PODCAST · business
Sales Performance Insights
by Frank Gustafson
The Podcast for Business Owners, Sales Leaders, High Performance Sellers... and those who WANT to be!Sales and Sales Leadership DevelopmentFractional Sales LeadershipFractional VP SalesFractional CROSales Insights Performance
Episodes
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Ep 022 - Why Permission-Based Questions Turn Sales Calls Into Real Conversations
Deals often stall, not because of product or price, but because the conversation never earned momentum. This episode shows how permission-based questions, asking for consent before probing sensitive areas or shifting topics, flips the dynamic by handing control back to the buyer. Used…
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Ep 021 - The Key to Changing Sales Performance
In this episode of the Sales Performance Insights podcast, host Frank Gustafson explores the often-overlooked practice of debriefing lost sales deals. Discover why understanding the reasons behind a lost deal is crucial for growth and how it can transform your sales approach. With insights from...
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Ep 020 - The Power of an Authentic Sales Pipeline
In this episode, Frank Gustafson discusses the importance of building an authentic sales pipeline that relies on proof rather than optimism. He outlines a framework for creating a reliable pipeline, emphasizing the need for clear buyer commitments and the removal of unqualified leads. The...
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Ep 019 - Trade Assumptions for Curiosity
In this episode of the Sales Performance Insights podcast, Frank Gustafson discusses the detrimental impact of assumptions on sales performance and emphasizes the importance of curiosity as a powerful tool for sales success. He provides practical strategies for sales professionals to replace...
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Ep 018 - Would You Bet Your Own Money on Your Sales Pipeline
In this episode, Frank Gustafson challenges the traditional approach to pipeline reviews, emphasizing the need for proof-driven discussions rather than mere status updates. He outlines a structured process for conducting effective reviews, identifying key filters to assess deals, and recognizing...
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Ep 017 - Stop Pitching and Start Asking
In this episode of the Sales Performance Insights podcast, Frank Gustafson discusses the pitfalls of traditional sales pitching and emphasizes the importance of asking questions to build trust and understanding with prospects. He explains how effective questioning can lead to self-discovery for…
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Ep 016 - The New Sales Reality - Buyers Want Clarity, Not Data
In this episode of the Sales Performance Insights podcast, Frank discusses the evolving landscape of buyer expectations and the challenges faced by sellers. He emphasizes that buyers today are overwhelmed with information and are seeking clarity and guidance rather than just data. The…
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Ep 015 - Cracking the Buyer’s Decision-Making Code
In this episode of the Sales Performance Insights podcast, Frank Gustafson delves into the reasons why deals stall and how to effectively navigate the buyer's decision-making process. He emphasizes the importance of understanding the complexities of the modern buyer environment, which often...
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Ep 014 - The Buyer’s Compelling Reason to Make a Change… Where Sales Are Won
In this episode, Frank Gustafson discusses the critical importance of understanding the buyer's compelling reason to make a change in the sales process. He emphasizes that buyers are motivated by personal reasons rather than product features and highlights the need for salespeople to ask better...
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Ep 013 - Is Your Sales Engine Built to Match Your Revenue Goals?
In this episode of Is Your Sales Engine Built to Match Your Revenue Goals?, Frank Gustafson breaks down why so many businesses stall when trying to scale and how to fix it. Using vivid analogies and real-world examples, Frank explains the concept of a "sales engine"—the people, process, tools,...
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Ep 012 - Less Contact, More Trust
In this episode of the Sales Performance Insights podcast, Frank Gustafson discusses the evolving landscape of B2B sales and the need for sales teams to adapt to the changing preferences of modern buyers. He emphasizes that buyers today seek less friction and more relevant, value-driven...
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Ep 011 - 3x Pipeline or Bust - Why Anything Less Is Gambling with Growth
In this episode of the Sales Performance Insights podcast, Frank Gustafson discusses the importance of having a reliable sales pipeline. He emphasizes that many sales leaders operate on 'hope math' rather than actual data, leading to unrealistic forecasts. Frank introduces the '3X rule,' which...
