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 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!

Ronen R. Pessar

I Help New Leaders Thrive, Not Just Survive | When Emotions Unblock, Performance Will Unlock

We build and run your in-house outbound systems and team to outperform your competitor’s SDR teams at a fraction of the cost. Have each Rep in 40 conversations per day. Every day. 

💋I DON’T KISS AND TELL💋
[BUT MY CLIENTS DO]

💙 “I bet the house on Outbound Operators in ’25. By April, just four months in, we had already surpassed all of ’24’s SQLs. It’s like black magic.”
— Sol Broady, Head of Corp Dev @ MCI(Hired 4 SDRs instead of 34)


💙 “You smoked them. That’s over. They got the boot. You crushed them. You guys are the winners for SDR.”
— CRO, $300M+ independent digital marketing agency (600+ employees)
^ after a bake-off against another SDR firm. (Hired 1 SDR instead of 12)

Outbound Operators delivers a managed outbound system you fully own in-house. 

Built on Buckets™️, it’s the most CAC efficient pipeline engine on the planet.

🚀 WHAT YOU GET: 

ALL things SDR done for you: 
* Recruit + hire top SDRs
* RevOps (tech stack build)
* Onboarding + coaching 
* Strategic guidance

Ramping in 1–3 months, your new SDRs will consistently create more qualified pipeline at a lower CAC/TCO than hiring, training, doing tech setup/RevOps, and managing SDRs yourself.

Result: 
25–40 live decision-maker conversations per rep per day.

Our model is simple: You own it all in-house. We design it, run it, and hand you the keys. 

• One or two experienced SDRs placed in your org
• Powered by Buckets (our proven system)
• Producing pipeline = to 10-20 SDRs

Why clients choose us:

1) Faster ramp: 1-3 months to full output (vs. 9 to 12 months for typical SDRs)

2) Low CAC and TCO:Avoid $450k-$1.2M+ in wasted trial-and-error SDR teams with headcount bloat and bad strategy.

3) More output, 10x quicker, with fewer reps (PE friendly): 25 to 40 live decision-maker conversations per rep, per day.

4) We prove it before you commit. In a single 90-minute proof of concept we'll get 20+ live conversations with your buyers right before your eyes. 

The equivalent to 3-4 weeks of work for 1 SDR done in 90 minutes.

🔥 Stop lighting cash on fire with SDRs. 
🔥Plug in a system that works.
📥 DM me here on LinkedIn
🧑‍💻visit www.outboundoperators.com
📆 find time to chat: https://tinyurl.com/4h4vf35p

PS: Not ready to bring the whole kit and caboodle in-house quite yet? 

Ask about our network of fractional cold callers for hire!

Chief Executive Officer

1 - I build SDR teams to hit pipeline goals as a fractional leader (bespoke consulting)
2 - Cold Call Training (live and course)
3 - Message-market fit: 100% done-for-you email and cold call campaigns. 

**coming soon: Cold Calling Bootcamp**

Ronen 🧡 Pessar

Last night, fifteen people were murdered at a Hanukkah celebration on Bondi Beach in Australia.

Australian officials are calling it an antisemitic terrorist attack targeting the Jewish community.

As a Jew, this hits a very old nerve.

Because that is the point of terrorism.

Terror.

Make you scared to show up.
Make you think twice before wearing a Magen David.
Make you debate whether it is “smart” to attend a public Jewish event.

I feel all of it right now.

Anger.
Heartbreak.
Fear.
That tight feeling in your chest when you refresh the news and see the faces, the kids, the rabbi, the families whose lives are now split into “before” and “after.”

But here is where I land:

If the shooting was designed to make Jews smaller, quieter, and more hidden
my only possible response is to become more visible, more present, and more defiantly alive as a Jew.

So tonight, I am going to our public candle lighting.

Kippah on.
Fully Jewish in public.
On purpose.

Not because I am fearless.
I am not.

But because hate does not get to decide where I stand, how I pray, or whether my kids see their father proud of who he is.

Hanukkah is literally about a tiny light that had no business lasting as long as it did.
A small flame that refused to go out.

