Kevin "KD" Dorsey

CRO at finally - Founder of Sales Leadership Accelerator - The #1 Sales Leadership Community & Coaching Program to Transform your Team and Build $100M+ Revenue Orgs - Black Hat Aficionado - #TFOMSL

Formal Education will make you a living… Self Education will make you a fortune. – Jim Rohn

Sales Leadership Accelerator - The #1 SaaS Sales Leadership program - 
www.salesleadershipaccelerator.com


Patreon Group - Monthly Live Trainings, Podcasts, AMA's and more!
https://www.patreon.com/insidesalesexcellence

Awards and Recognition

- DemandBase Top 25 Sales Leaders
- Salesforce - Top Sales Influencer to Follow
- InsideSales top 10 Sales Leader
- Pavillon 🗣 Lecturer of the Year
- Salesforce Top 16 Sales Influencers to Follow
- Ambition Top 100 Sales Coaches
- SalesLoft Rev Star
- TOPO Sales Development Exec of the Year
- LinkedIn Top Sales Voices
- LinkedIn Sales Star
- The Modern Sale Top 100 Global Sales Leaders
- Crunchbase Top Sales Leaders You Should Know

I believe in focusing on the "person" in "salesperson" 

As I've grown as a leader I have a better understanding of what truly drives behavior, motivation, and long term success. If we can make better people, the sales will follow. 

I love scaling sales teams. I have built multiple teams from 0-150+ reps, revenues from 0-100M+ ARR (multiple times). 2 Unicorns (ServiceTitan and Tebra) I believe in processes and systems, paired with skill development, as the code to success. 

I also love to share what I have learned, and what I am learning with others. I consult all sorts of different companies and people as they look to improve their results. I mentor and consult early, mid, and late-stage SaaS companies all across the world. Sharing my playbooks and processes for scaling sales teams successfully.

I have spoken at the top conferences across the country, mentor/coach start up's across the country, and love sharing as I go. 

If there is a book on sales, psychology or influence I have probably read it. I am a voracious learner and am constantly pushing myself and my team to reach new heights of achievement. Because of my own internal desire to learn and grow, that also gets translated out to my team with non-stop growth, coaching and training.

Founder & CEO

The Sales Leadership Accelerator is #1 SaaS Sales Leadership Program

https://www.salesleadershipaccelerator.com/slamembershipoverview

Ya’ll these are the exact trainings, systems, processes I’ve used to build 4 teams over 100 people, 2 unicorns (working on my third) and have trained 1000s of others on as well. 

That's part of what makes this different, is I'm still doing it. 

I'm still in the game. I'm still executing on these things, fine tuning, improving, and growing. 

These aren't the tactics that worked 8 years ago, this is the stuff working NOW.

That’s what the Sales Leadership Accelerator is all about. 

A program to level up the LEADERS!

Leaders need systems, processes,and skill development too. 

That's what this is all about.

Over 15 hours of leadership training (sorry ya’ll, no micro course here, if you want one of those, go somewhere else! it takes more than 90 min to learn this stuff. ) That has been incredibly highly reviewed by 100s of sales leaders and companies. 

Covering things like… 

The BIPSY Leadership Methodology
The WGLL and 4Ds
How to run 1x1s
How to truly develop skills
Coaching and Motivation
Tough Conversations and Accountability
Issue Diagnosis and Metrics
And much more!

Plus over 12 Templates you can take and make your own tomorrow. 

1x1s
Coaching Plans
Issue Diagnosis Checklists
Calls Scorecards
Goal Calculators
And more

Plus monthly group calls, AMAs, and outside experts.

Join today!

"We're about to hire our first sales rep. Any pitfalls to avoid?"

Got this text last night from a founder.

Told him I could write a book on all the mistakes I've made/seen other make, but I'd try to give him the fast stuff. 

