Keith Laughner

Invoca

Director of Sales Development

Digital Divide Data (DDD Kenya)

Outbound sales process design, message & system development.

Strategic Advisor

Sama

Built and scaled the global outbound SDR motion where I developed scalable and repeatable processes, implemented playbooks, talk tracks, skills matrix,' and an objective hiring process.

During my time, I was able to improve meetings set by 916%, sales qualified opportunities by 450%, and SDR pipeline generation by 1,500%

TigerGraph

Led the US SDR team for TigerGraph where my focus was on hiring, process, improving efficiencies, implementing metrics & reporting, coaching, mentoring, and preparing SDRs for promotion into sales, marketing, CS, engineering, etc. In 6-months I improved meetings set by +329%, completed meetings by +330%, and meetings converted to the funnel by +317%.

Manager of Sales Development

Led a team of 30+ SDRs that managed large enterprise companies, launching the team's first data analyst group to improve efficiency and streamline communication. I built playbooks and talk tracks that increased SDR productivity by over 60% during the pandemic despite a remote environment & a reduction in force.

Manager, Sales Development

Team Lead, Enterprise Sales Development 

Strategic Account, Enterprise Sales Development

Tapjoy

Account Executive, Mobile Ads

FTI Services

Account Executive, Network Managed Services

United States Marine Corps

Infantry, Scout Sniper/ Combat Swimmer 🎖️

I simplify the sales process | FOLLOW for tips & tricks

Some of the best advice I've ever received and continue to pass along to the people I work with is, "figure out what you love, and then find a way to get paid for it." Since I can ever remember, I've always gravitated towards and been fascinated by coaching and building teams - I legitimately love watching someone become successful by implementing a skill that I taught them. 

I've been fortunate enough to "get paid for what I love" by building teams across the startup world since 2015. I'm most proud of doing so from scratch, where I can take an environment with minimal momentum and hire smart people, implement scalable processes, train, coach, and watch these teams excel in their space. I've helped multiple companies improve all of their productivity metrics by well over 300%, and I don't see myself letting down anytime soon - did I mention that I love this stuff :)

If you'd like to drive more pipeline and close more business this year, here are ways I can help:

→ Playbook design 
→ Talk track creation
→ Hiring processes that will ensure you're hiring  top performers over-and-over
→ Group Coaching
→ 1:1 Coaching
→ Send me a message to work together!

Phone: 805.729.3105
Email: keith@kmlsales.com
Twitter: https://twitter.com/laughnerkeith

Stop trying to finish every book you start.

Most people treat reading like a chore.

Which is why you hear people say, "I'm not a reader," or "I don't like reading." 

The only reason anyone would say that is if they're reading the wrong books.

Instead:

1. Read what interests you.
Not what you think you "should" read. 

2. When the core idea lands or your interest drops, move on.
The goal is to learn, not completion.

3. Pick up the next book and repeat.
Follow your curiosity.

Keep this in mind:

- Your brain retains what it’s genuinely curious about.
- When you bounce to the next book (right at the peak of interest), you reinforce learning instead of forcing it.

Do this for a month and you’ll learn more than most people do in a year.

Consistent curiosity → constant growth.

Read bc you want to, not because you think you have to. 

Maybe you do enjoy after all :) 

Happy Selling!

P.S. - Anyone reading anything good? I could use some new material.

--

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Keith M. Laughner

AvidXchange, Inc.

Drive growth in defined industries via an outbound approach; cold calling to C-level and middle management finance employees to uncover critical pain points in accounts payable process. Generate a pipeline through outbound strategies utilizing sales tools such as Salesforce, Salesloft, and ZoomInfo.

Business Development Representative

Drive outbound prospecting through cold-calling key targeted accounts and lead generation inquiries. Collaborate with Marketing and Sales management to formulate call strategies and messaging that stimulate new business opportunities.

Mid Market Sales Development Representative

Worked with marketing teams within corporate organizations (0-5000 employees) to help them eliminate the blind spot of identifying campaign attribution for revenue that is generated through inbound calls.

Corporate Sales Development Representative

Indeed.com

Coached and strategically positioned various Indeed products to drive optimal results for small business clients during their onboarding process. Oversaw diverse book of business, while continuously optimizing over 500 small business accounts on weekly basis. Managed both new and existing client accounts to ensure precise targeting as well as achieve campaign goals and maximize ROI.

Account Manager

Career Evolutions, LLC

Engaged with past and present clients, employing effective outreach methods such as phone calls and emails. Conducted thorough research to identify key decision-makers among former and potential clients aimed at introducing our company and identifying recruitment needs, and potential matches. Ensured maintenance of up-to-date database records, whilst collaborating closely with internal recruiters to exchange information and achieve consistently successful outcomes.

Client Service Representative

Bluechip Athletic Solutions

Partnered with Army National Guard to educate athletic directors and coaches on the benefits of organizing free athletic events at their local high schools, capturing daily, weekly, and monthly sales goals.

Event Coordinator/Inside Sales Representative

Cohen AdvanEdge

Interacted with Costco members as brand ambassadors, while effectively driving brand value. Efficiently organized staff schedules at Costco retail locations, handled weekly payroll, and actively participated in conference calls and leadership meetings. Demonstrated proactive efforts in developing and executing strategic account plans to ensure accomplishment of business goals. Acquired valuable firsthand experience in mastering fundamental business operations.

Business Owner

River AdvanEdge Inc.

➡️ Proactively pursued development and execution of strategic account plans to ensure achievement of business goals.  Gained firsthand experience by learning and mastering the fundamentals of running a business.
➡️ Maintained daily, weekly, and monthly sales quotas. Taught, trained, and developed a team of 2 - 4 people in 
➡️ Account Management and Assistant Management roles.
➡️ Built and nurtured long-term relationships with key management personnel within the customer organizations.

Sales Rep/Assistant Manager

Agero, Inc.

Provided excellent customer service by utilizing listening skills, empathy, and a helpful attitude.
➡️ Acted effectively and efficiently to provide quality service and delivery of member roadside assistance needs.

State Farm Customer Service Representative

Afni, Inc.

Analyzed member accounts to provide tailored cost-saving plans and effectively upsell customers. Addressed customer inquiries, addressing various aspects such as services, products, billing, equipment, and claims.

Sales Representative

Farmers Insurance

- Solicit orders for services over the phone
- Make calls to prospective clients
- Set up appointments
- Manage calendar

Growth-focused and client-oriented professional with comprehensive experience in executing sales and business development strategies, driving revenue growth, and maintaining successful relationships with clients and key stakeholders.

Instrumental in exceeding targets, delivering exceptional customer experiences, analyzing market trends, identifying customer needs, and developing tailored solutions to address those needs.

Shines in developing and managing customer-facing operations, building client relations, and positioning value-based service and product offerings that drive market and earnings growth.

Motivated team player with the ability to collaborate with cross-functional teams and inspire others to achieve common goals.

AvidXchange is a leading provider of accounts payable (“AP”) automation software and payment solutions for middle market businesses and their suppliers. AvidXchange’s software-as-a-service-based, end-to-end software and payment platform digitizes and automates the AP workflows for more than 8,800 businesses and it has made payments to more than 965,000 supplier customers of its buyers. Founded in the year 2000, AvidXchange processes over $140 billion transactions annually across its network of more than 600,000 suppliers, transforming the way 6,000 customers in North America pay their bills. AvidXchange is distinguished as a global fintech unicorn and one of the fastest growing technology companies in the U.S. with 1,500 employees supporting customers across seven office locations.

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