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 Industry, Inc.
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, there’s a wide variety of YouTube sales training channels that can help you.
To help you find the right ones, I invested a few hundred hours over the last few months sifting through dozens of these channels to create what I think is the first-ever guide to sales training video channels on YouTube. You’ll find a short description of each channel as well as a few examples of especially informative or entertaining videos from each.
Warning: If you’re supposed to be productive today, bookmark this post and come back to it. Otherwise, you might spend all day on YouTube.
Tried & True Sales Experts
These channels are run by well-established sales experts — they’re bestselling authors and well-known speakers in the industry. YouTube isn’t 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 you’ll hear his voice in your head.
I recently featured a few of Gitomer’s 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 car’s 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. Don’t just listen — the video boasts really slick animation that accompanies the audio. (I can’t wait for autonomous cars so I can watch these on the road. I wonder if they’ll 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 Sobzcak
Sobzcak 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
Tracy’s 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, he’s 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). OMG’s 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 Kurlan’s 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.
7) Mike Weinberg
After I tell new salespeople to read “Baseline Selling,” I follow it up with Weinberg’s “New Sales: Simplified.” (Here’s my reasoning for both recommendations.)
If you’re wondering why your new sales aren’t 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 world’s sales experts, including many of the ones I’ve 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 he’s 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 Hunter’s three T’s of negotiating (time, trust, and tactics) in “Negotiation Skills that Rock.”
Accomplished Sales Consultants
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 YouTube’s ability to reach a global audience, these experts are tapping into it to reach well beyond their tight-knit circles of satisfied clients.
10) Jim Pancero
For over 40 years, Jim Pancero has been delivering sales training, keynotes, and consulting. He’s a feet-on-the-street sales consultant who has helped over 600 sales teams across 80 different industries. An expert in both sales, sales management, and proactive customer service, Pancero focuses exclusively on B2B selling where products are relatively high-priced and complicated to sell.
For an introduction to his expertise, watch “Your Price is Too High! 7 Steps to Defending Price.”
And make sure you check out testimonials from some of his clients. Here’s one that gives you a feel for the real-world, practical training Pancero provides.
11) Alan Gordon
Alan Gordon is the author of “The Big Book of Sales,” a 151-page collection of sales advice from Gordon and a community of sales professionals. Gordon’s website (chock-full of advice) and his videos are all free — they act as a magnet to attract coaching clients. Seems like Gordon is not just a sales expert, but an inbound marketing expert too.
In one of his most popular videos, he explains how to answer the “Sell Me this Pen” sales interview question.
And one more thing — I might be dating myself a bit by highlighting this video, but if you haven’t seen Columbo or subscribed to Gordon’s channel, you may be missing out on some quintessential sales skills. Watch The Columbo Close here.
You don’t need to publish books to be YouTube-famous. Neither PewDiePie nor Rosanna Pansino of Nerdy Nommies are Nobel Literature laureates. But that doesn’t 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 son’s 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. What’s great about this new generation of sales experts is the level of production they put into their videos. These aren’t your daddy’s sales training videos.
12) Will Barron
Will Barron is as much a blogger and podcaster as he is a salesperson. His Salesman.Red blog and podcast reaches more than a half a million people each week.
More than any other, he seems to be connecting with millennial salespeople — not just because he’s speaking to them on their medium of choice, but because young hustlers love his tone and in-your-face, somewhat irreverent style. He has frequent guests on his video podcast who are sales heavyweights, and intermixes them with short, informative video rants where he’s the star. He also shares sales lessons from famous people like David Bowie and Barack Obama and creates videos featuring them and their advice.
To get a taste of what the kids are watching these days, watch Barron’s play-by-play of an argument about persistence and harassment in prospecting and harassment in prospecting between two sales video heavyweights, Grant Cardone and Gary Vaynerchuk.
(Read my slightly different take on the debate, if you want to really dive into this one.)