That is the energy I am bringing into the world after Bondi.

More light.
More mitzvot.
More Jewish life in public, not less.

Hate has no home here.
Not in our cities, not in our workplaces, not in our feeds.

If you are Jewish and shaken: I see you. You are not alone.
If you are not Jewish and you are reading this: check in on your Jewish friends and colleagues. Show up. Say something. Stand next to us at the candle lighting.

Terror wants us in the dark.
Our job is to answer with more light.

LinkedIn

JSESSIONID

li_at

Stop paying SDRs for meetings, meetings don’t matter | Cofounder @ Outbound Operators

I'm about to p*ss off my entire industry.

But someone has to say it.

Parallel dialers ruined cold calling.

Sales engagement platforms ruined cold email. 
And LI automation tools are getting shut down…

We've scaled spam, but not conversations.

The outbound "trends" we see?

→ 1 random convo every 30–65 dials
→ Numbers spam-flagged before lunch
→ Prospects annoyed before they even say “hello”
→ Multichannel “do more” (aka spam-the-TAM) as a strategy

It feels productive because the dial count is high.

But honestly, it's just expensive noise.

We ditched parallel dialing, mass emailing, and “social selling."

Our quality convos jumped from 0–2 → 25–40/day (per rep). With fewer reps. Same hours.

8–12 conversations per hour.

Cold calling isn’t dead.

But the way most teams are doing it is.

If you care about pipeline, stop scaling waste.

Build for signal, not noise.

PS: Can someone make this make sense? Plz.

linkedin.com/feed/

Last year I burned $20,000 dollars making course that never saw the light of day.
 
Here is what happened.
 
I ran six cold calling bootcamps.  Reps, managers, founders kept asking the same thing:
 
“Can you turn this into a course my team can go through anytime?”
 
So I went all in.  Professional studio.  Editors.  Curriculum.
 
We shot 8 hours of content.  A technical error ruined it.
 
So we shot the entire thing again.
 
Months of planning, filming, tweaking.  Over 20,000 dollars out of pocket.
 
And when I finally sat down to watch the full thing... I hated it.
 
It was good.  But it was not transformative.
 
It felt like another thing people would buy, log into twice, and then forget about while they struggled to hit quota on the phones.
 
So I killed it.  No launch.  No “might as well ship it.”
 
I ate the cost, because if it is not going to truly help cold callers, I do not want my name on it.
 
That decision forced a bigger realization:
 
You do not become elite on the phone by watching videos alone.  You become elite by making real calls, inside a real environment, with real coaching and accountability.
 
Which is why I am fired up to share my next chapter.
 
I am joining CallBlitz as Head of Sales.
 
CallBlitz is a private community and virtual sales floor built specifically for cold callers:
 
• 2 hours per week of live coaching with Ryan 🏋️☎️ Reisert 
• Annual access to the CallBlitz platform and community
• Pre recorded lessons that support, not replace, the live reps-on-the-phone work
 
And we are running something special right now: Dial Hard.
 
If you are in the community and make cold calls every workday for 90 days in a row, your entire membership fee is reimbursed (405 dollars) and you are entered to win 5,000 dollars with a 1 in 10 chance. 
 
You get better on the phones.  You build mental toughness.  You get paid for your consistency.
 
If you manage a team of SDRs or you live on the phones yourself and want details
https://lnkd.in/gGRJa3fR

Paying SDRs for held meetings is corporate pipeline fraud.

Not illegal.
Just quietly destroying your sales team from the inside.

Here is the script almost every company runs:

• Tell SDRs: “Your job is meetings.”
• Pay them on meetings set or held.
• Act surprised when they throw anyone with a LinkedIn profile onto the calendar.

I had an SDR once who set the same buyer 6 times over two years!

Same person.
Same company.
Six meetings set. 

Zero revenue.

On paper, they looked like a killer.
In reality, they were doing exactly what the comp plan begged them to do:
Protect their commission, not the pipeline.

The problem is not the SDR.
The problem is the scoreboard.

Outbound was never about filling calendars.

Outbound is about talking to the market, learning where they are in their buying readiness, and following up.

