticity Meets Productivity: The core message that AI can provide "superhuman powers" by increasing efficiency, allowing individuals to invest more time in authentic human connection.Sales Traits of Excellence: The commonalities among great salespeople: strong communication skills and deep empathy.Connect with Victor Cho :Emovid.com https://www.linkedin.com/in/victor-cho-/ Connect with Frank Somma:https://www.franksomma.com/ https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "Establish rapport, Identify needs or wants, Inject value proposition, Overcome objections, Close. And again, the close isn't the sale. The close is maybe the close for the meeting, the close for a follow-up, the close for a future conversation." - Doug C. BrownIn this power-packed episode of "Selling in the Age of AI," Frank Somma is joined by the brilliant Doug C. Brown, a motivational sales strategist known for dramatically increasing sales and close rates for top-tier companies. Doug dives deep into the art of sales optimization, revealing how he achieved phenomenal growth by meticulously analyzing metrics, understanding human psychology, and strategically leveraging technology. This episode is a masterclass in modern sales, emphasizing the critical balance between cutting-edge AI and the irreplaceable human touch.Key Topics & Insights:Transforming Sales Performance: Doug's extraordinary success in increasing sales and close rates for companies like Tony Robbins and Chet Holmes through data-driven strategies.The Power of Metrics: How analyzing gross and micro ratios in the sales process reveals opportunities for optimization and significant revenue growth.Understanding Customer Needs: The critical importance of listening to the market and adapting product/service offerings to truly meet customer desires.The Science of Follow-Up: Dispelling misconceptions about follow-up, emphasizing speed to contact, multi-modality communication, and the impact of consistency.Leveraging AI for Personalization: Using AI to gather deep insights into prospects' language patterns and personality profiles to craft highly relevant and impactful messaging.The "Personal Return on Investment": Beyond business ROI, understanding the personal motivations and concerns of decision-makers to build stronger relationships.AI as a Workflow Tool: Viewing AI as a powerful automation tool to free up salespeople's time for high-value human interactions, not a replacement for human roles.The Business of "No": Embracing rejection as a necessary part of the sales process and developing resilience.The Five-Step Sales Structure: Doug's proven framework for every sales interaction: Establish Rapport, Identify Needs/Wants, Inject Value Proposition, Overcome Objections, and Close.The Importance of Feedback: Actively seeking and utilizing critique to continuously improve sales delivery and strategy.Connect with Doug C. Brown:https://ceosalesstrategies.com/ https://www.instagram.com/dougcbrown_ https://www.facebook.com/Dougcbrown123/ https://www.linkedin.com/in/dougbrown123/ Connect with Frank Somma:https://www.franksomma.com/ https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Selling in the Age of AI - Episode 13: Dayna KarronQuote: "True success is paying it forward. True success is not just about having that boat and having that second or third home and having that private plan." - Dayna KarronIn this inspiring episode of "Selling in the Age of AI," Frank Somma welcomes the inimitable Dayna Karron, known as the "Queen of Networking" in the printing, copying, and document management industry. Dayna shares her profound insights on the power of human connection, relationships, and giving back to the community, emphasizing that true success extends far beyond material gains. The episode delves into Dayna's unique approach to sales as a "solutionist" and how she masterfully blends technology with heartfelt personal engagement.Key Topics & Insights:The "Solutionist" Mindset: Dayna's philosophy of approaching sales not as a salesperson but as a solutionist, focusing on truly helping clients and solving their problems.The Power of Philanthropy: Dayna's deep commitment to charity work, highlighting how using one's skills for good creates positive impact and can lead to unexpected business opportunities.Networking as a Core Strategy: Dayna's belief that "if you're not networking, you are not working," and her practical advice on making meaningful introductions.Vendor to Partner Transformation: Teaching how to elevate client relationships from mere transactions to genuine partnerships through deep engagement and value-added support.Leveraging Technology Strategically: Dayna's embrace of AI (like ChatGPT) for preparation and efficiency, while cautioning against losing authenticity and the human touch.The Importance of Mentorship and Coaching: Dayna's personal reliance on coaches and her approach to coaching others by drawing out their own solutions.The Value of Tough Conversations: Her confidence in walking away from opportunities that aren't the right fit to protect her reputation and ensure genuine problem-solving.Consistent