Kevin "KD" Dorsey
![Kevin "KD" Dorsey is an influencer]()
CRO @ LeanScaper - Founder of Sales Leadership Accelerator - The #1 Sales Leadership Community & Coaching Program to Transform your Team and Build $100M+ Revenue Orgs - Black Hat Aficionado - #TFOMSL
Austin, Texas, United States
148K followers
500+ connections
About
Formal Education will make you a living… Self Education will make you a fortune. – Jim Rohn
Sales Leadership Accelerator - The #1 SaaS Sales Leadership program -
www.salesleadershipaccelerator.com
Patreon Group - Monthly Live Trainings, Podcasts, AMA's and more!
https://www.patreon.com/insidesalesexcellence
Awards and Recognition
- DemandBase Top 25 Sales Leaders
- Salesforce - Top Sales Influencer to Follow
- InsideSales top 10 Sales Leader
- Pavillon 🗣 Lecturer of the Year
- Salesforce Top 16 Sales Influencers to Follow
- Ambition Top 100 Sales Coaches
- SalesLoft Rev Star
- TOPO Sales Development Exec of the Year
- LinkedIn Top Sales Voices
- LinkedIn Sales Star
- The Modern Sale Top 100 Global Sales Leaders
- Crunchbase Top Sales Leaders You Should Know
I believe in focusing on the "person" in "salesperson"
As I've grown as a leader I have a better understanding of what truly drives behavior, motivation, and long term success. If we can make better people, the sales will follow.
I love scaling sales teams. I have built multiple teams from 0-150+ reps, revenues from 0-100M+ ARR (multiple times). 2 Unicorns (ServiceTitan and Tebra) I believe in processes and systems, paired with skill development, as the code to success.
I also love to share what I have learned, and what I am learning with others. I consult all sorts of different companies and people as they look to improve their results. I mentor and consult early, mid, and late-stage SaaS companies all across the world. Sharing my playbooks and processes for scaling sales teams successfully.
I have spoken at the top conferences across the country, mentor/coach start up's across the country, and love sharing as I go.
If there is a book on sales, psychology or influence I have probably read it. I am a voracious learner and am constantly pushing myself and my team to reach new heights of achievement. Because of my own internal desire to learn and grow, that also gets translated out to my team with non-stop growth, coaching and training.
Articles by Kevin "KD"
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I am strong, but I am tired...
I am strong, but I am tired...
For the past 2 weeks I have been getting asked non-stop 'how are you doing'? I know for the most part the question…
122 Comments -
Your Sales Methodology is Irrelevant
Your Sales Methodology is Irrelevant
Your sales methodology is irrelevant. Yep.
106 Comments -
Before they cheat...
Before they cheat...
I cheated. There I said it, I'm airing my dirty laundry for all to see.
56 Comments -
The Most Valuable Sales Training Tool I've Ever Used
The Most Valuable Sales Training Tool I've Ever Used
How do you know if your reps are getting better? This is the question that I want you to think about for a second..
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The Sales Industry is Backwards - Part II - The SDR
The Sales Industry is Backwards - Part II - The SDR
So in the last article "The Sales Industry is Backwards Part I," I lamented to the fact that the sales industry is the…
130 Comments -
The Sales Industry Is Backwards - Part 1 'Sales Training'
The Sales Industry Is Backwards - Part 1 'Sales Training'
I love teaching, training, and coaching reps to absolute sales stardom. It's one of my primary goals every day when I…
48 Comments -
How to REALLY Sell to a VP of Sales
How to REALLY Sell to a VP of Sales
"So buy it maybe?" Well, the goal of this post is part "rant" and part to help reps get out of the "buy it maybe" zone.…
180 Comments -
8 Surefire Productivity Hacks for the Workplace - Work Smart AND Hard
8 Surefire Productivity Hacks for the Workplace - Work Smart AND Hard
“Work smarter, not harder.” It’s a familiar maxim for anyone who cares about productivity.
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How to CRUSH a sales interview and get the job you want.
How to CRUSH a sales interview and get the job you want.
So you're ready for a new job huh? Ready to take your career to the next level, you’ve “out grown”, the role your in…
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I'm Looking For Growth...It's not that easy!
I'm Looking For Growth...It's not that easy!
