The Pavilion Podcast
The Pavilion Podcast

Episode · 7 months ago

Ep 179: The "Golden State" Way w/ Kevin "KD Dorsey (Best of 2021)

ABOUT THIS EPISODE

The "Golden State" Way w/ Kevin "KD Dorsey (Best of 2021)  

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

Hello everyone and welcome back to the Pavilion podcast. I am your host, Brandon Martin you are listening to. Is this a good time? We're doing something special here for the last couple of weeks of december, taking some time away and Uh spending it with family and, and re energizing as I hope you are while, while you are listening and just catching up on your podcast and so playing some of the best episodes of 2021. These are throwbacks. I went with some recent throwbacks that I wanted to put back up there. Um, some, some of my favorite episodes of the second half of the year as we've, we've done a little of this in August. So uh, this is uh a few folks that I just think we're incredible guests on the pod and uh, I hope you uh you think so to enjoy, have a safe and healthy and happy holidays and looking forward to getting back with everybody in the new year. Hello everyone and welcome back to the Pavilion podcast. I am your host, Brandon Barton you're listening to. Is this a good time? The show where I put Pavilion members on the hot seat for 15 minutes. We hear their stories. Today is a killer one for sure. We really shows Tuesdays and Thursdays. Hit subscribe. So you don't miss shows like today, Our guest is KD Kevin Dorsey. He is the VP of Inside sales at patient pop. He is so much more than that for those that follow him or know him. He's he's the boss and I'm so psyched to talk to him. We get into a bunch of stuff, including a really interesting topic around being the golden State warriors of venture capital. What it's gonna take. So tune in and listen to that. This one sponsor is Sandoz. So Sandoz. So the leading sending platform is the most effective way for revenue generating teams to stand out with new ways to engage at strategic points throughout the customer journey By connecting digital and physical strategies. Companies can engage,...

...acquire and retain customers easy year than before. All right, let's do this. Episode 70. Is this a good time? Alright, Everyone's super excited to have my next guest on the pod. I'm here with K D. A. K. Kevin Dorsey. He is the VP of inside sales at patient Pop, a longtime member of Pavilion. Somebody who has actually been 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 to see you man. Absolutely man. Good to be back. You know, it's cool, they're actually doing this because a lot of times podcasts don't bring people back and I'm always like, I've got more to show 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 this is fun. Plus it's my, it's, it's not that I'm a new host. So I get to talk to you. I haven't talked to you, my pods different, you know, it's a it's a totally different vibe. Good. Well look, I'll meet no filler jumping, right, and tell us about your current role, you know, at patient pop ups in such as and then a little bit of the bio and how you got there for sure. So I oversee our inside closing order, which is just around 30 people right now, the SDR Organ, which is approaching 70 people that supports the inside Organ and the field Organ, then the enablement org roles to me as well. So, all in I've got about 100 100 and 110 total people that kind of roll up to me and you know, like we we get after it, right? Every, like one of our themes that patient pop is, everyone's a prospector, so my es prospect as well as my Sdrs and so been there for three years actually in a week I think will be my, my three year. Um and so yeah, it's been been a fun ride. A lot of ups and downs, obviously a lot of things have changed over the past three years, there's a lot of people know as well and so it's been it's been a good ride 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 that is you know it's really small and make it big. You know I've taken teams from...

...0 to 70 people in under two years or if it's you know in place that needs to be optimized for scale. So I was close friends with Justin Welch who was the SBP here and at the time he was kind of like what have we teamed up? What if what if we teamed up? But you don't see that happening sas often right where you like go golden state style and go you know what what happens if two good leaders team up to go chase the thing that we're all chasing right? Which is that big acquisition R. I. P. O. And so that's kind of what brought me into patient pop in my journey and you know here I am today. I love it for those that don't know what does patient pop do. Just just to give a little so in a nutshell we help doctors Get more patients right and what we say in terms of we help good doctors get found by the patients that need them you know like that's what we do and that's the market that we serve. So private medical practice dental practices things of that nature and also really kind of ramping up how they run their businesses efficiently as you can imagine doctors go to school for eight years 12 years There's like three courses on business. Yeah like that's not what they were taught to do. And so we help them focus on the medical side and we handle like the business side. So that's that's what we do. I love it. Well look let's go back to somebody that I love the idea of teaming up like golden state for those of you that don't know. It's basically stacking the deck with great people probably doing jobs that are a little bit below what their ultimate high level power could be. But doing that in this for the sake of of of the greater good of both of you, achieving more than one could alone. I I love that. I have I've had a lot of thoughts around especially because of pavilion for example like there's so many thought leaders and like grab the best marketing person, grabbed the best insights that grabbed them and put them together. And there could be so many billion dollar companies. Why doesn't this happen? More so egos right, egos, egos by far and away right? Like you know it's salespeople and sales leaders like we all love to be the guy, the girl. We...