1. 𝗗𝗢 𝗧𝗛𝗘 𝗠𝗔𝗧𝗛 𝗢𝗡 𝗚𝗢𝗔𝗟𝗦

Set clearly defined and attainable targets.

Actually run the numbers. Can they realistically hit what you're expecting?

Most founders set impossible goals then wonder why reps fail.

2. 𝗬𝗢𝗨𝗥 𝗥𝗔𝗠𝗣 𝗜𝗦 𝗪𝗥𝗢𝗡𝗚

Whatever timeline you're thinking, double it.

Then add a month.

First reps take longer than you think. Always.

Even if they have 'industry' experience. They have zero experience in your org. 

3. 𝗧𝗛𝗘 𝗙𝗢𝗨𝗡𝗗𝗘𝗥 𝗗𝗜𝗦𝗖𝗢𝗨𝗡𝗧

Take YOUR sales performance and cut it by 30%.

That's what your first rep will do. Initially.

You have founder magic. They don't. You know every objection by heart. They're learning.

Stop expecting them to sell like you do.

4. 𝗗𝗢𝗖𝗨𝗠𝗘𝗡𝗧 𝗪𝗜𝗧𝗛 𝗖𝗢𝗡𝗧𝗘𝗫𝗧

Record all your demos. But here's what most miss:

Do a second recording breaking down WHY you did what you did.

"I asked this question because..."
"I pivoted here when they said..."
"I ignored that objection because..."

The context is more valuable than the demo itself.

5. 𝗕𝗨𝗜𝗟𝗗 𝗧𝗛𝗘 𝗪𝗚𝗟𝗟

What Good Looks Like. Document it all:
- How leads should be worked
- What discovery should accomplish
- How demos should flow
- Follow-up cadence and messaging

If it's in your head, it doesn't exist.

6. 𝗛𝗜𝗥𝗘 𝗧𝗪𝗢, 𝗡𝗢𝗧 𝗢𝗡𝗘

There's no perfect sales hiring process.

Two reps create competition. Comparison. 

One rep? You'll never know if it's them or your process that's broken.

7. 𝗖𝗛𝗔𝗥𝗔𝗖𝗧𝗘𝗥 > 𝗦𝗞𝗜𝗟𝗟

Don't get blinded by experience.

Hire for character traits first, skill second.

Coachability. Curiosity. Grit. Work ethic.

You can teach product. You can't teach character.

8. 𝗠𝗔𝗡𝗔𝗚𝗘𝗠𝗘𝗡𝗧 𝗜𝗦𝗡'𝗧 𝗢𝗣𝗧𝗜𝗢𝗡𝗔𝗟

If you can't manage them, don't hire them.

Real management means:
- Weekly 1x1s
- Call reviews
- Coaching sessions
- Deal prep
- Skill development

Not just "checking in" on Slack.

𝗕𝗢𝗡𝗨𝗦: 𝗧𝗛𝗘 𝗙𝗔𝗦𝗧𝗘𝗦𝗧 𝗥𝗔𝗠𝗣 𝗛𝗔𝗖𝗞

Customer interviews. By far the quickest way to get a rep up to speed.

Have them interview 20-30 customers with these 6 golden questions:

1. Why did you buy?
2. What problem were you hoping to solve?
3. What were you afraid of before buying?
4. What's your favorite part of the product?
5. What's changed the most since having it?
6. How would you describe what we do to another [persona]?

Record every single one.

This gives them real voice of customer. Real objections. Real value props.

In their customers' actual words.

--------

Knock out these steps (even if you're far beyond the first sales hire) 

Your first sales hire sets the tone for everything that follows.

Get it right, and you build a machine.

Get it wrong, and you'll be selling solo for another year.

We all want bigger results without changing our daily habits.

That's why we stay stuck. 

