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!

Everyone gets ICP wrong.

What people think ICP stands for is 'Ideal Customer Profile.'

But here's the problem:

Most companies define it like this:

→ 200+ employees
→ Technology industry
→ Series B or later
→ VP of Sales is the buyer

That's not an ICP.

That's demographics and firmographics.

I want you to think about ICP differently.

ICP = Ideal Customer PROBLEMS.

Your real ICP isn't a company size or an industry.

It's the customers who have the specific problems you solve.

I was recently speaking at a conference with 150 CEOs in the room. I asked them: "What problems do you solve?"

Four or five of them answered.

Every. Single. One. talked about benefits. Not problems.

"We help companies scale faster."
"We improve operational efficiency."
"We drive revenue growth."

Those aren't problems. Those are outcomes.

Problems sound like:

"Our reps are wasting 3 hours a day on manual data entry."
"We're losing deals because our follow-up takes 5 days."
"Our managers have no visibility into pipeline until it's too late."

THAT'S the level of specificity you need.

Here's the truth:

There are plenty of 200-person tech companies that don't have the problems you solve.

And there are 50-person companies outside your "ICP" that are DESPERATE for what you do.

Firmographics are just prerequisites. They increase the likelihood of the problem existing.

But the problem is the actual qualifier.

When you take a problem-based approach:

→ Your prospecting gets sharper
→ Your messaging gets clearer
→ Your discovery gets deeper
→ Your win rates go up

Stop defining ICP by company size.

Start defining it by customer problems.

This will change how you target, who you target, how you message and most importantly how quickly you can close.

Honored and humbled to be speaking at PeakSpan Capital Scale Up summit in Boulder, CO. 

To be in a room of over 150 CEOs and executives, being taught by one of the best CEO coaches in the game John Hamm is always just something that is exciting. 

Then to get to present, drop some knowledge, some insight, some acronyms (you know WGLL had to make an apperence) and receive rave reviews just makes it all that much better. 

Fun Fact - At almost every conference I go to I make a joke when checking in about did they get my fog machine and my custom bedazzled name tag. 

Why?

For fun. Because why not. 

EVERY ONCE IN A WHILE... The team goes and makes it happen. 

Haha shout out to the Peakspan team for going along with my ridiculousness and brining some fun to this thing called business and GTM. 

I feel so fancy now..

It's one thing to want more.

It's another thing to be worth more.

Everyone wants the shortcut.

The new title. The new comp. The new bonus. The new car. The new watch.

They want to become a new version of themselves without developing a new skill. Without actually being better at anything.

That's not how it works.

Worth follows skill.
Worth follows ideas.
Worth follows collaboration.
Worth follows execution.

Even career-wise — people think longevity is the key.

"I've been here 3 years, I deserve a raise."

No. The only point of longevity is that you're also getting BETTER year over year over year.

If you're the same as you were two years ago skill-wise, you don't deserve more money. You just deserve more time on the clock.

Harsh? Maybe.

But it's the truth.

And this doesn't just apply to reps. Leaders, this is for you too.

You want more? Become worth more.

Here's how:

→ Read more this year. Consume knowledge relentlessly.
→ Buy the course. Invest in yourself before asking others to invest in you.
→ Find the mentor. Get in rooms with people better than you.
→ Practice more. Reps aren't just for reps — leaders need reps too.
→ Seek feedback from those ahead of you. Ego kills growth.
→ Try new things. Measure them. Improve them. Repeat.

That's how you earn more.

Not by wanting it. By being worth it.

Money follows worth and value. 

Become WORTHY of more money and you'll be shocked how it shows up. 

Level up, ya'll.

Hot take or best practice?

Send candidates a training module before their final interview.

Here's the idea:

Before the role play or scenario call, you send them a recording of an actual training. They watch it. Then in the interview, you see how well they apply it.

I've done it in the past and am thinking of brining it back again as we start to scale up. 

Here's why:

→ You see how well they prep
→ You see how fast they learn
→ You see if they can apply new information under pressure
→ And you're actually giving them VALUE — they walk away having learned something whether they get the job or not

But I know some people will push back.

"You're asking candidates to do work before they even have the job."

I get it. But here's where I think this is a bit different. 

This isn't "build me a 90-day plan for free."
This isn't "create a strategy doc we'll use whether we hire you or not."

This is training. Development. Something they keep forever.

You're investing in THEM before they've invested in you.

They're going to do the role play/scenario call anyway... so why not give them the best shot at it?

And honestly? If a rep or manager doesn't want to watch a 20-minute training to land a job...

What does that tell you about how they'll show up once they have it?

But I want to hear from ya'll.

I'm genuinely curious. 

Is this a smart interview tactic or asking too much?

What would you do if your salary and rent were covered for a full year?

That's not a hypothetical.

Stanley (Your Content Coach) is giving away $100K to help one person go all-in on their dream.

Here's why this matters:

Only 4% of creators earn enough to support themselves full-time.

4%.

