Kevin "KD" Dorsey

Practice Lead: Revenue Leadership

500 Startups

Helping mentor early stage founders on how to scale sales the right way.

Mentor

Worklyfe.io

Advisor

Sendoso

regie.ai

Bench Accounting

I'm blessed to be leading the Sales, Sales Dev, Enablement, Channel, Partnerships and Expansion orgs at Bench.co 

Bench takes one of the most frustrating parts of running a small business off the plates of already busy owners, bookkeeping and taxes. The mission is to help every small business owner build a thriving and profitable business by helping them make more, keep more, and pay less in taxes.

SVP of Sales and Partnerships

Winning by Design

The leader in recurring revenue acceleration and optimization for B2B organizations, Winning by Design has appointed Kevin Dorsey as a key advisor focused on its sales leadership enablement and coaching practice. Dorsey will advise Winning by Design on the continued expansion of its sales leadership offerings to meet the requirements of a changing workplace and workforce, including the design of sales coaching programs and playbooks, and training and coaching of newly minted frontline managers, sales directors, and sales executives. The demand for these programs from high growth companies is rapidly expanding, as evidenced by Winning by Design earning a placement of #147 on the 2021 Inc. 5000 list.

Focused on creating and leading world class coaching, training and content for SaaS Sales Leaders. Through playbooks, courses, training and on going coaching. The frontline manager and directors are the KEY to any orgs growth, but are massively underserved from a training and coaching level. That is about to change...

PatientPop Inc.

Leading and building an amazing team of 70+ SDRs (from 20) and 40+ (from 12) Full Cycle Closers. Focused on building the best sales team in America.

VP of Inside Sales

ServiceTitan

ServiceTitan is a mobile, cloud-based software platform that helps home service companies manage their business in one place. ServiceTitan's end-to-end solution includes CRM, intelligent dispatch, comprehensive reporting, marketing management tools, mobile connectivity for field techs, and Quickbooks integration. ServiceTitan brings a fully operational modern SaaS infrastructure to an industry traditionally underserved by software.

ServiceTitan is venture capital backed by Bessemer Venture Partners, Mucker Capital, I2BF Digital, and AMENALAV Group. For more information, please visit www.servicetitan.com

Head of Sales Development and Enablement

SnackNation

As VP of Sales, I am leading, motivating, and holding accountable an amazing team, 75 reps and counting, of dedicated and hard working individuals who all share the same goal "Create Awesome Offices" 

The SnackNation sales team is responsible for finding, prospecting, and closing the very best companies out there for our monthly snack delivery program. We utilize industry leading marketing and sales techniques to continue to grow 15-20% month after month all through mostly outbound efforts.

Responsibilities Included. 

•Coordinates with Executive leadership to lead efficient and accurate sales force reporting initiatives.

•Established a sales force training plan focused on developing and reinforcing critical sales competencies. Prioritizes training objectives for selling, sales management, and sales support roles.
 
•Develops new reporting tools as needed. Coordinates with sales leadership and other stakeholders to lead efficient and accurate sales force reporting initiatives.

•Designed sales incentive compensation programs that provide market-competitive pay, reinforce sales organization strategy, and align with business and sales organization objectives.

•Oversees sales compensation plan administration. Establish sales compensation program rules, policies, and procedures. 

•Responsible for the optimal deployment of sales personnel. Makes recommendations for changing sales roles, coverage models, or team configurations in order to maximize sales productivity. 

•Responsible for equitably assigning sales force quotas and ensuring the company's financial objectives are optimally allocated to all sales channels and resources through the quota program. 

•Accountable for the timely assignment of all sales organization objectives. 

•Designs, implements, and manages sales forecasting, planning, and budgeting processes. Establishes high levels of quality, accuracy, and process consistency in planning, forecasting, and budgeting approaches used by the sales team.

Vice President of Sales

H.U.M.A.N. Healthy Vending

Responsible for heading up all Location Discovery & Acquisition marketing projects as well as most sales letters for different department initiatives. 

I help my team and HUMAN get our message across clearly while at the same time motivating our prospect to take action, and take action quickly.

Specialties:
 
Marketing Funnel Creation and Implementation
Sales Letters
Website Copy
Email Copy
Phone Scripts
Presentation Scripts

The goal to increase responsiveness from potential locations, speed up the sales cycle, and also provide resources for our franchisees to leverage it themselves.

