Selling in the Age of AI
Selling in the Age of AI
Podcast Description
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!
Podcast Insights
Content Themes
The podcast focuses on themes such as human-centric selling, active listening, and the strategic use of technology in sales. Episodes include discussions on building trust with clients, empowering clients through strategic questioning, and leveraging technology without losing the human touch, as evidenced in the inaugural episode with Mike Larges, who emphasizes the importance of human connection.
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!
Quote: ”You have to obsess over being a student of the game… Trust is the one ingredient you have to have to close a deal no matter what.” – Joey Gilkey
Episode Summary: In this powerhouse episode of ”Selling in the Age of AI,” Frank Somma is joined by Joey Gilkey, CEO of Titan X, a game-changing phone intent platform for B2B sales teams. Joey dives deep into how sales organizations can achieve 20-30% connect rates by leveraging behavioral data to prioritize high-probability conversations. From AI's role in sales to the evolution of sales hiring and leadership, Joey shares bold insights that challenge the status quo and elevate what it means to be a high-performing sales pro in the AI era.
Key Topics & Insights:
The Titan X Revolution: How Titan X leverages telephony behavioral data to predict which prospects will answer the phone—cutting wasted dials and tripling rep productivity.
Phone-First Strategy: Why Joey believes the phone remains the most powerful outbound channel for human interaction and bi-directional feedback.
AI as Back-of-House: Drawing a vivid restaurant analogy, Joey explains how AI should enhance administrative workflows, not replace human connection at the ”front of house.”
From Mass Volume to Precision Targeting: Why scaling headcount and activities without strategy leads to diminishing returns—and how intent data flips the equation.
Beyond the Hype: Joey debunks common AI promises and emphasizes that trust and human interaction are irreplaceable in complex B2B sales.
Hiring the Right Salespeople: Joey’s radical, no-resume, cold-call-first hiring method that filters for hunger, coachability, and grit.
Trial by Fire: A bold, competitive final interview round where top candidates must cold call live against each other—because the job is the interview.
Special Forces Sales Teams: Why the future of sales is fewer, elite reps empowered by technology—not bloated teams of average performers.
AI-Powered Sales Intelligence: How analyzing call transcripts with AI can pinpoint top-performing behaviors and lift team performance instantly.
Three Traits of Elite Sales Reps: Relentless mindset, masterful questioning, and the ability to navigate complex conversations with empathy and skill.
Sales Leadership Truths: Stop rewarding mediocrity. Double down on your top producers, and treat your team like a true meritocracy.
Connect with Joey Gilkey:
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!
Disclaimer
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