I just re-read Atomic Habits and I love this book more and more each time 

𝗧𝗛𝗘 𝗔𝗧𝗢𝗠𝗜𝗖 𝗛𝗔𝗕𝗜𝗧𝗦 𝗙𝗢𝗥 𝗦𝗔𝗟𝗘𝗦

1. 𝗧𝗛𝗘 1% 𝗥𝗨𝗟𝗘 𝗡𝗢𝗕𝗢𝗗𝗬 𝗧𝗔𝗟𝗞𝗦 𝗔𝗕𝗢𝗨𝗧

10 more calls per day = 250 extra conversations per year.
2 more question in discovery = hundreds of deeper pain points uncovered.
One extra follow-up video = dozens of saved deals.

Small improvements compound. Small declines do too.

Missing 2 calls today doesn't matter. Missing 2 calls every day? You're toast.

2. 𝗜𝗗𝗘𝗡𝗧𝗜𝗧𝗬 𝗕𝗘𝗔𝗧𝗦 𝗚𝗢𝗔𝗟𝗦

Average approach: "I want to hit quota"
Elite approach: "I am someone who never misses their call block"

Stop focusing on outcomes. Start focusing on who you need to BEcome.

How would that person think, act, work, & behave. 

3. 𝗧𝗛𝗘 𝗙𝗢𝗨𝗥 𝗟𝗔𝗪𝗦 𝗙𝗢𝗥 𝗦𝗔𝗟𝗘𝗦 𝗛𝗔𝗕𝗜𝗧𝗦

𝗠𝗮𝗸𝗲 𝗶𝘁 𝗢𝗯𝘃𝗶𝗼𝘂𝘀:
- Put your call list on your desktop before you leave
- Schedule your prospecting blocks in your calendar
- Set CRM reminders for every follow-up

𝗠𝗮𝗸𝗲 𝗶𝘁 𝗔𝘁𝘁𝗿𝗮𝗰𝘁𝗶𝘃𝗲:
- Pair cold calls with your favorite coffee (right Sara Uy?!)
- Create a team leaderboard for activities
- Celebrate the calls, not just the closes

𝗠𝗮𝗸𝗲 𝗶𝘁 𝗘𝗮𝘀𝘆:
- Pre-write your email templates
- Keep objection responses on sticky notes
- Have your demo environment always ready

𝗠𝗮𝗸𝗲 𝗶𝘁 𝗦𝗮𝘁𝗶𝘀𝗳𝘆𝗶𝗻𝗴:
- Track your activities visually
- Ring a bell after booking a meeting
- Share wins in Slack immediately

4. 𝗛𝗔𝗕𝗜𝗧 𝗦𝗧𝗔𝗖𝗞𝗜𝗡𝗚 𝗙𝗢𝗥 𝗦𝗘𝗟𝗟𝗘𝗥𝗦

"After I sit down at my desk, I will make 5 calls before opening email"
"After every discovery call, I will update the CRM"
"After getting rejected, I will do 10 pushups and make another call"

Stack the habit you need onto something you already do.

5. 𝗘𝗡𝗩𝗜𝗥𝗢𝗡𝗠𝗘𝗡𝗧 > 𝗠𝗢𝗧𝗜𝗩𝗔𝗧𝗜𝗢𝗡

Your work setup determines your productivity more than your motivation.

Phone visible = more calls made
LinkedIn open = more prospecting done (prospecting not posting/doom scrolling!)
Slack minimized = more deep work completed

Design your environment for success, not rely on willpower.

6. 𝗧𝗥𝗔𝗖𝗞𝗜𝗡𝗚 𝗖𝗥𝗘𝗔𝗧𝗘𝗦 𝗧𝗥𝗔𝗡𝗦𝗙𝗢𝗥𝗠𝗔𝗧𝗜𝗢𝗡

What elite teams track daily:
- Calls made (not just meetings booked)
- Discovery/Demo Call Scores (not just closed deals)
- Follow-up Videos sent (not just deals closed)

The act of tracking changes behavior before results change.