Quote of the Day- “Your level of success rarely outpaces your level of personal development, because success is…
6 Comments
Activity
148K followers
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Kevin "KD" Dorsey posted thisMost companies have never really established the WGLL (pronouced wiggle) AKA What Good Looks Like. The WGLL isn't just a checklist or a 'playbook' collecting dust somewhere. It's a standard of excellence your team can actually see. Most managers tell reps to do better. But better is a feeling, not a target. Reps can't hit a feeling. They need a picture. WGLL is the picture. What Good Looks Like means one thing for every key behavior. Defined in observable terms. Not characteristics. Behaviors. Not "be more curious." That's a trait. You can't inspect a trait. "Ask three open-ended questions before presenting a solution." That's a behavior. You can hear it on a recording. You can coach it. When a rep misses the mark, most managers say "try harder." But harder toward what? If the rep doesn't know what good looks like, trying harder means doing more of the wrong thing faster. The best teams I work with have a WGLL for every stage of the funnel. Three behaviors per stage. One sentence each. No adjectives. Only verbs and numbers. For discovery: name the business problem in the prospect's own words before mentioning your product. For proposal: list the three decision criteria the buyer named. For close: confirm the procurement step and the person who owns it. If you can't describe it in one sentence, your team can't see it. If they can't see it, they can't hit it. Now you can measure the WGLL and it's forward looking to what will happen to results. Go and get your WGLL on ya'll.
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Kevin "KD" Dorsey posted thisI just spent 90 min this morning getting schooled by my own sales team. At Leanscaper, at over half our sales team (and honestly company)used to run landscaping businesses. They came directly from the industry, not from a tech playbook. They sat on the customer side of the table. They lived the pain. They know how the industry actually runs. This morning they were teaching me. The language. How businesses actually run. What matters when you're a $3M operation versus a $30M operation. Really going deeper and deeper into the actual day to day and outcomes they are looking for. The emotions they feel day to day. We are so blessed because we can truly combine strengths. I bring the systems and the selling skills. They bring the prospect knowledge and the industry literacy. It's rare. And it's beautiful. Most companies recruit reps who've never spent a day in the industry they sell into. Then they wonder why discovery stalls and demos miss. If you can't recruit from the industry, build a real customer advisory board. Get your reps in rooms where they hear the actual language your buyers use when you're not there. Because without industry literacy, you're just guessing in front of a PowerPoint. I'm grateful every day for this team. They sharpen me. And we are building something better together.
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Kevin "KD" Dorsey posted thisEvery time you ask a buyer for permission, you make them do your job. "Can we get Bob on the next call?" is not a next step. It's a task you just assigned to the person with the least incentive to complete it. In fact it also leans into something called 'decision weight/decision pressure' where now the pressure to make the choice is on the other person which can push people away. "How does Tuesday sound?" Congratulations. You just made scheduling their problem. Here's what those questions really do. They create micro-decisions. Fifty of them across a deal cycle. And every single one burns a little of your buyer's energy. Deals don't usually die from one big objection. They die from death by a thousand cuts, each one a tiny yes-or-no that wore your champion out until they ghosted you. There's a better way. And it's not louder. It's not pushier. It's five letters. The most powerful word in influence. "Let's." It means "let us." You and me. Same team. No decision required, just forward motion. "Let's get Bob on the call." "Let's get the kickoff on the calendar." "Let's get you started today." You're not trapping anyone. You're carrying the deal forward instead of asking them to carry it for you. For the rest of the day, catch yourself before you ask permission. Pause. Swap "Can we?" for "Let's." Watch how the conversation shifts. Confidence is not loud. Confidence is calm. Confidence is simple. Let's do this. Let's.
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Kevin "KD" Dorsey posted thisI have watched a rep make two hundred cold calls in a day, and told them to stop. One hundred and ninety of them sounded exactly the same. The other ten didn't happen because his confidence was dust by noon. He'd rather hit that number than spend twenty minutes the night before listening to himself. We built a culture where the scoreboard rewards motion and punishes preparation. So everyone moves fast. Does more. Nobody gets better. We were doing MORE bad calls, and I know alot of companies are doing this right now. More fast calls that are bad. More fast emails that are bad. It doesn't work. There was another rep on my team at a previous company. Struggling. Every call was the same jittery energy, the same awkward transition, the same dead-end close attempt. I told her to listen five calls and bring me the worst one. She didn't want to. It was embarrassing. She wanted more leads, better territory, a script that worked. I told her to do it anyway. She sat there in my office and listened to herself fumble the same objection three times in one call. She didn't need me to tell her what was wrong. She heard it. We worked on one thing. One transition. Forty-five minutes of practice. Not roleplay — practice. She said the words out loud until they didn't feel like words anymore. Until they felt like her. Next week she had her best month ever. Not because she got smarter. Because she got slower. The best performers don't wing it. They just make winging it look easy because they rehearsed until there was no winging left. This week, listen to 5 calls. Find the moment you cringe. That is your practice target. Slow down to sharpen the axe. The axe is the only thing that matters.