...love it right? And that's part of it is just egos. People want full credit more than they want the end result which is the problem right? The second. Truthfully for a lot of these companies is inefficient cost distribution right? So I am not cheap. I'm not cheap. The best market out there is not cheap. The best channel leader out there is not cheap. And so what you find a lot of companies doing is like, alright, where are we going to spend our money? All right, we want a world class CMO. So we're gonna go get a world class CMO. But then we're going to go get a first time mvP and maybe a channel manager, right? And then another coming like, you know, we need a world class VPs, they go get a cr oh, they get a VP, they go scoop someone up, but then they got a director like they look at money the wrong way of like, ok, yeah, it might be a hit now, but what that will lead to for your company 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 come in as a package where it's like, okay, you're hiring. Yeah, whatever we wanna call Inside Sales excellence. And that comes with me, scott, Gerhard max and Alexis and we come in for a year and a half, two years, get it rolling and go to the next, go to the next, go to the next. So we'll see, we'll see if it gets, I mean, this is like, I mean, this is the promise of some of the, some of the ways VCS are taking it, where they're trying to build experts on their staff that are going to go in everywhere. I mean, even max, for example, has GTM Fund, which I'm fortunate to be a part of and, and like the promise there is that there's all these people who can come and help accelerate things where it's needed because sometimes you have a marketing Ceo who needs a sales kind of advisor if you will, Well, what's what you're going to see? So that's the V the V. C...

...world is actually going through a very similar process as sales has gone over the years. Right? So for the longest time, sales was about the what you couldn't find out what was out there without salespeople. I couldn't find out what was out there without salespeople. Right? That was VC with money. What they had was money. Yeah. Well now you're starting to get then sales got into the, y well, here's why you should use this product, right? We got a little bit better and like, here's why you should use the proper discovery resources, things of that nature. That's where the VC world is just starting to get, right. It's providing resources outside of money to their companies, right? Where sales are starting to move and you're starting to see 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's then I think the difference with the VC world and the team I'm describing finally VCS are giving access to some more. Why? Like here's why you need to do what you're doing. They have like I'm a part of you know, stage two as well, right? Like cool, we're giving you resources but that's still not the how right. They're not rolling up, you're not rolling up your sleeves and getting into these companies and actually executing on it and execution is the differentiator for all these companies is pure execution bringing in people who can actually execute that when, when VCS start doing that, here's first of all, they can get better terms. Any VCS listen, just think about this for a second. Here's the term sheet, but we're also going to put in a four time mvp, a four time CMO and a four time operations Manager to build the flywheel and we're, we're paying, we're, don't worry about their salary, we're paying them to cash, we're just gonna take five extra points. Exactly. So now as a founder, I get to go, okay, I could take this term but has worse terms, but a higher likelihood of success or like, no, I want to keep all...

...of my points and I'm going to risk it for the biscuit and try to hire someone for the first time ever to do it for the first time ever and that's where I want to catch my train because that's the problem, right? For a lot of these companies, the people that are best for them are people like the means of the world, the Scots of the world, the broadcasters of the world, the large Nielsen's of the world, like people have built three or four of these, they can't afford us, of course they can't get us right. And so plus you wouldn't need to spend full time at a place that small, correct. I think this is, look, we got no more, we're not saying any more about this, this is happening, we're not saying anymore in the pod people going to do this and do it without us through that. I love it man, it's, it's such an interesting theory and I love how the parallel 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 sense to 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 one of just like a, you know, maybe some serendipity or some really good fortune that have gotten you where you are today. Yeah, I would not be where I am today with a craigslist job ad that said for sales crushers only 300K. So this was the job ad that human standard for helping night man, kind of nutrition had on craigslist and they learned it from Czech Homes from the ultimate sales machine And this job had caught my eye when I was making a transition early on in my career, I had already been leading like kind of like an enterprise sales team for like fitness equipment, telling the hospitals, hotels like those types of big packages, but I hadn't, I wasn't in tech yet and this was 10 years ago, 11 years ago I think now at this point and so I saw that ad and it was my transition into like inside sales, but the only position they had available at the time was an...