8. 𝗧𝗛𝗘 𝗩𝗔𝗟𝗟𝗘𝗬 𝗢𝗙 𝗗𝗜𝗦𝗔𝗣𝗣𝗢𝗜𝗡𝗧𝗠𝗘𝗡𝗧

Month 1: No pipeline movement
Month 2: Few meetings booked
Month 3: Some opportunities created
Month 4: EXPLOSION

Most people quit in month 2. Right before the compound effect kicks in.

Results lag behind effort. Always.
---- 
We become what our habits allow. 

Because elite performance isn't built on massive changes.

It's built on atomic habits, compounded daily.

Start small. 

But start now!

FranConnect

FranConnect is the leading enterprise software provider for franchise and multi-location businesses. For over 20 years, the FranConnect platform has served as the sales, operations, and marketing backbone for over 1500 brands and over 1.3 million locations worldwide. These brands rely on FranConnect to expand locations, streamline unit operations, enhance collaboration across the network of locations, and improve profitability. FranConnect offers a cloud-native SaaS Platform that provides a single, shared view of growth and operational performance across the brand that serves as a system of record for locations and agreements.

Manager of Sales Development

💰High Level Sales Development 💵

High Level Sales Development 
(Available for all of your Sales Development needs)

Cold Call Scripts
Email Sequences 
Social Selling Framework
Sales Development Strategy 
GTM Strategy 
Sales Development Interview Prep
Fractional VP of Sales Development Services 
Performance Coaching
Recruiting 

https://topmate.io/darryl_bassett_msmba

Founder

It's Destiny Recruiting

During a time when stable jobs providing growth, high salaries, good benefits, and genuine leadership were few and far between, It's Destiny Recruiting was founded to help curious, emotionally intelligent, and motivated individuals find their next sales position. You are enough.

Creating happy partnerships between top performing sellers and trusted employer clients is our passion. We specialize in placing Sales Development Reps, Marketing Development Reps, Account Executives, Account Managers, Customer Success Managers and Sales Leaders in both mid-market and enterprise markets.

Honing on Diversity Equity & Inclusion (DEI) recruiting as our niche, we choose to work solely with sales leadership who offer an inclusive culture. We aim to ignite the light in those with diversity of thought including talented women, people of color, and those of diverse gender identities and backgrounds.

From entry level SDRs who don’t understand what work they need to do to access these rooms, to experienced reps dedicated to winning a spot at your table, our goal is simply to find the best possible fit for both candidate and client.

Strategic Advisor

Hilton

Hilton Worldwide Holdings Inc. is an American multinational hospitality company that manages and franchises a broad portfolio of hotels, resorts, and timeshare properties. Founded by Conrad Hilton in May 1919, the company is now led by Christopher J. Nassetta. Hilton is headquartered in Tysons, Virginia, United States.

Sales Manager

Monograph

Monograph is more than just a project management tool for architecture, landscape architecture, and engineering firms. It's a practice operations platform.

WIth Monograph, you can visualize and forecast the value of your time across phases, project budgets, team members, and clients in real-time.

Generate insights from the time you invest in projects.

Enable your teams to lead with a solution that enables them to make decisions from time every week. 

With Monograph, you can make stronger decisions and drive stronger profits.

Manager, North America Sales Development

Level Access

Level Access is ISO 27001 Certified, FedRAMP Authorized, and the accessibility industry's largest and most long-standing organization 100% focused on digital accessibility.

Founded in 1997 by engineers with disabilities, Level Access focuses solely on inclusion and digital accessibility. Level Access supports accessibility initiatives for organizations of all sizes -- including Fortune 500 enterprises, government agencies, and small to mid-sized companies. Level Access features the largest team of accessibility experts, many with disabilities themselves, for an unparalleled, real-world perspective on usability issues. Our industry-leading software, consulting, and training provide the comprehensive view needed to extend inclusive best practices organization wide to ensure long-term accessibility and compliance.