Client Engagement: The importance of regular, proactive Technology Business Reviews (TBRs) to stay attuned to client needs and changes, going beyond just checking in at contract renewal.The "Greatness" Mindset: Discussing the philosophy that attitude and work ethic are paramount for success, emphasizing continuous learning and growth.Knowing Your "Why": The personal motivation and purpose that drives dedication and passion in work and life.Connect with Dayna Karron:Www.tomorrowsoffice.com  https://youtube.com/shorts/F_F9O85zW_Y?si=Aakk0QEwjrdiSLUw https://10000cards.com/card/dayna-karron Connect with Frank Somma:https://www.franksomma.com/ https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "Learn to speak without knowing what to say and learn to get comfortable with quasi embarrassing yourself." - Scott EinbinderIn this high-energy episode of "Selling in the Age of AI," Frank Somma welcomes the dynamic Scott Einbinder, a motivational sales strategist for the real estate and mortgage banking industries. Scott shares his powerful insights on differentiating yourself in a crowded market, the crucial art of qualifying prospects, and the often-overlooked emotional landscape of sales. Get ready for a dose of raw truth and actionable strategies to elevate your sales game by embracing authentic human connection.Key Topics & Insights:Standing Out from the Crowd: Scott emphasizes that personality isn't enough; true differentiation lies in offering unique, value-added services and strategies that directly benefit the client's net dollar.The Myth of "Value Add": Unpacking the difference between expected core services and genuine value-added propositions that make a tangible impact.Mastering Qualification: Shifting the focus from showing countless properties to assessing motivation and nurturing prospects through different stages of their journey using technology.The Power of Physical Engagement: Even in a digital world, the impact of physical touchpoints like phone calls and personalized video notes remains significant.Breaking the "Mirandized" Barrier: Building rapport and trust early in the conversation to encourage genuine information sharing.The Importance of Structure: Implementing a clear structure in every interaction: Rapport, Identify Needs/Wants, Inject Value Proposition, Overcome Objections, Close.Managing the "No": Reframing rejection as a sign of effort and a step closer to a "yes," developing resilience and a healthy perspective.The Imperative of Self-Belief: Believing in the value you bring to the table as a foundation for confident outreach.Seeking and Utilizing Feedback: The crucial role of critique and self-assessment in continuous improvement.Getting Comfortable with the Uncomfortable: Overcoming the fear of talking to strangers and embracing the initial awkwardness of new connections.Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!Connect with Scott Einbinder:https://www.instagram.com/thescotteinbindereffect/ https://www.scotteinbinder.com/ Connect with Frank Somma:https://www.franksomma.com/ https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/https://www.youtube.com/@franksomma7866 

Quote: "Leaders and managers are two different things... Leaders... make the hardest decisions... And that takes us to the difference between managing and leading." - Trent TherouxIn this deeply moving and insightful episode of "Selling in the Age of AI," Frank Somma welcomes Trent Theroux, a chief financial officer, business strategy professor, small business coach, and resilient survivor. Trent recounts his life-altering accident and his inspiring journey of recovery, leading to the creation of a foundation supporting those with spinal cord injuries. He shares powerful perspectives on leadership, the importance of human connection, and the art of impactful communication through storytelling.Key Topics & Insights:Overcoming Catastrophic Adversity: Trent's powerful and visceral story of surviving a boating accident and paralysis, and his remarkable journey to standing and swimming again.The Inflection Point: How Trent's worst day became a catalyst for positive change and a life dedicated to making a difference.Leadership Through Growth: The evolution of leadership as an organization scales, emphasizing discipline and a focus on the well-being of the team.AI's Role in Business: Exploring how AI can enhance efficiency in finding customers and qualifying leads but cannot replace the human element in sales and leadership.The Essence of Great Salespeople: Identifying tenacity as the key differentiator, viewing sales as a labyrinth requiring persistence and adaptability.The Power of Storytelling in Sales: Introducing Trent's SAIL methodology (Structure, Authenticity, Impact, Laughter) for connecting with audiences and driving action.The Distinction Between Management and Leadership: Defining the core functions of each, with leaders making the hardest decisions and considering human influences.Moving Rocks as a Leader: The CEO's role in removing obstacles and supporting their team's progress.Selling Beyond Product: The importance of selling