Name: COLLIN CADMUS PODCAST: Episode 13 Kevin Dorsey
Uploaded: 2024-07-26T04:18:17+00:00
Duration: 1 h 12 min 9 s
Description: Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Kevin Dorsey. Kevin went to the University of Wisconsin-Madison and started his sales career where he quickly rose from entry-l

1 year ago

Podcasts Business & Entrepreneurship

Hello and welcome back to the Collin Cadmus Podcast. Today I’m joined by Kevin Dorsey. Kevin went to the University of Wisconsin-Madison and started his sales career where he quickly rose from entry-level selling to high-ranking leadership roles at SnackNation, ServiceTitan, PatientPop, and Bench Accounting.

He’s built sales teams from 0 to 150 reps and scaled revenue north of $100M ARR. Kevin believes in focusing on the person in salesperson and he shares his sales wisdom across social media, speaking engagements, podcasts, and most recently through the creation of his new online course the Sales Leadership Accelerator.

Kevin serves as an advisor to top startups around the world, he’s the host of the Live Better Sell Better Podcast, and he’s become a prominent voice in the B2B sales community. It’s been a while since we last collaborated, so I’m excited to catch up and dive into 5 very important topics.

TOPICS:

00:00:00 Intro

00:02:31 Average quota attainment

00:17:58 Average tenure of VP Sales

00:31:30 Growth at all costs / VC model

00:45:32 The impact of AI in sales

01:04:28 Sales Leadership Accelerator

QUESTIONS:

1. The average quota attainment in B2B SaaS is under 40%. Why do you think it’s so low and what needs to change?

2. The average tenure for a VP Sales in B2B SaaS is under 18 months. Why do you think it’s so low and what needs to change?

3. What are your thoughts on the "growth at all costs" mindset / VC model?

4. What are your thoughts on AI and how it’s impacting sales today and going forward?