Frank Speaking Live

Tuesday, February 18, 2025

The Evolution of Sales: From Cold Calls to AI-Powered Conversions

 


I love sales, have been doing it all my life and have seen so many changes over the years..

Sales has always been a game of adaptation. What worked yesterday won’t necessarily work today.

Once upon a time, sales was all about hustling, knocking on doors, and charming your way to a deal. Today, it’s about precision, AI-driven insights, and multi-channel engagement.

But while the tools and tactics have changed, the fundamentals remain the same—understand your customer, solve their problem, and build relationships that last.

Let’s take a deep dive into how sales have evolved over the decades, from the hard-hitting, fast-talking salesmen of the past to the AI-powered consultative sellers of today.


1. The Era of Door-to-Door Sales & Hard Selling (1900s–1950s)

The Birth of the Hustler Salesman

Sales in the early days was simple: knock on doors, pitch fast, close even faster.

Zig Ziglar, one of the greatest sales trainers of all time, built his career on the back of door-to-door selling. Back then, selling wasn’t about understanding the customer—it was about talking your way into a sale before they could say no.



When I started out in sales, I bought every course by Zig Ziglar (and even became a reseller for him). It was my ambition to meet him and boing a professional speaker, we were able to share the platform once and I managed to have an interview with this legend, take a listen.

The Sales Cycle Back Then

Prospecting: Walk the streets, knock on doors, sell to anyone who answered.
Pitching: Hit them with a pre-rehearsed script (no deviations allowed).
Objection Handling: If they said no, double down and push harder.
Closing: "If I can show you how this vacuum can save you time and money, would you buy today?"

Real-World Example: The Encyclopaedia Britannica Sale

Picture a Britannica salesman in 1955 arriving at your door in his best suit, carrying a sample volume, and armed with a proven script. Within minutes, he's sitting in your living room, demonstrating how these encyclopaedias will give your children an educational advantage. He shows off the quality of the binding, the clarity of the photographs, and the depth of knowledge within. His closing technique? "If I could show you how these encyclopaedias cost less than a dollar a day and could help your children get into college, would you be interested in starting their journey to success today?" Two hours later, you're the proud owner of a complete set, having succumbed to a masterclass in persistence-based selling.  



This was sales at its rawest—a pure numbers game where resilience and charm were the only tools of the trade. These were master sales people, they had to meet you cold, develop rapport, do a fact find and close the deal all in one go (I nearly said appointment, but there were no appointments then, just knocking on doors).


2. The Rise of Cold Calling & Telemarketing (1950s–1970s)

When the Phone Became the Ultimate Sales Weapon

As phones became more common, salespeople saw an opportunity: why knock on doors when you can hit hundreds of prospects in a day with just a phone?

This era was all about volume—the more calls you made, the more deals you closed.

The Sales Cycle in the Cold Calling Era

Prospecting: Grab a phone book, start dialing.
Pitching: Stick to the script—deviation equals disaster.
Objection Handling: Push through resistance—persistence wins.
Closing: “What will it take for you to sign today?”

Example: The Insurance Cold Caller

Insurance sales became one of the biggest industries for cold calling. Salespeople were trained to overcome every objection—whether the customer needed the policy or not.

Meet Sarah, a life insurance sales representative from 1975. Her day starts at 8 AM with a fresh stack of phone numbers and a well-worn script. She knows that out of every 100 calls, she'll reach about 20 people, and one or two might buy. Her pitch is rehearsed to perfection: "Mrs. Johnson, what would happen to your family if you weren't there tomorrow?" By day's end, she's made 200 calls, gotten 15 firm "no's," scheduled 3 appointments, and sold one policy. Pure numbers game, pure persistence.

I know this to be true as I started selling insurance in 1980. I would get into the office at 8 every morning and make 20 calls where I spoke to someone. The law of averages worked that for every 20 calls I made 4 appointments. If I saw 4 people a day, one would not be there, one would not know why I was there, two would see me and one would buy. That way I hit my target of 5 sales a week.

