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

CloseFactor

As the Founding BDR, I'm responsible for building top-of-funnel sales processes and outreach strategies. As an employee with a passion for tech tools, I also lead enablement through dashboard and report building, and evaluating new tools and vendors to improve our GTM landscape and sales workflow optimizations.

Founding Business Development Representative

RevOps Co-op

Member

Wizards of Ops

HYPCCCYCL

RevGenius

- Responsible for the most new opportunities during Q2 in the entire company, representing the Central U.S. and Canada sub $2b Commercial space

- Trained two SDRs through ramp to strategize outreach on target industries and personas, as well as experiment and perfect messaging, resulting in an uptick of $2.25m in pipeline in two quarters

- Worked closely with partnership team to develop messaging for OEM campaign, and Sales Ops for AE training, development, reports, and dashboards to enable the entire Commercial AE team

Commercial Account Executive

Won FY22 SDR of the Year!

In 3 quarters as an SDR:
- Over 100 Meetings Booked
- 85%+ Show Rate
- 160%+ Quota Attainment
- $8m+ in Pipeline Generated
- Conducted training sessions on tech tools i.e. CloseFactor, ZoomInfo, Salesloft, SalesNav, Hubspot, Salesforce, and Orum
- Built SFDC reports for SDR and AE teams
- Presented at SKO to pass on outreach strategy to SDR team

Senior Strategic Enterprise SDR

Enterprise SDR

The World’s Fastest and Most Scalable Graph Platform | Through its Native Parallel Graph™ technology, the TigerGraph™ graph platform represents what’s next in the graph database evolution: a complete, distributed, parallel graph computing platform supporting web-scale data analytics in real-time.

Sales Development Representative

ACHADINHA CHEESE, LLC

Founded in 1969, Achadinha Cheese Company is a 250-acre family-owned dairy farm based out of Petaluma, CA specializing in butter, cheese, and kefir made from goat milk and cow milk. We also sell pasture-raised beef, lamb, and pork under the name of Pacheco Family Meats. Some of our other products include farm-fresh eggs and goat milk soap. As a Farmer's Market Representative, I am in charge of setting up my display, maintaining extensive product knowledge to better sell our goods to customers, managing inventory and tracking, and executing all sales and money management at my given market. I also assist in referring new employees as well as conducting the training of new hires.

Farmer's Market Representative

The Sea by Alexander's Steakhouse

The Sea is a fine-dining seafood restaurant with the backbone of an esteemed steakhouse. Strategically located near hotels and a short drive from San Francisco airport, this hidden gem of Palo Alto caters to international businessmen and women, tech individuals, and law firms during the week with a fair share of families on the weekends. Built to survive the pandemic, we host celebrations of all types with spacious outdoor and indoor dining as well as multiple banquet rooms. Winner of the 2020 Wine Spectator Award.

- Coordinated with directors to create and develop special promotions and program variety considering cost, budget, availability, and market need to enhance distributor and customer relations and improve profit margins

- Collaborated with banquet sales staff to incorporate sommelier services into high profile and premium events resulting in higher event profit margins and customer satisfaction

- Rotated $284k of inventory, conducting end of life for 643 existing products while adding 375 new products to maintain relevancy and customer intrigue

- Achieved an increase of 5% in revenue and a decrease of 2.5% in cost, generating $60k in new profit by establishing inventory and service programs specifically designed to increase margin

Wine Director

Los Altos Golf and Country Club

A super exclusive, Diamond-ranked, invitation-only, and member-owned country club managed by Master Sommelier Randall Bertao. Members have made LAGCC their home away from home - a testament to the superlative service and amenities that complement our championship golf course. Enjoying a full range of modern, resort-style amenities, exclusive services, and professional staff. 

- Supported Master Sommelier in managing all wine and beverage services to gain experience and improve member experience

- Facilitated high-end member events directly resulting in member satisfaction, driving higher ticket sales to future events and recurring purchases

- Managed the wine tasting table during dinner service to create ease of drink service, as well as to educate members and service staff alike on offerings and promotions

- Developed extraordinary customer service and relationship skills serving a demanding and high-profile clientele of 425 members

Assistant Sommelier

San Jose Marriott

Chef Michael Mina's Arcadia Modern American Steakhouse is a fine-dining outlet within the San Jose Marriott. Conveniently located directly next to the San Jose Convention Center, we cater to all types of clientele and out-of-town dinner guests, our biggest being the WWDC. Requisitioned to host stellar buyouts for big tech firms, we are constantly pushing the envelope between fun and fancy.

- Managed three food and beverage outlets simultaneously while continuing to perform Head Sommelier duties for Chef Michael Mina's Arcadia Modern American Steakhouse

- Ran EOD reports, input sales numbers, and prepared daily synopsis of shift for all three outlets to retain accountability of management, staff, and guests

- Spearheaded beverage program for Arcadia by updating and maintaining marketing collateral, executing projects, and conducting staff training to hit sales goals and improve customer experience

- Hand-sold products to guests and executed wine serving procedures as instructed by the Court of Master Sommeliers to produce the “wow” factor resulting in repeat revenue

Food & Beverage Supervisor / Arcadia Sommelier

⭐ Define your ICP based on Closed/Won data
⭐ Build meaningful Target Account Lists
⭐ Prioritize the easiest landing spots for your solutions

In the evolving landscape of AI-powered outreach and automation, Go-To-Market leaders need to find faster ways to define their ICP (Ideal Customer Profile) and align sales and marketing around common objectives--that's where CloseFactor comes in.

I was a wine professional in my former life (the "C.S." stands for Certified Sommelier) before pivoting to tech sales during COVID-19. Won 2021 SDR of the Year!

In using CloseFactor for prospecting and account research in my first tech sales job, I discovered something truly special, so I joined the team here! Now I help sales and marketing teams repeat the same success I found in my first role in B2B SaaS.

About CloseFactor

Founders:
👩‍💼 Leena Joshi, CEO, former Marketing Leader at Splunk, VMware, and Redis
💻 Erik Buchanan, CTO, former Head of Machine Learning at LinkedIn
🧠 Ben Cheung, Co-Founder, former PM at VMware, sold first startup to Microsoft

Funding: Series A Startup backed by Sequoia Capital, Vertex Ventures, and GTMFund

Solution: Ensures GTM teams are operating within their ICP and prioritizing the right accounts to drive pipeline and revenue faster and more efficiently

Industry Focus: B2B SaaS within DevOps, Security, Data & Analytics, FinTech, and HR Tech

Use Cases:
Target account list generation
Account segmentation & scoring
Account prioritization
Running sales plays
Ramping new reps
Value-based selling
Multithreading
Account research & strategy
Scaling outbound/prospecting
Sleeper accounts
ICP analysis & definition
TAM analysis
Whitespace analysis

About Me:
👩‍🍳 I married a Pattisier (Pastry Chef) in June 2020; pandemic wedding, yay. 🙄
👨‍👩‍👧‍👦 Two kids--a girl named Leia (pronounced like the Star Wars Rebel Princess) and a boy named Bear (Barrett for long)
🏈 Die-hard 49ers fan and and avid PS5 gamer
💪 Gym every day, except Sundays

P.S. Check out my video content! 📽️

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