Our previous lesson in the LevelJump Sales Enablement Summer School went over how you should build your team. Now, we’re going to talk about the progr...
Do you want to be a better salesperson, but can’t find the time to invest in an hour-long podcast?
Or, heaven forbid, read a book?
Well, you’re in luck. It’s the digital age, my friend, and everyone’s making videos.
Yes, sales videos are an extremely easy way to absorb tips, tricks, and solid knowledge that has been vetted by genuine sales experts.
(also you can watch them at x2 speed and consume information like a fiend).
And the overwhelming majority of these videos are made with the average attention span of a modern human being in mind—which is to say, they’re short! Even the longer ones cap at around only 10 minutes so you can definitely squeeze them into your day.
The best thing about these videos is you can consume them on the go. Watch them on the bus, in line at the grocery store, while your pasta water boils - it’s easy to find the time.
Now, when it comes to sales pundits, there’s a lot to choose from out there. So I’ve taken the liberty of doing the hard work for you and narrowing it down to a list of 15 sales training video channels that you must follow, and they won’t cost you a penny.
Even if you pick 2 or 3, that will give you more than a few hours of brilliant insights from some of the best.
Let’s get into it.
Who better to kick things off with than the fast-talking and motivational Gary Vaynerchuk. He is the patron saint of up-and-coming hustlers and people who have already made it because even today he embodies both spirits. He’s got his hands in media, advertising, athlete representation, the cannabis industry, and is a 5-time New York Times bestseller—and that’s just some of his accomplishments.
While his videos are not necessarily focused on sales, he talks about entrepreneurship, personal branding, motivation, and a lot of other topics that will make you a well-rounded salesperson (you can check out some of the other channels on this list for more nuts-and-bolts sales lessons). Besides, his energy is infectious—think of it as a cup of coffee, without the caffeine.
According to John Barrows, he was fortunate enough to experience an excellent sales education at every level of his career. His sales training program is a response to what he felt was a lack of formalized sales education available in the market.
He put his passion for the improvement of his profession into his work, and thus JBarrows Sales Training was born.
The channel is mostly full of Barrows’ own podcasts which run from 30-60 minutes, but there are also bite-size videos that are full of advice on things that span the sales process, like “Bad Voice Mail Examples” and “Using Small Talk To Your Advantage”.
This channel is great to fortify your basics or to dive deep into one of the many topics he covers on his podcast
With over 20 years as a top executive under his belt, 13 books, and over 800 videos, Antonio’s channel is one of the most formidable resources for salespeople on the internet.
Many of his videos have a hardcore instructional style, so you know more or less what you’re going to get. Also, they usually come in less-than-10-minute chunks, so they are more easily consumed and readily digested than a podcast.
This channel is a trove of learning for salespeople who are trying to grow their careers. Senior leadership might gain more from his talks about leadership and motivation.
Gluckow is founder and CEO of her own sales training organization, a sales speaker, writer, and adviser, as well as the co-host of the Sell Or Die podcast with Jeffery Gitomer (who also features in this list). Of the many words that describe her, “precocious” is up there on that list—her tryst with sales started when she was just six.
Other than her multiple podcasts, her channel has hundreds of bite-size videos of sales tactics and tips. Rather than bingeing, listen to one or two a day and see how you can go about implementing that tip in your sales efforts.
This group specializes in negotiation training and has been at it for over 10 years, helping individuals and teams enhance their ability to negotiate.
Their approach is based on emotional intelligence and human nature, so it’s a scientific method that provides actionable skills. Since human psychology is more or less universal, these skills can be used across cultures to great effect to influence the other side’s decision-making.
The majority of their videos are short, coming in below 3 minutes. These are solid, proven tips that you’ll want to incorporate in your own negotiation process.
Self-proclaimed loudmouth and CEO of A Sales Guy, Inc. (the temerity of this guy to name his company that!), Keenan is an extremely well-known and accomplished sales guru, keynote speaker, and author. Also a ski instructor. And he’s been named in the Top 50 Most Influential Sales and Marketing People by “Inc.” magazine every year since 2012.
He developed a sales method called “gap selling” which is a different and effective way of approaching sales. Many of his videos cover this topic, but he’s also giving out solid insights and answering questions that cover the basics.
This channel is good for anyone who wants to know more about gap selling, but also for those looking to hone or brush up on their sales basics.
This is a professional resource founded by Robert Cialdini, a doctorate who has spent his entire career researching the science of influence earning him a worldwide reputation as an expert in the fields of persuasion, compliance, and negotiation. That makes him more than qualified to talk about sales.
He is a speaker and trainer, and trains people to become CMCT trainers, that is, a Cialdini Method Certified Trainer. Yes, he has his own method that became a certification.
He has a good mix of bite-size and longer (half-an-hour-ish) videos. Currently, he has less than 100 videos so you can go through the whole thing in a month if you watch a couple of videos every day, and maybe save the longer ones for the weekend. Think of it as a course in the science of persuasion.