If you’re really ready for some of Barron’s blunt advice, watch “Shit Salespeople Say on The Phone.“
For ideas of what to say instead, these articles will help you steer clear of those played-out phrases:
- 9 Obnoxious Sales Phrases That Make Prospects Hang Up on You
- 17 Terrible, Horrible, No Good, Very Bad Sales Phrases That Turn Prospects Off
- 5 Phrases That Will Kill Your Sales Deal
- 8 Weasel Words to Avoid in Sales Conversations at All Costs
- 5 Phrases That Are Poison to a Sales Conversation
See why I love Salesman.Red? Brothers from another mother, maybe?
13) Marc Wayshak
Wayshak sold his first business at 23, the one he started to put himself through college. His bestselling book “GamePlan Selling” is a favorite here at HubSpot. (We have similar thoughts about the way sales has changed.)
What I love most about Wayshak’s videos are their simplicity. He’s one of the few tried-and-true sales experts who has also mastered the craft of producing high-quality videos for YouTube.
To see what I’m talking about, watch “5 Easy Phone Sales Tips.”
In a rut? Watch (and complete) Wayshak’s “5-Day Sales Challenge” to get back to the basics and put new prospects into your funnel.
14) Sales for Life
Helmed by Jamie Shanks, one of the world’s leading experts on social selling, Sales for Life provides training, a community and coaching for social selling. Featuring Shanks’ partner, Amar Sheth, Sales for Life’s Social Selling in 60 Seconds videos are a quick and easy way for you to learn why you should integrate social into your sales process.
As an Active Listening advocate, one of my favorite videos of Sheth’s is “4 Simple Reasons Why Salespeople Should be Chief Listening Officers,” in which he discusses the importance of listening to what your prospects say on social sites.
Sales for Life also has a series of videos featuring social selling tools, including HubSpot Sales.
15) Jennifer Gluckow
Just as the title of Jennifer Gluckow’s channel — Sales in a New York Minute — suggests, her videos teach you successful strategies that will have you closing sales in less than a minute. As a local, face-to-face salesperson herself, her videos effectively cover the importance of networking, prospecting and in-person selling.
If you’re a member of a Business Networking International (BNI) group, you’ll recognize the advice in “The Secret to Smart Networking.”
And just when you thought you might be too old to take a selfie, watch how Gluckow uses selfies to personalize her follow-ups.
16) Annette Lackovic
Annette Lackovic, also known as Netty ‘D, puts a very fun spin on her sales videos and aims to encourage female entrepreneurship. Watch Lackovic’s intro video to get a full appreciation for how rapping can make sales training more fun.
If Fergie Duhamel (of the Black Eyed Peas) did sales training, this is what it might sound like. Personally, I’m hoping she teams up with Jill Konrath and Brian Tracy to create a full music sales training group. Who knows, Maybe they can open for BEP’s reunion tour?
17) Vanessa Van Edwards
As a body language and behavior expert, Vanessa is more of a researcher than a salesperson herself. In a way, she’s a younger, female version of Robert Cialdini. Backed by years of research and study, her videos and workshops can help you sell yourself, your business and your product — whether you’re trying to land a date or close a deal.
Check out her dance moves on “5 Killer Science Based Sales Techniques” (the techniques are smooth too).
Or need a reminder of how to work a room at a networking event or make a great first impression in your first face-to-face meeting with a new prospect? Watch “8 Steps for Approaching Someone New.”
Top Sales Consulting Firms
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 big, global sales consulting firms.
18) Sales Benchmark Index (SBI)
SBI is a “management consulting firm specializing in sales and marketing that is dedicated to helping you Make Your Number.” Focused on helping larger companies improve their sales results, SBI’s YouTube channel covers sales strategy at a leadership, and management level as opposed to most other channels that emphasize helping individual reps.
Their videos follow an interview format and are filmed in their own studio, featuring SBI’s own marketing and sales consultants.
For a sample, watch “How to Beat the Competition and Increase Revenue Growth.”
