Top 10 Sales Videos and Rants From Dave Kurlan

Posted by Dave Kurlan on Mon, Mar 21, 2022 @ 07:03 AM

video

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 (I have added to the list so there are more than 10 now!) videos are shown below in order of popularity and while I like all of them, I indicated my personal favorites with an asterisk.  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

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

Image copyright 123RF

Topics: Dave Kurlan, sales process, sales methodology, sales recruiting, top salespeople, tips on selling, listening skills, sales forecasts, best sales video, career in sales

How Stealing 2nd Base is Today's Secret to Success in Sales

Posted by Dave Kurlan on Mon, Jun 16, 2014 @ 07:06 AM

stealingYesterday, I was coaching first base in the game that would determine the Little League championship for our town.  It was late in the game, we were down by 4 runs, and had runners on 1st and 3rd.  The runner on 1st base would need to steal second and perhaps draw a throw that would allow the runner on 3rd base to score.  A double steal!  There was only one problem.  He had been reluctant to steal all season.  When given the sign, when asked, when told, he just didn't want to steal.  After all, one of the 10 Commandments is "Thou Shalt Not Steal."  He couldn't defy God for the sake of baseball, could he?

I had a private chat with him at 1st base and told him that this wasn't about him or what he was comfortable with.  This was for the team, we were playing as a team, and would win as a team.  He should want to steal - for the team.  He didn't.  

Another chat, another reminder, another non-attempt.  

A third chat, another request.  No movement.  

The count on the batter was 2-1 and it was time for a desperate fourth chat.  This time, I demanded, with dire consequences (that I won't reveal here), that he steal.  He went.  The catcher threw and he was safe at 2nd and the run scored.  A momentary victory in the game within the game.  A play that will change him, even though it wouldn't change the eventual outcome of the game.

This morning, thinking about that play again, I'm reminded of two selling scenarios that are nearly identical.

First, there are the salespeople who just don't want to pick up the phone and make calls.  How similar are they to the kid who won't steal 2nd base?  We're not asking these adults to steal, but we are asking them to talk to strangers.  Is it possible that when faced with the task of making calls, they revert to their lessons from early childhood?  

Today, kids don't even talk on the phone.  They text.  I can't get our 12-year-old son to make a phone call under any circumstances.  What are the chances that he would make calls if he entered sales as an adult?

The second scenario involves all of the entrepreneurs out there who, according to a December 2013 Forbes article, number around 20 million!  Most entrepreneurs don't give selling a single thought until they have already started their businesses.  It's only then that they realize they might have to sell something in order to eat.

I wrote an article that appears on the #1 site for entrepreneurs, EvanCarmichael.com, that explains the 3 biggest obstacles entrepreneurs face when they must sell and how to overcome them.  The article applies to everyone in sales, not just entrepreneurs.  You should read it!

Back to making those cold calls.  In the old days, if a salesperson didn't pick up the phone or knock on doors, we starved.  There just wasn't any other way around it.  

Today, there's social selling and while some view it as a solution for call reluctance, I think it's a crutch.  I'm all for anything that helps a salesperson to sell, but does social selling really do that?  Does adding someone to your LinkedIn network make a sale?  Is having a connection the same as being connected?  Is being connected equivalent to being able to schedule a meeting with that individual?  Is being active in groups the same as making calls?

While we are surely more visible through the social networks, all of that busy work serves as smoke and mirrors for the salespeople who are reluctant to pick up the phone and make calls.  They have hope (by all accounts a good thing), but it's false hope.  After someone accepts the invitation to join their network, they can't reply with, "Now that we're connected, I want to talk with you about what we do.  Is it OK if I call?"  While they can hide behind the keyboard and type a lame request like that, the lack of an actual conversation will make it even more difficult to schedule a meeting.  And you can't have a conversation over email or LinkedIn.

There's an old saying in baseball that has been around forever and used as an anaology for many things:  "You can't steal 2nd base and keep one foot on 1st."  

The same goes for selling.  You can't schedule a meeting if you don't pick up the phone.

Topics: Dave Kurlan, Baseline Selling, sales pipeline, cold calls, scheduling sales appointments, tips on selling

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Best-Selling Author, Keynote Speaker and Sales Thought Leader,  Dave Kurlan's Understanding the Sales Force Blog earned awards for the Top Sales & Marketing Blog for eleven consecutive years and of the more than 2,000 articles Dave has published, many of the articles have also earned awards.

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