So flip it:

Stop asking
“How many meetings did you set?”

Start asking
“How many real conversations did you complete, and what did you actually learn?”

A completed conversation means:
• You reached the person you intended to reach
• You know where they sit in the org and in the buying cycle
• You captured that context and made a real decision: progress or park

Timing, budget, politics.
SDRs do not control any of that.

They control coverage and clarity.

When you pay on conversations and follow up instead of bodies on the calendar, three things happen fast:

• Fake meetings evaporate
• AEs stop treating SDR invites like spam
• Pipeline starts to look like reality, not fan fiction

Meetings are a vanity metric.
Conversations are a truth serum.

If I read your SDR comp plan right now, would it tell me you want truth
or vanity?

not making cold-calls, but teaching ppl how to cold call?

hell no

not posting on LinkedIn, but teaching people how to go viral?

also hell no

not sending emails, but sharing best email practices... 

very hell no 

"Well Ronen... coaches don't play ya know"

Listen, it's not personal. The game changes. 

and you have to be in the trenches to stay relevant...

am I wrong?

Scare a salesperson in 2 words ⬇️

I'll go first:

Q 4

In outbound, meetings don’t matter | Cofounder @ Outbound Operators

I know that many will disagree with me here...

But STOP LEAVING VOICEMAILS FOR YOUR PROSPECTS

I'm firmly in the "no voicemails" camp, and here's why:

1) They immediately label you a "salesperson"
Once they label you "salesperson I don't need," it's harder to win attention later.

2) You have no reason to call
98% of outreach is firmographic. A weak "why you, why now" in a voicemail just accelerates the No.

3) Manual voicemail drops = shortcuts.
Without a dialer, reps rush and get generic. Personalization disappears, and low-quality voicemails hurt more than they help.

I'm sure there are edge cases where I'm in the wrong. 

For Tier 1A or already warm contacts, a thoughtful voicemail can help. 

Use them in these scenarios. 

But for the other 99%?

Just don't. 

It's only going to hurt your chances of connecting with a prospect in the future. 

Just my 2 cents after 12 yrs of doing this 🤷‍♂️

Am I the only one who thinks most sales training is a joke?

All the role plays, the feedback from lame managers, discovery frameworks, getting to yes, etc...

I've been doing this a long time.

And the ONLY way I've seen reps improve over time is by putting in an uncomfortable amount of volume.

"Dialing your face off" as Ryan 🏋️☎️ Reisert  so eloquently puts it. 

You can do a few things:

1/ Pay $10k for a sales coach
2/ Read 50 books on persuasion 
3/ Watch 100hrs of "How To" YouTube videos

or you can:

1) Make more dials
2) Learn from top reps on your team
3) Then make more dials again...

Idk about you, but option 2 seems a lot less expensive and a lot simpler. 

No amount of sales training will replace the effort you put in by just simply getting more at-bats. 

well... 

then there's this 👉 https://lnkd.in/gGRJa3fR

I love everything about what Matt Firestone is doing on LinkedIn. 

Please don’t stop.

"Ronen, there's NO WAY that your reps are getting 20-35% connect rates when cold-calling"

I get one of these dm's once a week. 

So I decided to drop a value bomb on ya'll

The biggest issue with cold-calling in 2025? 

Nobody's picking up the damn phone. 

Well, at least the people you're calling aren't. 

Reps at Outbound Operators are having 40 conversations per day, with 20-35% connect rates on any given day. 

It isn't rocket science. 

But most people don't know how we're doing it. 

So I'm going to show you EXACTLY how our reps are:

• Getting a 20-35% connect rate when dialing
• Having 40 conversations per day with their ICP
• Booking more sales qualified opps than anyone else in the space

I lay it all out in a new video (step-by-step)

All you need to do:

Comment "Calls" 
(and make sure we're connected)

And I'll shoot it over 🤙

LinkedIn Login, Sign in | LinkedIn

If SDRs disappeared tomorrow?

90% of companies would be gone in 12 months.

No meetings.
No pipeline.
No new revenue.

Just CEOs crying into their Series A funding.