I always try to meet the best people, learn from them and buy all their resources. At that time Allan Pease was a legend in the cold calling world (still is) and I bought every course (and also became a reseller) and he is now a close friend and we have also shared the international stage speaking together.



Take a look at my interview with him on body language..

But the problem? Customers got fed up with aggressive pitches.


3. Solution Selling & The Shift to Value (1980s–1990s)

Less Pushing, More Listening

By the 1980s, customers had had enough of the hard sell. They didn’t want a pitch—they wanted a solution to their problems.

Enter Solution Selling, pioneered by Michael Bosworth. The new approach? Ask questions, diagnose problems, and position your product as the answer.

The New Sales Cycle

Discovering Needs: “What’s your biggest challenge right now?”
Solution-Advantage-Benefit (SAB) Model: Instead of pushing features, focus on outcomes.
Objection Handling: Address real concerns instead of steamrolling them.
Closing: Let the customer feel like they’re making the decision.

Example: The Office Equipment Salesperson

Instead of pushing the features of a new photocopier, a great salesperson would highlight how it saves time, increases efficiency, and lowers costs.

Consider Tom, a Xerox sales representative in 1988. Instead of leading with copier specifications, he starts his meeting with a law firm by asking about their document management challenges. He discovers they're spending hours manually collating court documents. Rather than pushing features, Tom demonstrates how the new Xerox system could reduce document preparation time by 75% and ensure perfect collation every time. The sale becomes inevitable because he's solving a real, costly problem.

This was the start of consultative sales—less "sell, sell, sell" and more "how can I help you?"


4. Consultative Selling & SPIN Selling (1990s–2000s)

When Sales Became a Two-Way Conversation

The 90s saw another big shift: customers expected salespeople to act as advisors, not pitchmen.

Neil Rackham’s SPIN Selling model became the gold standard:

  1. Situation Questions – "Tell me about your current setup."
  2. Problem Questions – "What challenges are you facing?"
  3. Implication Questions – "How is that impacting your business?"
  4. Need-Payoff Questions – "Would a solution that does X help?"

Sales reps stopped talking and started listening—and sales skyrocketed.

Real-World Example: The Enterprise Software Consultation

Picture Michael, an enterprise software consultant in 1997. He's meeting with a manufacturing company's management team about their inventory management system. Instead of launching into a feature-heavy presentation, he starts with simple situation questions:

"Could you walk me through your current inventory tracking process?"

The client describes their manual spreadsheet system. Michael then moves to problem questions:

"What challenges do you face with this approach?"

They reveal delays in order processing and frequent stockouts. Rather than jumping to his solution, Michael digs deeper with implication questions:

"How do these stockouts affect your relationships with key customers?"

The client admits they've lost two major accounts due to fulfillment delays. Finally, Michael asks need-payoff questions:

"If you could reduce stockouts by 80% and cut order processing time in half, how would that impact your business?"

By letting the customer discover and articulate their own needs, Michael creates a powerful case for his solution. When he finally presents his software, it's not about features – it's about solving the specific challenges they've discussed. The sale follows naturally because the customer sees the direct connection between their problems and his solution.

By letting the customer talk, the sale became inevitable.

This was a massive jump for me in sales. Once again I invested in Allan Pease’s Priority Selling program which I still use right now and it is probably the best questioning method I have ever seen.


5. Inbound & Digital Sales Revolution (2000s–2015)

Customers Start Coming to You

Then came the internet, and suddenly buyers were in control. They could research, compare, and even buy—all without talking to a salesperson.

The response? Inbound Marketing. Instead of chasing customers, companies started attracting them through content, SEO, and social media.

Key Innovations

Inbound Marketing: Blogs, ebooks, webinars—educate first, sell later.
CRM & Email Automation: Lead nurturing at scale.
Social Selling: LinkedIn became the new sales playground.
Trust Over Transactions: Customers valued relationships over quick wins.

