In The Nest (Ep 5) — Kevin “KD” Dorsey

In episode #6 of In The Nest, Cynthia Handal sits down with sales legend Kevin Dorsey (KD), CRO at Finally, and a true operator’s operator.

They talk shop on:
› Making the jump from sales rep to leader (without losing your soul)
› What separates a good SDR from a great one
› Why confidence is a skill, not a personality trait
› How to avoid burnout when you’re chasing quota
› The anatomy of an effective cold email in 2025
› And why building a personal brand on LinkedIn is no longer optional

KD pulls zero punches and shares lessons from over a decade in sales leadership, breaks down why most first-time managers fail, and offers tactical advice you can put to work today, whether you’re running a team or trying to get promoted.

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KD’s Bio:

Kevin is a sales leader who is passionate about scaling teams and focused on the “person” in “salesperson.” Multiple times, he’s built teams from 0-150+ reps and revenues from 0-100M+.

Kevin believes if we can make people better, sales will follow – which is why loves to share what he’s learned with others. He mentors and consults early, mid, and late-stage SaaS companies all across the world and on LinkedIn, sharing his playbooks and processes for scaling successfully.

If there is a book on sales, psychology, or influence, Kevin’s probably read it. He’s a voracious learner and constantly pushes himself and his team to reach new heights of achievement. His internal desire to learn and grow, pushes his team to achieve non-stop growth.

Cynthia’s Bio:

I’m a passionate Sales Leader who thrives in the trenches with my team. Building and leading is my calling, whether outbound, inbound, SDRs, BDRs, or business development. I am a builder and a door opener, creating opportunities and driving growth. 

Since May 2022, I’ve been sharing my sales journey and insights through LinkedIn. This platform has been a game-changer, connecting me with incredible people and fostering a supportive community that inspires me to share daily. 

If you’re looking to chat about GTM strategies, building high-performing outbound teams, cold calling, social selling, or content creation, let’s connect! I’m proud to advise companies and founders while also collaborating with brands to craft impactful content.