Sales Leadership Accelerator
Learn how to boost your sales team, drawing from KD's vast experience as a team member and a sales leader. This newsletter outlines the exact methodology KD used to build multiple sales teams and unicorn companies.
How to Build a Sales Org That Doesn’t Break at $100M
September 13, 2025 | Read online How to Build a Sales Org That Doesn’t Break at $100M by Kevin 'KD' Dorsey There’s a brutal stat floating around tech: The average VP of Sales tenure is <18 months. Not because they aren’t talented. Not because they don’t work hard. It’s because they’re leading by results.And here’s the truth: you can’t change results. Revenue is already in the past. Pipeline is already in the past.By the time you’re talking about them in the boardroom... it’s too late. So what...
Long Live Outbound
September 6, 2025 | Read online Article Title Article intro Y’all remember when inbound was the golden ticket? You’d post a blog, crank out an eBook, maybe throw a webinar on the calendar - then just sit back and wait for leads to roll in. That era is dead. Not because content is useless (it’s not). But because buyers are different now. They don’t fill out forms. They ghost nurture streams. They’re making 80% of their decision before you even hit their inbox. If your team is still banking on...
Stop Chasing Results. Fix What Causes Them.
August 30, 2025 | Read online Stop Chasing Results. Fix What Causes Them. by Kevin 'KD' Dorsey Most VPs of Sales are out here fighting ghosts.They see “missed revenue” on the board and start swinging - hire more heads, crank more dials, raise quotas. But results are already in the past. You can’t change them.The only thing you can change are the behaviors, processes, and skills that caused them. That’s the BIPSY way. Lesson 1: Quotas Without Math = Revolt Leaders love to set shiny big...
Why Most Sales Teams Hit a Ceiling (and How to Break Out)
August 23, 2025 | Read online Why Most Sales Teams Hit a Ceiling (and How to Break Out) by Kevin 'KD' Dorsey Here’s the uncomfortable truth about sales: most teams hit a ceiling. They hit a revenue level, a headcount number, or a “way we’ve always done it” mindset - and stop growing. Not because the talent isn’t there. Not because the market is tapped. But because they don’t evolve their system. The same scripts, the same cadences, the same messaging… all of it eventually stops working. And...
Stop Chasing Results. Start Engineering Them
August 16, 2025 | Read online Stop Chasing Results. Start Engineering Them by Kevin 'KD' Dorsey (…and yes, we’ve also got something fun for you at the end) Here’s the trap most sales leaders fall into: They obsess over results. Revenue. Quota attainment. Pipeline coverage. The problem? Results are already in the past. You can’t change them. You can only change what causes them. The $1B Leader’s Shift: From “What” to “Why” to “How” The BIPSY methodology flips the script: Results – The “what”...
From Chaos to Clarity: How to Lead a $100M+ Sales Team Without Burning Out
August 9, 2025 | Read online How to Lead a $100M+ Sales Team Without Burning Out by Kevin 'KD' Dorsey A VP of Sales I worked with recently was crushing it… or so it seemed.Top-line revenue was growing, the board was happy, and reps were “busy.” But when we looked under the hood, things were shaky: quotas set without math, close rates falling, and managers chasing results instead of fixing the causes. Pipeline was drying up. The same reps who looked like rockstars one quarter were struggling...
Your Quota Is Vaporware
August 2, 2025 | Read online Your Quota Is Vaporware by Kevin 'KD' Dorsey Picture this. You announce the new quota for the quarter: $200K. One rep nods politely. Another flinches. A few side-Slack each other with the modern equivalent of an eye roll: “There’s no way in hell.” But the quota’s been set, and the expectation is that the team will rise to meet it. The problem? The math doesn’t check out. If your average deal size is $10K and your average close rate is 20%, your reps would need to...
Sales Isn’t Just Conversations Anymore: It’s Content Strategy
July 26, 2025 | Read online Sales Isn’t Just Conversations Anymore: It’s Content Strategy by Kevin 'KD' Dorsey There’s a moment in every rep’s career when it clicks: You can’t just be another sales clone - pitching like everyone else, following up like everyone else, and praying deals close like everyone else. You need a signature move. A move that earns attention. That builds trust at scale. That opens doors when cold emails go unread. That’s what I realized early in my leadership days- and...
The GTM Reset: Why Intelligence, Not Automation, Is the Way Out
July 19, 2025 | Read online The GTM Reset: Why Intelligence Is The Way Out by Kevin 'KD' Dorsey Let’s start with a simple truth: We built the sales machine too well. Over the last decade, go-to-market (GTM) became an assembly line. Predictable. Repeatable. Scalable. And in many ways, completely disconnected from how buyers actually buy. Every team had a cadence. Every rep had a script. Every leader had a dashboard. And it worked. Until it didn’t. Now that same machine is breaking deals...
Selling Isn’t Telling. It’s Guiding
July 12, 2025 | Read online Selling Isn’t Telling. It’s Guiding by Kevin 'KD' Dorsey Quick gut check, y’all: Have you ever known your product was the right fit, crushed the pitch, handled objections like Ali in his prime and still walked away with a “Let us think about it”? You didn’t lose the deal on value. You lost it on influence. Because here’s the uncomfortable truth: Being right ≠ being persuasive. Top sellers aren’t just product experts - they’re behavior architects. They don’t force...
Learn how to boost your sales team, drawing from KD's vast experience as a team member and a sales leader. This newsletter outlines the exact methodology KD used to build multiple sales teams and unicorn companies.