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Kevin "KD" Dorsey posted thisMost sales reps who think they're "too nice" aren't actually being nice. They're protecting their own ego. They let the prospect off the call without next steps because they don't want to be seen as pushy. They let a buyer walk away without addressing objections because they don't want to be uncomfortable. They use "being nice" as a shield for their own fear of how they'll be perceived. If you know, genuinely know, you can solve this person's problem, cleanly, clearly, without playing games, letting them go without next steps isn't kindness. It's neglect. You're watching someone choose to stay in pain because asserting for their best outcome might make you look bad for five seconds. The thing about actually caring is it requires courage. Not the courage to be aggressive. The courage to be honest. To say: "I'm concerned about what happens if we don't put a next step on the calendar." To say: "I know this is uncomfortable, but I also know what happens if we stop here." If you actually cared about this person, would you let them keep doing something that you know hurts them? Or would you sit in the discomfort of advocating for them? Next time you're tempted to let the call end without scheduling next steps, ask yourself: "Am I being nice to them, or am I protecting myself?" Be honest. With yourself With them. Watch your sales increase significantly
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Kevin "KD" Dorsey shared thisOne of the biggest lies in sales training is this: Just because someone learned it doesn't mean they'll use it. Y'all know exactly what I'm talking about. How many books have you read that changed your life for 48 hours? 🤣 How many trainings has your team attended where everyone was fired up... ...and then nobody actually did anything differently on Monday? That's the gap. Not knowledge. Implementation. For years, a lot of my frameworks lived as walls of text. BIPSY fore example. And others just like it. The frameworks worked. The concepts were solid. But people would read them, agree with them, maybe even save them... and then never use them. Because the human brain doesn't think in paragraphs. It thinks in patterns. It thinks in systems. It thinks in pictures. The moment I started turning frameworks into visuals, everything changed. BIPSY stopped being a block of text. It became a diagnostic flow. Managers could actually see where a rep was getting stuck. The framework didn't change. The container did. And that's a lesson I think a lot of leaders miss. If your team isn't using something, don't automatically assume they disagree with it. Ask yourself: Did I make it easy to understand? Did I make it easy to remember? Did I make it easy to execute? Because complexity doesn't scale. Clarity does. Lately, one of the tools I've been using for this is Generate Presentation in Adobe Express I'll drop in an outline, get the structure built, and then spend my time refining the message, examples, and teaching points. Adobe Express helps me build the vehicle. I still have to drive it. That's the part people get backwards about AI. The goal isn't replacing your thinking. The goal is spending more time on your thinking. The best leaders, sellers, and trainers I know don't just teach ideas. They package ideas so people can actually use them. What's a framework, process, or lesson you teach that still lives as a paragraph? Turn it into a visual this week. You might be surprised how much faster people execute. Try Adobe Express today: https://lnkd.in/gKdMX7N6 #AdobeExpressPartner
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Kevin "KD" Dorsey shared thisSometimes you just have to say yes... I am in my listening and receiving stage of life right now and boy has it been fun My family grew by 2 this past fathers day. We rescued two beach puppies here in costa rica that had been dumped. They were malnourished. Covered in fleas. Bloated form parasites. We see beach dogs all the time down here, but these 2 were different and needed and wanted our help. We originally actually left them at the restaraunt, there was no way we could adopt 2 street puppies in costa rica and bring them to texas right? We went home with out them... My eldest daughter was crying because she didn't want to bring them to the house if we couldn't bring them to texas. My youngest daughter is crying because we didn't bring them to the house. My wife is crying because my daughters are crying. Happy Fathers day right?! All my ladies in tears?! So the question was asked 'what would it take, and are we willing to do what it will take' Yep. We can do anything we want to and can figure out anything. So we went back to find them, and they were GONE! But we slowly drove around and sure enough we found them! Brought them home, gave them 2 flea baths, took them to the vet the next day, got shots, medication, all the things. They were in rough shape. They have already brought so much joy and happiness and entertainment to our lives and will forever have a fun story to tell. Say hello to Pippa and Pata. They are already experiencing so many firsts. Ice Cubes Baths Leashes (probably the funniest, a leash goes on and they lose all physical funtion) Pillows AC The newest (and already spoiled) members of the Dorsey Family.