This channel specializes in making B2B sales simple. By his own admission, he’s not a sales guru, he’s just a sales professional, like you. His bit is that he was fed up with the “dry, corporate BS being shoveled out to sales reps” (his words, not mine), so he came up with a podcast that aims to be a little more engaging.
The salesman.org podcast features a wide variety of guests including NASA astronauts, Olympic athletes, UFC fighters, and world-leading neuroscientists. It’s a great show to listen to for anyone in B2B sales.
Weinberg is one of the most trusted and sought-after sales experts in the world today. He is a consultant, coach, speaker, and has written 3 bestsellers. He is well known for his blunt, inimitable style, delivered with a sense of humor, and heavy on the practical, tactical approach. All of this is on full display in his channel.
There is a lot of content made specifically for sales leaders, unlike most of the channels in this list. So managers, listen up. Sales management is one of his specialties (the other being New Business Development). Drop in for some quick pearls of wisdom.
Konrath is a sales strategist, speaker, and the author of the sales books Selling to Big Companies and SNAP Selling. She defines her career “by her relentless search for fresh strategies that actually work in today’s sales world.” Her expertise is selling to the corporate market, and she has helped many companies inject new life into their sales.
Her videos are aimed at helping sales teams generate and close more leads. Tune in to get the benefit of her search for fresh strategies. Her videos work as a great crash course for several topics like prospecting, sales strategy, and objections, with each one not totaling more than 2 hours of footage.
Iannarino runs a firm focused on B2B sales coaching and consulting as well as a learning management system for sales professionals and sales managers. He is also the author of The Sales Blog (imagine how long he’s been in the game to have secured that domain name). Besides that, he runs a staffing company and teaches at Capital University.
He covers a lot of sales topics in-depth in bite-size videos. His “Iannarino Every Day” series has hundreds of videos ranging from 2-10 minutes covering topics as wide as interviewing for a sales job to what you shouldn’t say about your competitor. These are quick, actionable insights from one of the industry’s best.
Halpern rose to fame on the back of his highly popular marketing blog, Social Triggers, and is known for his focus on entrepreneurs. Even so, his YouTube channel has a lot of great content for sales folks too.
This channel is a good resource for people who want to get into the psychology of sales and marketing, especially those salespeople who are taking the entrepreneurial route. You will learn about—among other things—persuasion, negotiation, and, as Halpern puts it, “selling without the sleaze”.
He wants to make you a master persuader and salesperson, especially those of you who don’t have the time (which is, of course, all of us). In his own words, “Instead of digging through hundreds of books, thousands of academic research papers, and wasting time on strategies by so-called ‘experts’,” subscribe to his channel.
Sandler Training is a global leader in sales training, management training, and corporate training. Their channel has a lot of resources on sales leadership hosted by their own professional trainers, so you know they are going to be worth your time.
Sales leaders will gain the most from these videos, which cover topics like organizational excellence and leadership blind spots. But there’s plenty of information that will benefit salespeople across the board. For example, they’ve converted their most famous book, The Sandler Rules (49 selling principles) into a 49-part video series of bite-size clips presented by their president and CEO.
Brian Burns is a bona fide B2B sales guru. He hosts 4 podcasts on B2B sales, career on sales, sales revenue, and B2B leadership. He’s written 4 books on B2B sales. Before he ventured out on his own as a consultant and trainer he had 20 years of experience in enterprise software sales.
And what is the most brutal truth about sales according to Burns? “Salespeople aren’t good at empathizing with their customers. They focus on themselves, what they want, or what they care about while the customers are responsible for translating that into what they need and what they want.”
He claims that his channel is for any salesperson. Many of his videos are solid sales training, covering topics like social selling, Linkedin, Salesforce, cold calling, challenger sale, strategic selling, spin selling and sales training. Focus on the topic you want to learn about, or pick a video at random. While you’re there, check out some of the funny animated shorts he’s posted.
Well, OK, maybe this one isn’t chock full of solid sales insights that have been built over decades with hard-won knowledge and the whole blood-sweat-tears thing. But it’s sure full of a lot of laughs, and sales folks sure could use some of that now and then, right?
This channel creates small sketch videos that lampoon the world of SaaS sales. Videos like “Sh*t New Sales Reps Say” and the “Quarantine Sales Manager” are sure to make you smile after a long day of cold calling.
Go on then, take a load off. You’ve earned it.
You won’t need every single channel that we’ve curated here. But with a few combined, you’ll have at least a dozen hours or so of solid sales training to catch up on.
So don’t dilly dally. Go through a few of the channels here that intrigue you the most and bookmark them NOW. Then plan and block some time for you to watch these videos— do you want to watch during breakfast, or at the end of the day, or while you exercise? It doesn’t matter. You don’t even have to finish them in one stretch, you can hit the pause button and get back to it tomorrow as long as you can retain the context.
That’s it from me. Over to you now!
Spencer is the product marketing manager at LevelJump. He comes from the world of content and loves helping B2B SaaS companies find exactly the right people who love a product, and figuring out exactly how to tell that product story so it resonates and compels action. You can find him on LinkedIn.