Cele mai bune Sales Performance podcast-uri (2026)

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Ep 125 A Year of Lessons with Mental Selling in 2025 18:40

1d ago18:40

18:40

This year brought constant change to the sales profession and to Mental Selling itself. Throughout 2025, communication, purpose, and culture stood out as the forces that set strong teams apart. The year also marked a new chapter for the podcast, with Hayley Parr stepping into the host role and building on the foundation established by those who hel…

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Ep 124 Elevating Sales Outcomes through Rev Ops Excellence with Jess Rose 26:30

14d ago26:30

26:30

Revenue Operations is one of the most strategic drivers of growth, even if many organizations only notice it when something breaks. Jess Rose, the newly hired Director of Revenue Operations at Integrity Solutions, joins Mental Selling to emphasize a discipline that many organizations undervalue but rely on every single day. In her first weeks with …

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Ep 123 Building Unbreakable Sales Momentum with Shawn Young 19:39

1M ago19:39

19:39

Strong sales training is built on clarity, consistency, and purpose. When those foundations slip, even well-designed programs struggle to gain traction. This special episode takes listeners inside the webinar Pivots & Pitfalls: 5 Sales Training Traps Holding You Back, featuring Shawn Young, Senior Director of Global Training and Education at AtriCu…

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Ep 122 Leading Through the Whirlwind with David Hammond 16:45

2M ago16:45

16:45

Sales success starts with clarity. In a world that never slows down, clarity becomes an anchor, the difference between teams that survive the whirlwind and those that rise above it. This episode takes a different format, as we recap our recent webinar, Winning in the Whirlwind: A New Playbook for High Performing Sales Teams, where host Hayley Parr …

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Ep 21 - The Key to Changing Sales Performance 7:33

2M ago7:33

7:33

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 reveal…

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Ep 121 Honoring Women in Sales Month with Donna Horrigan and Patty Gaddis 27:20

2M ago27:20

27:20

Integrity, empathy, and authenticity are the foundation of meaningful sales leadership, and this October, Mental Selling celebrates Women In Sales Month with two leaders who embody those values every day. In this episode, Donna Horrigan and Patty Gaddis, seasoned sales leaders at Integrity Solutions, share how their defining moments shaped not only…

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Ep 120 The Power of Presence in Sales Leadership with Brad Farris 29:50

3M ago29:50

29:50

Sales success starts with presence. It’s about showing up with calm confidence, leading conversations with purpose, and helping buyers feel secure in your expertise. Brad Farris, executive leadership coach at Anchor Advisors, shares how leaders can build trust, reduce anxiety on their sales teams, and set the tone for meaningful customer relationsh…

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Ep 020 - The Power of an Authentic Sales Pipeline 15:01

3M ago15:01

15:01

De către Frank Gustafson

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Ep 119 Building Global Sales Teams with Gearoid Cox 32:56

3M ago32:56

32:56

Sales success isn’t just about hitting numbers. It’s about equipping people with the right mindset, tools, and support to thrive. Gearoid Cox, founder and CEO of SalesPipeline shares how sales leaders can move beyond one-time onboarding and build a culture of continuous training, appreciation, and intentional leadership. He explores why top perform…

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Ep 019 - Trade Assumptions for Curiosity 6:31

3M ago6:31

6:31

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 understand…

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Ep 018 - Would You Bet Your Own Money on Your Sales Pipeline 16:47

3M ago16:47

16:47

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 convers…

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Ep 017 - Stop Pitching and Start Asking 8:13

3M ago8:13

8:13

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 decis…

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Ep 118 Intentional Sales Strategies with Jacob Hicks 24:08

4M ago24:08

24:08

True sales success is about growth, intentionality, and staying true to your values. Jacob Hicks, sales success coach and leadership mentor, shares practical strategies for breaking through comfort zones with consistent, value-based follow-up, mastering time management through tools like time blocking and ‘chaos time,’ and creating sustainable succ…

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Ep 016 - The New Sales Reality - Buyers Want Clarity, Not Data 7:51

4M ago7:51

7:51

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 strate…

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Ep 015 - Cracking the Buyer’s Decision-Making Code 8:50

4M ago8:50

8:50

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. Fr…

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Ep 117 Personalizing the Sales Journey Through Buyer Enablement with Garin Hess 29:55

4M ago29:55

29:55

You can beat the competition. You can’t survive confusion. Garin Hess, founder of Consensus and author of Selling is Hard. Buying is Harder. joins the show to share why making it easier for people to buy should be every sales team’s mission. Drawing from his background in learning and development, Garin explains how buyer enablement transforms sell…

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Caped (and Coaching) Crusaders: Building Teams Like a Talent Superhero with Allison Delagrange 25:07

4M ago25:07

25:07

In this episode, we’re shining a spotlight on what it means to lead like a Talent Superhero and how prioritizing people fuels consistent performance. Joining Matt is Allison Delagrange, a 2X Talent Superhero and Senior Consultant at The Center for Sales Strategy. Allison shares incredible insights, including: How to be a collaborative leader, not a…

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Ep 116 Game-Time Communication Tactics with Jen Mueller 33:40

4M ago33:40

33:40

Effective communication under pressure isn’t just a sports skill, it’s a sales advantage. Jen Mueller, longtime sports broadcaster and founder of Talk Sporty to Me, has spent over two decades asking high-stakes questions in high-pressure moments. From NFL sidelines to MLB dugouts, Jen shares how the fundamentals of sports communication translate di…