The rest are grinding nights and weekends. Squeezing in content before the kids wake up. Recording in parking lots between meetings. Burning out trying to build something while working for someone else's vision.

Most people don't quit because they don't have talent. They quit because they run out of gas trying to do it all.

Last year, Stan ran this same campaign. Over 3,200 people signed up. 2,500 shared their dreams on camera. The videos generated 12.9 million organic views.

It became more than a giveaway. It became a movement.

And they're doing it again.

Imagine having a full year where you didn't have to worry about paying rent. Where you could actually focus on building the thing you've been dreaming about.

Think about what you could actually do:

→ Write every single day
→ Record content without rushing before work
→ Start that podcast you've been talking about for 2 years
→ Interview the people you've always wanted to learn from
→ Travel and speak at events
→ Build an audience without burning out

This isn't side hustle energy. This is full hustle. All-in. No excuses.

Here's how it works:

1. Sign up for Stanley (free)
2. Post a video (2 mins or less) on a public isntagram or tiktok sharing your story, your dream, and how you plan to bring it to life using #standaretodream26 and tag @stanleyforcreators
3. Complete the Typeform after signing up

That's it.

The Stan team will review every single entry and pick a winner in February.

I've seen what happens when someone goes all-in. 

The growth compounds faster than you can imagine when you're not splitting your energy 47 different ways.

This is someone's shot to skip years of the grind.

Is it you?

Join Dare to Dream & enter to win $100K → 

https://lnkd.in/g_pQjXkX

What's your dream?

NO PURCHASE NECESSARY. VOID WHERE PROHIBITED. For Official Rules, visit DaretoDream.Stan.Store

Brand partnership • 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

With over 20 years of experience in B2B sales, Luke Harris is a Senior Sales Coach at Vanguard, one of the world's largest investment management companies. He is part of the New Ways of Working Team, coaching sales leaders in the Institutional Investment Group on teambuilding, change management, organizational health, and enterprise transformation. He is also a Professional Scrum Master (PSM I) certified by Scrum.org, demonstrating his proficiency in agile methodologies and practices.

Luke is passionate about helping sales teams and organizations thrive by developing ideal environments, structures, and conditions that enable them to reach their full potential. He is a published author and organizational consultant with a track record of building close-knit teams, clarifying organizational missions and visions, and shaping sales roles that are conducive to growth. He is also a lifelong student of sales, who constantly seeks to improve his skills and knowledge through various programs and workshops, such as Sandler Selling System, Seth Godin's Akimbo Workshops, Patrick Lencioni's Table Group, and The Six Working Genius Certification. Luke is a culture curator, a data analyst, and a humble salesman who leads with curiosity, integrity, and humility.

Luke Harris

Over the holidays I was watching the movie Jay Kelly with my daughter, who is in her mid twenties.

The movie is about a guy with fame, success, money, and popularity, all at the expense of his family. For the most part, I thought it sucked. 

Here is a man with everything we're taught to chase: awards, money, a name everyone knew. And yet, he couldn't pick up the phone and call his kids and ask them to hang out. 

He had everything, except anyone.

What if the game you're winning isn't the game you actually want to play?

I was telling my daughter how I wished at least one relationship would transform and they'd reconcile, but it didn't happen. I was glad it wasn't my story.

My daughter loves movies and writes reviews for them all. She was writing one, and I was spacing out on my phone too.

And then she said, "Hey dad, thanks for always being there for me."

It caught me off guard, and it still resonates with me. It was a really tender moment. Like any parent, we've been through a lot, and there is a lot that went unappreciated or acknowledged.

As it's still resonating, I've been reflecting on who I am as a dad. One category involves Camp Paradise. This is a place in upper peninsular Michigan that was owned by the church I was going to. It's in the middle of nowhere on a big river. No electricity, no phones, no running water.

It's one on one with your kid when they're between 8 and 12. With both my daughters, I made 10 trips over 9 summers. You're gone for five days, with a full three days at the camp and a travel day on either side.

When I went, I was pretty much a basket case. The first year, I was 30 and the youngest dad there. I literally cried for three days and hardly spoke to anyone. I was fresh off the heels of reconciling my relationship with my dad and I was terrified I'd mess it up, too. That I'd become the father I was still learning to forgive.

Another year, I drove the 8 hours all the way up there with my daughter. Had the time off from work and everything. Went to sign in, and I arrived at the wrong week!

When I think of all the memories there with my daughters playing around, worshiping, praying, and chatting on a canoe, these are so special to me. The relational foundation it formed between us, I can see it having an impact now that they're adults.

If someone came to me and said I'd give you a million dollars, but you'd have to trade all that for it, I wouldn't take the million.

In my work as a coach for CEOs and high net worth people, I help them define what a million dollars is worth to them. They already have the cash and status, but what about connection or peace or inexplicable joy?

We may be trading something away without even realizing it.

What is it for you? 
What are you trading away without even noticing? 
And will you regret it when the deal is done?

