AI can write emails. It can build prospect lists. It can even start conversations. But according to Brian Porter, Chief Customer Officer at Ernest, every new technology makes authentic human connection even more valuable.
In this conversation with Harry Kendlbacher, they explore why relationship selling still outperforms automation, why trust is earned through consistency instead of charisma, and why the best salespeople eventually stop relying on cold calls altogether.
If every seller has access to the same AI tools, what actually makes someone worth buying from?
What We Cover:
- Why handwritten notes still outperform many digital outreach tactics
- The small consistency mistakes that quietly destroy trust
- Why listening is a stronger sales skill than presenting
- How great customer relationships become your future pipeline
⏱️ Timestamps
00:00 Why relationship selling matters more than ever
01:30 AI vs human connection in modern B2B sales
07:39 The overlooked habit that builds customer trust
11:18 Consultative selling starts with listening, not pitching
15:15 Why elite B2B prospecting becomes networking over time
22:54 The traits every top B2B sales leader shares
About Brian Porter
Brian Porter is the Chief Customer Officer at Ernest, where he leads customer relationships and commercial strategy for one of North America's leading packaging companies. With decades of experience building high-performing sales organizations, Brian is known for his practical philosophy that lasting growth comes from trust, consistency, and genuine human relationships rather than transactional selling.
Connect with Brian Porter on LinkedIn: https://www.linkedin.com/in/brian-porter-6422a39/
📃 Resources
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🔗 Download "Day Zero" and discover why buyers often choose their suppliers before the first sales meeting: https://globalperformancegroup.com/white-papers/day-zero-why-revenue-is-won-before-the-first-meeting/
🔗Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com
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