Authentic Sales Leader Brian LaManna on seller brand and leveraging AI the right way

Join host Jeff Kirchick as he interviews Brian Lamanna, a senior mid market account executive at Gong. In this episode, Brian shares his story of how he built his personal brand as a sales professional through authentic storytelling and engagement on LinkedIn. He discusses the importance of adding value, staying consistent, and being genuine in his interactions with the sales community. Brian also offers insights on the future of Conversational and Revenue Intelligence, the role of AI in sales, and how to successfully leverage technology while maintaining a human touch. 
**Background and Journey into Sales**
Brian Lamanna, originally from Chicago, attended Indiana University with a focus on business. Originally a marketing major, Brian made a pivot into sales after attending a sales workshop at his fraternity. Intrigued by the potential of sales, Brian interned at Anheuser-Busch and learned both the positive and negative aspects of sales. From there, he explored opportunities in the tech industry and eventually joined Gong two years ago. 
**Building a Personal Brand**
One of the highlights of Brian's career is his ability to build a strong personal brand through his engaging content and social media presence. He started posting on LinkedIn roughly a year ago, initially sharing company-related content. However, he soon realized the potential of sharing his own experiences and insights in sales. Brian's goal was to post once a week, gradually increasing the frequency, and engaging with others' content to build a network. Over time, his posts gained more traction, opening doors to new connections and opportunities.
**The Power of Authentic Storytelling**
Brian emphasizes the importance of authenticity in storytelling, especially in the sales process. He believes that automation and mass messaging cannot replace the genuine connection between salespeople and their prospects. Brian cites a specific example where he used authentic storytelling to address objections related to call recording. Drawing from his own experience of initially questioning the value of Gong's technology, Brian shared his personal journey and the positive outcomes he experienced. By connecting with his prospects on a human level, he was able to gain their trust and address their concerns effectively.
**The Future of Conversational Intelligence and AI in Sales**
As a sales professional in the conversational intelligence space, Brian discusses the rapidly evolving landscape and the rise of new competitors. However, he sees this increased competition as a positive sign, indicating the importance and potential of the industry. Brian envisions a future where sales tech tools, such as conversation intelligence, forecasting, and sales engagement, become integrated into one holistic platform. By streamlining these processes, sales reps can work more efficiently and effectively, ultimately closing more deals.Additionally, Brian explores the role of artificial intelligence (AI) in sales. While AI can enhance sales efficiency by automating tasks such as call follow-ups and CRM updates, he urges sellers to strike a balance. Leveraging AI should not replace the human element in sales but rather complement it. Crafting personalized emails, conducting research on prospects, and sharing genuine stories are still vital components of successful sales strategies.
**Key Takeaways**
Brian Lamanna's insights emphasize the importance of authenticity in sales and personal branding. By sharing genuine stories, sales professionals can establish trust, address objections, and differentiate themselves in a competitive market. Building a personal brand through engaging content and leveraging social media platforms can open doors to new connections and career opportunities. Looking toward the future, the integration of sales tech tools and the careful use of AI will enhance efficiency and productivity for sales tea