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

Chainguard

Director, Sales Enablement

Senior Director of Sales Enablement

As the Sales Enablement Director, I am responsible for building out the Sales Enablement function from a strategic perspective as well as hands-on execution.  I am the feet on the street, collaborating across various internal teams (Sales Leadership, front-line managers, Product Marketing, Marketing, Sales Ops, Product) to create and deliver high quality, measurable enablement programs.  This ranges from new hire ramp and onboarding to continuing education and certification on industry, product, value selling and sales techniques. I am a key stakeholder for Go-To-Market initiatives and new product launch, translating persona and messaging content to how our reps will communicate our solutions. I coach, train, facilitate, host, lead, (insert verb here) field calls, weekly training sessions, microlearnings, team reviews, role plays, Sales Kickoff events and new hire training. I roll out weekly Sales communications and knowledge checks to promote awareness and change management across the field, as well as institutionalize content in Highspot, our content management solution. Constantly moving, constantly adapting, constantly supporting sales team success.

Sales Enablement Director

CloudBees

Helping companies build stuff that matters with the industry-leading DevOps technology platform.

As the leader of our global field enablement function, I help drive best practice, process and sales effectiveness through content creation, training delivery/facilitation and coaching. My team supports and measures field onboarding, ramp, continuing education programming, certification and leadership development. I strategically partner with internal teams, including Executive Leadership, Product Marketing, Marketing, Field Leadership, Technical Sales, Human Resources and Sales Operations, to identify gaps in field knowledge and execution, then spearhead the creation and delivery of creative enablement solutions.  I have planned and executed three Sales Kickoff Events, including the development and deployment of Command of the Message framework. At the company level, I manage new hire training and help teams foster better communication and collaboration by facilitating group sessions on the Whole Brain Thinking model.

Senior Global Enablement Program Lead

Red Hat

I am a...
- Relationship manager, dedicated go-to resource and initial point of contact for designated business units and global teams for enterprise-level projects.
- Member of a core team that creates and executes readiness strategies around tool deployments, including awareness campaigns, communications plans, UAT approaches, and training frameworks.
- Business Analyst for global SFDC enhancements and projects that impact the lead generation and opportunity to cash processes.

What I do...
- Relationship management for internal stakeholders
- Readiness and change management strategy, including training development and delivery
- End-to-end business process mapping
- Documentation of key requirements from global stakeholders
- User story and persona development
- Coordinate seamless handoff with IT for tool enhancement/implementation using Agile methodology 
- Monitor industry best practices and trends for innovative Sales enablement and productivity tools and techniques
- Collaborate with Marketing function on development of Social Selling strategy
- Assist with User Experience

Business Systems and Readiness Analyst, Global Sales Productivity

Project management: Contract template management, translation/localization review, new product rollout, M&A integration.
Data reporting and analysis: Use Salesforce.com and QlikView for quarterly metrics reporting to monitor efficiencies and workload.
Knowledge management: Methodology/governance development, tool/technology integration.
Engagement and branding: Onboarding coordination, goal development and monitoring (strategic departmental and professional development), training, biannual global conference coordination, quarterly newsletter creation and rollout.

Operations Coordinator, Commercial Legal Group

Operations function for Business Affairs (Commercial Legal) team.  
Project managed international contract template creation, updates, tracking, organization, and rollout process.  
Worked regularly with Regional Counsel for EMEA, APAC, LATAM, and Federal Sector for contract form translations and localizations.  
Coordinated internal groups for new product vetting and rollout.  
Performed SFDC data reporting and analysis on contract workflows and inter-department efficiencies. Streamlined and documented internal processes. 
Managed new hire onboarding, legal training, associate engagement and event planning.

Contract Specialist, Business Affairs

Wiley Rein LLP

Managed the entire MCLE application and reporting process for our internal and external client programs.  Ensured that each attorney met their yearly CLE bar requirement.  
Assisted in implementing and coordinating in-house training programs.  
Was responsible for acclimating incoming associates to firm life through orientation, training, mentor programs and other engagement initiatives.  
Processed bar dues, professional education fees, and moving expenses.  
Supported the yearly evaluation process for all associates.  
Coordinated social functions and events pertaining to the mentoring program.  
Developed a "How To" guide for applying to individual state MCLE Boards to simplify the process.

Professional Development Coordinator

CFA Institute

Served as the Administrative Assistant to the Head of Educational Products in the Interactive and External Relationships Division.  Coordinated and communicated with outside vendors who provide continuing education and professional development programs to working adults in various financial fields.  Maintained member records and relationships for the Continuing Education program. Was involved in numerous aspects of the division, including product development and management, communication coordination, strategic marketing, benchmarking research, budgeting, event planning and general administrative duties.

Educational Products Assistant

Hampton Roads Publishing Company

I held this position for two years during college.  It began as an upaid internship and turned into a part-time position.  In this role, I wrote press releases for new and upcoming books for media outlets, I edited online reviews for Barnes & Nobles and Amazon websites, I assembled hundreds of press kits and promotional items for distribution, and I made follow-up calls with book reviewers by researching contact information on Bacon’s MediaSource Research Module.  One of my biggest achievements here was helping to organize the company’s participation in the 2006 BookExpo America.

Publicity Assistant

The Calvert Group

During this full-time summer internship, I primarily gathered and analyzed data about local and international companies from internet websites, 10-K Reports, and Lexis Nexis.  I entered data involving corporate governance, ethics policies, environment, and product safety into a Social Screening Database.  I also participated in phone conferences and attended meetings with Nike Inc. and Hewlett Packard.

Social Research Intern

Startup tech enablement program starter upper, who combines both strategic viewpoint and planning with hands on execution.

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