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!

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"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!

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"The art of selling is in discomfort." - Rick Trobman

In this episode of "Selling in the Age of AI," Frank Somma welcomes Rick Trobman, head of commercial effectiveness and transformation for DLL Bank. Rick shares his insights on the evolving landscape of sales, the importance of human connection, and the strategic use of AI. This episode explores the power of curiosity, the need for discipline, and the art of asking the right questions to uncover customer needs and drive sales success.

Key Topics & Insights:

• AI in Sales: AI as a tool to enhance sales skills, not replace human connection.

• The Role of Sales Professionals: Partnering with clients to provide solutions and build trust.

• Importance of Customer Focus: Understanding customer needs and meeting them where they are.

• The Power of Asking Questions: Uncovering customer challenges and providing tailored solutions.

• The Evolution of Sales: Adapting to technology while maintaining core sales principles.

• Curiosity in Sales: Demonstrating genuine interest in clients and their businesses.

• Discipline and Sales as a Science: The importance of rigor and discipline in sales success.

• The Value of Mentorship: Learning from experienced professionals and applying their wisdom.

• Closing the Deal: Ensuring customer satisfaction and securing the sale with confidence.

• Nuance and Adaptability: Reading the room and adjusting your approach to individual needs.

• Leveraging AI for Efficiency: Using AI for research, preparation, and maximizing impact.

Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!

Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

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"If you can't do something, admit it. And if you can do it better than anybody else, express it." - Paul Mosley

In this episode of "Selling in the Age of AI," Frank Somma welcomes Paul Mosley, a seasoned professional with over 45 years of experience in the imaging industry. Paul shares his insights on the importance of interpersonal skills in sales, even in the age of AI and digital communication. He emphasizes the power of building relationships, listening attentively, and being authentically yourself. This episode explores the key traits of successful salespeople and provides valuable advice for those looking to excel in the ever-evolving world of sales.

Key Topics & Insights:

• Paul's Background: Extensive experience in the imaging industry.

• The Importance of Relationships: Face-to-face interactions and building rapport.

• The Impact of Personal Contact: How in-person meetings drive sales success.

• The Power of Listening: Active listening, note-taking, and understanding needs.

• Tenacity and Persistence: Persistence and a strong will to win.

• Leveraging Technology: Using technology strategically to enhance relationships.

• Authenticity and Honesty: Being genuine and upfront with clients.

• Robust Sales Forecast: The importance of a healthy sales pipeline.

• The Value of Thank You: Expressing gratitude and staying in touch.

• The Future of Sales: Combining interpersonal skills with technology.

• Inspiration and Mentorship: People and advice that shaped Paul's career.

• Supporting Charitable Causes: Giving back and using skills for good.

• The Power of Belief: Believing in yourself and your solutions.

• Overcoming Fear: Advice for young salespeople on building confidence.

  
  

Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!

Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

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Quote: "Every one of your customers is a prospect to every one of your competitors. So if you're not talking to them... rest assured other insurance agencies or other competitors in your space are out there talking to them." - Chris Cline

In this episode of "Selling in the Age of AI," Frank Somma sits down with Chris Cline, a seasoned insurance professional and the Executive Director of the Agents Council for Technology (ACT). They discuss how the role of insurance agents is evolving in today's technology-driven world, where artificial intelligence (AI) is becoming increasingly prevalent. Chris shares his expertise on how agents can leverage AI and other technologies to enhance their services, improve efficiency, and build stronger relationships with clients, while still maintaining the essential human element that sets them apart.  

Key Topics:

• Chris's Background: From graphic design to agency leadership.

• The Value of Independent Agents: Why they're still essential.

• The "Flight to Quality": Customers seek expert guidance.

• The Nuance of Insurance Sales: Why human touch matters.

• Specialization: Finding your niche.

• Prospecting: Building a robust list.

• Profitable Commissions: Understanding the economics of sales.

• Delegation: Scaling your business.

• Traits of Top Salespeople: Passion, learning, and client focus.

• Technology for Client Communication: Automation and human touch.

• The Tech Workload Challenge: Data overload and integration needs.

• The Future of Salespeople: Adapting and adding value.

Connect with Chris Cline!

Chris LinkedIn: Chris Cline | LinkedIn

ACT LinkedIn: (1) ACT - Agents Council for Technology: Company Page Admin | LinkedIn

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!

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Quote: "You gotta find a way to like what you're doing. Because if you hated every day, even if you make a bunch of money, what kind of life is that? Miserable." - Mike Larges

In this inaugural episode of "Selling in the Age of AI," Frank Somma sits down with Mike Larges, a seasoned insurance professional with a remarkable career and a deep understanding of human-centric selling. Mike shares his insights on how salespeople can thrive in the age of AI by focusing on building trust, actively listening to clients, and leading with a genuine desire to help. This episode emphasizes the importance of human connection in sales, even as technology continues to evolve.

Key Topics & Insights:

• Mike's Background: Learn about Mike's impressive career journey, from his early days as an insurance producer to becoming Chairman of the Board at Emma Romel Agency. [Start - 4:00]

• The Importance of Human Connection in Sales: Mike discusses the importance of building trust and rapport with clients, emphasizing that salespeople must sell themselves first. [4:00 - 7:00]

• Active Listening and Nonverbal Communication: Discover the power of active listening and how paying attention to nonverbal cues can enhance communication and build trust. [7:00 - 12:00]

• Empowering Clients Through Questions: Mike explains how asking the right questions can help clients understand their needs and design their own solutions. [12:00 - 17:00]

• Combating the Pressure of Commission Sales: Mike provides strategies for managing the challenges of commission-based selling, including building a strong pipeline and focusing on client needs. [17:00 - 22:00]

• Navigating Price Increases: Learn how to turn price increases into opportunities by proactively communicating with clients and offering valuable solutions. [22:00 - 27:00]

• The Power of Gratitude: Mike shares a successful initiative focused on expressing gratitude to clients and strengthening relationships. [27:00 - 32:00]

• Leveraging Technology Without Losing the Human Touch: Mike discusses the importance of using technology strategically to enhance human interactions and improve efficiency. [32:00 - 37:00]

• Essential Skills for Sales Success: Mike identifies three key skills for thriving in sales: product knowledge, active listening, and a strong work ethic. [37:00 - End]

  
  

Want to take your sales skills to the next level and thrive in the age of AI? Frank Somma is offering a special discount to our podcast listeners!

Mention this podcast when you contact Frank and receive a 10% discount on your first coaching session, keynote, or workshop booking!

Connect with Frank Somma:

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