ideas, paths forward, and belief in a shared vision.Self-Actualization in Leadership and Sales: Understanding one's strengths and weaknesses as crucial for effective communication.The Art of Listening and Asking Different Questions: Emphasizing the importance of truly hearing the client and adapting the approach.Giving Back and Making a Difference: Highlighting Trent's inspiring work with the United Spinal Association and the power of using one's experiences to help others.Connect with Trent Theroux:www.TrentTheroux.com https://www.linkedin.com/in/trent-theroux-683ba813/  Connect with Frank Somma:https://www.franksomma.com/ https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Quote: "When you're really good at what you do, you get those yeses and be careful of them. Not every yes is the yes you want. You want that person that you can trust that understands the value that you bring and isn't just in it for the price." - Sydney RoeIn this episode of "Selling in the Age of AI," Frank Somma welcomes Sydey Roe, Head of Revenue for Indium, a passionate advocate for independent insurance agents. Syd shares her insights on the critical role of human connection in the insurance industry, the mission of Indium in supporting independent agents, and the balance between leveraging technology and maintaining personal relationships in sales.Key Topics & Insights:The Noble Spirit of Insurance: Understanding the core mission of the insurance industry in helping people during their toughest times.The Independent Insurance Agent Model: Highlighting the freedom and choice this model offers to both agents and customers.Indium's Role in Aggregation: Explaining how Indium empowers independent agencies by banding them together for better carrier relationships.The Impact of Private Equity: Discussing the changes and potential challenges in the network space with the influx of PE firms.The Power of "Who Are You Going to Call?": Emphasizing the irreplaceable human element in providing support during critical moments.The Importance of Specialization: The success found by agents who focus on specific niches they can serve well.Authenticity and Relentlessness: The key traits of top-performing salespeople who bring their true selves to their work.Flipping the Script on Rejection: Viewing the opportunity to educate and serve as a responsibility.The "Hater Quota": The idea that receiving negative feedback can indicate you're making an impact.AI as a Support Tool: Exploring how AI can assist with email communication and data movement to free up time for relationship building.The Deciding Factor of Relationships: Sharing examples of how strong relationships can win in competitive environments.The Attitude of Service: Shifting the mindset from taking from clients to understanding what they need from you.The Three P's of Sales: Politeness, persistence, and patience as crucial rules for success.Connect With Syd Roe:https://www.linkedin.com/in/sydney-roe-32b927bb/ Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!Connect with Frank Somma:https://www.franksomma.com/ https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/https://www.youtube.com/@franksomma7866 

Quote: "All we're encouraging people to do is go back to the basics." - Jane AtkinsonIn this episode of "Selling in the Age of AI," Frank Somma welcomes his speaking coach, the brilliant Jane Atkinson. Jane, a business coach and consultant for professional speakers, celebrities, and CEOs, shares her insights on the role of human connection in a technologically advancing world, particularly within the speaking and sales industries. She emphasizes the importance of leveraging technology without being fearful of it and returning to fundamental relationship-building skills.Key Topics & Insights:AI as an Opportunity, Not a Threat: Jane discusses how AI can be utilized as a tool for efficiency in written communication and prospecting, rather than a replacement for human interaction.The Enduring Power of Human Connection: Both Frank and Jane highlight the irreplaceable value of face-to-face interactions and personal relationships in building trust and driving business.Returning to the Basics: Encouraging a focus on fundamental relationship-building skills, especially in a post-COVID environment where human connection is highly valued.The Importance of Live Events: Emphasizing the significant business opportunities that arise from in-person gatherings and networking.Strategic Booth Selling: Providing advice on how to make convention booths more engaging and lead-generating.Building Rapport: The significance of genuine connection and conversation in establishing strong relationships.Speaking as a Sales Tool: Exploring how individuals and businesses can leverage speaking engagements to generate leads and establish expertise.The Art of the Pitch: Focusing on curiosity and information gathering rather than immediate pitching.The Significance of Patience: Underscoring the importance of listening and building relationships over time.Making a Match, Not Just a Sale: Shifting the focus from simply closing deals to ensuring a good fit between the seller and the client.Jane Atkinson Links:https://speakerlauncher.com/ https://speakerlauncher.com/private-coaching-packages/ https://wealthyspeakerschool.com/ https://speakerlauncher.com/category/Podcast/ Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!Connect with Frank Somma:https://www.franksomma.com/ https://www.linkedin.com/in/fsomma/https://www.instagram.com/franksomma/https://www.youtube.com/@franksomma7866 