Director of Sales & Marketing

Finally! An Easy, Hassle-Free Way To Get Top-Selling Delicious Healthy Snacks Delivered Right To Your Office

Be The “Office Rock Star” By Giving Your Employees The Same Perks That Other Top Companies Like Facebook and Google Do…Without A Big Budget or Annoying Hassle

Here’s your chance to do something TOTALLY INCREDIBLE for your office without any added effort…

And the best part about it is, it doesn't cost a lot and it won’t monopolize your time.

Introducing SnackNation: “Healthier Snacks Delivered”

SnackNation is a one-of-a-kind monthly healthy snack delivery service that helps your employees be happier, healthier, and highly productive.

It’s also a way to:

• Have a well-organized, turnkey office snack program without having to manage it.

• Save YOURSELF time and energy by not having to order products through Costco, going to the store, or dealing with employee complaints about lack of healthy options.

• Stop worrying about picking out the best tasting options for your employees every single month.

• Think of how much time they’ll save if they could grab a quick snack right in the office instead of spending 15-20 min driving somewhere.

• Attract and retain highly skilled employees who appreciate your commitment to their improved health & well-being.

In a nutshell… SnackNation takes all the hassle off or your shoulders and just makes you look like the office Rock Star. Having SnackNation delivered to your office means:

• No more driving around town to pick up product. That’s a big pain in the butt!

• No more guessing about which products are healthy and which are not. 

• No more disappointment with Amazon when your favorite product is no longer in stock or bundles have changed.

• No more employees complaining about only having access to junk food.

• No more headaches whatsoever in dealing with your office snack program ever again!

To Get a FREE Sample Box - Please contact me directly

Kevin Dorsey
kevind@snacknation.com

SnackNation - An Amazing Healthy Snack Delivery Program For Offices

Motivate, inspire and help my team members reach their personal and company goals.
Report team progress, pipeline, and campaign difficulties with the LDA Director .
Create new and innovative ways to have more efficiency and higher results. 
Help train new Franchise Owners in Machine Training and LDA Training at HB3.

Sales Manager

I specialize in helping schools, gyms, YMCA's, hospitals and businesses improve nutrition by making healthy choices more accessible, engaging them in nutritional education, and increase revenue for their location as well.

Easy Nutrition Specialist

SVP of Sales and Partnerships at Bench Accounting - SaaS Sales Consultant, Keynote Speaker & Sales Leadership Coach - Black Hat Aficionado - #TFOMSL

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

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 teams from 0-150+ reps, revenues from 0-100M+ ARR (and counting). 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.

Just saw this one... and too good not to share on a Friday afternoon. 

I agree. 

What I ACTUALLY want AI to do vs what it is doing is going the wrong direction 🤣 

100% would sign up for AI laundry, folding, cleaning, picking up dog poop, cleaning the gutters, etc!

Wow. Just wow. 

What an experience and what an event. 

Truly floating and humbled right now on how amazing the attendees at the SaaSiest conference were. 

They were engaged. I even pulled off an IKEA joke, risky but worth it!

They were hungry (and if we are being honest thirsty, holy smokes do yall like to party!)

They were kind and welcoming. 

What an well run event. 

So much fun. 

Feedback has been incredibly positive on both the workshop and the keynote. 

Just had a blast. 

I’ll be back.

More companies should be considering SDR managers for AE Manager roles. 

WHAT?! GASP! OUTRAGEOUS!

Hear me out. 

As more and more companies are going back to full cycle type roles. 

Who best to lead and coach AEs back the the most ways of prospecting?

If the SDR is the “hardest” role…

How do you think managing them is?

These managers know how to drive activity, pipeline, prospecting, targeting, etc. 

They will help your ADs drive more pipeline. 

They can LEARN the sales process. 

OR - you can have a couple “roaming super closer” coaches where all they do is get involved in deals while the SDR manager is doing the day to day management. 

Too often these managers are overlooked or not even considered for closing leadership roles. 

I’m telling you. 

You’re missing out. 

If pipeline is your problem, hire leaders that can fix THAT. 

I’m telling you. 

There are phenomenal leaders across that aisle that your overlooking to your own demise. 

That got deep at the end. 

But I mean it.

Just recruited two ATT sales people while at target. 

These 2 guys were hustling!

Talking to every person walking guy. 

Good openers. 

PHENOMENAL tone. 

Rejection after rejection with no loss in energy and enthusiasm. 

Went up to both of them. Gave them my number and told them to look me up on LI. 

because of they can do what they are doing in person, they can 100% sell SaaS over the phone and zoom. 

I’d put them up against many a SaaS full cycle AE with the proper training. 

I hope they call and connect. 

