Documenti di Didattica
Documenti di Professioni
Documenti di Cultura
In 2013, American companies alone spent $164.2 billion on training and development, including
external providers, internal expenses and tuition reimbursement, according to The American Society
for Training and Development. Companies spent approximately $2.2B in 2013 on hiring sales
training companies, one of the top five outsourced training expenditures, according to Training
Industy.
Clearly, if your team needs sales training, there's a lot of options out there. But before your
company forks over any more of your hard-earned revenue on sales training, you should check out
the hours of free training on YouTube first. Whether you and your team need some bite-sized
instruction, a full course correction or just a bit of motivation, theres a wide variety of YouTube
sales training channels that can help you.
These channels are run by well-established sales experts -- they're bestselling authors and well-
known speakers in the industry. YouTube isnt their only outlet, but it's one this group has smartly
leveraged as the site has grown to reach more than one billion users.
1) Jeffrey Gitomer
Jeffrey Gitomer, known to many as the King of Sales, is the author of 13 sales books and a National
Speakers Association Hall of Fame member. You might know him from The Little Red Book of
Selling, the best-selling sales book of all time (and one of our picks for 10 must-read sales books for
rookie reps). With his books translated into 14 languages, he is literally known the world over for
his simple, insightful, and direct sales advice. After watching a few of his videos, go re-read one of
his books. I guarantee youll hear his voice in your head.
I recently featured a few of Gitomers videos on writing sales emails on this blog. But my favorite
video is "Stop Closing and Start Providing Value, or Lose to Price."
Watch "Fear of Rejection is Bogus!" too: It thoroughly explains the attitude salespeople need to
have to be successful.
2) Jill Konrath
An award-winning author and highly sought-after keynote speaker, Konrath provides practical and
modern strategies in her videos to help sales teams generate and close more leads. She is an expert
at advanced prospecting strategies including positioning value to prospects through messaging and a
big advocate of the mantra "Always Be Learning."
To drive home the importance of silence in sales (especially when it's uncomfortable), I often
recommend the video Stunningly Unused Sales Technique." And my favorite is "3 Components
Every Value Proposition Must Have."
3) Influence at Work
Robert Cialdini, Ph.D., is the founder of Influence at Work. He's dedicated the majority of his career
to researching the psychology of influence, and I keep a copy of his book Influence: The Science
of Persuasion in my cars CD changer. Admitting to listening to a CD might seem really dated, but
the fact that I haven't purchased any CD in more than a decade just shows how amazing his stuff is.
The video you should watch first is Science of Persuasion," where he explains the six principles
that guide human behavior. Dont just listen -- the video boasts really slick animation that
accompanies the audio. (I cant wait for autonomous cars so I can watch these on the road. I wonder
if theyll have disc changers or YouTube in them -- Elon?)
Another must-watch video introduces the core concept of a book Cialdini co-authored with Steve
Martin and Dr. Noah Goldstein called The Small Big -- the secret to finding the smallest change
that will have the biggest impact.
4) Art Sobczak
Sobczak is known for his hands-on, practical advice for telephone and inside sales professionals. He
pioneered the concept of Smart Calling, an approach to proactive prospecting that starts with
researching prospects in order to break through the barrage of cold calls buyers now tune out. He
published a best-selling book of the same name.
Most of his videos share how to to do smart calling, including How to Quit Cold Calling and
Smart Call Instead."
But my favorite are his more creative videos, including "Make Sales Great Again" and this mock
commencement address video, The Commencement Address Graduates Need to Hear, But Won't.
It rings true, and if you're a new graduate or ever have experience issues in the workplace, watch
it.
5) Brian Tracy
Tracys company, Brian Tracy International, offers training on a variety of subjects. They provide
sales training as well as other topics applicable to advancing your sales career, such as personal
development, time management and leadership training. Over the last 30 years, Tracy has consulted
more than 1,000 companies, and has spoken to more than 5 million people at over 5,000 talks in
more than 70 countries. At 72, hes not slowing down, addressing more than 250,000 people at
keynotes per year.
