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

Second Nature

Creating customized AI powered simulations to train and certify employees. 
Provide real life onboarding or continued learning for employees.

Account Executive

Graphable

We provide comprehensive Analytics and Graph Database consulting. Our primary competencies are Domo for Basic Analytics, and Neo4j for Graph Databases.

TigerGraph is a Labeled Property Graph that provides deep insights on connected data for advanced analytics and machine learning. 
- Responsible for $1M Quota
- Closed the fastest deal at the company in 25 business days
- Qualified and developed sales cycles
- Demonstrated custom POC/POV for prospects
- Partnered with AWS/GCP/Azure cloud providers as well as Dell/HPE for on premise data storage

Enterprise Sales Business Development

High-Tech Conversions

- Provided fundamental knowledge of industry standards and requirements of ISO and USP <800> clean rooms
- Generated $1.2m in new ARR 
- Calculated cost saving analysis through excel spreadsheets, to earn account business or win bids  
- Forecasted lead times versus demand for orders based off of historical data, scheduling blanket orders 
- Verified and created quotes, processing placement orders, cross referencing products, updating production status, confirming lead times, and calculating freight rates, proficient use of Oracle Netsuite for CRM 
- Procured products and demonstrating expert product knowledge in the fields of aerospace, automotive, biomedical manufacturing, ESD SMT assembly, ISO Clean Room, 503 (A), 503 (B), and USP <797>

Lasell College

Developing a database of Lasell College Justice Studies Alumni for future networking with current Lasell Justice Studies students and the Justice Studies Department.

Justice Studies Alumni Project

Consulted the head of the department on the reform of the Lasell College Junior Ethics Experience. Required to have a distinguished understanding of the course material. Facilitated group and individual academic discussions. Assisted in grading course assignments.

Teacher Assistant

Worcester District Court

Assisted Superior Court prosecutors with trial preparation, conducted legal research, as well as drafted legal documents.

Worcester District Attorney's Office Intern

Engaging and successful individual contributor with experience in full cycle sales roles in software. Discovering and exploring opportunities to provide solutions is what I do best 

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