David Lawrence
Lehi, Utah, United States
5K followers
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5K followers
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David Lawrence shared thisDavid Lawrence shared thisI shared this article a few weeks ago but wanted to revisit it. One comment from Tradeshift's co-founder, Gert Sylvest, really sticks out as particularly relevant for organizations who have deployed a Supply Chain Network but only have the resources to address a small percentage of the number of suppliers and/or buyers they actually do business with: "Digital ecosystems mean businesses no longer have to spend 100% of their time onboarding and managing the 20% of their relationships that bring in 80% of their revenue. Instead, they can take a far more holistic view of their entire supply chain ecosystem, including “long-tail” suppliers, without adding an unmanageable amount of extra work. " A network that doesn't target 100% of your Supply Chain for digitization simply leaves a lot of value untapped. #digitization #supplychainmanagement #digitaltransformation https://lnkd.in/escVhfCW
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David Lawrence shared thishttps://lnkd.in/eDRr8_4AAre You A Difficult Customer? 5 Ways To Build A Win-Win Relationship With Your Suppliers & Create Dramatic ResultsAre You A Difficult Customer? 5 Ways To Build A Win-Win Relationship With Your Suppliers & Create Dramatic Results
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David Lawrence shared thisAre You A Difficult Customer? 5 Ways To Build A Win-Win Relationship With Your Suppliers & Create Dramatic ResultsAre You A Difficult Customer? 5 Ways To Build A Win-Win Relationship With Your Suppliers & Create Dramatic Results
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David Lawrence shared thisDavid Lawrence shared thishttps://lnkd.in/ehKwb45 Taking the last 12 months into consideration, I can't think of a more welcome discussion topic than the power of humor in work and life. Join us next Thursday April 1 from 5:30-7PM EST for this special session, as we explore the role of humor as a tool for success. Click below to reserve your spot. #collectiveintelligence #inspiration #ciforecast
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David Lawrence shared thisDavid Lawrence shared thisCOVID-19 and climate change –– let’s talk about it. Join us tomorrow, March 18, from 4-5:30 P.M. EST, for Forecast featuring Harvard University Professor, Daniel Schrag. Link in the comments to learn more and confirm your spot. A leading authority on climate change, Daniel P. Schrag is the Sturgis Hooper Professor of Geology and Professor of Environmental Science and Engineering at Harvard University. He is also the director of the Harvard University Center for the Environment. From 2009 - 2017, Professor Schrag served on President Obama's Council of Advisors for Science and Technology. You’ll walk away with a better understanding of: 1. The role of the geologic past in understanding climate change and formulating policy 2. How to think globally about food security and our food systems (and why it matters) 3. The role that policy and government play in promoting a more sustainable future In the age of pandemics, environmental changes, and food insecurity, this is a crucial conversation for our community to have. #ciForecast #climatechange #covid19
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David Lawrence shared thisDavid Lawrence shared this“Much like trying to throw an axe blindfolded, traditional opinion-based forecasting misses the mark, often with disastrous consequences,” says Forrester Principal Analyst Brandon Purcell in his recent blog post on AI and the future of B2B sales forecasting. Directly in line with Collective[i]’s philosophy that “artificial intelligence is infusing and enhancing B2B sales forecasting,” Purcell outlines how the emerging type of forecast —the prescriptive forecast—leverages deep learning and both structured and unstructured data using large networks of data to derive the most accurate forecast. Read the blog post to learn how the evolution of B2B sales forecasting is mirrored in the three ages of AI. We're looking forward to hearing more from Brandon and Anthony McPartlin at the Forrester B2B North American Summit in May. #forecasting #b2bsales #artificialintelligence
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David Lawrence shared thisDavid Lawrence shared this“Our humanity has to lead”— 1st Female NFL Coach @Dr.JenWelter during this week’s 2021 Collective[i] Revenue Kickoff keynote, “The Psychology of Winning: Cultivating A Champion’s Mindset.” This was the highlight of my week, last week! We don't do "basic" at Collective[i] which is why we had Jen inspire us last week! Thank you so much Dr. Jen Welter
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David Lawrence liked thisDavid Lawrence liked thisMy LinkedIn feed is an AI ‘contrastive reframe’ slop-fest. https://lnkd.in/gwm2FYabDon't Write Like AI (1 of 101): "It's Not X, it's Y"Don't Write Like AI (1 of 101): "It's Not X, it's Y"
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David Lawrence liked thisDavid Lawrence liked thisI made a deliberate shift toward a consulting opportunity aligned with my background in IT and financial controls. That decision led to a role supporting Evergy through Advastar, Inc.—a strong fit at the intersection of IT and finance and a natural next step in my consulting focus. Appreciate the team at Advastar, Inc. | Recruiting & Staffing, Inc. for connecting the right opportunity at the right time. Current priorities include strengthening forecasting discipline (EAC/ETC), improving cost transparency, and identifying 5–10% efficiency opportunities through process and automation. Applying 30 years of IT and financial controls experience across enterprise portfolio governance, IT financial management, project controls, vendor/contract management, and process automation to bring greater structure, clarity, and scalable financial discipline. From beer to power—cost controls and governance translate across industries. Driving structure, discipline, and measurable impact at scale. One added bonus—consulting keeps the focus on outcomes and execution. Hard to beat that. And yes, 100% remote is a nice bonus too.