If his stamina alone isn't enough to inspire you, his YouTube channel -- "Success Channel" -- will. It
features his renowned seminars on leadership, sales, and management effectiveness.
In one of his most recent videos, Applying the 80/20 Principle to Goal Setting," he teaches
salespeople how to apply the Pareto principle to goal-setting in order to speed up your success.
For a more thorough look at maximizing your sales productivity, watch Tips to Structure Your
Day."
6) Dave Kurlan
Dave Kurlan, world-renowned expert on sales hiring, sales development, and sales management
(and a personal mentor of mine), is the bestselling author of "Baseline Selling," as well as owner of
training firm Kurlan & Associates and salesperson assessment firm Objective Management Group
(OMG). OMGs assessments are used by hundreds of sales training organization around the world
to assess salespeople, giving Kurlan access to more data about more salespeople than anyone else.
Despite Kurlans access to a ridiculous amount of data and insights, he manages to keep his
YouTube videos for salespeople simple and actionable. He and his associates from Kurlan &
Associates discuss sales and management tactics on YouTube.
A must-watch, and his most-watched video is about getting salespeople to stop making excuses.
And if youre in sales management, watch "Use of Assessments When Hiring."
7) Mike Weinberg
After I tell new salespeople to read "Baseline Selling," I follow it up with Weinbergs "New Sales:
Simplified."
If youre wondering why your new sales arent soaring, watch Weinberg talk about the importance
of having the right sales DNA.
8) Gerhard Gschwandtner
As CEO of Selling Power Magazine, Gschwandtner is no stranger to telling great sales stories. On
his channel, he interviews the worlds sales experts, including many of the ones Ive listed above.
Listen to his interview with Cialdini, titled How to Persuade without Pressure."
Watch How to Teach Business Acumen to Salespeople to learn about the importance of being able
to talk numbers and finance with business leaders, with guest Julie Thomas, CEO of ValueSelling
Associates.
With more than a million views on his channel, Gschwandtner is delivering lots of value to lots of
salespeople.
9) Mark Hunter
Mark Hunter, also known as The Sales Hunter, is the author of "High Profit Selling" and an in-
demand speaker and workshop facilitator. As an 18-year sales veteran of multiple Fortune 500
companies before starting his consultancy, he knows what hes talking about.
In most of his videos, Hunter offers tips on how best to improve your close rate by fine-tuning your
negotiation skills.
For a taste of his videos and his expertise, watch "3 Fatal Mistakes When Giving Your Price."
Learn about Hunters three Ts of negotiating (time, trust, and tactics) in Negotiation Skills that
Rock.
Believe it or not, before the internet (or YouTube) existed, not every expert was famous. I know --
it's hard to believe that expertise was built client by client, engagement by engagement. But the
experts below were coaching salespeople while the YouTube co-founders were still in diapers.
Recognizing YouTubes ability to reach a global audience, these experts are tapping into it to reach
well beyond their tight-knit circles of satisfied clients.
You dont need to publish books to be YouTube-famous. Neither PewDiePie nor Rosanna Pansino
of Nerdy Nommies are Nobel Literature laureates. But that doesnt stop them from minting millions
of dollars annually just by publishing videos on YouTube. (In case you're wondering, these are two
of my 8-year-old sons favorite YouTube Creators.)
Same goes for sales experts. These up-and-comers are pioneering sales training delivery on
YouTube without the preponderance of prior fame. Whats great about this new generation of sales
experts is the level of production they put into their videos. These arent your daddys sales training
videos.
While there are probably thousands of sales consulting firms you could hire to help you sell better,
there are a few that have separated themselves from the pack over the last few decades. The
following YouTube channels are run by the heavy hitter sales consulting firms.
21) Richardson
Founded by sales and sales coaching expert and 10-time author Linda Richardson, the Richardson
Group is a 130-person strong global sales training and development organization. Like Sandler, they
have developed their own selling methodologies, but focus on building a customized sales training
strategy and performance improvement plan for each client.