Quote: "Your job is to cultivate relationships." - Anthony StearsIn this episode of "Selling in the Age of AI," Frank Somma welcomes Anthony Stears, AKA the Telephone Assassin, a conversational strategist and expert speaker. Anthony shares his insights on effective communication, the importance of manners and etiquette in sales, and strategies for building strong client relationships. The episode explores the nuances of human interaction in sales and offers practical advice for navigating the modern sales landscape.Key Topics & Insights:The Human-to-Human Approach: Emphasizing that sales is ultimately about human connection, regardless of the channel.AI's Role in Sales: Discussing the appropriate use of AI tools to enhance sales productivity and efficiency.The Importance of Note-Taking: Highlighting the value of capturing key information from conversations to build rapport.Manners and Etiquette: Underscoring the significance of politeness and respect in sales interactions.The "Pizza Menu" Analogy: Framing outreach as creating awareness rather than forcing a sale.Overcoming Objections: Strategies for addressing objections effectively and building trust.Building Credibility: Techniques for establishing trust and confidence with potential clients.Creating Urgency: Methods for generating interest and driving action in a polite and helpful way.The Power of Storytelling: Using relatable success stories to connect with prospects.Balancing Technology and Human Touch: Finding the right mix of technology and personal interaction in sales.Connect With Anthony Stears:https://www.linkedin.com/in/anthony-stears/ www.thetelephoneassassin.co.ukWant to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!Connect with Frank Somma:WebsiteLinkedinInstagram Youtube

Quote: "Use what's available now to enhance your ability to connect with other people." - Michael ReddingtonIn this episode of "Selling in the Age of AI," Frank Somma welcomes Michael Reddington, a certified forensic interviewer and expert in persuasive communication. Mike shares his insights on advanced listening skills, effective questioning techniques, and the psychological nuances of sales interactions. This episode provides a masterclass in human-to-human connection and offers strategies for building rapport, extracting information, and achieving desired outcomes in sales.Key Topics & Insights:Enhancing Sales Skills: How to use advanced communication techniques to elevate your sales game.The Fear of AI Replacement: Addressing concerns about AI replacing salespeople and emphasizing the importance of human connection.Differentiating Yourself: Strategies for salespeople to stand out and provide unique value in the age of AI.The Power of Preparation: The importance of knowing your stuff and preparing for conversations to stay focused.Outcome-Focused Conversations: How to guide conversations toward a desired outcome while maintaining rapport.The Art of Questioning: Techniques for asking effective questions that encourage open communication and information sharing.Building Rapport: Strategies for establishing trust and connection with clients.Understanding Human Psychology: The importance of considering emotions, needs, and motivations in sales interactions.Avoiding Neediness: How to project confidence and avoid appearing desperate, which can undermine credibility.The Importance of Patience: The value of listening attentively and allowing the conversation to unfold naturally.The Ethical Use of Influence: Discussing the nuances of manipulation and the ethical considerations in sales.Connect With Michael Reddington Below!https://www.inquasive.com/     https://www.michaelreddington.com/ https://www.disciplinedlistening.com/ https://www.amazon.com/Disciplined-Listening-Method-Interviewer-Conversation/dp/1954020198/ref=sr_1_1?dib=eyJ2IjoiMSJ9.x6vjGpqc3BzzfP5UxRPyeA.HorwAKZ1q11svmlVcOhHb1as6Jc_n7x68sPCtDXfPnA&dib_tag=se&keywords=the+disciplined+listening+method&qid=1743093590&sr=8-1 Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!Connect with Frank Somma:WebsiteLinkedinInstagram Youtube