Unlike most sales experts on this list, SBI is also an expert at leveraging marketing to predictably generate revenue. Especially in big companies, it’s critical to align marketing and sales. If you fit this ticket, watch “Aligning Your Content Marketing Strategy with Your Company’s Overall Objectives.”
19) Sandler Training
With franchise-owned training centers around the world, Sandler Training is a leader in sales, management, and corporate training, as well as business consulting and coaching.
First created by David Sandler in 1967, The Sandler Selling System, was one of the first consultative selling systems that’s still very applicable today. Now led by Dave Mattson, Sandler has grown to be one of the largest and probably the most recognized sales training company in the world. Today, their training has expanded beyond sales training to include courses on enterprise selling, sales leadership, and customer service to name a few.
To get a feel for the importance of some of their time-tested lessons, watch: “You Have to Learn to Fail to Win, Sandler’s Rule #1.” Another one of my favorites is “Answer Every Question with a Question.”
20) MHI Global
MHI Global is made up of a powerhouse ensemble of sales training companies including Huthwaite, Achieve Global, Impact Learning Systems, Channel Enablers, CSO Insights, and heavyweight Miller Heiman. The combined company is the largest sales services company in the world and Miller Heiman has been a leader in sales performance and insight for over 35 years.
Be surprised by the thoroughness of MHI’s solutions by watching “What Does Your Customer Want?” And watch CSO Insights founder Barry Trailer’s “How You Sell vs. What You Sell” to learn how to be valuable, maybe even irreplaceable, to your clients.
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.
Sales Technology Companies
22) Sales Scripter
Sales Scripter helps sales teams create consultative sales processes through materials such as question sheets, email and voicemail templates. Their channel previews the sales process creation process embedded into their software.
If you’re intrigued by what they do as I was, watch this video that explains their product. Want something more immediately actionable? Watch this recorded webinar, “Building a Value Proposition that Generates Leads.”
23) LinkedIn Sales Solutions
Linkedin’s Sales Solutions channel features videos explaining how to use Sales Navigator, testimonials from customers, as well as instructional social selling videos from social selling experts, Joanne Black and Neal Schaffer.
HubSpot’s 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 it’s 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, we’ve 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 here’s a sneak peek of HubSpot CRO Mark Roberge talking about it.
Get free access to the full program here.
Niche Sales Training Channels
It’s 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 don’t 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 they’re not covering your space.
25) McDaniel Real Estate Systems
McDaniel Real Estate Systems is a live video podcast featuring two real estate practitioners, Greg McDaniel and Matt Johnson. They cover real estate sales best practices including marketing, lead generation, prospecting, securing listings and farming neighborhoods.
From watching a bunch of their videos, it’s clear that McDaniel helps real estate professionals project confidence in their words and actions.
To get a taste, watch “How to Prospect Like a Rockstar.”
They also post interviews with top producers like Misty Soldwisch, who sold 359 homes last year.
26) Steve Richards
Automotive sales easily gets one of the worst reputations in sales. Steve Richards provides car sales tips and shows auto salespeople how to overcome their biggest challenges.
I particularly love Richards’ video titled, “If you can’t justify the price, you don’t belong in sales,” where he shares three ways to deflect price objections.
While his tactics are a bit too slick for my taste, his approaches are solid. And who am I to judge? I’ve never sold a commodity that can be instantly price-shopped via the internet.
27) Sean T. Bradley
Another channel aimed at automotive salespeople is Sean T. Bradley TV. Bradley’s channel has a bit higher production value than Richard’s.
But so that you can compare these two channels’ advice head to head, here’s a video on handling price objections in a very different way.
Many of Bradley’s videos focus on motivation, organization and inspiration, like this one from his Make Money Mondays Series.
Modern, Multi-Level Marketing (MLM) Magic Makers
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 it’s 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. It’s how I first heard of Napoleon HIll and Dale Carnegie and got introduced to their seminal sales books. Even though I didn’t 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 HubSpot’s 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 Hill’s and Carnegie’s.