Example: SaaS & B2B Selling

Instead of cold calling, companies like HubSpot built entire businesses by offering free value (webinars, whitepapers, and free trials)—letting customers come to them.

Real-World Example: HubSpot's Growth Story

Consider Emma, a marketing director at a growing tech company in 2010. Her traditional outbound marketing efforts (cold calls, trade shows, print ads) were yielding diminishing returns. Then she discovered HubSpot's approach.

Instead of making cold calls, she:

  1. Created a series of educational blog posts about digital marketing
  2. Offered a free ebook: "The Ultimate Guide to Marketing Automation"
  3. Hosted monthly webinars on marketing best practices
  4. Built an email nurture sequence that provided value over time

The results transformed her business:

  • A prospect reads her blog post about email marketing
  • They download the free ebook, entering their contact information
  • The CRM automatically enrols them in a nurture sequence
  • They receive personalized emails with more valuable content
  • They attend a webinar about marketing automation
  • When ready to buy, they reach out to Emma's team already educated and convinced

This approach generated three times more qualified leads than traditional outbound methods, and prospects entered sales conversations already understanding the value proposition. The sale became less about convincing and more about consulting on implementation.

I still use this approach today. I create free eBooks that tell the clients exactly what to do (the how to do it is what they pay me for) and I use Kajabi for my landing pages.



Here is an example of a free giveaway.         

 


6. AI, Data-Driven, and Predictive Selling (2015–Present)

Sales Becomes Smarter Than Ever

Now, AI and automation are changing the game again. Sales is no longer guesswork—it’s about data, precision, and hyper-personalization.

Key Tools & Tactics

AI-Powered Insights: Gong.io analyzes sales calls to improve win rates.
Predictive Lead Scoring: AI ranks leads based on likelihood to buy.
Multi-Channel Outreach: LinkedIn, video messages, email, SMS—it’s all integrated.
Personalization at Scale: AI-powered tools craft tailored outreach automatically.

Example: The Modern Salesperson

A BDM today doesn’t just cold call—they use LinkedIn Sales Navigator, Lusha, and AI-generated scripts to send hyper-personalized messages, increasing response rates dramatically.

Meet Lisa, a modern B2B software sales executive. Before her first contact with a prospect, she's already used LinkedIn Sales Navigator to understand their business, Gong.io to analyze successful pitch patterns, and AI tools to predict their likely pain points. Her outreach starts with a personalized video message referring to the prospect's recent company announcement. She follows up with targeted content based on their interaction with her company's website. When she finally gets on a call, she's armed with AI-generated insights about their industry challenges and specific ways her solution has helped similar companies. The entire process is data-driven, personalized, and focused on delivering value before asking for the sale.

This is what all modern sales teams should be doing on a daily basis, if they are not, drop me an email at frank@frankfurness.com and let me come in and work with your team.


The Future of Sales? A Hybrid Approach

Sales has come full circle. The persistence of door-knocking, the strategy of SPIN Selling, and the precision of AI are all merging.

Winning Formula Today?

Use AI to work smarter.
Build trust through personalization.
Be a consultant, not a salesperson.
Leverage multiple channels (LinkedIn, video, email, calls).
Stay ahead—because sales never stops evolving.

I see several exciting changes on the horizon:

  • Deeper Personalization: AI will enable even more granular personalization, tailoring every interaction to the individual prospect's needs and preferences.  
  • The Rise of Conversational AI: Chatbots and virtual assistants will play an increasingly important role in sales, handling initial qualification and providing 24/7 support.  
  • Focus on Value-Based Selling: The emphasis will continue to shift towards building long-term relationships and providing ongoing value to customers.  

To adapt, I'm constantly exploring new technologies and refining my strategies:

  • Investing in AI Tools: I'm actively experimenting with AI-powered platforms like Evy.ai and Crystal Knows to enhance my LinkedIn outreach and communication.  
  • Creating Engaging Content: I'm focusing on producing high-quality content that educates and entertains my audience, building trust and establishing thought leadership.  
  • Building Authentic Relationships: I'm prioritizing genuine engagement, responding to comments, and participating in discussions to foster meaningful connections.   Please connect with me on LinkedIn for all my latest strategies.

By staying ahead of the curve and embracing innovation, I'm confident that I can continue to thrive in the ever-evolving world of sales.  

The bottom line? The best salespeople today are part old-school closer, part digital marketer, and part AI-powered consultant.

Where do you see sales going next?

Remember, in today’s rapidly evolving sales environment, standing still means falling behind. Your competitors are already adapting – are you?

Connect with me on LinkedIn – https://www.linkedin.com/in/frankfurness  or visit www.frankfurness.com  to learn more about how we can work together to achieve extraordinary results for your sales team.

Book me now, contact frank@frankfurness.com

 

 

Sunday, February 16, 2025

The New World of Sales: AI & LinkedIn – The Power Combo You Can’t Ignore

 


Sales has always been about adaptation. What worked five years ago is outdated today. The sales pros who win don’t just work harder—they work smarter. And in 2025, that means harnessing the power of AI and LinkedIn to dominate the game.

I’ve trained sales teams in 69 countries, and I’ve seen the dramatic shift firsthand. Today’s top performers aren’t just cold calling and hoping for the best—they’re leveraging AI-driven insights, automating outreach, and making data-backed decisions. If you’re not doing the same, you’re handing deals to your competition.

Let’s dive into how AI and LinkedIn are transforming sales—and what you need to do to stay ahead.


1. The AI Sales Revolution – Why It’s a Game Changer

AI isn’t some futuristic sci-fi fantasy—it’s here, and it’s making average salespeople dangerous and top salespeople unstoppable.

What does AI bring to the table?

Automation of Repetitive Tasks – AI tools like ChatGPT handle prospecting, scheduling, and email writing. Less admin, more selling.

Hyper-Personalized Outreach – No more mass emails that get ignored. AI analyses a prospect’s LinkedIn activity, interests, and pain points to craft custom messages that actually get responses.

Smarter Lead Scoring – AI doesn’t just give you leads—it ranks them, so you spend time on the prospects most likely to buy.

Data-Driven Decision-Making – Forget gut instinct. AI crunches thousands of data points to predict who will convert, when to reach out, and what to say.


2. LinkedIn + AI = The Ultimate Sales Engine

LinkedIn is no longer just a place to update your CV. It’s the world’s most powerful B2B sales tool—when used the right way.

💡 AI-powered LinkedIn Sales Navigator now gives you:

  • AI-suggested prospects based on buyer intent
  • Smart summaries of potential clients
  • Real-time insights on company changes that signal buying triggers

🔹 AI-enhanced messaging means you can automate and personalize at scale—without sounding robotic.

🔹 LinkedIn Polls and Carousels (when done right) generate thousands of views and engagement, positioning you as an authority in your industry.

🔹 AI tools like Crystal Knows analyse a prospect’s personality, so you can tailor your messaging to how they think and make decisions.

🔹 Voice and Video Content Wins – With LinkedIn’s algorithm favouring video, AI tools like Synthesia now allow you to create high-quality sales videos without needing a film crew.


3. The AI-Driven LinkedIn Sales Blueprint (What You Should Be Doing Daily)

Want to turn LinkedIn into your personal sales machine? Here’s the daily game plan:

 Step 1: Optimize Your LinkedIn Profile (AI Can Help!)

  • Make your headline a sales pitch (not just your job title). Example: Helping UK Expats Build Wealth Through Smart Property Investments.
  • Use AI-powered tools like Evy.ai to analyse your profile and suggest improvements.
  • Have a banner image with your value proposition & contact details—don't make people dig for your email.

 Step 2: AI-Powered Prospecting

  • Use LinkedIn Sales Navigator’s AI to find warm leads based on their online behaviour.
  • Run them through Lusha or Apollo.io to get direct emails and phone numbers.
  • Cross-check with ChatGPT for industry insights before outreach.

