Selling in the Age of AI

Selling in the Age of AI - Episode 32: Dr. Rob Gilbert

Quote: "You have to be extreme. You have to do things other people won’t do." - Dr. Rob Gilbert Episode 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: 973-743-4690 * https://podcasts.apple.com/us/podcast/success-hotline-with-dr-rob-gilbert/id1532154557 [https://podcasts.apple.com/us/podcast/success-hotline-with-dr-rob-gilbert/id1532154557]  * https://www.linkedin.com/in/drrobgilbert/ [https://www.linkedin.com/in/drrobgilbert/]  Connect with Frank Somma: * https://www.franksomma.com/ [https://www.franksomma.com/] * https://www.linkedin.com/in/fsomma/ [https://www.linkedin.com/in/fsomma/] * https://www.instagram.com/franksomma/ [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 31: Sam Richter

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 Richter Episode 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 selling * Sam’s “them, us, fit, proof” framework for navigating complex sales * The danger of fake personalization and why relevance matters more than ever * How AI can help salespeople research prospects and uncover meaningful care-abouts * The difference between suspects and prospects, and how to manage each effectively * Why the first goal of outreach is often attention and value, not an immediate sale * How sales triggers like promotions, acquisitions, expansions, and new hires create opportunity * The importance of asking smarter qualification questions instead of generic discovery questions * Why permission is one of the most powerful concepts in sales conversations * How company analysis tools can surface likely priorities, SWOT insights, and strategic initiatives * The role of custom GPTs trained on industry-specific and proprietary information * Why the best salespeople know their solution—or know exactly who to bring in who does * How shared experiences, introductions, and common ground can accelerate trust * Why sales has become overly data-driven at the expense of customer care * How generative AI can automate non-customer-facing tasks and free up more selling time * Sam’s SHIFT framework and the importance of “thriving as a human” * The qualities AI cannot replicate: empathy, vulnerability, courage, compassion, trust, and wisdom * Why in a complex sale, customers are still buying from the person, not just the product Connect with Sam Richter: * https://www.samrichter.com/ [https://www.samrichter.com/]  * https://www.linkedin.com/in/samrichter/ [https://www.linkedin.com/in/samrichter/]  * https://www.facebook.com/SamRichterSpeak [https://www.facebook.com/SamRichterSpeak]  Connect with Frank Somma: * https://www.franksomma.com/ [https://www.franksomma.com/] * https://www.linkedin.com/in/fsomma/ [https://www.linkedin.com/in/fsomma/] * https://www.instagram.com/franksomma/ [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 30: Joe Apfelbaum

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 Apfelbaum Episode Summary In 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 & Insights * Start 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://www.linkedin.com/in/joeapfelbaum/]  * https://joeapfelbaum.com/ [https://joeapfelbaum.com/]  * https://www.instagram.com/joeapfelbaum [https://www.instagram.com/joeapfelbaum]  Connect with Frank Somma: * https://www.franksomma.com/ [https://www.franksomma.com/] * https://www.linkedin.com/in/fsomma/ [https://www.linkedin.com/in/fsomma/] * https://www.instagram.com/franksomma/ [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 29: Neil Gordon

Quote: "Manipulation is about getting somebody to do something that serves you. Persuasion is about convincing someone to do something that serves them." - Neil Gordon Episode 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://neilcanhelp.com/]  * https://www.linkedin.com/in/neilcanhelp/ [https://www.linkedin.com/in/neilcanhelp/]  * https://www.facebook.com/neilcanhelp [https://www.facebook.com/neilcanhelp]  * https://www.youtube.com/channel/UCOmpRBS2436uw4pzou9IFFw [https://www.youtube.com/channel/UCOmpRBS2436uw4pzou9IFFw]  Connect with Frank Somma: * https://www.franksomma.com/ [https://www.franksomma.com/] * https://www.linkedin.com/in/fsomma/ [https://www.linkedin.com/in/fsomma/] * https://www.instagram.com/franksomma/ [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 28: Nishkam Batta

Quote: "Build AI not to replace people, but to augment them." - Nishkam Batta Episode 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/in/nishkambatta/]  * https://www.linkedin.com/company/graycyan/ [https://www.linkedin.com/company/graycyan/]; * https://www.linkedin.com/company/honest-ai-engine/ [https://www.linkedin.com/company/honest-ai-engine/]   Connect with Frank Somma: * https://www.franksomma.com/ [https://www.franksomma.com/] * https://www.linkedin.com/in/fsomma/ [https://www.linkedin.com/in/fsomma/] * https://www.instagram.com/franksomma/ [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!