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.
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...
Why Your Best Reps Keep Losing Winnable Deals
October 25, 2025 | Read online Why Your Best Reps Keep Losing Winnable Deals by Kevin 'KD' Dorsey There’s a painful pattern I see in sales orgs - especially right now. A rep nails the discovery. The demo is crisp. The buying team is engaged. Everyone’s nodding along like this thing is a done deal. But then… weeks pass. Follow-ups go unanswered. Internal priorities “shift.” The champion goes dark. And just like that, another winnable deal dies a slow, silent death. Most leaders chalk this up...
The 7 Laws That Actually Close Deals
October 18, 2025 | Read online The 7 Laws That Actually Close Deals by Kevin 'KD' Dorsey Sales isn’t charisma. It’s chemistry. A lot of reps think sales is about being slick. Tight pitch. Strong close. Maybe a killer opener that gets a laugh. You see it in the movies, on the timelines, in the sales memes — the idea that the best reps are just “naturally persuasive.” They’re not. The best reps are students of influence. They understand how decisions are made, how people process change, and how...
Why Most Sales Coaching Fails — And What To Do Instead
October 11, 2025 | Read online Why Most Sales Coaching Fails, And What To Do Instead by Kevin 'KD' Dorsey Let me paint a picture you’ve probably seen a hundred times. A rep is behind on quota. You ask their manager what's going on. And the answer comes back like this: “They need to improve their discovery.”“They should generate more pipeline.”“They gotta close better.” Cool. And how exactly are they supposed to do that? That’s not coaching. That’s a weather report. Tells you what’s happening...
Using Your Inbound Signals to Fuel Strategic Outbound
October 4, 2025 | Read online Using Your Inbound Signals to Fuel Strategic Outbound by Kevin 'KD' Dorsey If you’ve been in the trenches of B2B the last 12 months, you’ve felt it. Inbound doesn’t hit like it used to. Cost per lead? Up.Connect rates? Down.Zero-click searches? Eating your lunch. And yet, walk into most companies and you’ll still find the same broken setup: Marketing runs inbound. Sales runs outbound. Two different universes. Two different dashboards. Two different sets of KPIs....
Stop Chasing Ghosts: Why Contact-Level Intent Is the Future of Sales
September 27, 2025 | Read online Stop Chasing Ghosts: Why Contact-Level Intent Is the Future of Sales by Kevin 'KD' Dorsey “The account is surging.” Cool. Who? “They’re in-market.” Fantastic. Which human? This is the broken promise of account-based intent. Too many sellers are still calling blind, emailing ghosts, and chasing shadows—while the real buyer already signed with your competitor. Let’s get real: Businesses don’t buy. People do. Accounts don’t feel pain. Humans do. Companies don’t...
Quotas, Headaches, and Why Your Team is Struggling
September 20, 2025 | Read online Quotas, Headaches, and Why Your Team is Struggling by Kevin 'KD' Dorsey I’ve been hearing the same thing over and over again from VPs and CROs lately: “My team’s missing quota. Reps are burnt out. Pipeline is shrinking. And I don’t know what lever to pull next.” Sound familiar? Here’s the harsh truth: most sales orgs are suffering not because the economy is tight (it is), but because they’re trying to fix the wrong problems. They’re obsessing over results when...
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...
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.