Maybe the million dollar win you're looking for doesn't show up in your bank account, but it's a legacy that money can't buy.

Leadership Development for Professional Selling Organizations | Author | Christ Follower

It was two days into my first work week of January, where I had every intention of hitting the ground running.

I came back from Australia last Friday night and have been sleeping no more than four hours a night since. The jet lag is kicking me around. The dog didn't like us being gone for three weeks and has been a menace at night. Monday night, I listened to about two hours of pacing, pawing, and asking to be let out. I got up with the dog, thinking I'd meditate. Within seconds, she was peacefully snoring. I could hardly meditate, kept thinking about my early morning coaching sessions when I had to be on top of my game.

What if the best coaching I could give was just showing up as I was?

My eyes were so tired. I did my best to amp myself up, even sprayed myself with my most invigorating cologne. I was driven by the desire to be helpful and supportive, to make an impact, so they could get value and their money's worth, to be assured of the brilliant coach that I am.

Somewhere in the first call, I realized I couldn't fake it anymore. I had two options: keep pushing, pretending I was on my game, or drop the mask and simply be with them as I was. I chose to stop pretending. I stopped trying to be brilliant. Stopped trying to manufacture an insight. 

Stopped performing completely. I just showed up as I was. Tired eyes, foggy brain, and all. And something strange happened. I allowed them to be okay with where they were at, too.

It was somewhat embarrassing to totally lose a train of thought a couple of times, like starting to ask a question and losing the second half mid-sentence.

Yet both clients extended grace to me. Saying it out loud and directly. It showed me the strange two-way street of coaching: I am receiving value from the client, just as they receive value from me.

What I saw was that my intended goal was to be helpful. There was another commitment to be seen as effective, to prove my worth, to justify their money, and maintain my image as a brilliant coach. It carried a big assumption: "If I show up tired and just be real, I won't be valuable."

But that assumption was backwards. When I stopped trying to help and just showed up, that's when real connection became possible.

I've been coming back to an Anthony de Mello quote. A Jesuit priest talking about helping people:

"I've given up on that. I used to try to help, but it never worked out very well. So now I don't help anymore. I rain. Some people like the rain and some don't. If the rain falls on fertile soil things grow; if the rain falls on dry soil it makes the soil fertile for future growth. If the rain falls on a rock, nothing happens."

This is my motto: "I just show up and rain."

Tired, jet-lagged, imperfect rain is still rain. And whether I made an impact or they got value is not up to me.

Pretty gutted that Nic and Keith called it quits. I thought they would go the distance. They were neighbours at our farm for a bit and were lovely to show some gratitude when my dad helped them out.

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I am a huge tennis fan, and the Australian Open is on.

I saw an incredible shot of Carlos Alcaraz from last year's tournament that won a sports photography competition. He is in the follow-through of his swing, and his shadow on the ground is connecting with the ball perfectly in the center of the racket.

What if your shadow is the one doing all the connecting?

According to Carl Jung, our shadow is anything we hide, repress or deny. If this is operating outside our awareness, it is running the show.

A common one for me is trying too hard to connect with people. I start feigning interest, drilling them with questions, have another drink. And when it's not reciprocated, I start believing it's all on me to create a meaningful relationship.

I was in conversation with a friend recently. He had left a job, realized he made a huge mistake, and returned to the company in another role. But when he was in the middle of it, there was an obsession over everything he did wrong.

In spiritual circles or personal development culture, this obsession becomes a "sin audit." This can be important: owning our patterns and seeing where we missed the mark. But it's only half the journey.

Without integration, reflection mutates into self-condemnation disguised as growth. When it becomes over-identification with the shadow, it is actually self-condemnation disguised as growth.

If all you see is what's wrong with you, how can you grow?

To bring our shadow out of the unconscious is spiritual work. One literal definition of the word truth in the Bible is "un-hiddenness." When we bring something from shadows into light, it is truth-telling.

Shadow work is essential, but it's not the destination. When it's all we do, we confuse insight into dysfunction with real transformation.

We can't see what we're too close to. But someone else can. It's hard to see your own blindspots and that's why you need a mirror. Reflecting isn't wrong, but doing it alone often turns to stagnation. We stay trapped in spiritual self-flagellation, mistaking insight for progress.

Joseph Campbell said: "We must be willing to get rid of the life we've planned, so as to have the life waiting for us. The old skin has to be shed before the new one can come. If we fix on the old, we get stuck."

Shadow work without integration leads to rot!

This is what a brilliant coach does: holds space without rescuing, challenges without shaming, reflects without distorting.

If we fix on the old, we get stuck. That's what your shadow does when it runs the show. It clings to old patterns, old self, old form.

Coaching helps you shed that skin, not by force, but by clarity. We all have blindspots. Left unexamined, they harden into identities. We begin to believe we are our defenses, our patterns, our shadow.

But this is not who you are.

What would it be like to see the ball, the racket, the shadow, and yourself, all in alignment?

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The Battle

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