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Kevin "KD" Dorsey shared thisInto my 2nd month in the new role, want to know the first book we are going to read as a team? The Confident Mind Not a sales book. Not a business book. A mindset book, that's where we are going to start. Why? Becase we all know 80% of this game is mindset. If we think the right way. If we can recover the right way. If we can maintain focus and discipline when things get hard. If we can bounce back from failures, losses and let downs If we can learn from our mistakes. The results? An after thought, they are going to take care of themselves. We are going to be reading it across July. Ya'll should too. The Confident Mind by Nate Zinsser is one of my favorites - Tactical and Applicable. Scoop it up.
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Kevin "KD" Dorsey posted thisYour "personalized" LinkedIn message just got left on read. Again. - Lets be honest, personalization is getting weaker and weaker. Your cold call went to voicemail. Your email went to promotions. Your follow-up got a thumbs-up reaction and nothing else. And your response is to send more. More sequences. More touchpoints. More "just circling back." I'll say it: They aren't ignoring you because your subject line needs work. They're ignoring you because they don't want to talk to sales yet. But they DO want to buy. They DO want to learn. See what's out there. Find a solution to a problem. Think about your own buying behavior. When you're researching a tool for your team, do you want a rep walking you through a generic slide deck? Or do you want to click around, see how it actually works, and decide for yourself if it fits your workflow? Your buyers are no different. The modern buyer wants to explore, compare, and build confidence on their own terms — without the calendar dance, without pretending to be interested in your "quick 15-minute chat." The best reps aren't the only the ones with the best outreach. They're the ones who make themselves unnecessary until the buyer is already convinced. Consensus built their entire platform on this truth. Let buyers explore your product on their own terms. Give them the control they want. Then the rep walks in knowing exactly what they clicked, what they cared about, how long they spent. Stop chasing. Start enabling. Warm them up so they are READY to respond. That is the key.
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Kevin "KD" Dorsey liked thisKevin "KD" Dorsey liked thisGTM Studios are popping up everywhere for Seed to Series A B2B SaaS. Propellant Studio, RVNU, Advanced Client. They'll install your CRM architecture, build your pipeline governance, set up your "GTM Operating System." Turn founder-led sales into a predictable machine before you scale headcount. I've been doing this for founders at $0 to $25M ARR for years. About time the market caught up. The trend gets it wrong, though. The framework is the easy part. Same with the "operating system." What matters is the install. Three founders. Same GTM studio. Same playbook. Three different outcomes. Founder A tries to DIY the install. Buys the framework, reads the docs, sets up Salesforce themselves. Six months later, CRM is a fancy database. Pipeline governance is a suggestion nobody follows. The founder is still the only one closing deals because nobody internalized the system. It lives in a Google Doc, not in the team's muscle memory. Founder B hires the GTM Studio to do the install for them. The studio comes in, builds the architecture, configures the pipeline stages, creates the dashboards. Hands over the keys and leaves. Three months later, the pipeline data is garbage because nobody built the discipline around it. The CRM got architected alright. Nobody governed the pipeline. Founder C gets the install right. And it looks like this. → The founder sells until they can teach somebody else to do it just as well. They don't hand off what they never proved worked. → First hire is a sales leader who can do IC work, not just manage. Someone who can close deals AND build the process at the same time. → Then three AEs simultaneously, not one or two. The third one breaks the buddy dynamic and forces competition. Now you know who the real seller is. → RevOps is hire number four, before adding more reps. Because CRM architecture without pipeline governance is just a fancy database. The sales leader shouldn't be building dashboards. That's not what you pay them for. The GTM Studio model risks becoming the next Predictable Revenue. Remember when every founder who read the book and was selling $300 marketing packages to restaurant owners suddenly needed SDRs? A playbook you buy but can't execute. The framework didn't fail you. The install did. If you're going to hire a studio, ask them one question. Who's accountable for making this stick after the dashboards look pretty?