SDR roll and in the interview process I got into an argument with the co founder and CMO Andy Mackinson about which personal development book was better think and grow rich or awaken the giant within and we got into a debate during the interview on this, remember leaving that going, these are the people I want to work with nice period like who else could I ever have that type of argument. So I took an SDR role as human because it was the only role that they had available and bet that I could go very quickly and rise up. That's what got me into really leading sales teams and more of a tech environment. That's what then led to stagnation, which then led the service type and then do patient pop. So that job at that as I look back is a very serendipitous like Okay, that's speaking to me right now. And by the way, I didn't come close to making 300K. had those conversations and It sounds like you did come come close to making 300K. Because of that job, but maybe not at that at that job. Absolutely. There we go. Now that I don't know that I get into tech. I don't know that I get into this space at all. Right, Because that was a startup and I got to build that team and then that while building human is where stagnation came from. So, I built that stagnation while still running human. So I got to build two teams from like 5, 10 people to 50 60 70. That puts me on the map a little bit. That leads to the L. A. Scene knowing who I am. So that at I'll point to that is luck serendipitous, whatever else. But it worked. I love it, man, That's such a cool story along the way. I mean, you've got so much of this for building so many teams, like what's what's a very simple tactic that somebody can throw into their daily use. Not like a high level strategy, but like what's something that's working for people right now and inside sales. So, okay, one super tactical video video sending video in prospecting, sending video, pre meetings, sending video post meetings, sending video post proposal...

...setting. Like video is huge personalized. You've got to do that. You got to do a little bored to hold up and it'll No, no, it's not like I know that that's the gimmicky ship that doesn't matter like people still think that more videos get sent then really do right? I'm a VP of sales at a software company with over 100 some people that report to me, I'm a target for a lot of these tools. How many videos do you think I get per month prospecting? Let me judge it off what I get maybe 10, 15. Not even close, not even close, I get maybe maybe 3-4 a month, wow. So like as much as people think like videos played out, like no one's doing it right. So the video alone is already a good personalization and to make it more tactical. Don't do the board have my linkedin behind you, have my website behind you, have my boss's linkedin behind you, right? Like you don't have to personalize the white board. That's that's that is what it is. But video is huge and inside sales people aren't using it enough in prospecting, but sure as hell aren't using it enough through all the stages of the sales process. We use video everywhere. It's all this great tool, this is incredible. Alright, good, this is, this is great. And look, you've given some shout outs to people that are in your cohort you came up with who are people that you would encourage other folks who are earlier in their career to listen to or you know, follow just for good other tactics and things like this besides you, besides Justin besides, you know, scott mack. Yeah, I mean but I guess that's what's fun, right? Is this is a long, long list, right? So I think of Katie ivory sarah brazil for sure. Lars Nilsson, john muk man and who else would I throw out there? Like, I mean, you've got some of like the O. G. S in the game, the Trish Bertuzzi is the john Barros and they're like some up and comers like Kyle Coleman josh Roth. So like there's a lot of um Ashley kelly mi li like...

...there's so many people out there now, like dropping great content there like there in the trenches still too right, like there's still doing it doing it. They're still fighting these battles every single day. So like, I know I've left people out with stuff, so I'm sure I'm sure this isn't this isn't a full list, but I'm sure if they follow you and start to see some of the things that you're posting and some of the things that you're liking even better. You'll find the group of people that that are really the thought leaders on sales inside sales marketing and so forth. So I love that. Alright man, well look we're at the end, this is uh you know what, this is not the most important question. I say. Normally I say this is the most important question I'm gonna ask. But I love this conversation. I think I think the most important thing we talked about was building the golden state of Bc but we'll we'll talk about that separately offline. But second most important question where should I go eat? Could be in Austin could be anywhere man, 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. Yeah, I mean you could give me 10 but I I need I need at least one that that is maybe a little under the radar. Okay, so all right, I'm gonna go one of my old all time favorites. It's in valencia California. It's called Don Coco's mexican restaurant. Don. They have some of the literally the best enchiladas I've ever had in my life. They do an amazing brunch like for football on Sundays and the margaritas are as big as your head. Don Coco's California. Let's see santa Clarita. There you go. Mark. Mark it down. Love it man. Well Katie is so great to have you on, You obviously have a ton of energy and so psyched to be connected man. 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 have read it. Put five stars somewhere or just sentences and friends. Either way, a reminder. This episode was brought to you by Siendo. So they deliver modern...

...direct mail, personalized gifts and other physical impressions that made your outreach more personal. I had so much fun. Today. Really did hope you did too. Now go crush your numbers. Mm hmm.

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