28) Cesar L. Rodriguez
As a speaker, sales trainer, and success coach, Rodriguez focuses exclusively on direct sales and network marketing programs. He’s an executive director of LegalShield, an MLM opportunity that provides human resources to small businesses. He has thousands of people in his organization, but spends most of his time training and coaching now.
And learn how to use Judo-like sales moves to close analytical and skeptical prospects.
29) Matt Morris
If you’re in sales or a business owner yourself, Matt Morris of The Unemployed Millionaire should be your idol. (After watching his stuff, he’s definitely my newest one.)
The author of eight bestselling books, Morris achieved millionaire status at 29 years old after being in debt just a few years earlier. He’s built massive multi-level sales teams for multiple direct selling organizations, as well as one of the largest personal development organizations in the world. He’s also visited 70 countries.
Feel like a slacker yet?
If so, watch some of his videos for inspiration. He’ll urge you to chase after bigger dreams, while showing you the incredible life that network marketing can enable you to have.
The Inspirational, Entrepreneurial Motivators
The following group of people are more than internet-famous. Tony Robbins is truly a household name and Gary Vaynerchuk (who’s keynoting at HubSpot’s 2016 INBOUND conference) is synonymous with the word Hustler amongst a global sales and marketing crowd.
These stars are accomplished entrepreneurs who exude confidence. It’s 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.
30) Tony Robbins
Robbins is an amazing person. After being chased from his home by his mother at knifepoint when he was 17 years old, he is now the most well recognized motivational speaker in the world. In between speeches, though, he’s also a ridiculously successful entrepreneur (chairman of a $5 billion holding company), best-selling author and a philanthropist who helps millions of people around the world.
He is driven by his mission to help people in all of his pursuits. Check out his video “Change Your Life — Be a Leader” to get inspired.
And learn about the importance of coaching from the master himself.
31) Grant Cardone
Grant Cardone is no slouch either. His extensive portfolio of success includes a New York Times bestseller, a radio show, and three successful companies with holdings of $350 million.
In addition to providing sales training to companies like Google, Sprint and Ford, he is a social media expert to boot. With almost a million Facebook page likes, more than 350,000 Twitter followers, 46,000 LinkedIn followers, and over 155,000 YouTube subscribers, I’d say he knows what he’s doing.
But you can get some of his best advice for free — watch “Stop Selling, Start Closing” now.
32) Gary Vaynerchuk
With over 240,000 subscribers, Gary Vaynerchuk’s channel is a must-watch. The brash social media star has built two successful companies into the tens of millions of dollars revenue range and written several best-selling books.
If you’re looking for inspiration to get started doing something you can love, watch this video — “6 Minutes For the Next 60 Years of Your Life.”
And you have to watch “The Most Important Word Ever,” because you need to know the most important word ever, right?
33) Tai Lopez
I’m not sure what happened first: Seeing this ad on YouTube (a video tour of Lopez’s massive mansion) or subscribing to his channel.
Either way, Lopez lives the good life and works smarter (and harder) than your average bear.
At a young age, Lopez discovered what many people go years without knowing when he asked his grandfather for the answer to “life’s hard questions.” His grandfather responded by sending him books to read, suggesting that no one knows all of the answers. That started his love affair with learning and lead to him reading literally thousands of books and seeking out some seriously successful mentors.
Lopez is now an “investor, partner, or advisor to over 20 multi-million dollar businesses.” His videos cover way more than just sales, helping his followers achieve “the four pillars of life: health, wealth, love and happiness” too.
A constant learner, many of Lopez’s videos feature videos with lessons from other entrepreneurs. Here’s an interview with someone you might recognize.
Free Video Sales Training Is the Future
The volume and quality of sales training content on YouTtube is high. It’ll 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, there’s new sales training material published online every day. I’m 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 that’s 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 I’ll periodically update this post.