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David Lawrence liked thisDavid Lawrence liked thisGreat event this morning, the people people party for Utah Tech Week
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David Lawrence liked thisIf you know you have a overpayment problem this will be one of the best sessions you decide to attend for learning how to prevent this from happening. If you think you don’t have an overpayment problem or you don’t know it exists, even more important for you to attend. There is money to be found either ways.David Lawrence liked this📢 Upcoming Masterclass alert! 🚨 In AP, overpayments can happen, from ERP migrations to human error, and the result? Lost capital sitting idle on a supplier’s books. In this session, we’ll explore how to: ✅ Prevent costly duplicate payments ✅ Improve AP accuracy and recovery audit outcomes ✅ Build more transparent, controlled supplier payment processes 🎙️ With guest speaker Phillip Beane of apexanalytix and APA’s Head of Education, Kat Moy, APAM. 📍 If you work in finance, procurement, audit, compliance or supplier management, this session is one to mark in your diary. 🗓 Thursday 30th October | 🕒 3:00 PM (BST) 👉 Sign up free: https://bit.ly/473ns7d
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David Lawrence liked thisAnna Diehl, MBA, MS, CAMS, CFSA, GSLC, CFE, CRCM
Anna Diehl, MBA, MS, CAMS, CFSA, GSLC, CFE, CRCM
7moDavid Lawrence liked thisToday marks my last day at Discover. I have spent a little over 7 years of my career here and am so grateful for the opportunities, and most of all, the people I have had the privilege of working with along the way. Throughout your career you will find yourself in rooms where you may be the most experienced. Use those opportunities to mentor, coach, and build the confidence of those around you. Make people feel heard and valued. Be open to the idea that your way surely isn’t the only way. Making someone feel small will never make you bigger. If you’re really lucky, you’ll also find yourself in rooms where you’re the least experienced. What a privilege to learn from people that think differently. Absorb as much as you can from everyone you meet, but don’t cower. You have value. Your voice deserves to be heard in these rooms too. Don’t let anyone make you feel like you don’t belong. Your job should challenge you, make you grow, and also give you peace. Your title does not make you a leader, your character does. Your desire to learn and your character is always more important than what you know. Lead with your heart, not with your ego. Wherever you go, your legacy will not be defined by the size of the army you build, nor will it be defined by a Policy you write. Rather, your legacy will be the way you made people feel. As I continue on to exciting things ahead, I take with me all the beautiful stories, shared laughs, and amazing friendships. In many ways I have grown up at Discover, so I thank everyone I have had the privilege to call a friend. I will miss you all dearly and am so grateful to have learned from you and grown with you. -
David Lawrence liked thisDavid Lawrence liked thisI am speaking at 16th Annual Billington CyberSecurity Summit. Please check out my talk if you're attending the event! - via #Whova event app
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David Lawrence liked thisDavid Lawrence liked thisBetter insights, smarter decisions, and stronger supplier relationships. Here is what one client had to say after working with apexanalytix: #ClientTestimonial #SupplierManagement
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David Lawrence liked thisDavid Lawrence liked thisWe’re honored to share that apexanalytix has been named one of Inc.’s 10 Best Workplaces in North Carolina for 2025! This recognition reflects the incredible team that makes apexanalytix such a special place to work. Every day, we live our core values of Performance, Respect, Candor, and Fun—driving innovation in enterprise risk resolution while supporting one another and enjoying the journey together. Thank you to our team for making apexanalytix not just a workplace, but a community. And congratulations to all the other outstanding companies recognized this year! ➡️ Read the full article from Inc. https://hubs.ly/Q03w3D5l0 #BestWorkplaces #Inc5000 #apexanalytix #NorthCarolina #CompanyCulture #EmployeeExperience
Experience
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Head Baseball Coach
Central City Cal Ripken League
- 4 years
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LPYB Commissioner
Lone Peak Youth Baseball
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Head Baseball Coach
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- 3 years
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Cold calling just got a data upgrade that changes the math. Cognism's 2025 data: verified contacts hit 13.3% answer rates. Warm AE calls? 14.4%. The gap collapsed. Not because reps got better at scripts. Because intent signals and verified data turned cold dials into warm opportunities. This isn't incremental. It breaks the "cold = low yield" assumption that shaped every outbound playbook for the last decade. If your call strategy still treats every prospect as equally cold, you're leaving pipeline on the table. The new constraint isn't willingness to dial. It's access to the right signals before you pick up the phone.