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Ep 010 - Demystifying Sales Compensation Plans
In this episode of the Sales Performance Insights podcast, Frank Gustafson delves into the complexities of sales compensation plans. He discusses the importance of aligning compensation with business priorities, common pitfalls in compensation design, and practical strategies for creating…
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Ep 009 - Stop the Silence: How to Rescue Every Sales Conversation
In this episode of the Sales Insights Podcast, Frank Gustafson addresses the prevalent sales challenges of getting leads to respond and bridging buyer indecision. He outlines five key techniques to enhance sales conversations, emphasizing the importance of setting a mutual roadmap, understanding...
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Ep 008 - First 90 Days to Forever: Building Trust That Keeps Clients Coming Back
Closing feels great, until you realize the real work has just begun. In the first 90 days, you either cement trust or leave clients wondering why they signed up. Here’s a simple, proven path to secure renewals and generate referrals by making those first weeks count. Read/Watch/Listen here......
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Ep 007 - Consistency and Persistency The Twin Engines of High-Performing Sales Teams
In this episode of the Sales Performance Insights podcast,Frank Gustafson discusses the critical elements of consistency and persistence in achieving sales success. He emphasizes that sales problems often stem from inconsistency rather than a lack of talent or market conditions. By building...
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Ep 006 - Outsource the Chaos, Keep the Control - In Sales Leadership
In this episode of Sales Performance Insights, host Frank Gustafson delves into the transformative concept of fractional sales leadership. Discover how outsourcing chaos can lead to gaining control and building a high-performing sales team. Frank shares insights on why your sales team might not...
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Ep 005 - Invest Time in The Sales Batting Cage
In this episode, Frank Gustafson discusses the critical role of structured role play in sales training, emphasizing its importance for improving performance and preparing sales reps for real-world scenarios. He explores effective role play scenarios, the integration of AI in role play, and the...
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Ep 004 - Founder... You’re the Bottleneck
In this episode, Frank Gustafson discusses the challenges founders face when they become the bottleneck in their sales processes. He emphasizes the importance of stepping away from direct sales involvement to build a scalable sales engine. The conversation introduces the concept of fractional…
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Ep 003 - Don’t Ask Lion Hunters to Run the Zoo
Too many B2B sales teams burn out their best hunters by asking them to nurture. And their best builders? Distracted chasing cold leads they’ll never close. It’s time to stop the blur, and structure your sales team for real growth. - Don't ask lion hunters to run the Zoo!
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Ep 002 - You Can’t Scale While You’re Holding the Sales Bag
Why do so many small businesses with strong products stillstruggle to grow consistently? Why is it that even with a talented team and a clear market,revenue stalls, salespeople churn, and forecasts remain unreliable? In most cases, it’s not a marketing problem. It’s not atalent problem. It’s not...
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Ep 001 - Fight The Good Fight
Sales is way more than what shows up on the surface... The battle field is really in the mind. I was inspired early in life by a great song by a great band called Triumph. Fight the good fight was a game changer for me, it gave me a new mental reset for life, for sales, for sales leadership, and...
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ABOUT THIS SHOW
The Podcast for Business Owners, Sales Leaders, High Performance Sellers... and those who WANT to be!Sales and Sales Leadership DevelopmentFractional Sales LeadershipFractional VP SalesFractional CROSales Insights Performance
HOSTED BY
Frank Gustafson
CATEGORIES
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Frequently Asked Questions
How many episodes does Sales Performance Insights have?
Sales Performance Insights currently has 22 episodes available on PodParley. New episodes are automatically indexed when they're published to the podcast feed.
What is Sales Performance Insights about?
The Podcast for Business Owners, Sales Leaders, High Performance Sellers... and those who WANT to be!Sales and Sales Leadership DevelopmentFractional Sales LeadershipFractional VP SalesFractional CROSales Insights Performance
How often does Sales Performance Insights release new episodes?
Sales Performance Insights has 22 episodes. Check the episode list to see recent publication dates and frequency.
Where can I listen to Sales Performance Insights?
You can listen to Sales Performance Insights on PodParley by clicking any episode. We provide an embedded audio player for direct listening, and you can also subscribe via your preferred podcast app using the RSS feed.
Who hosts Sales Performance Insights?
Sales Performance Insights is created and hosted by Frank Gustafson.
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