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Ep 014 - The Buyer’s Compelling Reason to Make a Change… Where Sales Are Won 7:46

4M ago7:46

7:46

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 questions and listen actively. The conversation also a…

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Fast-Tracking Sales Success: What New Hires Need in Their First 90 Days with Alina McComas 22:41

4M ago22:41

22:41

In this episode, we’re uncovering what high-performing sales organizations do in the first 90 days to turn new hires into confident, capable contributors. Matt is joined by Alina McComas, VP/Senior Consultant at The Center for Sales Strategy, who expands on the strategies she outlined in her article for the 2025 Talent Magazine. Alina shares what n…

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Leveling Up Leadership: The Role of Executive Coaching in Sales Performance with Donna Hall 20:16

5M ago20:16

20:16

In this episode, we’re taking a closer look at how executive coaching helps leaders evolve so their teams can truly thrive. And joining Matt is Donna Hall, SVP/General Manager at Robertson Lowstuter, whose piece in the 2025 Talent Magazine explores how executive coaching creates a ripple effect across teams and culture. Whether you’re new to leader…

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Ep 013 - Is Your Sales Engine Built to Match Your Revenue Goals? 4:37

5M ago4:37

4:37

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, leadership, and strategy that drive revenue—and reveals…

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When Performance Slips: What Smart Leaders Do Next with Stephanie Downs 18:06

5M ago18:06

18:06

In this episode, we’re talking about what really causes sales performance to decline and what leaders can do to help their reps bounce back with clarity and confidence. Stephanie Downs, SVP/Senior Consultant at The Center for Sales Strategy, joins Matt to help break it all down. She expands on key ideas from her article in the 2025 Talent Magazine,…

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Ep 115 Resilience and Relationships in Wealth Management with Brad Jung 28:21

5M ago28:21

28:21

Resilience, trust, and personalization are the key ingredients for sales leadership success in today’s evolving market. Brad Jung, Managing Director, Head of North America, Advisor & Intermediary Solutions at Russell Investments, reflects on his journey from a paper route to leading digital strategy and sales teams. He talks about how the focus in …

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Ep 012 - Less Contact, More Trust 6:15

5M ago6:15

6:15

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 interactions rather than traditional high-volume outreach. Fra…

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When Top Talent Walks: How to Prepare Today for Tomorrow's Turnover with Beth Sunshine 25:03

5M ago25:03

25:03

In this episode, we’re exploring what smart sales leaders do before their top performers resign. And joining Matt is Beth Sunshine, SVP/Talent Services at The Center for Sales Strategy. Her contribution to the 2025 Talent Magazine highlights the importance of being ready long before turnover happens. And, here, she shares actionable ways to build t…

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Ep 011 - 3x Pipeline or Bust - Why Anything Less Is Gambling with Growth 6:15

5M ago6:15

6:15

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 suggests that sales teams should have three times their…

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Ep 114 Drive Meaningful Engagement, Not Just Metrics with Em Holldorf 31:19

5M ago31:19

31:19

Building authentic connections through marketing is more important than ever, especially in an age of automation. Em Holldorf, Director of Demand Generation at Integrity Solutions, shares how a human-first mindset has guided her career—from organic farming to edtech. She explains why purpose, values, and collaboration are the backbone of effective …

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Smart Hiring, Smarter Sales: Unlocking Natural Talent in Your Recruitment with Trey Morris 24:39

5M ago24:39

24:39

In this episode, we’re diving into how identifying and leveraging innate talent (rather than just experience) can help leaders build stronger, higher-performing sales teams. And helping Matt unpack it all is Trey Morris, VP/Senior Consultant/Director of Training Innovation at The Center for Sales Strategy. Trey’s article in the 2025 Talent Magazine…

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Ep 010 - Demystifying Sales Compensation Plans 8:23

6M ago8:23

8:23

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 effective compensation plans that motivate sales teams. The …

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Ep 009 - Stop the Silence: How to Rescue Every Sales Conversation 8:57

6M ago8:57

8:57

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 the real stakes, listening for signals, weaving in sh…

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Ep 113 Connect Authentically and Influence Effectively with Lauren Deal 29:37

6M ago29:37

29:37

Connecting with others through a screen isn't easy, but it’s now essential. Lauren Deal, former live TV host and current facilitator at Integrity Solutions, shares how her background in broadcasting shaped the way she builds trust quickly, stays grounded under pressure, and brings energy to every conversation. She explains how sales professionals c…

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Ep 008 - First 90 Days to Forever: Building Trust That Keeps Clients Coming Back 8:23

6M ago8:23

8:23

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... #CustomerSuccess #SalesRetention #ReferralMarketing #San…

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Ep 007 - Consistency and Persistency The Twin Engines of High-Performing Sales Teams 7:57

6M ago7:57

7:57

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 repeatable selling systems and fostering a culture of pers…

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Ep 112 Coaching for Success and Leading with Purpose with Danita High 31:11

6M ago31:11

31:11

Creating a culture of coaching and leading with purpose can transform both people and businesses. Danita High, Senior Vice President of Culture and Employee Development at First Community Bank, shares her journey of implementing a coaching program that nurtures leadership and prevents burnout. She discusses how intentional leadership development ca…

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Ep 006 - Outsource the Chaos, Keep the Control - In Sales Leadership 6:46

6M ago6:46

6:46

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 need another rep but a leader, and how fractional lead…

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