Top Sales Videos and Rants From Dave Kurlan

March 21, 2022
Posted by: Dave Kurlan
Category: Understanding the Sales Force

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.

	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. Rant on Cold Calls
	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
	64. Rant – Another Reason Sales Training Doesn’t Always Work
	65. Rant – Salespeople Get Analogies Wrong
	66. Rant – Clogged Pipeline
	67. Rant – Outcomes from Consultative versus Transactional Sales Approach
	68. Rant – How Salespeople are the Same as the Boston Celtics
	69. Rant – How Eric Clapton’s Forever Man = What Salespeople Do
	70. Rant – Why are the Top Salespeople Getting Worse?
	71. Rant – Winning Salespeople and How they are Different From Everyone Else
	72. Rant – How Long Should it Take for New Salespeople to be Productive?
	73. Rant – Why are Salespeople Still Lying and Exaggerating?
	74. Rant – Where Do Sales Quota Come From?
	75. Rant – Sales Dead Zones and How They Impact Revenue Generation
	76. Rant – It’s sales, not magic!