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

Invoca is an AI-powered call tracking and analytics platform that helps marketers get campaign attribution and actionable data from inbound phone calls. Invoca delivers real-time call analytics to help marketers take informed actions based on data generated before and during a phone conversation. As a result, marketers can dramatically improve ROI by driving more revenue-generating calls, increasing conversion rates, personalizing the customer journey, and running more efficient campaigns. With Fortune 500 customers in telecommunications, financial services, insurance, healthcare, and home services, Invoca’s platform integrates with Google Marketing Platform, Facebook, Adobe Experience Cloud, and Salesforce Sales and Marketing Clouds. Invoca has raised over $60M from Accel Partners, Upfront Ventures, Morgan Stanley Alternative Investment Partners, Salesforce Ventures, and Rincon Venture Partners.

Enterprise SDR

Decodable

When adopting a real-time analytics database or building a streaming pipeline, Decodable makes simple and complex things possible. Send Decodable your data and easily enrich, join, window, filter, and format, at any throughput and in milliseconds.

Founding SDR

Lacework

Lacework delivers security and compliance for the cloud. The Lacework Cloud Security Platform is cloud-native and offered as-a-Service; delivering build-time to run-time threat detection, behavioral anomaly detection, and cloud compliance across multi-cloud environments, workloads, containers, and Kubernetes. Customers significantly drive down costs and risk by freeing themselves from the burden of unnecessary hardware, rule writing, and inaccurate alerts.

Sales Development Representative

Gigamon

Gigamon ThreatINSIGHT accelerates network detection and response (NDR) via a cloud-native platform that leverages machine learning (ML) and Applied Threat Research (ATR) to provide threat activity detection, providing the data and context needed for response, investigation and follow up. ThreatINSIGHT emphasizes exposing the entirety of a threat actor’s activity within the scope of its interface, providing all current and historical information necessary for immediate response and next-level investigative efforts.


ThreatINSIGHT provides the added information that so many teams crave: quality detections and a view into everything that an unauthorized person(s) has done within your network, without the need to sift through logs, log into secondary and tertiary devices or fail to isolate data due to lack of visibility.

Sales Development Representative (memoryBlue)

Stevens Creek Hyundai

Prospected 100+ customers per week through phone, email, and in-person channels by acting as a trusted advisor through a deep understanding of client needs which led to 133% attainment of quota 

Collaborated with a 5+ person sales team to handle high demand weekends of 50+ customers by coordinating test drives, quotes, and negotiations, generating $150,000+ in revenue

Built rapport with customers through product knowledge, understanding their needs, and personalizing vehicle recommendations, resulting in the highest number of 5-star Yelp Reviews on the team and a financial bonus 

Maintained sales pipeline through accurate CRM logging and executed follow up cadences through Omni-channel social media platforms to book appointments, which enabled an 80% success rate

Automotive Salesperson

Fogo de Chão

Orchestrated dining events for enterprise tech firms such as Cisco, and Nvidia by leading ~4 staff on set up, strategize steps of service and energy levels, culminating in on-time customer service and repeat business

Established a connection with customers through high energy, asking questions to understand their needs and recommending wine accordingly, leading to 350% of weekly wine sales target

Private Dining Room Captain

Maggiano's Little Italy

Maintained consistent sales revenue by building relationships with clients through humor and a tailored series of recommendations for each table, warranting a 25% higher per person average spend 

Delivered excellent service to 40+ customers per night through menu tours and understanding consumer preferences, resulting in 200% achievement of appetizer average sales per table 

Developed a ~5 touch rapport building cadence to thoughtfully engage with customers from identifying things in common to asking qualifying questions, which led to 160% attainment of monthly survey quota

Head Server

Better Call Saul | Helping Marketers Increase Revenue | Muay Thai Guy | Spartan Racer | Dial For Dollars

🍽️🚗📞 From serving dishes in restaurants to closing deals at a car dealership to mastering SaaS at
Invoca! I, Saul Alvarez, have navigated through life's menu, selecting
experiences that sharpen my skills in persuasion and understanding
human needs. Now, in the realm of call tracking, I ensure every
conversation counts. Because at the end of the day, whether you're
dining out, buying a car, or enhancing your business, you know who to
call. #SaulGoodman #CareerJourney #Invoca #BetterCallSaul

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The Battle

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Performance Score.css-goub6s{font-size:var(--chakra-fontSizes-md);font-weight:500;color:var(--chakra-colors-gray-600);display:block;margin-top:var(--chakra-space-1);}Keith Laughner's LinkedIn Performance

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