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𝐖𝐡𝐲 𝐒𝐃𝐑𝐬 𝐒𝐡𝐨𝐮𝐥𝐝 𝐓𝐚𝐥𝐤 𝐋𝐞𝐬𝐬 𝐚𝐧𝐝 𝐋𝐢𝐬𝐭𝐞𝐧 𝐌𝐨𝐫𝐞 Most SDR conversations fail for one reason. They are optimized to push, not to understand. When reps lead with scripts, pitches, and premature value props, they miss the most important signal in the room. Buyer intent. 𝐖𝐡𝐚𝐭 𝐋𝐢𝐬𝐭𝐞𝐧𝐢𝐧𝐠 𝐀𝐜𝐭𝐮𝐚𝐥𝐥𝐲 𝐔𝐧𝐥𝐨𝐜𝐤𝐬 Clearer problem definition. Better qualification. Stronger handoffs to sales. Listening reveals timing, urgency, and internal dynamics that no talk track can surface. It turns discovery into insight, not interrogation. 𝐓𝐡𝐞 𝐁𝐞𝐡𝐚𝐯𝐢𝐨𝐫𝐚𝐥 𝐒𝐡𝐢𝐟𝐭 𝐓𝐡𝐚𝐭 𝐌𝐚𝐭𝐭𝐞𝐫𝐬 High-performing SDRs do not aim to impress. They aim to learn. They ask fewer questions, pause longer, and let buyers fill the silence. That is where real opportunity shows up. 𝐓𝐡𝐞 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐓𝐚𝐤𝐞𝐚𝐰𝐚𝐲 If your SDR team is measured only on activity, they will keep talking. If they are measured on insight quality, they will start listening. #marketwavegen #SalesDevelopment #B2BSales #RevenueStrategy
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Chief
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“Our average rep hits 50% of quota.” Oof. That's not a rep problem. It's a process problem. If your SaaS sales team's performance is consistently unpredictable, you’re missing real gaps in your ops. Reps manually scoring leads in outdated CRMs. No automation for routing or segmentation. Etc. AI can help, but before you add it to the mix, you need to define 4 things for every sales process: ⭕ Who is responsible for the process ⭕ What tools are used to execute, track, and facilitate the process ⭕ The value the process brings to the organization ⭕ The cost of the process Analyze these details and you can to identify gaps that AI can help close. Performance doesn’t break at the report. It breaks in the workflow. Fix the gaps first. Then AI can do what it’s supposed to: make the system even smarter. ➕ Follow for more insights on using AI in your SaaS ops.
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END THE SELLER'S DILEMMA Most reps spend 65% of their time on admin work leaving only 35% for selling activities. Stop having to decide between admin work and selling with Scratchpad. Create AI Prompts for Agents to automatically update Salesforce with MEDDIC, Next Steps, or whatever your process requires. AI Input Grading makes sure fields are updated with appropriate context and quality. Ask AI answers any question about any deal and generates Executive Summaries in seconds for faster collaboration and better visibility. See how it all works at the 🔗 👇 #Sales #AI #Revenue
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Cognism
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A problem SDRs face all the time... Outbound teams can easily spend 10-15 minutes bouncing between tabs just to get enough info to prepare for their next cold call. So, how do you cut the time and prep for your cold calls in just 15 seconds? It's simple: Let AI handle the prep, not the pitch. AI shouldn’t write your personality. But there's no reason it can't remove the busywork. This video shows exactly how to tackle this problem. Click here for the full play 👉 https://lnkd.in/esh-Pzag #ColdCalling #AI
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CSMs aren’t sales reps. In fact, most chose the CS path because it’s *not* sales. And that’s exactly what makes them powerful revenue drivers. Customer success was never about chasing quotas. But today, CSMs are being asked to deliver growth and protect the customer experience. No wonder so many feel caught between a rock and a hard place – between helping *and* selling. Here’s how the best CSMs are turning that tension into their superpower. 👇 https://lnkd.in/eYQ4ZzG2
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VeriDeal
187 followers
80% of tech sales reps fail this interview test. When asked to prove their quota history, most reps have nothing verified. Here’s what that leads to: - Top candidates getting passed over for “internal hires” - Your biggest wins reduced to resume bullet points - You answering the question in STAR Format and sounding like a robot I’ve heard this from dozens of sales leaders and candidates everyone is frustrated right now That’s why I’m building VeriDeal, to help reps verify deal history with buyer-backed proof. No more guesswork. No more credibility gaps. No more quota inflation wars. try it out
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Klyveno AI
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