Kevin Dorsey: The Four D's - Define, Document, Demonstrate, and Deliberately Practice

Summary

Kevin Dorsey shares his insights on leadership and building successful sales teams. He emphasizes the importance of defining what good looks like and following the four D's: define, document, demonstrate, and deliberately practice. Kevin also highlights the value of customer interviews in understanding the buyer's perspective and tailoring messaging. He encourages salespeople to focus on making prospects want the product rather than just understanding it. A great day in sales, according to Kevin, involves self-care, intentionality, prospecting, practice, and creating a desire for the product in potential customers.

Chapters

00:00 Introduction

00:15 Kevin's Background

01:13 The Need for Leadership Training

05:40 Scripting and Scorecards

09:24 Building Processes Before Hiring

10:44 Customer Interviews

12:44 Documenting Processes

21:32 Understanding Results

25:23 A Great Day in Sales

Great Day In Sales Podcast Intro 

Great Day in Sales Podcast Outro