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Kevin "KD" Dorsey reacted on thisKevin "KD" Dorsey reacted on this'Hope you're well' - send this in your first DM to a prospect if your target is 0 replies - you'll crush 👌
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Kevin "KD" Dorsey liked thisKevin "KD" Dorsey liked thisIf I were a Production Manager at a $5 million design-build landscape company today, my job wouldn't be to "line crews out" every morning. My job would be to build crew leaders who can win without me. Here's how I'd use the LeanScaper Operating System every single day. First, every project starts with a complete handoff. I don't accept a project until sales has handed over everything. Scope. Selections. Approvals. Customer expectations. Special notes. Then my crew leader and I build the project plan together. Not just an estimate. A real plan that says what happens each day, who's responsible, what success looks like, and where we expect to be by the end of every shift. Second, we coach through huddles, not surprises. Every crew has three huddles every day. Morning. Midday. End of day. Those aren't status meetings. They're coaching moments. The crew leader updates Lana on what's complete, what's blocking progress, whether they're ahead or behind schedule, and what support they need. The project plan updates as the work changes, so tomorrow starts with reality—not yesterday's assumptions. Third, everyone knows the score. Every crew leader has a live scorecard tied to the project. They know where they stand. They know how they're performing. They know what winning looks like. No waiting six weeks for a job-costing meeting where everyone tries to remember what happened. The feedback happens while it still matters. Here's what I've learned... The production manager should never be the bottleneck. If the production manager has to visit every job every morning just to tell crews what to do, the system has already failed. The production manager's job is to coach, remove obstacles, and develop crew leaders who can make great decisions without waiting for permission. That's what creates ownership. That's what creates accountability. And that's how crews stop working for the company and start taking ownership of the outcome. I'd love to be that production manager. Because every day I'd know my crews weren't just building landscapes. They'd be building confidence, ownership, and a future they could see for themselves.
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Kevin "KD" Dorsey liked thisKevin "KD" Dorsey liked thisAfter months of planning, this week’s Revenue Kickoff is in the books. It was easily the largest-scale event I’ve ever helped bring to life. We had 320 people together for a week of learning, connection, and a speaker lineup that challenged us from several different angles: • Building consensus for change • How AI is reshaping revenue organizations • Practical perspectives from the OpenAI team • Communicating with the C-suite: leading high-stakes meetings with confidence and credibility The production was incredible, but what I’ll remember most are the conversations that continued long after each session ended. That’s usually the sign that a speaker didn’t just deliver a great presentation. They changed the way people were thinking. Of course, we’re already dreaming even bigger for next year’s Affirm RKO: ▫️If you could bring one speaker to a Revenue Kickoff, who would it be? ▫️Or what topic do you think every revenue organization should be talking about right now? Tag someone who you’d love to see on stage at your next event.
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Kevin "KD" Dorsey liked thisKevin "KD" Dorsey liked thisIncredibly excited to announce that I’ve joined Sierra as a Sales Director. Sierra’s mission is to help businesses build better, more human customer experiences with AI. Over the last decade in the CX space, I’ve consistently heard from customers that they struggle to drive tangible results from CX and AI investments. One of the biggest factors that inspired me about Sierra is our outcome based pricing model, which aligns incentives directly with our customers and ensures we only succeed when they do. Whether it's helping home buyers find the perfect home, making it easy for patients to book care, guiding people on their wellness journey, or providing account holders with answers from their bank in seconds, Sierra is helping world class brands elevate the customer experience across billions of conversations. I’m grateful to be part of this journey, and want to thank Mandy St Leger Mathew Joshy, Reggie Marable, and Janae Guy for their support and trust throughout the process. Looking forward to building alongside an exceptional team and helping our customers redefine what's possible with AI.