But sure, keep setting SDRs up to fail with:

• a 2% connect rate
• a 98% failure rate
• a broken list from 2017

…and then blame them when you miss quota.

The disrespect is wild.

SDRs aren’t lucky to have a job.

You’re lucky they haven't walked out yet.


Today, I'm especially thankful for Sales Development. 

You should be too. 

Happy thanksgiving y'all! 
🦃

Board meeting math is hilarious.

CEO: “We need more pipeline.”

CRO: “Let’s hire 12 SDRs.”

Board: “Approved.”

Three months later…

12 SDRs + 9 tools + $1.2M in burn

= 3 meetings that never showed.

Everyone: “So $4,735 per meeting is… fine, right?”

PS: What’s your favorite way to set $1.2M on fire?

Try this out on your next call ⬇️  

Most SDR's will attack a cold-call like this:

"hey prospect, {{insert pitch slap}}, would you like to take a meeting?"

What do you think is gonna happen here?

99% of the time, you're gonna get hung up on. 

Why?

Because you sound like every other sales rep on planet earth. 

Because of that... you will get hung up on, rejected, and burned, just live every other rep. 

Instead, hit em with a pattern interrupt. 

This can be as simple as matching the tone of your prospect, and not sounding so cheery and bubbly...

Or saying something like: 

"reason for my call is to see if it would make sense to set up an introductory call at another time in the future, when I'm not calling you out of the blue... how's your schedule work for next week?"

Why this works: everyone is expecting you to pitch them... this throws them off because it's different from what they're used to. 

Interrupt the pattern to have the person engaging with you in a convo. 

Once you have the convo, then you can figure out where they are in the buying cycle. 

Try this out on your next call 👀

We scaled Outbound Operators to $1M+ ARR in <18 months

If I was going to do it all over, here's what I'd do different:

1 - offer financing with buy now, pay later options for early-stage companies who are a bit more spend conscious. everyone wins. (we do this now)

2 - double down on documenting process + working with VAs... delegation is a game changer (buy back your time by Dan Martel changed my view on this)

3 - focus on balance, not ruthless, brute-force never ending hustle... my mind and body burn out VS staying energized

4 - say no to about 80% of the things I said yes to: bad clients, terms not aligned with what we do best, random marketing stuff, and so much more

Biggest thing on this list is the last one. Distraction comes in many shapes and sizes, and they get thrown at you every day. 

The more focused you can stay, the faster you'll scale. 

To infinity and beyond 🚀

In the last 2 weeks, I recorded:

→ 30 short videos
→ 10 podcast episodes w/ Ryan
→ And I’m just getting started.

Why?
Because the truth about cold calling needs a louder voice.

Its the number 1 channel for predictable, scalable revenue going into 2026.

Too many outsource to agencies that don’t know their market.

So I went on a sprint.
To build the clearest, most actionable library on outbound sales anywhere on YouTube.
Real tactics. Real calls. Real talk.

If you want to:
• Build a real outbound machine
• Have reps that can actually sell
• Or just stop burning cash on SDRs

Check out the channel.
You’ll get better with every episode.

https://lnkd.in/gSZY9Z4A

📍 YouTube: Ronen Pessar

My anti to-do list 

(Specifically in sales)

1) Don't waste my time with pikers (aka tire kickers)

2) Gimmicky call openers 

I say this because I use to do it. I thought I sounded cool, but I feel like it's a 10/10 way to make yourself look like a fool.  And yes, gimmicky call openers do make me want to throw my phone out he window. 

3) Lengthy follow up emails that prospects won't read. 

Follow up emails need to be short, to the point, and easy to read. If they're long, people won't read them and you just wasted 30 mins of precious dialing time. 

4) Avoid energy vampires like the plague. 

Your energy is precious, so safeguard it. People can either suck the life out of you or give you energy. Choose to be around people that give you energy. 

5) Listen to everyone, but be careful who you take advice from

Sahil Bloom said "don't use someone else's map to navigate your reality."
Most advice is just what worked for that person. Think for yourself because more often than not, you already know the answer, you just need to do it.

Paying SDRs for meetings is insane.

