The Pavilion Podcast
The Pavilion Podcast

Episode · 1 month ago

Ep 148: The "Golden State" Way w/ Kevin "KD" Dorsey

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Ep 148: The "Golden State" Way w/ KD 

Part of the "Is This A Good Time?" series hosted by Brandon Barton.

Hello everyone and welcome back to thePavilion podcast. I am your host, Brandon Martin you're listening to. Isthis a good time? The show where I put Pavilion members in the hot seat for 15minutes. We hear their stories. Today is a killer one for sure. We reallyshows Tuesdays and Thursdays. Hit subscribe. You know, miss shows liketoday is our guest is KD Kevin Dorsey. He is the VP of Inside Sales at patientPop. He is so much more than that for those that follow him or know him. He'sa boss and I'm so psyched to talk to him. We get into a bunch of stuffincluding a really interesting topic around being the Golden State warriorsof venture capital. What it's gonna take. So tune in and listen to that.This one sponsor is Sin Dozo Dozo. The leading sending platform is the mosteffective way for revenue generating teams to stand out with new ways toengage at strategic points throughout the customer journey by connectingdigital and physical strategies. Companies can engage, acquire andretain customers easier than before. All right, let's do this. Episode 70.Is this a good time. So, all right, everyone so excited to have my nextguest on the pod. I'm here with K. D. A. K. Kevin Dorsey. He is the VP of InsideSales at patient Pop, longtime member of Pavilion. Somebody who has actuallybeen on the pod, I think episode three, but I think we have more listeners now.So I wanted to get him back on here. Get an update from him, Katie. Good tosee you man, Absolutely man, good to be back, you know, it's cool, theyactually do this because a lot of times podcast don't bring people back and I'malways like, I've got more to shit, it's been a year, it's been two years,like I got more, it's not like that was all I had there, so it's just fun. Plusit's not, I'm a new host, so I get to talk to you. I haven't talked to mypods different, you know, it's a totally different vibe. Good, we'll allmeet no filler jumping right and tell us about your card role, you know, atpatient pop, deep inside sales and then...

...a little bit of the bio on how you gotthere for sure. So I oversee our inside closing order, which is just around 30people right now, the SDR order, which is approaching 70 people that supportsthe inside Oregon, the field Oregon, then the enablement or roles to me aswell. So all in, I've got about 100 100 and 110 total people that kind of rollup to me and you know, like we, we get after right, every, like one of ourthemes that patient pop is everyone's a prospector. So my es prospect as wellas my SDRs and so been there for three years actually in a week, I think willbe my, my three year congrats. Um, and so yeah, it's been a fun ride. A lot ofups and downs. Obviously a lot of things have changed over the past threeyears. There's a lot of people know as well. And so it's been it's been a goodride so far And then I guess my journey to it you know I'm I'm a builder man.That's what I love to do. I love to come in and build things whether thatis you know it's really small and make it big. You know I've taken teams from0 to 70 people in under two years or if it's you know in place that needs to beoptimized for scale. So I was close friends with Justin Welch who was theSBP here and at the time he's kind of like what if we teamed up what if whatif we teamed up But you don't see that happening sas often right? Where youlike go Golden State's down well you know what what happens if two goodleaders team up to change the thing that we're all chasing right? Which isthat big acquisition or I. P. O. And so that's kind of what brought me intopatient pop in my journey and you know here I am today. Love it for those thatdon't know what does patient pop do? Just just to give a little so in anutshell we help doctors Get more patients right and what we say in termswe help good doctors get found by the patients that need them. You know likethat's what we do and that's the market that we serve. So private medicalpractice, dental practices things of that nature. And also really kind oframping up how they run their businesses efficiently. As you canimagine doctors go to school for eight...

...years, 12 years. There's like threecourses on business. Yeah. That's not what they were taught to do. And so wehelp them focus on the medical side and we handled the business side. So that'sthat's what we do. I love it. Let's go back to something you said. I love theidea of teaming up like golden state for those of you that don't know it'sbasically stacking the deck with great people probably doing jobs that are alittle bit below what their ultimate high level power could be. But doingthat in this for the sake of of of the greater good of both of you achievingmore than one could alone. I I love that. I have I've had a lot of thoughtsaround especially because of Pavilion for example like there's so manythought leaders and like grab the best marketing person, grabbed the bestinsight to grab them and put them together and there could be so manybillion dollar companies. Why doesn't this happen more? So he goes right? Hegoes he goes by far and away right? Like you know salespeople and salesleaders like we all love to be the guy, the girl. We love it. Right? And that'spart of it is just egos. People want full credit more than they want. Theend result is a problem, right? The second Truthfully for a lot of thesecompanies is inefficient cost distribution, right? I'm not cheap. I'm not cheap. The best market outthere is not cheap. The best channel leader out there is not cheap. And sowhat you find a lot of companies doing is like, all right, where are we goingto spend our money? All right. We want a world class CMO. So we're gonna goget a world class CMO. But then we're gonna go get a first time mvp, right?And maybe a channel manager, right? And then another coming like, you know, weneed a world class VPs, They go get a C R O V P. They go scoop someone up, butthen they got a director like they look at money the wrong way of like, okay,yeah, it might be a hit now.

