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!