There comes a time in every SDR's career when they have a blue pill / red pill moment.

They realize that getting paid to set meetings is not leading to more deals in closed won.
It is just leading to more meetings.

That is not a pipeline strategy.
That is a calendar filling strategy.

When you pay SDRs on meetings set or meetings held, you create one giant unintended consequence.

You reward them for putting anyone with a pulse on the calendar.

I once had an SDR who set the same meeting with the same prospect six times over two years.
Same account.
Same buyer.
Six meetings.

Zero revenue.

On paper, that SDR looked like a hero.
Crushed their meeting quota.
Got their commission.

In reality, they were flooding the funnel with noise because the comp plan told them to.

The problem is not the SDR.
The problem is what you are paying them to do.

Instead of making meetings the quota for SDRs, make this the standard:

Completed conversations with the right people, and intelligent follow up.

A completed conversation is simple:

* I reach my intended target
* I understand where they are in their world
* I document what I learned

That is the whole point of outbound.
Make a list.
Call the list.
Understand where the prospect is today.

Readiness, timing, internal politics, budget, urgency.
SDRs cannot control any of that.

Outbound is a long term strategy.

When you measure and reward conversations and follow up conversations, a different game emerges.

SDRs stop begging for 30 minutes on the calendar with people who are not ready.
They start building a map of the market.

Every month or two, they circle back.
The conversation continues.
When the timing finally lines up, the meeting is a natural next step, not a forced one.

That is the highest value an SDR can create.
Complete conversations.
Clear understanding of buyers.
Disciplined follow up.

Meetings do not matter.
Conversations and follow up do.

I break the whole thing down in this video.
If you lead an SDR team, watch it and then ask yourself a hard question:

Are you paying for meetings, or are you paying for real progress in your market?

Want to book 40% more meetings in Q4?

Try this method:

Step 1: Offer your prospect $150 to take a meeting with your AE. 

Step 2: Offer your AE another $100 to take the meeting and add it into their pipeline

Step 3: Get paid $500 for a qualified meeting by your company. 

Step 4 (this is where it gets interesting): Raise $100K from angel investors, go to your local YMCA. Offer everyone $150 to pretend to be a prospect of a B2B SaaS company, and take a meeting with your AE. 

Step 5: Repeat step 2. 

Step 6: Negotiate a 10% increase in pay with your company because of how many meetings you're bringing in. 

Now, you have over $200k in cash, and can rinse and repeat until you reach your first milly. 

Then keep reinvesting profits. 

...and they say making money is hard 🙄

I have a bone to pick with sales coaches...

But not for the reason you think. 

Yes, I will admit. There are some legit coaches out there that will make you a better seller. 

BUT, the vast majority of people professing to "get you to $1M commission years"....

Have either 1) never done it themselves. Or 2) done it themselves, but worked at a company who's valuation shot up from $500M to $100B in 8 years.

They might be legit, but they were swimming downstream, working for a company that would've crushed either way. 

I think sales coaches have their place in making you a better seller. Especially if you've been a seller for years, and want to sharpen your skills. 

I do NOT think however, that SDR's should hire a sales coach. 

The only way to get better as as SDR is to DO MORE REPS. 

Have more conversation, fail more, and learn from better sellers around you. 

Don't waste your hard earned commission dollars on a coach. 

Please and thank you 💕

Dear SDR's,

If you're in a sales slump, try doing this:

Change your environment. 

It can be shitty and monotonous going to the exact same desk...

...at the exact same time

 ...making the exact same dials

 ...with the exact same script. 

First, it gets boring as hell. 

Second, what happens when you do the exact same thing everyday is that your brain has the same thought patterns. 

You can change your environment in a few ways:

- taking a different route to work
- If remote, work from a different place for a day
- Co-calling session with another rep (shoutout CallBlitz)
- If you wanna get extreme, go work from a different country for a week

Tons of ways to do it - but if you wanna get out of a rut, change up your routine a little bit. 

Try it and let me know ⬇️

taplio

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Ronen 🧡 Pessar

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taplio

The Battle

Kevin "KD" Dorsey

Ronen 🧡 Pessar

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