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.
Your Best Salespeople Shouldn't Be Working For Your CRM
August 22, 2026 | Read online Your Best Salespeople Shouldn't Be Working For Your CRM by Kevin 'KD' Dorsey Five hours. That's roughly how much time a week a good rep can spend doing something that has absolutely nothing to do with selling: Entering data into the CRM. Five hours doesn't sound like much until you multiply it. Five hours a week is 260 hours a year. That's more than six full workweeks. And if you've got a rep who's fully loaded at $500K a year, you're effectively paying about...
The Most Expensive Second in Sales
August 15, 2026 | Read online The Most Expensive Second in Sales by Kevin 'KD' Dorsey There's a moment in almost every sales call that looks completely harmless. The buyer asks a question. The rep says, "That's a great question. Give me one second." Then they look down. Maybe they open the CRM. Maybe they check their notes. Maybe they search Slack. Maybe they pull up the pricing sheet. Maybe they're trying to remember what happened on the last call. It's only a few seconds. But something just...
The Biggest Problem in Sales Training Isn't Training
August 13, 2026 | Read online The Biggest Problem in Sales Training Isn't Training by Kevin 'KD' Dorsey It's Recall. I've spent years building sales playbooks. Frameworks. Discovery guides. Objection handling. Closing strategies. I've trained hundreds of reps on them, and here's something that's bothered me for a long time: The reps almost always know what they're supposed to do. They just don't remember it when it matters. Think about the last sales call you were actually in. Not the one you...
You're optimizing for selling...
July 4, 2026 | Read online You're Optimizing for Selling by Kevin 'KD' Dorsey I think one of the biggest mistakes revenue teams are making right now is that we're still designing our sales process around what helps us sell. Not around how people actually buy. Those sound similar. They're not. For years, sales was built around live interactions. We controlled the demo. We controlled the agenda. We controlled when information was shared and how buyers experienced it. If they wanted to learn...
Your demo didn’t fail… it just didn’t survive
March 28, 2026 | Read online Your demo didn’t fail… it just didn’t survive by Kevin 'KD' Dorsey Your demo isn’t the problem.Your demo just dies the second the call ends. And that’s killing your deals, y’all. Most sales teams think: “We need better closers” “We need better pricing” “We need more pipeline” Nah. You’ve got a momentum problem. The part nobody talks about You can run a perfect demo… Tight story. Clear value. Prospect nodding the whole time. And then? Nothing happens. There is no...
The Lead Gen Industry Has a Dirty Secret
March 21, 2026 | Read online The Lead Gen Industry Has a Dirty Secret (and y’all know it) by Kevin 'KD' Dorsey Someone needs to Hunger Games this whole lead gen game. No fluff. No cherry-picked case studies. No “we booked 27 meetings” without telling you 19 were garbage. Just raw performance. Because right now? Everybody’s claiming they’re elite… But nobody’s playing the same game. The uncomfortable truth If 10 agencies all promise you: “15–20 qualified meetings per month” …there’s only 2...
The Death of “Good Ideas” in GTM
March 7, 2026 | Read online The Death of “Good Ideas” in GTM by Kevin 'KD' Dorsey Most sales teams don’t have an idea problem. They have an execution problem. A CRO I spoke with recently said something that stuck with me: “We have dozens of good GTM ideas every quarter… and maybe two actually happen.” Sound familiar? Marketing has campaign ideas. Sales has target accounts. RevOps has the data. But turning all of that into real pipeline? That’s where things break. Not because the strategy is...
When GTM Engineering Becomes the Bottleneck
February 28, 2026 | Read online When GTM Engineering Becomes the Bottleneck by Kevin 'KD' Dorsey A few years ago, “GTM Engineer” wasn’t a thing. Now it’s a job title. Sometimes a whole team. Think about that for a second. We created an entire function… just to connect the tools we already bought. CRMs. Sequencers. Enrichment. Intent data. AI this. Automation that. Strategy isn’t the problem. Tools aren’t the problem. Execution is. The Wall Between Idea and Reality Every CRO I know can...
Stop Playing Catch-Up in Sales
February 21, 2026 | Read online Stop Playing Catch-Up in Sales by Kevin "KD" Dorsey Most sales leaders think they have a performance problem. What they actually have is a signal problem. They’re reviewing calls after they bomb. Reviewing pipeline after it stalls. Reviewing activity after the week’s already lost. And then wondering why it feels like they’re always chasing. Y’all… you can’t fix yesterday. You can only architect tomorrow. This is the shift I want you to make going into this...
You Can’t Change Results (And That’s Exactly Why Your Team Is Missing Quota)
January 11, 2025 | Read online You Can’t Change Results (And That’s Exactly Why Your Team Is Missing Quota) by Kevin 'KD' Dorsey Close rates are down. Pipeline is tight. Buying is slower. And what do most sales leaders do? They talk about results. “Revenue’s off.”“Quota attainment is low.”“We need more pipeline.” Cool. That’s like yelling at the scoreboard and expecting it to move. Here’s the hard truth, y’all: You cannot change results.Results are already in the past. That’s what makes them...
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.