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

Randi-Sue Deckard 🔬

GTM Leader -Sales/Marketing/CS/Revops🔹Strategy 🔹$1-$100M B2B🔹SaaS & Services🔹Influenced $100M+ in Revenue🔹GirlzWhoSell Mentor & Advisor🔹Pavilion-Co-Chair DFW Chapter🔹Speaker 🔹Advisor🔹Future Author 📚☕️🐾

Why does a Scientist make an awesome Customer Obsessed Revenue Growth Leader? #TheLabMindset

I was literally trained to experiment. Be extremely curious. Test, Refine and iterate! 

Research like a boss and use system level thinking!

It builds resilience (failure = reiterative process to get the desired outcome).

Document like a boss - I was trained if it wasn't written in black ink it didn't happen. 

Data driven decision making. Look for patterns to determine the best "lever" to change.

Embrace Change - always looking for ways to improve productivity/efficiency which help me look at the end-to-end CX (hello, bowtie) and find ways to reduce cost to serve for sustained profitability. 

Process/Frameworks are critical - how else do you design an experiment? (for business =GTM- Revenue Architecture model)

Communication -lots of papers written and one of my ninja skills is simplifying the complex so anyone could understand!

Present my findings and get grilled - Objection & Rejection proofed because I proactively prepared and expected this to occur.

Here's a little bit more about the Professional Me:

Leadership Style 
-Servant Leader
-People first

Strategic & Data Driven Decision Leader
--work with executives & board
--cross functional collaborator
--manage and execute projects

Embrace Change and Being a Change Agent

Trusted Advisor both internally and externally. Love creating raving fans throughout the whole ecosystem.

Great communicator and ninja rapport builder from board - peers- team - customers

Builder
--Teams
--Startups
--New Business Units
--GTM 

Revenue Growth
 --new logo
-- customer expansion
--strategic partnerships
--M&A

Financial Acumen 
--Profitability through retention and sustainable repeatable processes (understand the business unit economics)
--P&L Ownership

Experience with professional services & software solutions

Optimizer and Fine Tuner with Iterative Process improvement mindset 
--applied to GTM, Revenue Architecture and Customer Relationship Management

Growth Mindset
--lifelong learner who's obsessively curious
--personal and professional books & courses
--active in professional communities like Pavilion

High EQ - great mentor/coach

Thought Leader
-podcasts, panels and speaker
-writer & future author

Strategic Advisor for GTM - obsessed about sustainable growth!
-$1-$60M in ARR

Ssh don't tell but I might have an espresso & chocolate addiction according to my hounds who are currently giving me sideye. ;-)

2025 Sprouts "25 Women in GTM" to watch 2024 & SalesIntel "Top 100 & 300 Women" Making an Impact in B2B SaaS

Executive Member and Co-Chair of DFW Chapter

Pavilion, formally Revenue Collective, is a private membership organization for commercial growth operators. Our community is designed to support the professional development of revenue leaders at high growth companies, facilitate the sharing of best practices, and serve as a trusted private community.

One door opens. And somehow, a few more appear.

Last year, I partnered with Empressa AI  to help teach a cohort of women the foundations of AI. I said yes because I care deeply about access, confidence, and women being part of the future we’re all building.

What I didn’t expect was what that yes would unlock.

Through that experience, I was granted membership in the The WIT Network. 

And last night in Dallas, I found myself in a room full of thoughtful, ambitious women doing a 2026 bingo-style vision board, dreaming out loud, together.

I finally met Cass Cooper, MHR  in person and connected with so many other incredible women. The kind of room where conversations feel easy, honest, and expansive.

For anyone who’s followed me for a while, you know one of my goals is to land a TEDx talk. No surprise that square made it onto my bingo card. 

What did surprise me were the side conversations that followed. Panel and women  groups speaker opportunities. Doors I hadn’t even knocked on yet.

It was a reminder I keep coming back to:

You don’t always know where a door leads when you open it.
But momentum has a way of introducing you to the next one.

So I’ll ask you what I’m asking myself today:
What doors are you willing to walk through even if you can’t see what’s on the other side yet?

Sometimes, one brave yes is all it takes.

#leadership #community #randispeaks

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I see this a lot especially with high performers.

You look around.
You scroll.
You compare.

And suddenly it feels like you’re behind.

Behind on titles.
Behind on clarity.
Behind on milestones you thought you’d hit by now.

Let me say this clearly: you’re not behind.

You’re exactly where you’re supposed to be.

Growth isn’t linear. Careers aren’t timelines you can “win.” And feeling a little lost? That’s not failure, that’s usually the signal that something new is forming.

You are enough right now, not just when you land the next role, close the next deal, or figure out the next chapter.

Every season has a purpose:
• The messy ones teach you
• The quiet ones prepare you
• The uncertain ones stretch you

So if today feels uncomfortable or unclear, take a breath.

It’s not a sign you’re doing it wrong.

It’s a sign you’re evolving.

Stop measuring your chapter against someone else’s highlight reel.

Trust the unfolding.
Keep going.

You’re not late.
You’re not lost.
You’re becoming.

#mindset #leadership

Texas is getting a little snow and freezing rain today.
And predictably… we’re all losing our minds.

Which makes sense.
We don’t have snow plows.
We don’t have the infrastructure.
We weren’t built for this season.

It reminds me of standing in Northern Ireland at the Game of Thrones studio, staring at the words:
“Winter is coming.”

Not as a threat.
As a warning.

In business, winter always comes too.
Markets shift.
Budgets tighten.
Deals slow.
Priorities change.

And the companies (and leaders) who struggle the most aren’t the ones hit by 🥶 they’re the ones who assumed it wouldn’t happen.

Preparation isn’t pessimism.
It’s leadership.

It’s building for business continuity.
It’s scenario planning when things are still calm.
It’s asking, “What breaks if the temperature drops?” before it actually does.

Texas isn’t broken it’s just optimized for summer.
And a lot of businesses are, too.

So as you’re sipping coffee this Saturday morning ☕️
Ask yourself:

👉 What season am I building for right now?
👉 And am I prepared for the one that’s coming next?

Because winter isn’t the problem.
Being unprepared is.

#leadership

Overthinking isn’t a thinking problem.

It’s a leadership one.

When leaders overanalyze:

 • Decisions slow

 • Direction blurs

 • Teams lose confidence

Great leaders don’t wait for certainty.

They decide, learn, and pivot when needed.

Movement creates clarity not the other way around.

Here's a clip from a recent conversation with Veena Ramaswamy. Catch the LinkedIn live replay here: https://lnkd.in/gJfB-Mdk

#leadership

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