But what that will lead to for yourcompany is insane. And like, I think there's we'll see if we get into this.I think there's opportunities where like leaders start to team up and comein as a package where it's like, okay, you're hiring. Yeah, whatever we wannacall Inside Sales excellence. And that comes with me scott gerhard max andAlexis and we come in for a year and a half, two years, get it rolling and goto the next, go to the next, go to the next. So we'll see. We'll see if, Imean this is like, I mean this is the promise of some of the, some of theways VCS are taking it, where they're trying to build experts on their staffthat are going to go in everywhere. I mean, even max for example, has GTMFund, which I'm fortunate to be a part of and and like the promise there isthat there's all these people who can come and help accelerate things whereit's needed because sometimes you have a marketing Ceo who needs a sales kindof advisor if you will, well what's what you're going to see? So that's the,like the, the VC world is actually going through a very similar process assales has gone over the years. Right? So for the longest time sales was aboutthe what you couldn't find out what was out there without salespeople, Icouldn't find out what was out there without salespeople. Right? That was VCwith money, What they had was money. Well now you're starting to get thensales got into the why? Well, here's why you should use this product rightwith a little bit better. Like here's why you should use a proper Discoveryresources, things of that nature. That's where the VC world is juststarting to get right, is providing resources outside of money to theircompanies right Where sales are starting to move and you're starting tosee it is sales now has to become more about the, how the one wire out there,how to use it and how it will impact your job and your day today. That'sthen I think the difference for the VC world and the team I'm describingfinally VCS are giving access to some...

...more why like, here's why you need todo what you're doing. Like I'm a part of, you know, stage two as well, like,like cool, we're giving you resources but they're still up to help, right,they're not rolling up, you're not rolling up your sleeves and gettinginto these companies and actually executing on it and execution is thedifferentiator for all these companies is pure execution bringing in peoplecan actually execute that when, when VCS start doing that, here's first ofall they could get better terms. Any VCS listen, just think about this for asecond, here's the term sheet. But we're also going to put in a four timemvp, a four time CMO and a four time operations manager to build the flyworld and we're, we're don't worry about their salary, we're paying themthe cash, we're just gonna take five extra points. Exactly. So now as afounder, I get to go, okay, I could take this term has worse terms but ahigher likelihood of success are you like, no, I want to keep all of mypoints and I'm going to risk it for the biscuit and try to hire someone for thefirst time ever to do it for the first time ever. And that's where I want tocatch my train because that's the problem, right? For a lot of thesecompanies, the people that are best for them are people like the means of theworld, the Scots of the world, the Brennan cassius of the world, the largeNielsen's of the world. Like people have built three or four of these, theycan't afford us. Of course they can't get us right, so plus you wouldn't needto spend full time at a place that small. I think this is, look, we knowmore, we're not seeing any more about this, this is happening, we're notsaying anymore in the pod people going to do this and do it without us throughthat. I love it man, it's, it's such an interesting theory and I love how theparallel between the evolution of sales and how to do something and thought,you know, putting that in the same court as the vCS that makes total senseto me. Well, look, um there's been a lot of hard work to get where you are.I'm sure a little bit of luck, any...

...stories that come to mind of either oneof just like a, you know, maybe some serendipity or some really good fortunethat have gotten you where you are today? Yeah, I would not be where I amtoday with a craigslist job ad that said for sales crushers only 300K. Sothis was the job ad that human standard for helping nightmare kind of nutritionhad on craigslist and they learned it from Czech homes from the ultimatesales machine and this job had caught my eye when I was making a transitionearly on in my career. I had already been leading like kind of like anenterprise sales team for like fitness equipment, the hospitals, hotels likethose types of big packages but I had, I wasn't in tech yet and this was 10years ago, 11 years ago I think now at this point and so I saw that ad and itwas my transition into like inside sales but the only position they hadavailable the time was an SDR role and in the interview process I got into anargument with the co founder and CMO Andy Mackinson about which personaldevelopment book was better think a girl rich or awaken the giant withinand like we gotta debate during the interview on this, remember leavingthat going, these are the people I want to work with nice period like who elsecould I ever have that type of argument. So I took an SDR role as human becauseit was the only role that they had available and bet that I could go veryquickly and rise up, that's what got me into really leading sales teams andmore of a tech environment. That's what they like to snack nation, which thenled to service type and then do patient pop. So that job at that as I look backis a very serendipitous like, Okay, that's speaking to me right now. And bythe way I didn't come close to making 300K. You have those conversationsgallery. Hey, it sounds like you did come come close to making threeindicate because of that job, but maybe...