Quote: "The people that can see the business through their customer's eyes... makes them elite." - Anthony DelGrossoIn this episode of "Selling in the Age of AI," Frank Somma welcomes Anthony DelGrosso, Regional Vice President and General Manager at Milner South. Anthony DelGrosso shares his expertise on sales and operations, emphasizing the importance of human connection, empathy, and resilience in the sales profession. The episode explores how AI is integrated into business processes and provides valuable insights on building strong customer relationships.Key Topics & Insights:Philanthropy in Sales: The importance of giving back to the community and using sales skills for good.Integrating AI in Business: How AI is used in sales, service, and internal automation.AI's Role in Sales: AI's capabilities in data analytics, task automation, and research.Qualities of a Good Salesperson: Empathy, listening skills, and resilience.The Art of Listening: Understanding what customers are saying and not saying.The Value of Relationships: How relationships drive sales and customer retention.Maintaining Customer Connections: Strategies for building and strengthening client relationships.Leveraging Technology: Balancing technology with human interaction in sales.The Future of Sales: The increasing importance of strong sales skills in a changing landscape.The Role of Empathy: Seeing the business through the customer's eyes.Connect With Anthony DelGrosso:https://www.linkedin.com/in/anthony-delgrosso-jr-%F0%9F%9A%80-567a6114/ Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!Connect with Frank Somma:WebsiteLinkedinInstagram Youtube

"Somebody that's a good listener becomes the best salesman." - Morty DavisIn this episode of "Selling in the Age of AI," Frank Somma welcomes the legendary J. Morton Davis (Morty), a Wall Street icon with over 60 years of experience as an investment banker, entrepreneur, and venture capitalist. Morty shares his extraordinary journey from a challenging childhood to immense success, emphasizing the enduring power of interpersonal relationships, persistence, and a strong work ethic in sales. This episode delves into the importance of listening, the value of determination, and the significance of giving back.Key Topics & Insights:The Power of Interpersonal Relationships: The enduring importance of human connection in sales.The Art of Listening: How active listening and showing respect can lead to sales success.Overcoming Adversity: Morty's journey from door-to-door sales to Wall Street success.Persistence and Determination: The importance of not taking "no" for an answer.The Value of Hard Work: The significance of outworking the competition.The Importance of Giving Back: The gratification of philanthropy and supporting charitable causes.Developing Strong Values: Prioritizing meaningful contributions over material possessions.Sales as a Numbers Game: Understanding that rejection is part of the process.The Drive to Succeed: How personal circumstances can fuel professional success.The Importance of Authenticity: Being genuine and connecting with people on a personal level.Check out Morty's Book!https://www.amazon.com/Happiness-Guaranteed-Your-Misery-Back/dp/1642142344Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!Connect with Frank Somma:WebsiteLinkedinInstagram Youtube

"The art of selling is in discomfort." - Rick TrobmanIn this episode of "Selling in the Age of AI," Frank Somma welcomes Rick Trobman, head of commercial effectiveness and transformation for DLL Bank. Rick shares his insights on the evolving landscape of sales, the importance of human connection, and the strategic use of AI. This episode explores the power of curiosity, the need for discipline, and the art of asking the right questions to uncover customer needs and drive sales success.Key Topics & Insights:AI in Sales: AI as a tool to enhance sales skills, not replace human connection.The Role of Sales Professionals: Partnering with clients to provide solutions and build trust.Importance of Customer Focus: Understanding customer needs and meeting them where they are.The Power of Asking Questions: Uncovering customer challenges and providing tailored solutions.The Evolution of Sales: Adapting to technology while maintaining core sales principles.Curiosity in Sales: Demonstrating genuine interest in clients and their businesses.Discipline and Sales as a Science: The importance of rigor and discipline in sales success.The Value of Mentorship: Learning from experienced professionals and applying their wisdom.Closing the Deal: Ensuring customer satisfaction and securing the sale with confidence.Nuance and Adaptability: Reading the room and adjusting your approach to individual needs.Leveraging AI for Efficiency: Using AI for research, preparation, and maximizing impact.Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!Connect with Frank Somma:WebsiteLinkedinInstagram Youtube

"If you can't do something, admit it. And if you can do it better than anybody else, express it." - Paul MosleyIn this episode of "Selling in the Age of AI," Frank Somma welcomes Paul Mosley, a seasoned professional with over 45 years of experience in the imaging industry. Paul shares his insights on the importance of interpersonal skills in sales, even in the age of AI and digital communication. He emphasizes the power of building relationships, listening attentively, and being authentically yourself. This episode explores the key traits of successful salespeople and provides valuable advice for those looking to excel in the ever-evolving world of sales.Key Topics & Insights:Paul's Background: Extensive experience in the imaging industry.The Importance of Relationships: Face-to-face interactions