Top Sales Videos and Rants From Dave Kurlan

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

I’ve organized my sales videos and rants into categories so you can quickly find exactly what you’re looking for.

Sales Process & Methodology

Sales Process and Methodology – difference between popular sales processes and methodologies
How to Shorten and Speed Up the Sales Process
Sales Process For the Anti-Sales Process Crowd
Rant on Importance of a Best Practices Sales Process
Rant on Salespeople Who Don’t Embrace Sales Process
Why You Can’t Do Demos and Presentations
On Call Openings and Transitions

Prospecting & Cold Calling

Rant on Cold Calls
Why Your Prospects Won’t Talk with You and What to Do About it – a rant
On Salespeople Who Whine About Not Being Able to Schedule New Meetings
Why the Phone is Better for Outbound
Rant – When Salespeople Won’t Hunt for New Business
Food is Fuel for Life as Prospecting is Fuel for the Sales Pipeline
Rant- What’s Wrong With Your LinkedIn Feed
Rant- How to Prevent Your Prospects from Changing the Station

Pipeline, Metrics & Forecasts

Why Forecasts are Always So Inaccurate – a rant on why it’s not the forecast!
Rant – Clogged Pipeline
Blockages in the Sales Pipeline
Rant – Sales Dead Zones and How They Impact Revenue Generation
Rant – Where Do Sales Quota Come From?
A Ringside Seat to a Sales Pipeline Review From the First 3 Weeks of the Nancy Guthrie Investigation
Rant – What is Sales Capacity
Rant – Defending Your Pipeline

Coaching & Sales Leadership

The Coaching Mindset
Sales Coaching Lesson from Landman
Rant – Sales Leadership – The Importance of Decisiveness
Leading by Example for Sales Leaders
Rant – Why Sales VPs Hate Sales Team Evaluations
For CEOs, CFOs, CROs and CSOs Who Are Suspicious About Their Sales Teams
Instrument Rating and Sales Requirements

Hiring & Recruiting

On Attracting Salespeople When Recruiting – a rant on the Two Keys to Attracting More of the Right Sales Candidates
Rant – Why Do Companies F**k it Up When Hiring Sales Managers?
Why a Top Salesperson Could Lack Commitment
Rant – How Long Should it Take for New Salespeople to be Productive?

Qualifying & Messaging

The Importance of Getting Your Messaging Right
Sales and the Importance of Having a Quality Conversation
Umzahzets – Unconscious Spoken Pauses That Challenge Credibility
Rant on Pushing Back
Say These Two Words When Prospects are Unrealistic
One Word You Shouldn’t Say in Sales
Rant on Intros and Openers

Closing & Negotiating

Stop Discounting!
The Negotiating Skills Rant
Rant – Closing Sales Has Nothing to Do With Closing
Rant on Selling to Procurement
Closing is Dead – a Rant
Suddenly Ghosted and Prospect Changed Their Mind

Mindset, Motivation & Rants

Nothing has Changed in 35 Years – a Rant
Rant on Pitch Decks
The Problem with Rationalizing and Excuse Making
Rant – On Timing
Rant – Thought Leadership or a Sales Pitch?
Rant – Salespeople Get Analogies Wrong
Rant on Selling Mindlessly
To Increase Sales You Must Shake Things Up
Rant on Dress Up Day
Commitment, Follow Up and Accountability

Sales Training & Improvement

Why Sales Training Doesn’t Work
Rant on Why Most Sales Training Doesn’t Work
Rant – Who Improves from Sales Training?
Why You Should Break the Rules
Rant on How Salespeople Can Become Better

Analogies & Fun Stuff

Dinger’s Listening Skills – how my Dog’s Listening Skills are better than those of most salespeople
Why People Should Consider a Career in Sales
Don’t Leave Your Job!
Revenue Sensitivity – the lack of correlation between top salespeople and revenue
How Road Crews, Hostess Stands, and Sales Pipelines Are All Versions of the Same Thing
Rant – How Salespeople are the Same as the Boston Celtics
Rant – How Eric Clapton’s Forever Man = What Salespeople Do
Rant – It’s sales, not magic!
Curb Rash as Sales Feedback
On Not Getting Distracted
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
Why Do Salespeople Chase So Many Unsellable Opportunities?
On AI Replacing Salespeople
The Role of Relationships
The Importance of Reaching Decision Makers
Defend, Differentiate or Attack?
Zombies on the Sales Team
How to Sell a Customer for Life
How to Differentiate for the Win
Use Sales Tactics as Intended
Should Salespeople be Optimisitic or Skeptical?
Rant – Sentiment – How a Prospect Feels about a Salesperson
This Happens When Salespeople Demo