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Kevin "KD" Dorsey liked thisKevin "KD" Dorsey liked thisA customer signs the proposal. 🙋♂️ The team celebrates. 📒 The job gets handed to production. ✅ The crew does great work. 😄 The customer is happy. And then, in a lot of companies, the revenue story quietly STOPS. ⛔No review request. ⛔No referral conversation. ⛔No renewal rhythm. ⛔No enhancement opportunity. ⛔No clear next step. Not because the team does not care. Because the system depends on someone remembering. That is where revenue leaks. This week inside LeanScaper Accelerator, we are talking about how AI changes that. ⛔Not AI as a chatbot. ⛔Not AI as a document creator. ⛔Not AI as another tool sitting off to the side. 🌟 AI as the intelligence layer inside the operating system. The layer that helps a company install rhythm, surface what is missing, and keep the right revenue work in motion. We are showing members how to use LeanScaper AI to begin building the Revenue operating system, starting with the daily, weekly, monthly, quarterly, and annual rhythms that keep leads, pipeline, follow-up, renewals, referrals, and customer growth visible. Because predictable revenue does not happen when the owner remembers to check. It happens when the system brings the right work back to the surface, again and again. 🌟 That is the shift. 🌟 ➡️From memory to rhythm. ➡️From scattered follow-up to operating system. ➡️From AI as a tool to AI as leverage. This is what Mark Bradley is helping you build in our Accelerator Program, if you haven't joined us yet, please message me soon!
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Kevin "KD" Dorsey liked thisKevin "KD" Dorsey liked thisAnd now, the big news: I've joined Gravity as Head of Sales. But the story that led here started fifteen years ago, with one number I waited an entire afternoon to get. Back then I was a market research analyst at Comscore, Inc.. My job was to find the story in the data, but I couldn't touch the data myself. That number I waited on? By the time it landed, I already had a new question and no time left to ask it. Every real question went into someone else's queue (hey Matt Hall!), and a lot of good ones just died there. At Looker I saw the other side of it. A semantic layer meant a company could define a metric once and everyone could trust it. I got to sell that, and I was lucky enough to be there through the acquisition by Google and to help carry the team over. At Google I watched the modern data stack grow up. Then I spent nearly five years in sales leadership at Level AI, where I saw what AI can actually do once you turn it loose on real, messy data instead of a slide. Different companies, different roles, same lesson every time: -->the data almost always exists. Getting it to the person who needs it, in time to matter, is the hard part. <-- That's the problem we're solving with Orion by Gravity, and I get to build it alongside Lucas Thelosen and Drew Gillson, two people I worked with back at Looker. Solving something I've watched for fifteen years, with people I already trust, wasn't a chance I was going to pass up. Especially in my backyard in Boulder, CO. If we crossed paths at Comscore, Looker, Google, or Level AI, or if you were ever a customer of mine, I'd love to reconnect. Leave a comment or send me a note and I'll reach out. What's the one job that you think set the direction for everything after it? More about why I joined Gravity in the comments!
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Kevin "KD" Dorsey liked thisKevin "KD" Dorsey liked thisLife has a funny way of leading you down unexpected paths. After many years in tech, I recently made the leap into a completely new career at Lexus Stevens Creek. Today was my first day with the training wheels officially off, and I couldn't have asked for a better way to begin this new chapter. Congratulations to Alvin on his beautiful new Lexus! Thank you for trusting me to be a small part of such an exciting milestone. To my friends and family, thank you for all the encouragement you've given me as I've made this career change. It truly means more than you know. If you or someone you know is ever looking for a new or pre-owned vehicle, I'd be honored to earn your trust. I promise to make the experience honest, easy, and pressure-free. Here's to new beginnings 💛
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Winning by Design
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H.U.M.A.N. Healthy Vending
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SnackNation - An Amazing Healthy Snack Delivery Program For Offices
H.U.M.A.N. (Helping Unite Mankind And Nutrition)
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Education
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Aileron Course for Presidents
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Digital Marketer Traffic and Conversion Summit
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High Performance Academy
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Straight Line Persuasion Sales Training
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Ultimate Influence Sales Training Course
