- March 21, 2022
- Posted by: Dave Kurlan
- Category: Understanding the Sales Force
From time to time I record impromptu unscripted rants as well as some that are more well thought-out videos. From among the collection presented below, most are rants so the rants are much more popular. The most-watched videos are shown below and while I like all of them, it’s more important that you do. All but three of the videos are three-minutes or less, one is six-minutes, one is ten-minutes and one is eight-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
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
31. On AI Replacing Salespeople
33. The Importance of Reaching Decision Makers
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
Image copyright 123RF