Wondering How to improve your SaaS Sales ? Well, In this episode, Joran interviews Kevin Dorsey, the Senior President of Sales and Partnerships at Bench, discussing the strategies and processes for successful SaaS sales. Kevin's experience and expertise in sales leadership make him a valuable guest for this episode. Kevin Dorsey, known as KD and the Father of Modern Sales Leadership, has an impressive background in sales, having worked with over 400 sales organizations and achieved success in different industry verticals. His expertise and experience make him a valuable resource for discussing SaaS sales strategies. Kevin defines SaaS excellence as a higher standard of execution and expectations in sales, product development, customer success, and marketing. He emphasizes the importance of consistently holding oneself to a bar of excellence and delivering value. According to Kevin, achieving SaaS excellence involves repeatability at a high standard, focusing on problem-solving, understanding customer needs, and striving for continuous improvement. He emphasizes the habit of operating with the intention to achieve excellence. Key Timecodes (0:40) Show and guest intro (1:50) Why you should listen to Kevin (2:39) What is SaaS excellence? (4:55) Why is WHY a very loaded question? (7:35)The most common mistakes companies make while doing sales (10:37) The ideal processes or strategies recommended to set up a sales process (14:20)  The four D's That define a sales process (16:44) The best practices for a successful sales proccess (21:00) Challenges faced while implementing sales process (23:43)  KD’s mentorship advice (28:20) How to grow towards 10K MRR (29:56) How to grow towards 10 million ARR (33:51) Kevin’s crucial advice to SaaS founders (35:46) What Kevin wishes he knew 10 years ago