Selling in the Age of AI

About Selling in the Age of AI

Selling in the Age of AI," the must-listen to podcast for sales professionals who lean into technology without leaning on it. Your host is the dynamic and inspiring Frank Somma—renowned keynote speaker, best-selling author, seminar leader, and business coach. Get ready for game-changing insights and strategies that value technology but place humanity at the top of the sales pyramid!

Publisher

Frank Somma

Category

business

Language

en

Explicit

No

First episode

10 Mar 2025

Latest episode

10 Apr 2026

Latest episodes

32 episodes in the feed.

1. 

   10 Apr 2026

   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!

2. 

   27 Mar 2026

   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!

3. 

   27 Feb 2026

   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!

Who has been a guest on Selling in the Age of AI

Names identified in recent episode analyses. Showing up to five guests.

• Joey Gilkey
• Kevin Hubschmann
• Shawn Casemore
• Barry Farber
• Steven Werley

Reach and audience

Public platform figures. Ratings count people who left a rating, not total listeners.

YouTube views

28,611

Score snapshot 15 Sept 2025

Apple Podcasts (US)

5.0 / 5

3 ratings

Podcast Authority Score: 70 / 100

A composite of feed quality, social presence, YouTube performance and engagement. Read the methodology.

Quality

81

Social presence

91

YouTube

72

Engagement

32

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Guest appearances

Books guests

Based on episode analysis; this does not confirm that the show is currently accepting guests.

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