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.
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...
We Built an Impossible Sales Job — Then Act Shocked When Reps Miss
February 7, 2026 | Read online We Built an Impossible Sales Job — Then Act Shocked When Reps Miss by Kevin 'KD' Dorsey Let’s start with some honesty. If sales job descriptions were written the way the job actually works, they’d read like satire. Must manage 50+ accounts. Must have a unique POV on every deal.Must know the industry better than the buyer.Must track competitors, funding, job changes, intent, content engagement, MEDDPICC, and account plans.Must do this consistently.With no unified...
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...
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.