...not at that at that job. Absolutely.Here we go now that I don't know that I get into tech. I don't know that I getinto this space at all. Right, Because that was a startup And I got to buildthat team and then that while building human is where stagnation came from. SoI built that stagnation while still running human. So I got to build twoteams from like 5, 10 people to 50, 60, 70. That puts me on the map a littlebit. That leads to the L. A. C. Knowing who I am. So that at I'll point that isluck serendipitous, whatever else. But it worked. I love it man. That's such acool story along the way. I mean you've got so much of this for building somany teams like what's what's a very simple tactic that somebody can throwinto their daily use, not like a high level strategy, but like what'ssomething that's working for people right now and inside sales. So, okay.One super tactical video video sending video in, prospecting, sending video,pre meeting, sending video, post meeting, sending video post proposals.Said it like video is huge. Personalized. You've got to do what yougotta do a little bored. You hold up and it will No, no, it's not like no,that's the gimmicky shit. That doesn't matter. People still think that morevideos get sent than really do, right? I'm a VP of sales at a software companywith over 100. Some people that report to me, I am a target for a lot of thesetools. How many videos do you think I get per month prospecting? Well, let mejudge it off what I get. Maybe 10, 15. Not even close. Really? No, not evenclose. I get maybe maybe 3-4 a month. Wow. So like as much as people thinklike videos played out, like no one's doing it right. The video alone isalready a good personalization and to make it more tactical. Don't do theboard have my linked in behind you. Have my website behind you. Have myboss is linked in behind you, right? Like you don't have to personalize thewhite board. That's that's that is what...

...it is. But video is huge and insidesales people aren't using it enough in prospecting, but sure as hell are youusing it enough through all the stages of the sales process. We use videoeverywhere of this. Great. This is incredible! All right, good. This isthis is great. And look, you've given some shout outs to people that are inyour cohort you came up with who are people that you would encourage otherfolks who are earlier in their career to listen to or, you know, follow justfor good other tactics and things like this besides you. Besides Justin.Besides, you know, scott, man. Yeah, I mean, I guess that's what's fun, right?This is a long, long list. Right? So, I think of Katie Ivory sara Baras herefor sure. Lars Nilsson, john Mc Mannan, who else were out there out there? Like,I mean, you've got someone like the O G s in the game, the Trish Bertuzzi isthe john Barrows and they're like some opening comments like Kyle Coleman,josh Roth. So, like, there's a lot. I'm actually kelly neely, there's so manypeople out there now, like dropping great content like there in thetrenches, still too right. Like they're still doing it doing it. They're stillfighting these battles every single day. So, I know I've left people out withjoe, I'm sure I'm sure this isn't a full list, but I'm sure if they followyou and start to see some of the things that you're posting and some of thethings that you're liking even better. You'll find the group of people thatare really the thought leaders on sales, inside sales, marketing and so forth.So love that. All right man. Well look, we're at the end. This is uh, you knowwhat? This is not the most important question. I say. Normally I say this isthe most important question I'm gonna ask. But I love this conversation. Ithink I think the most important thing we talked about was building the goldenstate of Bc, but we'll talk about that separately offline. But second mostimportant question where should I go? Could be in Austin could be anywhereman, wherever you could be out in L. A. Where you're probably going, you know,going quite a bit. Oh man. One spot...

Once. Just one spot. I mean you couldgive me 10, but I, I mean I need at least one that, that is maybe a littleunder the radar. Okay, so All right. I'm gonna go one of my old all timefavorite. It's in valencia California is called Don Coco's mexican restaurant.Don. They have some of the literally the best enchiladas I've ever had in mylife. They do an amazing brunch like for football on Sundays and themargaritas are as big as your head. Don cuca's California. Let's say santaClarita. There you go market down. Love it, man. Well, Katie is so great tohave you on. You obviously have a ton of energy and uh, so psyched to beconnected then. Yeah. Thanks for having me back. All right. That's our show.Thank you so much for listening. If you loved this show, as you should haveraided, put five stars somewhere or just sentences friends. Either way, areminder. This episode is brought to you by Cindy. So they deliver moderndirect mail, personalized gifts and other physical impressions that makeyour outreach more personal. I had so much fun today. Really did hope you didtoo. Now go crush your numbers. Say something. Mhm.

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