We shall see…

SaaS likes to think “it’s sh*t don’t stank”

Like we are the pinnacle in business and sales. 

We gotta step out of our bubble sometimes. 

The vast majority of the highest revenue and valued companies are not SaaS companies. 

Yes we have our diaper darlings, but they aren’t the only ones. 

I’m at a sales leadership conference right now in FL being run by Patrick Bet David.

Normally I’m speaking at these conferences, but not this one. 

No one knows who I am and I love it. I’m an absolute no body here. 

It isn’t for/catering to the SaaS industry. 

In fact I told someone I was a CRO and they thought it was a conversion rate optimizer and commended me for being at a sales conference!

I’m chatting with people that are…

Running PROFITABLE…

- 30M /year landscaping companies 
- 50M/year dent repair companies 
- 20M/year commercial window cleaning companies 
- 20M/year roofing and insurance companies
- Sellers making 200-300k selling solar, HVAC, and manufacturing equipment. 
- Run by Patrick Bet David who made/makes billions in insurance and financial services

These are numbers everyone in SaaS would love to get to. 

Some of these guys and gals would run circles around SaaS leaders and teams. 

There is still a buzz and hustle and energy and work ethic that I think we’ve lost a bit in SaaS if I’m honest. (Plus this is a SHARP dressed conference!)

There are things these companies and leaders are doing right that I think we have lost sight of a bit in tech. 

Sometimes back to the basics is the way. Some times what was old becomes new again. 

I’ll share any key learnings as the conference goes on. 

It feels good to hear a totally different perspective. 

To just attend and not present. 

At a place no body knows your name…

You ever see something so stupid that you’re also like… yeah that’s a damn good idea?!

Not gonna lie…

I def spent a decent chunk of time mapping this out in my head and how to do it at scale, and the different verticals it could work for…

Sell the service to SMBs. Calling into their lists/customers. 

And how to apply text. 

And AI. 

It could never work… could it?

I love stupid good business ideas.

Bittersweet day today…New black hat day. 

Good ole faithful has run its course. 

Wasn’t quite black anymore. More of a grey. 

Lost its shape. 

Probably smelled to anyone but me. 

Had a great 3 year run. 

I’ll never forget you, or if we are honest get rid of you (Jessica Dorsey thinks I have too many hats but she is wrong)

Time for a new one. 

Goodbye old friend. 

Hello new friend.

“A generous pour for generous people” - random server in Copenhagen. 

Y’all. Sooooo much to be learned by this line. 

Out to lunch/brunch with the wifey and we order 2 glasses of wine. 

Server comes. Let’s us try it. Delicious. So we say yes. 

Pours 2 HEAVY pours. 

Like pretty much empties the bottle between the two glasses. 

We are clearly thankful and happy and he says. 

“A generous pour for generous people”

Genius. 

Let’s break down the psychology of all this. 

Law of Reciprocity- he gave first. 

Labeling - Generous

Sampling - got the small yes first. 

Power of Surprise - a positive wow moment. 

A lot to be learned here even for B2B sales. 

Even at the enterprise level. 

How can you give?

How can you wow?

How can you label?

Love it. 

Yep. He’s getting a good tip. Cuz I’m generous. 

PS - this ain’t the generous pour. Already had done some damage before this.

Oooooooh am I excited about this one. 

Just touched down in London, waiting for my connection because I'm speaking at SaaSiest in Sweden next week. 

Actually that's doesn't quite cover it. 

I'm doing a 90 min workshop for almost 200 founders. Where we will actually DO the work, and build, and create the WGLL together. (I'm building a founders mastermind by the way...)

I'm doing a 20 min keynote for 1500 attendees. Crash course on the $1B Revenue Leadership Methodology

I'm doing private 1x1s at the Verdane booth. 

Probably taking a nap.

Def enjoying some whiskey. 

This is going to be FUN!!!

If you're going to be there, find me. 

I'll be wearing a black hat...

Oooh the saga continues!

Y’all. Just had a great chat with him. 

I’d hire him tomorrow for an SDR or SMB AE role if I had one. 

But if anyone wants an intro I am happy to make it. 

Based in Austin or Remote. 

Move fast  

Because once I have a spot, I’m scooping him.

“You might as well send your BDRs home 2-3 days a week”

Kyle Norton just dropping BARS right now. 

He gets how important data is. 

His research has shown that 30-50% of leads BDRs are working are bad fits/never contactable. 

You HAVE to invest in data to take the sourcing and researching of leads of their plate so they can spend time on the phone and crafting great messaging. 

Seriously he gets data, tech, efficiency and data science better than damn near every CRO I get to talk to. 

