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 Farber
Episode 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:
Connect with Frank Somma:
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 Werley
Episode 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 & Insights
AI-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:
Connect with Frank Somma:
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 Francis
Episode 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:
Kiva: https://www.kiva.org
Connect with Frank Somma:
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 Pippen
Episode 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:
Connect with Frank Somma:
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 Witt
Episode 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:
Connect with Frank Somma:
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 Carroll
Episode 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 relationships
AI 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: tmitchell@metrombs.com
Connect with Frank Somma:
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 Reddington
In 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://www.youtube.com/channel/UCZIuyOtgaOVZp8sQaCh6XgA
Connect with Frank Somma:
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 Dnyprowsky
Episode 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:
LinkedIn: https://www.linkedin.com/in/dnyprowsky/
Connect with Frank Somma:
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 Gerbyshak
Episode 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.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 Cho
In 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 :
https://www.linkedin.com/in/victor-cho-/
Connect with Frank Somma:
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. Brown
In 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.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 Karron
Quote: "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 Karron
In 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:
https://youtube.com/shorts/F_F9O85zW_Y?si=Aakk0QEwjrdiSLUw
https://10000cards.com/card/dayna-karron
Connect with Frank Somma:
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 Einbinder
In 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.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 Theroux
In 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:
https://www.linkedin.com/in/trent-theroux-683ba813/
Connect with Frank Somma:
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 Roe
In 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.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 Atkinson
In 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/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.linkedin.com/in/fsomma/
https://www.instagram.com/franksomma/
https://www.youtube.com/@franksomma7866
Quote: "Your job is to cultivate relationships." - Anthony Stears
In 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.uk
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:
Quote: "Use what's available now to enhance your ability to connect with other people." - Michael Reddington
In 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.michaelreddington.com/
https://www.disciplinedlistening.com/
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:
Quote: "The people that can see the business through their customer's eyes... makes them elite." - Anthony DelGrosso
In 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:
"Somebody that's a good listener becomes the best salesman." - Morty Davis
In 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/1642142344
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: