In this Episode, we have CRO of Agentic Brain, SALES genius, Frank Bastone! How do you actually make a successful sales pitch? Tune in to find out!
From humble beginnings selling gym memberships to closing deals for giants like Google, Frank's impressive sales journey ultimately led him to become a Fractional CRO. His secret to GETTING SALES DONE? STALKING his prospects! Cold calling isn't the way to do sales; it's nurturing relationships.
Catch Frank Here:
https://www.linkedin.com/in/frankbastone/
https://franktalk.com/
agenticbrain.com
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TIMESCODES:
00:00 INTRO
00:05 Guest Introduction: Frank Bastone
00:08 Frank’s Welcome and Background
00:53 Meeting Frank at a CEO Dinner Event
01:17 Frank’s Introduction: Fractional CRO and AI Founder
01:26 Fractional CRO for 20 Years
01:51 Founding AgentBrain for AI Solutions
02:22 Frank’s Websites: FrankTalk.com and AgentBrain.com
02:25 Why Frank Chose This Industry
02:43 Early Career at Equinox Fitness
03:25 Fitness Journey and Sales Success
03:36 Training Others and Moving to Management
03:51 Recruited by New York Health and Racquet Club
04:08 Working with Top Companies
04:22 Transition to Coaching Sales Teams
04:38 Starting as a Fractional CRO
04:44 Vin’s Interest in Sales
05:00 Importance of Sales Skills
05:15 Sales Tip: Avoid Transactional Approaches
05:34 Building Relationships Over Transactions
06:09 Connecting on a Human Level
06:27 Relationships Trump Products
07:00 Providing Value First in Sales
07:29 Engaging Authentically with Clients
08:00 Building Rapport Through Genuine Interest
09:15 AI in Sales: Enhancing, Not Replacing
09:47 Shane’s Take: Importance of Rapport
10:20 Chris Voss Event and Sales Recruitment
11:56 AI’s Role in Sales: Missing Human Touch
13:26 AI as a Tool for Sales Efficiency
14:00 AgentBrain’s AI Workflows for Sales
14:46 AI-Powered Pre-Call Research
15:20 Streamlining Sales with AI Note-Taking
16:23 Using AI to Break the Ice in Sales Calls
17:17 Deep Research for Personalized Sales
18:02 Sam Ovens’ Discovery Process
19:15 Traditional Sales vs. Rapport Building
23:31 Giftology and Building Relationships
24:03 Avoiding Cold Calls: Leverage Existing Customers
25:20 Customer Relationships Over Cold Calling
26:04 Asking for Referrals the Right Way
27:00 Demonstrating Value Before Referrals
29:30 Giftology: Impressions Through Gifting
30:50 Strategic Gifting for Long-Term Impact
31:59 Frank’s Openness to Learning
32:26 Offering to Help Vin’s Team
33:03 Closing Thoughts and Longer Podcasts
33:29 Frank’s 1% Lifestyle: Absolute Freedom
34:54 Freedom Over Material Possessions
36:02 Best Advice: Assume Good Intentions
38:28 Applying Good Intentions in Life
39:19 Restaurant Decision Hack
40:12 How to Connect with Frank
40:37 Outro