Follow this dude. 

Learn from him.

The CROs of the future will have to understand…

AI
APIs
Data
Tooling
Systems

Learning how to connect all of these, optimize them and leverage them for your sales process is going to make or break you in the very near future. 

Two people that I think I get this more than most are Frank Nardi and Kyle Norton 

Gone are the days where a CRO can just be a a glorified seller. 

Hoping on plan and having dinner with prospects. 

The “new” CRO is going to know how to leverage tools and tech and systems to scale. 

So future CROs

Start learning now. 

It’s a must.

Finally... A sales book that speaks to how things ACTUALLY work now a days. 

There are somethings in sales that haven't changed. 

You're still selling to people, that is true. 

But there are alot of things in B2B SaaS sales that HAVE changed. 

How many people you're selling to. 

How much information those people have. 

How those people want/like to buy thing. 

How those people succeed in their jobs. 

The BUYING motion has changed drastically over the last 10 years. 

But most sales processes and playbooks have not. 

that's why I'm so pumped (and honestly a proud friend) of Jake Dunlap for the launch/release of his new book 'The Innovative Seller' 

He breaks down the 4C's of buying and selling. 

He talks about a new methodology to keep sellers focused on the things that actually matter to the buyer.

He nails it ya'll. 

So go scoop up his book. 

Read it. 

Embrace it. 

Execute against it. 

Your buyers and your pay checks will thank you!

Reps you need to start preparing for the next role far earlier than you realize. 

If you want to go from SDR to AE. 

You should be shadowing disco calls, demo calls, pricing calls 6-8 months before you are “ready” 

Practicing WEEKLY to get ready. 

AEs if you want to make the move to ENT. 

Same idea. 

This might even be a year of work, review, shadowing, to start to get a grip on what it will look like. 

Same idea here too. 

Practice creating business cases, POVs. Ask to help and ENT rep with their proposals. 

SDR Managers - if you really want to cross the aisle like I posed about last week. 

Same. Idea. 

Build a relationship with the closing managers. 

Shadow their 1x1s, their coaching calls, hop on calls with AEs. 

Practice pipeline reviews and deal management. 

Managers wanting to be Directors and VPs. 

Same ideas!!! 

The key idea here y’all is to get ready early!

Who do you think gets prioritized for an internal promo?

Someone doing the above or someone who says “I’ve been here long enough, I should have that promo”

I get asked all the time “how do I get the next role?”

And when I ask questions about if they have been doing the things above, the answer is almost always no. 

Is the above extra work?

Yep. 

Deal with it. 

That’s part of the journey. 

If you think about the fact that each one of these promo levels could be $100ks in you pocket each year. 

I think that’s pretty worth it. 

Stay ready so you don’t have to “get ready”

Let’s go.

The fastest way to mess up leadership is to make it about you. 

Your most important job is simple (not easy, but simple)

“Make your people better and help them accomplish more than they could on thier oen”

That is how I define leadership and you could ping my former managers and directors and ask them. 

You could probably hit them up at 2am and ask and they’d still get it. 

We talked about it constantly. 

Leaders. 

That is your job. 

Now also notice, you can be a leader based on this definition and not yet be a manager/director /vp/cro. 

Reps. 

You can lead like this as well. 

You can make others better on your team too. 

Lead from within. 

Make others better and you will shocked how far and fast your career will go. 

Become known and a “people developer” and doors will fly out. 

There will be lines of people wanting to work with you. 

Lead people. 

Manage processes. 

Make it about THEM.

When Chris Orlob sends you a text like this and then asks if he can share the course with the pclub.io world...

You say yes. 

Long time coming (mostly my fault honestly) but here it is!

Prospecting Masterclass on pclub. 

I breakdown the 8 core elements of a cold call. 

I breakdown tone. 

I breakdown the bucket question and enlightenment questions. 

A few more things you'll learn:

- How to 'hook' buyers within just a few seconds
- Why (and how) to use problem-messaging
- How to craft a winning cold call script
- Closing lines to book the meeting

This stuff works. I've used it and tested it and tweaked it over 12 years. 

I cut my teeth and built my entire brand, team, reputation on outbound, so I've been there.

Quite literally (and some of my reps could attest to it) I've split test singular WORDS in the cold call scripting to see what worked better. 

This stuff can book you more meetings. 

Dive in. 

Have some fun

Practice it. 

POE is a lifestyle. 

Pipeline. Over. Everything. 

Calling your miss is just as important as calling your hit. 

