Sales Performance Insights

Frank Gustafson
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The Podcast for Business Owners, Sales Leaders, Hight Performance Sellers & those who WANT to be! Sales and Sales Leadership Development Fractional Sales Leadership Fractional VP Sales Fractional CRO Sales Insights Performance

  1. FEB 2

    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 confidently, these questions build trust, improve discovery, and make qualification collaborative rather than confrontational. Small, earned “yeses” create forward motion and reveal true priorities, risks, and timeline realities faster. Permission-based questions are not passive... they’re intentional. Train your team to ask them with clarity and purpose, and you’ll see shorter cycles, cleaner forecasts, and more deals that actually close.

    8 min

  2. 11/10/2025 · VIDEO

    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 industry experts and real-world examples, Frank reveals the power of evaluated experience and how it can lead to better wins. Tune in to learn how to turn setbacks into stepping stones for success.   #SalesPerformance #Debriefing #GrowthMindset #SandlerDFW #SalesPerformanceInsights

    8 min

  3. 10/08/2025 · VIDEO

    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 conversation covers the stages of a sales pipeline, the importance of deal hygiene, and practical steps to clean up a bloated pipeline. Ultimately, Gustafson highlights the benefits of an authentic pipeline, including clarity, control, and confidence in revenue forecasting.   Takeaways Most pipelines lie due to misplaced hope. An authentic pipeline runs on proof, not optimism. A pipeline is a discipline tool for opportunities. Proof is buyer commitment that carries a cost or risk. Unqualified leads do not belong in the pipeline. Keep your deal map simple with clear stages. Each stage requires specific proof for advancement. Cleaning up the pipeline improves sales performance. Pipeline meetings should focus on real progress. Reward accurate pipelines to foster a culture of truth.   sales pipeline, authentic pipeline, sales performance, revenue forecasting, buyer commitment, sales coaching, deal hygiene, sales stages, sales insights, sales leadership

    15 min

  4. 09/27/2025 · VIDEO

    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 assumptions with questions, fostering a deeper understanding of prospects' needs and motivations. The conversation also highlights the role of leadership in modeling curiosity and creating a culture that prioritizes inquiry over assumption, ultimately leading to more accurate forecasts and better customer relationships.   sales performance, assumptions, curiosity, sales strategies, leadership, sales success, sales insights, sales calls, sales techniques, sales training

    7 min

  5. 09/23/2025 · VIDEO

    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 red flags that indicate potential issues. The conversation also highlights the importance of coaching during reviews, learning from lost deals, and implementing actionable steps to improve forecasting accuracy.   pipeline review, sales forecasting, proof-driven sales, sales coaching, deal qualification, sales metrics, sales process, sales strategy, sales performance, sales leadership

    17 min

  6. 09/23/2025 · VIDEO

    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 the client, ultimately guiding them to their own decisions. The conversation highlights the role of empathy in sales and how it can foster long-term relationships with clients.   sales, pitching, questions, trust, empathy, sales performance, sales strategies, client relationships, sales conversations, self-discovery

    8 min

  7. 09/08/2025 · VIDEO

    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 conversation explores the need for sellers to adapt their strategies, moving from traditional selling techniques to a more consultative approach that positions them as trusted guides. Frank introduces the concept of behaviors, attitudes, and techniques that can help sellers meet the new demands of buyers and ultimately improve sales performance.   sales performance, buyer expectations, sales strategies, clarity in sales, modern selling techniques

    8 min
  8. Ep 015 - Cracking the Buyer’s Decision-Making Code

    09/05/2025

    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 involves multiple stakeholders with varying priorities. Frank outlines six critical components that sales professionals must clarify to avoid pitfalls in the sales process. He also discusses the necessity of asking smarter, more insightful questions to uncover the true dynamics at play in a deal. Ultimately, he stresses that clarity in understanding the decision-making process is essential for sales success. sales performance, deal stalls, buyer decision making, salesstrategy, sales questions, sales clarity, sales process, sales insights, salesleadership, sales success

    9 min
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About

The Podcast for Business Owners, Sales Leaders, Hight Performance Sellers & those who WANT to be! Sales and Sales Leadership Development Fractional Sales Leadership Fractional VP Sales Fractional CRO Sales Insights Performance

Information

  • Creator
    Frank Gustafson
  • Years Active
    2025 - 2026
  • Episodes
    22
  • Rating
    Clean
  • Copyright
    © Copyright 2025 All rights reserved.
  • Show Website
    Sales Performance Insights