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

13D Global Strategy & Research

13D excels at identifying trends, contagions, innovations, and the events that shape business models and dominate investment returns.
An essential resource for many of the world’s most in uential corporate strategists,  nancial investors and thought leaders, 13D Research provides its clients with a unique and actionable perspective of the world through strategy and research.
We publish two distinct reports each week:
1) WHAT I LEARNED THIS WEEK (WILTW) -- our core publication, distributed Thursday afternoons, typically 30+ pages, covering 10 or so global themes
2) WHAT ARE THE MARKETS TELLING US? (WAT- MTU) -- our Sunday technical analysis piece, using a graphical approach to further explore our core themes through charts

Senior Managing Director

I have been instrumental in driving the growth of 13D’s business for three decades by being actively involved in the identification, development, and analysis of many of the firm’s core global investment themes—primarily focusing on how disruptive technologies are helping provide solutions to economic problems and transforming industries through the “Law of Accelerating Returns” and Joseph Schumpeter’s “Gales of Creative Destruction.”

Woodley B. Preucil, CFA

A 41% increase in attack surface isn’t just a number, it’s a mirror of how fast our digital ecosystems are expanding.

Every time we automate a process, connect a new tool, or grant another access point, we widen the perimeter we’re supposed to defend. 

And most teams only realize it after something slips through.

For me, this reinforces one truth: cybersecurity maturity isn’t about adding more tools; it’s about understanding your own environment better than anyone trying to exploit it. 

Visibility is the new defense.

What this means is really simple:
If your digital walls aren’t evolving, they are outdated!

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