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://joeapfelbaum.com/

• https://www.instagram.com/joeapfelbaum

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!