and building rapport.The Impact of Personal Contact: How in-person meetings drive sales success.The Power of Listening: Active listening, note-taking, and understanding needs.Tenacity and Persistence: Persistence and a strong will to win.Leveraging Technology: Using technology strategically to enhance relationships.Authenticity and Honesty: Being genuine and upfront with clients.Robust Sales Forecast: The importance of a healthy sales pipeline.The Value of Thank You: Expressing gratitude and staying in touch.The Future of Sales: Combining interpersonal skills with technology.Inspiration and Mentorship: People and advice that shaped Paul's career.Supporting Charitable Causes: Giving back and using skills for good.The Power of Belief: Believing in yourself and your solutions.Overcoming Fear: Advice for young salespeople on building confidence.Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!Connect with Frank Somma:WebsiteLinkedinInstagram Youtube

Quote: "Every one of your customers is a prospect to every one of your competitors. So if you're not talking to them... rest assured other insurance agencies or other competitors in your space are out there talking to them." - Chris ClineIn this episode of "Selling in the Age of AI," Frank Somma sits down with Chris Cline, a seasoned insurance professional and the Executive Director of the Agents Council for Technology (ACT). They discuss how the role of insurance agents is evolving in today's technology-driven world, where artificial intelligence (AI) is becoming increasingly prevalent. Chris shares his expertise on how agents can leverage AI and other technologies to enhance their services, improve efficiency, and build stronger relationships with clients, while still maintaining the essential human element that sets them apart.  Key Topics:Chris's Background: From graphic design to agency leadership.The Value of Independent Agents: Why they're still essential.The "Flight to Quality": Customers seek expert guidance.The Nuance of Insurance Sales: Why human touch matters.Specialization: Finding your niche.Prospecting: Building a robust list.Profitable Commissions: Understanding the economics of sales.Delegation: Scaling your business.Traits of Top Salespeople: Passion, learning, and client focus.Technology for Client Communication: Automation and human touch.The Tech Workload Challenge: Data overload and integration needs.The Future of Salespeople: Adapting and adding value.Connect with Chris Cline!Chris LinkedIn: Chris Cline | LinkedInACT LinkedIn: (1) ACT - Agents Council for Technology: Company Page Admin | LinkedInWant to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!Connect with Frank Somma:WebsiteLinkedinInstagram Youtube

Quote: "You gotta find a way to like what you're doing. Because if you hated every day, even if you make a bunch of money, what kind of life is that? Miserable." - Mike LargesIn this inaugural episode of "Selling in the Age of AI," Frank Somma sits down with Mike Larges, a seasoned insurance professional with a remarkable career and a deep understanding of human-centric selling. Mike shares his insights on how salespeople can thrive in the age of AI by focusing on building trust, actively listening to clients, and leading with a genuine desire to help. This episode emphasizes the importance of human connection in sales, even as technology continues to evolve.Key Topics & Insights:Mike's Background: Learn about Mike's impressive career journey, from his early days as an insurance producer to becoming Chairman of the Board at Emma Romel Agency. [Start - 4:00]The Importance of Human Connection in Sales: Mike discusses the importance of building trust and rapport with clients, emphasizing that salespeople must sell themselves first. [4:00 - 7:00]Active Listening and Nonverbal Communication: Discover the power of active listening and how paying attention to nonverbal cues can enhance communication and build trust. [7:00 - 12:00]Empowering Clients Through Questions: Mike explains how asking the right questions can help clients understand their needs and design their own solutions. [12:00 - 17:00]Combating the Pressure of Commission Sales: Mike provides strategies for managing the challenges of commission-based selling, including building a strong pipeline and focusing on client needs. [17:00 - 22:00]Navigating Price Increases: Learn how to turn price increases into opportunities by proactively communicating with clients and offering valuable solutions. [22:00 - 27:00]The Power of Gratitude: Mike shares a successful initiative focused on expressing gratitude to clients and strengthening relationships. [27:00 - 32:00]Leveraging Technology Without Losing the Human Touch: Mike discusses the importance of using technology strategically to enhance human interactions and improve efficiency. [32:00 - 37:00]Essential Skills for Sales Success: Mike identifies three key skills for thriving in sales: product knowledge, active listening, and a strong work ethic. [37:00 - End]Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!Connect with Frank Somma:WebsiteLinkedinInstagram Youtube