Frank Gustafson
@SandlerFtW
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Following
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Making the Sales Process more Predictable & Scalable for Business Owners and Sales Leaders who would rather work FROM the Playbook instead of ON the Playbook!
Fort Worth, TX
Joined September 2008
Check out the latest article in my newsletter: Buyer Confidence is The Hidden Engine Behind Every Deal https://t.co/RYWr63TRxK via @LinkedIn
linkedin.com
It was the middle of the night, I couldn’t sleep. I moved to my favorite chair and pulled up LinkedIn on my phone.
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Check out the latest article in my newsletter: Friction Is the Enemy of Action: How Sales Leaders Can Make It Easier for Buyers to Say Yes https://t.co/95hhnoSkzr via @LinkedIn
linkedin.com
I read this somewhere last week and it stuck with me… “Friction is the Enemy of Action.” Truer words have never been spoken (about sales)! If you have been around sales long enough, you know this...
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Most sellers rush to fill the space after asking a tough question. Silence invites reflection, and when your prospect fills it, they often reveal what really matters. Ask. Pause. Wait. You’ll be amazed at what surfaces when you stop talking. #salesperformanceinsights #sandlerdfw
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Check out the latest article in my newsletter: Closing Strong and Starting Stronger - How Great Sales Teams Win Q4 (and Set Up Q1) https://t.co/ZaDzAnn1wy via @LinkedIn
linkedin.com
There’s a certain rhythm to sales. The fourth quarter isn’t just about closing deals, it’s about setting the tone for everything that comes next.
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Buyers can smell desperation. Neediness repels. Detachment attracts. The less you need the deal, the more likely you are to win it. #SalesMindset #B2BSales #SalesLeadership #salesperformanceinsights #sandlerdfw
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Charisma doesn’t close deals. Curiosity does. Features don’t win trust. Questions do. Lead with curiosity, not charm. #SalesTraining #B2BSales #SalesLeadership #sandlerdfw #salesperformanceinsights
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Sales is a conversation between adults to uncover the truth... No truth, no deal. #truth #sandlerdfw #salesperformanceinsights
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Doctors don’t operate in the lobby. So why do so many sellers prescribe before they diagnose? Slow down. Ask better questions. Earn the right to prescribe. #B2BSales #SalesTraining #SalesMindset #sandlerdfw #salesperformanceinsights
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Take the guess work out of sales conversations... just ask! You can thank me later.
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What is your mindset in a sales conversation? Who's doing the chasing here? #salesperformanceinsights #sandlerdfw
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Yes is great, No is my second favorite answer, but if you get a "maybe" you missed something! #salesperformanceinsights #sandlerdfw
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Confused prospects never become customers... set the rules of engagement from the start! It's easier for them and it's easier for you. #salesperformanceinsights #sandlerdfw
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If you can't determine a compelling emotional reason for your prospect to make a change... no sale! #salesperformanceinsights #sandlerdfw
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You have two ears and one mouth for a reason! Use them in that proportion. #salesperformanceinsights #sandlerdfw
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Listen to "EP 015 - Cracking the Buyer’s Decision-Making Code" by Sales Performance Insights.
creators.spotify.com
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...
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Check out the latest article in my newsletter: Building Resilient Sales Teams, How Leaders Can Coach for Growth, Grit, and Consistency https://t.co/iERSiUrQ42 via @LinkedIn
linkedin.com
If you’ve led a sales team for more than five minutes, you already know: sales is not for the faint of heart. It’s a profession built on rejection, resilience, and relentless forward motion.
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Listen to "EP 013 - Is Your Sales Engine Built to Match Your Revenue Goals?" by Sales Performance Insights.
creators.spotify.com
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...
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Check out the latest article in my newsletter: Is Your Sales Engine Built to Match Your Revenue Goals? https://t.co/SzZdvrFcGq via @LinkedIn
linkedin.com
A simple question here..
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Listen to "EP 012 - Less Contact, More Trust" by Sales Performance Insights.
creators.spotify.com
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...
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