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.
Why Top Sales Teams Win on Leverage (Not Hustle)
January 31, 2026 | Read online Why Top Sales Teams Win on Leverage (Not Hustle) by Kevin 'KD' Dorsey Let me start with a hard truth, y’all: The gap between average sales teams and top performers isn’t effort. It’s leverage. Most teams are grinding. Top teams are engineering momentum. Same reps. Same hours in the day. Very different outcomes. Why? Because the best teams aren’t trying to “work more deals.” They’re letting systems do the heavy lifting between conversations. The 20-Hour Blind...
You’re Solving the Wrong Sales Problem
January 24, 2026 | Read online You're Solving the Wrong Sales Problem by Kevin 'KD' Dorsey Alright y’all, let’s talk about something I see every single week when I’m in leadership sessions with CROs, VPs, and frontline managers. Pipeline feels soft. Forecasts feel shaky. Reps are busy as hell, calendars are packed, Slack is popping… and yet the numbers aren’t moving. And without fail, leadership jumps to the same conclusions: we need a better strategy, we need better reps, we need a new...
What Would You Do With 12 Months of Focus?
January 17, 2026 | Read online What Would You Do With 12 Months of Focus? by Kevin 'KD' Dorsey Let me ask you something uncomfortable. What would you actually build…if rent, food, and bills were covered for a year? Not in theory. Not in some “one day” vision board way. I mean for real. Because most people don’t fail due to lack of ambition. They fail because life is expensive — and dreams don’t come with a safety net. The Lie We Tell Creators We love to romanticize the grind. “Just wake up...
Why more sales tools aren’t fixing your revenue problem
January 10, 2026 | Read online Why more sales tools aren’t fixing your revenue problem by Kevin 'KD' Dorsey Alright y’all — let’s talk about the uncomfortable truth most revenue leaders don’t want to say out loud. We don’t have a “sales effort” problem. We don’t have a “work ethic” problem. We don’t even have a “talent” problem. We have a stack problem. And more specifically… we have a decision problem disguised as a tech stack. Because right now, most sales orgs look like this: A CRM nobody...
The AI Lie That’s Burning Budgets
December 13, 2025 | Read online The AI Lie That’s Burning Budgets by Kevin 'KD' Dorsey Everyone's talking about AI.The board wants to hear your “AI strategy.”Your competitors are posting about their AI integrations.Your vendors are pushing AI like it’s magic in a box. So most sales orgs, especially in SaaS, are sprinting toward adoption. New tools. New workflows. A new budget line with “AI” in the title. But here's the uncomfortable truth nobody wants to say out loud: Most AI initiatives are...
Demos aren't the problem. But how we use them is.
December 8, 2025 | Read online Demos aren't the problem. But how we use them is. by Kevin 'KD' Dorsey I’ve been thinking a lot lately about demos - specifically how much time teams spend trying to “fix” them. Coaching the pitch. Rebuilding decks. Getting feedback from SEs. Shadowing top reps. Overhauling demo environments. All good things. But here’s the hard truth: even the best demo is still a single moment in time. A snapshot. And most deals? They don’t close in the demo. They close in the...
Everyone bought AI notetakers.They Didn’t Fix the Real Problem.
November 23, 2025 | Read online Everyone bought AI notetakers. They Didn’t Fix the Real Problem by Kevin 'KD' Dorsey Revenue still flat. Quota still missed. Something ain’t adding up. Let’s ask a hard-truth question: If AI notetakers made us smarter…Why are GTM teams still missing target? Over the past 7 years, AI notetakers have delivered: More transcripts More “insights” More auto-summaries And yet—execution problems inside revenue orgs?Still look exactly the same. Feels like we’re stuck on...
Execution Is the Game. Are You Even Playing?
November 15, 2025 | Read online Execution is the game: are you playing? by Kevin 'KD' Dorsey Let’s kill the biggest myth in sales right now: “We need a new methodology.” Nah, you need better execution. Your team doesn’t need another playbook. They need to run the one you already have. Just like you don’t need another diet, you need to stop cheating on the one you're on. Here’s the brutal truth: Most sales orgs aren’t struggling because they’re using the wrong process. They’re struggling...
The Math Behind Missed Quotas (And How to Fix It)
November 8, 2025 | Read online The Math Behind Missed Quotas (And How to Fix It) by Kevin 'KD' Dorsey “If you can’t mathematically find a path to quota, you have to change the quota.” – Real talk from the trenches of tech sales leadership Sales leaders say they want accountability. They say they want results.But what they really need is math. Because without math, you’ve got nothing but hope—and hope is not a quota plan. Let’s break this down. Why Quotas Fail: It’s Not the Reps, It’s the Math...
Why Your Reps Are Still Living in Spreadsheets (and What to Do About It)
November 1, 2025 | Read online Why Your Reps Are Still Living in Spreadsheets (and What to Do About It) by Kevin 'KD' Dorsey Despite billions of dollars poured into CRM systems, enablement platforms, AI-powered assistants, and digital transformation tools, most enterprise reps are still running their entire book of business out of spreadsheets. Yes, you read that right. Not Salesforce. Not your robust tech stack with its dashboards and integrations. Just rows and columns - sometimes...
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.