In many of their videos, the Richardson Group provides a sneak peek into their training services
with actionable sales tips.
Watch "Sales Presentation Quick Tips" to learn ways to get your client to interact with you during
your presentations. Or watch this video to learn a simple four-step model for handling any sales
objection.
25) HubSpot
HubSpots YouTube channel covers both sales and marketing topics. Always experimenting with
new platforms for our own marketing and sales, we started using YouTube to get our message out in
2008. My favorite video from back in the day is when Mark Roberge and Dan Tyre's Dude, Cold
Calling is for Losers and its not just because Dan Tyre is cold-calling Mr. Caputa." Enjoy.
This year, we published a free six-hour sales training program. Like Sandler and Richardson above,
weve developed our own sales methodology as we scaled our revenue from zero to $100 million
and beyond. In this free online sales training program, we shared our process so that you can build
yours more easily. The entire program is not on YouTube, but heres a sneak peek of HubSpot CRO
Mark Roberge talking about it.
Get free access to the full program here.
Its great to get advice from companies who know your industry.
While a good sales trainer can quickly adapt their lessons for different selling situations, when it
comes to videos on YouTube, most dont bother to create videos for your world. The following
channels focus on helping salespeople in very specific industries.
Much of the approaches they share are applicable across industries -- especially if you extract the
lessons from the language. So you might consider tuning in even if theyre not covering your space.
Not exactly an industry but certainly distinct from traditional B2B or B2C selling, multilevel
marketing heroes are nothing new. Since independent direct sellers face a crazy amount of but its
a pyramid scheme objections, these orgs rely on successful idols to motivate the troops.
Having tried and failed to build an Amway business in my early twenties, I can somewhat
appreciate the commitment required to be successful in multilevel empire-building. Back then, we
bought books and listened to tapes from the previous generation of MLM motivation experts. Its
how I first heard of Napoleon HIll and Dale Carnegie and got introduced to their seminal sales
books. Even though I didnt stick with Amway, I learned a lot during that time that helped me later
in my career when I had to sell my own services and when building HubSpots sales team.
Today, it makes sense that the experts teaching and motivating network marketers are on YouTube
giving their advice away for free so they can eventually sell their books, paid training and their
business opportunities. Plus, teachings from these experts are just as applicable and much more
modern than Hills and Carnegie's.
The following group of people are more than internet-famous. Tony Robbins is truly a household
name and Gary Vaynerchuk is synonymous with the word Hustler amongst a global sales and
marketing crowd.
These stars are accomplished entrepreneurs who exude confidence. Its hard not to be inspired and
motivated -- you could even say infected -- by their energy. Their stories and messages have
attracted millions of YouTube followers from around the world. White it might be hard for the
typical quota-carrying sales rep to relate to these superheros, many certainly draw inspiration.
Subscribe to be inspired by their personal stories and to learn from their seemingly several lifetimes
of lessons.
The volume and quality of sales training content on YouTtube is high. Itll take you a while to get
through this list, let alone the rest of the sales training content on the site.
But this is just the start. These videos should lead you to better sales results, but they'll also direct
you to more training and more insight from these and other sales experts.
Plus, theres new sales training material published online every day. Im a big believer that all
information will eventually be free. Content drives commerce more than ever and quality content is
key to cutting above the noise. So sales training will eventually be free as a way to sell sales
consulting, coaching and software.
For example, marketing our sales software was our motivation to build a free video sales
training program thats now been viewed by thousands of salespeople, sales leaders and marketers.
Many of the sales experts above have other products to sell that justify their time and expense in
creating these videos. We also write this blog so that we can increase our chances of you trying our
software.
With YouTube, sales experts get more than just free hosting. They get a platform that helps them
build and nurture an audience. So I predict that this list is just the start of sales experts publishing
even more and higher-quality video content. These are the pioneers. But in the future, this list will
be much longer. In fact, I bet that I missed quite a few.
Want to help me make this list comprehensive and keep it updated? Suggest other channels in the
comments and Ill periodically update this post.