Pattern89

Director of Sales Development

Pattern89 is predictive marketing AI for Facebook, Instagram and Google ads. (other platforms in beta) 
It's the first artificial intelligence for marketers and ad agencies who want to know what will make their social ads work, before they spend a dollar.

Enterprise Account Executive

ITECK Solutions

ITeck Solutions strives to provide every benefit and resource of a full IT department to small and medium businesses.

Integrity
Technology
Ethics
Customer Service
Knowledge

The solution, your solution. Spend time with us and you will see the difference.

Our Focus
ITeck Solutions LLC is committed to efficiently and effectively serving businesses not matter what their size or industry. 

We help businesses resolve issues and effectively manage their IT infrastructure to get the most from their investment.

ITeck provides our small business clients with the leverage and experience previously available only to mid-sized and large-sized companies to secure the best professional resources and product prices.

We protect our client’s technology investments by providing on-going support for the solutions we implement.

Our focus is on business—not just technical—solutions.

ITeck does not resell products and, therefore, provides objective technology consultation.

We commit the total resources of our company to the success of this service. Our goal is to support the growth of your company through our services for years to come.

Director of Sales & Marketing

HireStrategy

HireStrategy is a full-service professional staffing firm providing contract, direct hire and executive search solutions for employers in the Washington DC area. Our diverse client base represents a wide range of industries, including technology and media, financial services, professional services, energy & green technology, federal services, education and non-profit organizations.

Our recruiters specialize in providing candidates with personalized career management advice and placement services in the Technology, Finance Accounting, Sales & Marketing, Recruiting & HR and Administrative fields. HireStrategy has been ranked the No. 1 staffing firm in the Washington DC area, honored by Inc. magazine as one of the 500 fastest-growing firms in the country and named a “Future 50″ firm by Washington SmartCEO magazine. We’ve also been recognized as a “Great Place to Work” by the Washington Business Journal, as well as a “Best Place to Work” by Washingtonian magazine.

Our executives are recognized thought leaders in their fields, regularly contributing their insights on economic, employment and workplace issues to the Washington Post, USA Today, the Washington Business Journal, the Wall Street Journal and major broadcast and cable television networks, including NBC, CNN and PBS.

Technical Recruiter

Junior Recruiter

Fivestars

FiveStars is the rewards program for small businesses that’s proven to bring customers back more often. Through unique rewards and personalized service, FiveStars helps everybody be a VIP. Founded in 2011 and based in San Francisco, our mission is to help businesses and communities thrive by turning every transaction into a relationship. In 2015, FiveStars drove 35 million in-store visits across over 10,000 local businesses in the U.S. and Canada. Over 10 million consumers use FiveStars to have exceptional experiences with local businesses. To-date FiveStars has raised $105 million from top-tier investors including HarbourVest, Menlo Ventures, Lightspeed, DCM, and Y-Combinator.

Conduct face-to-face meetings introducing
customer loyalty to business owners 
Find new businesses through discovery process and leveraging networks
Educate business owners on FiveStars loyalty platform

Hotel Sales Manager 🏨 (Washington DC) Learning & Leading 1 Day at a Time

The Sales Game is my favorite game: (if you put in the work your world can literally change overnight)

I started out my professional career as a personal trainer who didn't know how to sell.

Once I learned the basics, I realized quickly that sales is the best profession in the world.

I've taught at the Collegiate level and thought about pursing a doctorate at one point.

After Teaching  K-12 Computer Science and Tech, I made the transition to tech sales.

I've experienced success as an individual contributor and as a leader. 

I've also experienced my share of failures.

Dealing with adversity is apart of the game, so I choose to stay very optimistic at all times.

My mantra is 1% Better Each Day 366/25/8 (if you believe then you can achieve)

Always Keep Learning 

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Kevin "KD" Dorsey

Darryl Bassett MS/MBA

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The Battle

Kevin "KD" Dorsey

Darryl Bassett MS/MBA

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