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.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 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 :

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. 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.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 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:

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 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.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 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:

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 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.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 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/ 

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 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:

Website

Linkedin

Instagram 

Youtube

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.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:

Website

Linkedin

Instagram 

Youtube