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Vantage Point - Cracking The Sales Management Code
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Vantage Point - Strategic Pipeline and Forecasting
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Business RadioX® - North Fulton
𝙒𝙝𝙖𝙩 𝙙𝙤 𝙮𝙤𝙪 𝙙𝙤 𝙬𝙝𝙚𝙣 𝙨𝙖𝙡𝙚𝙨 𝙨𝙩𝙤𝙥 𝙬𝙤𝙧𝙠𝙞𝙣𝙜? Many business owners wait too long to ask that question. By the time they do, the damage is already showing up in stalled growth, missed targets, and team turnover. On this episode of 𝘕𝘰𝘳𝘵𝘩 𝘍𝘶𝘭𝘵𝘰𝘯 𝘉𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘙𝘢𝘥𝘪𝘰, host John Ray welcomes Dean Nolley (Certified Sales Leader) of Sales Growth Imagination. Dean shares how he helps B2B companies rebuild broken sales processes, create structure, and prepare for sustainable growth. He explains why so many firms lack a clear, documented system, how poor CRM usage slows progress, and why founders often stay in the sales seat longer than they should. Dean also offers practical steps for building a process that frees up leadership and drives results. Whatever level of sales you're stuck at, Dean offers real-world advice in this conversation that works. 🎧 Listen now: https://lnkd.in/eVgvdmrK Special thanks to Renasant Bank and Beyond Computer Solutions, Inc. for their support of 𝘕𝘰𝘳𝘵𝘩 𝘍𝘶𝘭𝘵𝘰𝘯 𝘉𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘙𝘢𝘥𝘪𝘰. 𝘕𝘰𝘳𝘵𝘩 𝘍𝘶𝘭𝘵𝘰𝘯 𝘉𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘙𝘢𝘥𝘪𝘰 is produced by John Ray Co. and Business RadioX® - North Fulton. With over 880 shows and having featured over 1,300 guests, 𝘕𝘰𝘳𝘵𝘩 𝘍𝘶𝘭𝘵𝘰𝘯 𝘉𝘶𝘴𝘪𝘯𝘦𝘴𝘴 𝘙𝘢𝘥𝘪𝘰 is the longest-running podcast in the North Fulton area, covering business in our community like no one else. We are the "Voice of Business" in North Fulton! #sales #salesstrategy #b2bsales #salesgrowth #northfultonbusinessradio
6 Comments -
GTM Work Force
Imagine you're a VP Sales at a $20M ARR company. You need to scale outbound. Two options on your desk: OPTION A: Outsourced SDR Shop Sales pitch: "We'll handle everything. You get 50 meetings/month guaranteed." What they don't tell you: → Those meetings come from 12,000 emails to scraped lists → Personalization is {{FirstName}} and {{Company}} → You have no idea what messaging is being tested → When something doesn't work, they just "try different copy" → If you cancel, you lose all the data and learnings → Your brand is associated with spray-and-pray Month 6 reality check: → 50 meetings delivered → 38 were unqualified → 12 were okay → 2 turned into pipeline → You have no idea what to optimize → You're considering renewing because "we need the activity" OPTION B: Clay + Automation Engine Reality: "You need to build workflows, but then you own the system." What that actually means: → Define your ICP with precision (not guessing) → Set up signal detection (who's in-market now?) → Build enrichment logic (find the right people) → Create personalization rules (trigger + persona + context) → Orchestrate multi-channel (email + LinkedIn + timing) → Measure what converts (segment-level learning) Month 6 reality check: → 45 meetings booked → 40 were qualified (better targeting) → 18 turned into pipeline → You know exactly what's working (by segment, by trigger, by message) → System gets smarter every week → You can hire an SDR to execute this machine later The difference: Option A = renting activity (labor model) Option B = building an asset (engine model) Option A = convenient (write check, get motion) Option B = requires thinking (but compounds) Option A = vendor-dependent (you lose it all when you switch) Option B = you own it (data, workflows, learnings) Most teams choose Option A. Because it's easier. Because it's what everyone else does. Because "we just need meetings NOW." Then 12 months later: → Spent $100K+ → Have mediocre pipeline → Still don't know what messaging works → Considering switching vendors → Stuck in the same cycle Built a full comparison for teams evaluating this: Real conversion data. Cost analysis. Control vs. convenience trade-offs. When each model makes sense. Not saying one is always better, but you should choose with eyes open. Have a look here : https://lnkd.in/g2X9eQUJ #saas #gtm #automation #b2bsales #revenueleaders #gtmstrategy
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Stage 2 Capital
How do you really know when you’ve found product-market fit? In the Science of Scaling framework, product-market fit boils down to defining and targeting leading indicators of retention for your business. In this clip from the Science of Scaling podcast, Founder and CEO Henry Schuck shares how ZoomInfo knew they had found product-market fit. Not through a perfect model, but by watching one thing closely: repeatable demand. After launch, the signals were clear. The same inputs kept producing the same outputs, year after year. Demand scaled, and revenue followed. And the system held—well past $50M. Want a deep dive into the stories and data behind the Science of Scaling methodology — in print or eBook form? Order The Science of Scaling, out now: https://buff.ly/4lYNJeA #SalesLeadership #StartupTips #SaaS #B2BSales #CRO #GoToMarket #RevenueGrowth #ScalingStartups
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