Enterprise Sales Development with Kevin Dorsey

In this episode of Enterprise Sales Development podcast, we speak with Kevin “KD” Dorsey, Practice Lead for Revenue Leadership at Winning by Design. As one of the leading voices in the sales development space, KD shares a lot of insights including the 8 Mile method, based on the 2002 film starring Eminem. He also talks about the questions SDRs should ask to drive the conversation, including the bucket question. Listen for KD’s six questions to help develop messaging that sticks. WHAT YOU’LL LEARN KD’s philosophies around prospecting and SDR/BDR teams when he’s engaging with clients The 8 Mile method and how it can help with messaging What questions SDRs can ask to drive the conversation, including the bucket question Using answer and ask to take control of the conversation Six questions KD asks to build his scripting and messaging QUOTES “If I look at where a lot of companies struggle when it comes to their prospecting and pipeline generation is the messaging is way too product focused and way too company focused versus problem and persona focused.” -Kevin Dorsey [02:51] “On your cold call, y’all, if there’s any objection you’re getting regularly, you 8 Mile it.” -Kevin Dorsey [16:22] “It’s easier to get the yes and work backwards.” -Kevin Dorsey [30:47] “The point we’re making here, y’all: Know your data.” -Kevin Dorsey [35:04] “People cannot relate with the end result. They can only relate with the beginning.” -Kevin Dorsey [39:07] TIMESTAMPS [00:00] Intro [00:24] This week’s guest: Kevin Dorsey [02:13] KD’s philosophies [07:04] Sales as a vocational study [09:46] 80/20 Rule [13:05] The 8 Mile method [20:53] Answer and ask [29:13] “When is your next opening?” [37:19] The idea of social proof [40:44] Six questions for messaging [45:08] KD the Doru [46:22] How to contact KD RESOURCES 80-20 Rule 8 Mile Reinvent Yourself by James Altucher How To Get An MBA From Eminem by James Altucher The Ultimate Influence Program Tony Robbins Influence: The Psychology of Persuasion by Robert Cialdini CONNECT Kevin Dorsey on LinkedIn Live Better. Sell Better. Podcast Kevin Dorsey on Patreon Winning by Design website CIENCE website CIENCE on LinkedIn CIENCE on Facebook CIENCE on Twitter CIENCE on Instagram Learn more about your ad choices. Visit megaphone.fm/adchoices