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

Product & Business Leader | Scaling Growth & Digital Transformation | Ex-Pro Athlete Applying Sports Principles to Drive Business Excellence | Leadership & Peak Performance Advocate

Product Manager with 8+ years building AI/ML, digital and SaaS products from 0→1, and scaling product and teams from 1→10, with proven ability to scale operations 1000%+ while maintaining lean teams. Track record includes $600K ARR recovery in 30 days, scaling from 0 to $7MM revenue with 3-person ops team, and driving $30MM+ enterprise impact.

Specializing in product-led growth, operational excellence, and AI-powered solutions for health tech, B2B SaaS, and Utilities Industry.

Known for systems thinking, collaborative leadership, and high-velocity execution. I bring customer obsession to every product decision, with proven platform thinking that scales from startup to enterprise.

Currently: Building AI-powered health and longevity products to gain hands on experience with Agentic products.

Let's connect - I specialize in making the impossible look inevitable.

Robin Ayme

OpenAI just launched ChatGPT Health.

I'm building a voice AI health companion in the longevity space.

My first reaction? A pit in my stomach.

Then I read the announcement. And I'm now genuinely excited.

This is exactly what power users have been doing for 2 years. Connect WHOOP. Upload labs. Ask questions.

OpenAI just productized it for 230 million weekly health queries.

What ChatGPT Health is today:
→ Connect Apple Health, wearables, medical records
→ Ask questions, get personalized answers
→ Encrypted and isolated from other chats

What it's not (yet):
→ Proactive
→ Behavior change focused
→ Designed to ask YOU the right questions

Most people don't know what to ask about their health.

They don't think "my HRV dropped 15%, what should I change?"

They just feel tired. Or off. Or stuck.

Right now, ChatGPT Health is a brilliant encyclopedia you query.

But here's where I think this is heading:

Pulse.

OpenAI's daily briefing feature is the unlock. Imagine waking up to:

"Your sleep dropped 20% this week. You have a high-stakes meeting Thursday. Here's a wind-down protocol for tonight and a gym session to optimize your HRV before then."

That's not Q&A. That's proactive health coaching.

The shift from "ask me anything" to "here's what you need to know today" changes everything.

And the ChatGPT App layer is about to explode.

Remember when Apple Health launched and thousands of apps got built on top? Same opportunity here.

ChatGPT Health becomes infrastructure.
Vertical apps get built for longevity protocols, metabolic coaching, post-surgery recovery, sport-specific performance.

The real unlock? When this connects outward. Not just insights but actions - gym classes booked, clinic appointments scheduled based on your DEXA trends.

Who this validates:
Function Health (literally a launch partner), the $10B+ longevity market, niche B2B plays, behavior change platforms.

Who should be nervous:
Generic symptom checkers. "Upload labs, get interpretation" apps. Superpower and InsideTracker will need to double down on what makes them different. The commodity layer just got commoditized.

The honest risks:
AI hallucinations in health advice are real. Privacy concerns aren't going away - even if a strong effort has been done here in terms of separation of concerns. 
Bertalan Meskó, MD, PhD highlighted it nicely. 

But the upside for underserved users who can't afford concierge medicine? Massive.

What this changes for me:
Not much, honestly. or at least I don't know yet. 
I think it’s hard to compete against OpenAI. There is still a spot for niches (think HYBRD or Noom)

Data plus AI was always just foundation. The hard part is the last mile - getting someone to actually change.

OpenAI just built the infrastructure. And that's exciting

https://lnkd.in/dtkQ22J2

Building AI Health & Longevity Products | Cross-functional Leader | 0→1 + Scale Expert | Ex-Pro-Athlete

The PM/engineer line is blurring

Every day a new AI coding tool or update drops. PMs are shipping features themselves. Engineers are making product calls in the prompt.

Everyone becomes 10x more efficient - that's exciting. 

The walls are coming down.

But here's what's actually happening: the skills are merging, not disappearing. PMs who understand architecture and design patterns make better decisions. Engineers who think in user problems and added value write better code.

The tools just accelerated what was always true: the best builders do both.
Hum hum (Entrepreneurs). 

What you can't skip: the fundamentals. Database structure. System constraints. The scars from real production systems and 100s of customer interviews. These aren't technical trivia. They're judgment.

Using Claude Code is the same skill as leading a dev team. You need to know when the output is wrong. You need context. You need taste.

You can't replace customer interviews by asking chatGPT what to build. 

I've spent the last two years getting back to technical roots while keeping the product eye. Building something at the intersection of what I know and what I care about. Best decision I made to stay updated (even if every 2 weeks I feel behind). 

The future isn't PMs replacing engineers or engineers ignoring product. It's both roles converging into something new.

The question isn't which side you're on. It's whether you're building the full stack of skills.

Your body is a prediction machine that's stuck in the past.

We don't diagnose disease until symptoms show up.

By then, the damage is already done.

The human brain can't process 50,000 research papers. Your doctor can't hold years of biomarkers in memory and spot the pattern. So we wait. We react. We lose.

But what if we didn't have to?

ChatGPT and Claude just added health connections. OpenAI acquired health data infrastructure. Everyone's moving in at once.

Here's what's actually happening.

We're building a continuous observer for your body.

Feed an AI system your DNA, your biomarkers over time, wearables data, sensors. Let it run. It doesn't get tired. Doesn't forget. Doesn't need to read thousands of papers.

It sees the pattern before the disease does.

It surfaces signals that come months or maybe years before you feel sick. It catches the drift before it becomes irreversible.

You stop treating disease.

You start treating probability.

This is why the labs are moving so fast.

This isn't about optimization. It's about flipping medicine on its head. From reactive to predictive. From treating what's broken to catching what's breaking.

The future of health isn't in the hospital. It's in the constant flow of data through a system that actually understands what's shifting.

The question isn't whether AI will transform healthcare.

The question is: what happens to the old system when it does?

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The Battle

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