 Step 3: AI-Generated, Hyper-Personalized Outreach

  • AI tools can analyse a lead’s LinkedIn activity to craft a customized message that stands out.
  • Example: "Hey [First Name], I saw your post on [Topic]—loved your take on [Insight]. Many of my clients in [Industry] are struggling with [Pain Point]. Would love to share a quick insight that’s been working—open for a 5-min chat?"
  • Use AI-powered voice notes for added impact—most salespeople still rely on text. Stand out!

 Step 4: Content That Positions You as an Authority

  • Post 3–4 times a week (mix value, insights, and industry news).
  • Use AI-powered tools like Tome and Beautiful.ai to create high-impact carousels and PDFs.
  • Create a 30-second AI-generated video (using Synthesia) introducing yourself and your solution.

 Step 5: AI-Driven Follow-Ups That Get Replies

  • AI can remind you to follow up at the perfect time.
  • Example: "Hey [Name], last time we spoke, you mentioned [Pain Point]. Just came across something that might help—mind if I send it over?"

4. AI is Here to Stay – Will You Leverage It or Fall Behind?

AI isn’t replacing salespeople—but it’s making the best ones even better.

The old way: Spending hours researching prospects, writing cold emails, and chasing dead leads.
The AI-powered way: Letting technology handle the busy work so you can focus on building real relationships and closing deals faster.

Smart sales pros are already using AI to:
Find higher-quality leads in minutes, not hours
Write outreach messages that convert (without sounding robotic)
Personalize follow-ups based on real-time prospect data
Identify when a prospect is ready to buy—before they even reach out

If you’re not using AI in your sales process yet, you’re already behind.

 So what’s next?
Are you ready to supercharge your LinkedIn and AI sales strategy? Let’s talk.

📩 Email me at frank@frankfurness.com
🔗 Connect with me on LinkedIn: linkedin.com/in/frankfurness

#AIinSales #LinkedInSelling #ModernSales #SalesSuccess #FrankFurness

 

12 Must-Have AI Sales Tools to Supercharge Your Sales in 2025 (Including EvyAI & Kajabi!)

 



Sales is no longer about who works the hardest—it’s about who works the smartest.

The top sales professionals in 2025 aren’t spending hours on cold calls or sending generic follow-ups. They’re leveraging AI to automate, personalize, and optimize every step of the sales process.

If you’re not using AI in your sales strategy, you’re leaving money on the table.

Here are 12 game-changing AI sales tools that will help you generate leads, nurture prospects, and close deals faster than ever—including EvyAI for optimizing LinkedIn and Kajabi for building automated sales funnels.


1. ChatGPT – Your AI Sales Assistant That Never Sleeps

🔹 What It Does: Writes sales scripts, cold emails, LinkedIn messages, and follow-ups in seconds.
🔹 Best Use Case: Personalizing outreach at scale without sounding robotic.
🔹 Pro Tip: Train ChatGPT with your best-performing sales emails to generate even more effective messaging.


2. LinkedIn Sales Navigator + AI Insights – Find, Engage & Convert

🔹 What It Does: Uses AI to identify high-intent leads, track buyer signals, and suggest the best prospects.
🔹 Best Use Case: Finding decision-makers who are actively researching solutions like yours.
🔹 Pro Tip: Set up real-time alerts for job changes and company expansions—perfect opportunities for outreach.


3. EvyAI – AI-Driven LinkedIn Profile Optimization & Content Strategy

🔹 What It Does: Optimizes your LinkedIn profile and generates AI-powered content ideas to increase visibility.
🔹 Best Use Case: Helping sales professionals rank higher in LinkedIn searches and attract inbound leads.
🔹 Pro Tip: Use EvyAI to analyse top-performing LinkedIn posts in your industry and generate engagement-boosting content.


4. Kajabi – AI-Powered Sales Funnels That Convert on Autopilot

🔹 What It Does: Builds complete sales funnels, automates email follow-ups, and nurtures leads without manual effort.
🔹 Best Use Case: Creating high-converting landing pages, email sequences, and online training programs.
🔹 Pro Tip: Use Kajabi’s AI-driven email automation to follow up with leads at the right time and increase conversions.