Too often I hear about leaders/rep fluffing the numbers up so it looks like they hit…

But then not

They miss. 

Or reps giving a leader a commit that is below the target and the leader saying something along the lines of…

“Nope I need more than that”

So the rep bumps up the number. 

Then misses. 

You’re going to miss sometimes. 

It happens. 

But the earlier you KNOW you’re going to miss the better. 

Call your miss. 

Get ahead of it. 

Identify what CAUSED the miss. (This is where BIPSY comes in)

Then fix the cause for the next month. 

Get ahead of the next quarter 

I’d rather have some accurately tell me they will land at 78% than have them tell me they will hit 100% the finish at 78%. 

Forecast accuracy is crucial. 

Knowing why you missed and doing something about it is even more crucial. 

Too often reps and leaders are high on hopium which causes them not to change anything until it’s too late. 

Call your shot. 

Call your miss. 

Own it. 

Identify the cause. 

Fix the cause. 

Do better next time.

I do alot of webinars (will be doing less and less moving forward)... but this one?

oh boy am I excited about this one. 

POE - It's mindset, a lifestyle, and eventually a neck tatoo. 

Pipeline. Over. Everything. 

Too often this gets missed, lost in the sauce, and overlooked. 

No company dies because they drown in pipeline. 

They die because they starve. They don't have enough. 

That's why I'm so I’m excited to team up with these four SaaS sales experts to teach a (free) live masterclass: How to Master SaaS Sales From Pipeline Generation to Closed-Won.

A few things you’ll learn:

(✓) Double your pipeline with a new “2024” prospecting approach (yours truly)

(✓) The secret to building urgency that closes deals at a breakneck pace (Chris Orlob)

(✓) A multithreading strategy to boost your win rates up to 34% (Krysten Conner)

(✓) Four-phase framework for selling to the C-SUITE (Nate Nasralla)

(✓) Negotiation secrets of a SaaS negotiator who rose from SDR, to Vice President of a 6,407 employee SaaS company in 10 years (Kyle Asay)

Like look at this line up!

I've had the pleasure and opportunity to speak at length with every single person on this webinar and damnit do they know their stuff. 

You're gonna want to be there for this. 

Go ahead and grab a spot here: 

https://lnkd.in/ejcUihKU

P.S. What questions do you have that you want me to cover in the Masterclass? Write them in the comments!

event.webinarjam.com • 1 min read

Unlock the Secrets: How to Master SaaS Sales From Pipeline Generation

Peer pressure works both ways. 

Generally people think of peer pressure as a BAD thing, but it doesn't have to be. 

In fact it shouldn't be. 

This is why culture and especially your early hires are so important. 

You want to create a culture where being negative stands out as weird/wrong.

You want to create a culture where there is peer pressure to perform at your best. 

You want to create a culture where there is peer pressure to practice your craft. 

Think about the stories people tell about Kobe, MJ, Tiger, etc. Just being around them made you want to work harder/practice more. 

You want to create a culture where there is peer pressure to grow, to work hard, to have fun together. 

If you can get the first 9-10 hires 'right' - you can create a culture where peer pressure works in the POSTIVE direction, not the negative. 

Where if someone comes in with the wrong mindset, the wrong behaviors, the positive peer pressure either levels them up or pushes them out. 

This is also why it is so so so so important to move quickly if you feel peer pressure going the wrong way. 

Because hiring a positve person into a negative culture, will not work. 

Hiring a top performer into a culture that has embraced slacking or not performing, will not work. 

Create positive peer pressure on your teams. 

It will make your life so much easier!

I gotta be honest. I talk to a lot of VPs and CROs. 

Something that is still very surprising to me is how few are REALLy going deep on AI. 

Like truly trying to master and understand the possibilities it can drive for their sales orgs. 

More often than not it’s very surface level stuff like…

Meetings notes
Research 
Mediocre emails. 

And that’s where it stops. 

No internal council created to stay on top of it. 

No “owner” of it with in the org. 

No big picture thinking of what it could do and working towards. 

Clari said it so well “AI is one of the biggest opportunities AND risks to revenue right now”

You need to start to understand where it is now, but also how to leverage to get to where you want to go. 

Aka. 

You need to have a STRATEGY!

Not just sitting on the sidelines wait to see what happens. 

If you want to jump start your learnings you have to tune into Clari’s CHARGE event. 

They are going deep on AI and Revenue strategies. 

If you are a leader now, or what to be a leader in the future, mastering and leveraging AI is a must. 

Don’t miss this. 

They have onsite sessions AND virtual. 

I’ll see y’all there!

Taplio

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