Top Sales Videos and Rants From Dave Kurlan

From time to time I record impromptu unscripted rants as well as some that are more well thought-out videos.  The most-watched videos are shown below and while I like all of them, it’s more important that you do. Most of the videos are three-minutes or less, and the longest one is ten-minutes.  Topics include:

1. Revenue Sensitivity – a rant on the lack of correlation between top salespeople and revenue

2. On Sales Process and Methodology – the difference between popular sales processes and methodologies

3. Why Your Prospects Won’t Talk with You and What to Do About it – a rant

4. On Attracting Salespeople When Recruiting – a rant on the Two Keys to Attracting More of the Right Sales Candidates

5. Transactional versus Consultative Selling – a rant

6. Why Forecasts are Always So Inaccurate – a rant on why it’s not the forecast!

7. Dinger’s Listening Skills – how my Dog’s Listening Skills are better than those of most salespeople

8. Protect Your References – a rant on why you shouldn’t give out references unless it’s the perfect time

9. Why People Should Consider a Career in Sales

10. On Cold Calls – a Rant

11. Nothing has Changed in 35 Years – a Rant

12. On Not Getting Distracted

13. How to Shorten and Speed Up the Sales Process

14. Why Sales Training Doesn’t Work

15. The Importance of Momentum in Sales

16. Momentum Part 2 – The Importance of Discipline and Consistency and Why You Need Both

17. Don’t Make This Critical Mistake as We Move Forward into the Recession

18. Sales and the Importance of Having a Quality Conversation

19. Why Do Salespeople Chase So Many Unsellable Opportunities?

20. The Importance of Getting Your Messaging Right

21. Stop Discounting!

22. Don’t Leave Your Job!

23. Why Sales VPs Hate Sales Team Evaluations

24. On Call Openings and Transitions

25. Why You Can’t Do Demos and Presentations

26. On Salespeople Who Whine About Not Being Able to Schedule New Meetings

27. For CEOs, CFOs, CROs and CSOs Who Are Suspicious About Their Sales Teams

28. Umzahzets – Unconscious Spoken Pauses That Challenge Credibility

29. The Problem with Rationalizing and Excuse Making

30. The Negotiating Skills Rant

31. On AI Replacing Salespeople

32. The Role of Relationships

33. The Importance of Reaching Decision Makers

34. How a Top Salesperson Could Lack Commitment

35. For the Anti-Sales Process Crowd

36. Rant on Pushing Back

37. Rant on Pitch Decks

38. Rant on Selling to Procurement

39. Why the Phone is Better for Outbound

40. The Coaching Mindset

41. Defend, Differentiate or Attack?

42. Zombies on the Sales Team

43. Rant on Why Most Sales Training Doesn’t Work

44. Why You Should Break the Rules

45. Curb Rash as Sales Feedback

46. Instrument Rating and Sales Requirements

47. Rant on How Salespeople Can Become Better

48. Rant on Salespeople Who Don’t Embrace Sales Process

49. Rant on Importance of a Best Practices Sales Process

50. Rant – Who Improves from Sales Training?

51. Rant – When Salespeople Won’t Hunt for New Business

52. Rant – Scripts!

53. Rant – On the Sales Grid

54. Rant – On Getting Ready

55. Rant – On Timing

56. Rant – Closing Sales Has Nothing to Do With Closing

57. Rant – What is Sales Capacity

58. Rant – Sales Leadership – The Importance of Decisiveness

59. Rant – Thought Leadership or a Sales Pitch?

60. Rant – Why Do Companies F**k it Up When Hiring Sales Managers?

61. Rant – Why Do Companies MisDiagnose Their Sales Challenges?

62. Rant – The Silver Linings From Lost Deals

63. Rant – Sentiment – How a Prospect Feels about a Salesperson

1. On Revenue Sensitivity

 
 

2. On Sales Processes and Methodologies

 
 
3. Why Your Prospects Won’t Talk with You and What to Do About it

 
 

4.  On Attracting Salespeople When Recruiting

 
 
5. Transactional Versus Consultative Sales

 
 
6. Why Forecasts are Always So Inaccurate

 
 
7. Dinger’s Listening Skills *

 
 
8. Protect Your References

 
 
9. Why People Should Consider a Career in Sales *

 
 
10. On Cold Calls

 
 

11. On How Nothing Has Changed in 35 Years.

 
 

12. On Not Getting Distracted

 
 

13. On How to Shorten and Speed Up the Sales Process

 
 

14. On Why Sales Training Doesn’t Work

 
 

15. On The Importance of Momentum in Sales

 
 

16. Momentum Part 2: The Difference Between Discipline and Consistency – You’ll Need Both!

 
 

17. Don’t Make This Mistake as We Move Forward Into the Recession

 
 

18. Sales and the Importance of Having a Quality Conversation

 
 

19. Why Do Salespeople Chase So Many Unsellable Opportunities?

 
 

20. The Importance of Getting Your Messaging Right

 
 

21. Stop Discounting *

 
 

22. Don’t Leave Your Job! *

 
 

23. Why Do Sales VPs Hate Sales Team Evaluations So Much?

 
 

24. On Why Call Openings and Transitions are so Bad *

 
 

26. On Salespeople Who Whine They Can’t Schedule New Meetings

 
 

27. For CEOs, CFOs, CROs and CSOs Who Are Suspicious About Their Sales Teams

 
 

28. Umzahzets – Spoken Pauses That Challenge Credibility

 
 

29. The Problem with Rationalizing and Excuse Making

 
 

30. The Negotiating Skills Rant

 
 

31. On AI Replacing Salespeople

 
 

32. On Relationships

 
 

33. The Importance of Reaching Decision Makers

 
 

34. How a Top Salesperson Could Lack Commitment

 
 

35. For the Anti Sales Process Crowd

 
 

36. A Rant on Pushing Back

 
 

37. A Rant on Pitch Decks

 
 

38. A Rant on Selling to Procurement

 
 

39. Why The Phone is Better for Outbound

 
 

40. The Coaching Mindset

 
 

41. Defend, Differentiate or Attack?

 
 

42. Zombies on the Sales Team

 
 

43. Why Sales Training Doesn’t Work

 
 

44. Why You Should Break the Rules

 
 

45. Curb Rash as Sales Feedback

 
 

46. Instrument Rating as Sales Requirement

 
 
47. Rant on How Salespeople Can Become Better

 
 
48. Rant on Salespeople Who Don’t Buy into Sales Process

 
 
49. Rant on Immportance of Having a Best Practices Sales Process

 
 
50. Rant – Who Improves from Sales Training?

 
 
51. Rant – When Salespeople Won’t Hunt for New Business

 
 
52. Rant – The Problem with Scripts

 
 
53. Rant – Using the Sales Grid

 
 
54. Rant – On Timing

 
 
55. Rant – Getting Ready

 
 
56. Rant – Closing Sales Has Nothing to Do With Closing

 
 
57. Rant – What is Sales Capacity?

 
 
58. Rant – Sales Leadership – The Importance of Decisiveness

 
 
59. Rant – Thought Leadership or a Sales Pitch?

 
 
60. Rant – Why Do Companies F**k it Up When Hiring Sales Managers?

 
 
61. Rant – Why Do Companies Misdiagnose Their Sales Challenges?

 
 
62. Rant – The Silver Lining From Lost Deals

 
 
63. Rant – How a Prospect Feels about a Salesperson

 
 

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