5. Crystal Knows – AI Sales Psychology for Personalized Outreach

🔹 What It Does: Analyses LinkedIn profiles to predict personality types, communication styles, and decision-making habits.
🔹 Best Use Case: Crafting outreach messages and sales pitches that match how your prospect thinks.
🔹 Pro Tip: Before an important call, run your prospect’s LinkedIn profile through Crystal Knows to adjust your pitch for maximum impact.


6. Lushaapp – AI-Driven Contact Data That’s Always Accurate

🔹 What It Does: Instantly finds verified direct emails, phone numbers, and company data.
🔹 Best Use Case: Bypassing gatekeepers and getting straight to decision-makers.
🔹 Pro Tip: Combine Lusha with LinkedIn Sales Navigator to double-check data accuracy before outreach.


7. Apollo.io – AI-Powered Prospecting & Outreach Automation

🔹 What It Does: AI-driven multi-channel prospecting (email, phone, LinkedIn) that personalizes outreach at scale.
🔹 Best Use Case: Automating lead generation and follow-ups while keeping it personal.
🔹 Pro Tip: Set up AI-driven multi-step email sequences that adjust based on a prospect’s engagement level.


8. Gong.io – AI Sales Coaching & Call Analysis

🔹 What It Does: Analyses sales calls, meetings, and emails to identify winning sales patterns.
🔹 Best Use Case: Spotting which sales scripts, objections, and closing techniques actually work.
🔹 Pro Tip: Use Gong to train your team—AI will highlight the exact phrases that lead to closed deals.


9. Drift – AI Chatbots That Qualify & Convert Leads 24/7

🔹 What It Does: AI-powered chatbots engage website visitors in real-time, qualify leads, and book meetings.
🔹 Best Use Case: Turning website traffic into real sales conversations without human effort.
🔹 Pro Tip: Customize your chatbot to ask qualifying questions before scheduling a call—so your team only talks to hot leads.


10. Walaxy – AI-Driven LinkedIn Outreach at Scale

🔹 What It Does: Automates LinkedIn connection requests and follow-ups with smart, personalized messaging.
🔹 Best Use Case: Scaling LinkedIn prospecting while keeping messages natural and engaging.
🔹 Pro Tip: Use AI-generated message sequences that feel like real conversations—not sales pitches.


11. Seamless.ai – AI-Powered Lead Generation

🔹 What It Does: AI-driven B2B lead database that finds and verifies decision-makers’ contact details in real time.
🔹 Best Use Case: Building hyper-targeted lead lists quickly and accurately.
🔹 Pro Tip: Cross-check Seamless.ai data with LinkedIn before outreach to ensure accuracy.


12. Synthesia – AI Video for Personalized Sales Pitches

🔹 What It Does: AI-powered tool that creates personalized video messages without needing a camera.
🔹 Best Use Case: Sending engaging video pitches instead of plain-text emails.
🔹 Pro Tip: Use Synthesia to send AI-generated video follow-ups, boosting response rates.


Final Thoughts – AI is the Sales Cheat Code You Need in 2025

The old way of selling:

  • Manually researching prospects
  • Sending generic cold emails
  • Wasting time on bad leads

The AI-powered way of selling:

  • Instant lead research with AI
  • Personalized outreach based on psychology & behavior
  • Automated follow-ups that nurture leads seamlessly

Sales in 2025 isn’t about grinding—it’s about using the right tools to close deals faster and smarter.


What’s Next? Time to AI-Proof Your Sales Strategy

If you want to future-proof your sales process, you need to start integrating AI now.

Want a customized AI-powered sales strategy?
📩 Email me at frank@frankfurness.com
🔗 Let’s connect on LinkedIn: linkedin.com/in/frankfurness

#AIinSales #SalesTools #LinkedInSelling #SalesSuccess #FrankFurness