Dave Kurlan’s Sales Videos & Rants

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

Raw, unscripted, no-BS takes on sales – most under 4 minutes. Warning: may contain truth bombs.

Sales Process & Methodology (8)

• 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
• Achieving Repeatable Predictable Sales Outcomes

Prospecting & Cold Calling (9)

• 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
• Rant- Proof of Why You Must Prospect by Phone

Pipeline, Metrics & Forecasts (9)

• 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
• Rant – Sales are Relative – Why Failing Seems to be OK

Coaching & Sales Leadership (9)

• 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
• Why Sales Leaders Can’t be Friends with or Love Their Salespeople
• Why Sales Leaders Must be More Like Gladys Knight and Less Like the Pips

Hiring & Recruiting (4)

• 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 (9)

• 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
• Rant on Alignment of Excitement and Urgency
• Rant on Salespeople Asking Questions about Money

Closing & Negotiating (6)

• 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 (11)

• 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
• Rant on Using Contrast in Selling

Sales Training & Improvement (5)

• 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 (26)

• 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
• Claims, Lies and Truths in Selling