E30: Building AI-Powered Sales Teams with Finally's CRO Kevin "KD" Dorsey

Kevin "KD" Dorsey is the Chief Revenue Officer at Finally, an all-in-one accounting and finance platform that recently raised $200 million in Series B funding. KD joins the show to discuss real-world examples of how he uses AI in his day-to-day: from developing internal AI agents to evaluating his team's calls. New episodes of The Revenue Leadership Podcast with Kyle Norton drop every Wednesday. Stay ahead with the latest industry developments, emerging go-to-market trends, and valuable benchmarking data. Subscribe to Topline Newsletter for expert insights from Asad Zaman every Thursday. Tune into Topline Podcast, the #1 podcast for founders, operators, and investors in B2B tech. Catch full-length episodes every Sunday and bite-sized mini-episodes every Thursday, where our hosts sit down with top B2B tech leaders to unpack their biggest challenges—and how they overcame them. Your're invited! Join the free Topline Slack channel to connect with 600+ revenue leaders, share insights, and keep the conversation going beyond the podcast! Key Moments: (00:00) - Introduction and Podcast Overview (01:22) - Guest Introduction: Kevin Dorsey (02:00) - Diving into AI and GTM (02:51) - AI in Sales: Practical Applications (06:36) - Building AI Tools Internally (14:21) - Call Scoring and AI Coaching (20:44) - Issue Diagnosis with AI (33:08) - Leveraging AI for Documentation and Training (35:36) - Choosing Between Building and Buying AI Solutions (40:28) - The Decision to Step Away from Founding (41:01) - Challenges in Building AI Companies (42:08) - The Future of SaaS Companies (43:29) - Leveraging AI for Business Success (46:02) - Learning and Adapting with AI (46:50) - Exploring AI Tools and Resources (58:04) - Evaluating AI Vendors (01:03:04) - Personal Productivity with AI (01:13:42) - Final Thoughts and Advice