Top Sales Videos and Rants From Dave Kurlan

Dave Kurlan regularly records impromptu, unscripted rants, as well as well as a few well thought-out videos. Most of the videos are three-minutes or less, and the longest is ten-minutes. 

Revenue Sensitivity – the lack of correlation between top salespeople and revenue	Sales Process and Methodology – difference between popular sales processes and methodologies	Why People Should Consider a Career in Sales	Rant on Pitch Decks	Why Forecasts are Always So Inaccurate – a rant on why it’s not the forecast!	Nothing has Changed in 35 Years – a Rant
Why Your Prospects Won’t Talk with You and What to Do About it – a rant	Transactional versus Consultative Selling –	On Attracting Salespeople When Recruiting – a rant on the Two Keys to Attracting More of the Right Sales Candidates	Dinger’s Listening Skills – how my Dog’s Listening Skills are better than those of most salespeople	Protect Your References – a rant on why you shouldn’t give out references unless it’s the perfect time	Rant on Cold Calls
On Not Getting Distracted	How to Shorten and Speed Up the Sales Process	Why Sales Training Doesn’t Work	The Importance of Momentum in Sales	Momentum Part 2 – The Importance of Discipline and Consistency and Why You Need Both	Don’t Make This Critical Mistake as We Move Forward into the Recession
Sales and the Importance of Having a Quality Conversation	Why Do Salespeople Chase So Many Unsellable Opportunities?	The Importance of Getting Your Messaging Right	Stop Discounting!	Don’t Leave Your Job!	Why Sales VPs Hate Sales Team Evaluations
On Call Openings and Transitions	Why You Can’t Do Demos and Presentations	On Salespeople Who Whine About Not Being Able to Schedule New Meetings	For CEOs, CFOs, CROs and CSOs Who Are Suspicious About Their Sales Teams	Rant – On the Sales Grid	Rant – On Getting Ready
Umzahzets – Unconscious Spoken Pauses That Challenge Credibility	The Problem with Rationalizing and Excuse Making	The Negotiating Skills Rant	On AI Replacing Salespeople	The Role of Relationships	The Importance of Reaching Decision Makers
How a Top Salesperson Could Lack Commitment	Sales Process For the Anti-Sales Process Crowd	Rant on Pushing Back	Rant on Selling to Procurement	Why the Phone is Better for Outbound	The Coaching Mindset
Defend, Differentiate or Attack?	Zombies on the Sales Team	Rant on Why Most Sales Training Doesn’t Work	Why You Should Break the Rules	Curb Rash as Sales Feedback	Instrument Rating and Sales Requirements
Rant on How Salespeople Can Become Better	Rant on Salespeople Who Don’t Embrace Sales Process	Rant on Importance of a Best Practices Sales Process	Rant – Who Improves from Sales Training?	Rant – When Salespeople Won’t Hunt for New Business	Rant – Scripts!
Rant – On Timing	Rant – Closing Sales Has Nothing to Do With Closing	Rant – What is Sales Capacity	Rant – Sales Leadership – The Importance of Decisiveness	Rant – Thought Leadership or a Sales Pitch?	Rant – Why Do Companies F**k it Up When Hiring Sales Managers?
Rant – Why Do Companies MisDiagnose Their Sales Challenges?	Rant – The Silver Linings From Lost Deals	Rant – Sentiment – How a Prospect Feels about a Salesperson	Rant – Another Reason Sales Training Doesn’t Always Work	Rant – Salespeople Get Analogies Wrong	Rant – Clogged Pipeline
Rant – Outcomes from Consultative versus Transactional Sales Approach	Rant – How Salespeople are the Same as the Boston Celtics	Rant – How Eric Clapton’s Forever Man = What Salespeople Do	Rant – Why are the Top Salespeople Getting Worse?	Rant – Winning Salespeople and How they are Different From Everyone Else	Rant – How Long Should it Take for New Salespeople to be Productive?
Rant – Why are Salespeople Still Lying and Exaggerating?	Rant – Where Do Sales Quota Come From?	Rant – Sales Dead Zones and How They Impact Revenue Generation	Rant – It’s sales, not magic!	Rant- How to Prevent Your Prospects from Changing the Station	How Road Crews, Hostess Stands, and Sales Pipelines Are All Versions of the Same Thing

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