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

Debbie O Neill

On Your Way Coaching

Coaching is a powerful collaborative process that helps individuals unlock their full potential, set and achieve meaningful goals, and navigate personal and professional challenges with greater clarity and confidence. As a coach, my role is to facilitate self-discovery, provide guidance, and support clients in creating positive, sustainable change in their lives.

Founder

Honey (joinhoney.com)

VP, Domestic Partnerships 

Regional VP, Performance Sales

Senior Director, Performance Sales

Director, Mid Market Sales

Senior Manager, Mid-Market Sales

Account Executive

Sales Manager

Sales Representative

Commission Junction

Advertiser Account Representative

Jenny Craig Weight Loss Corporation

Responsible for daily sales presentations to prospective clients
Responsible for 25% year over year increase in company revenue and customer retention 
Helped to consistently reach and exceed company's financial goals
Client retention and acquisition
Resolved all communicative service issues 
Utilized skills to identify and reach client's goal
Responsible for finding opportunities to build synergistic partnerships with local organizations

Program Director

I got laid off from my $350K+ sales leadership job and suddenly, Dumb Deb was back.

If you grew up in a big Irish family, you learned your role fast.

I was Dumb Deb.

• Not as academic as the others.
• Teachers saying: "You’re not like the other O’Neills, are you?"
• Stay agreeable. Don’t draw attention. Don’t get caught looking stupid.
 
That became my operating system.

So I did what made sense:

I climbed my way into tech sales and eventually hit $350K+ a year, hoping that would finally silence the voice in my head.

It didn’t.

Because I was still that kid in the classroom:

🚫 Never challenging my boss - because what if they asked me to explain myself?

🚫 Bending over backward to be liked - because being agreeable was safer than being seen.

🚫 Pretending to be confident instead of actually feeling it.

Then the layoff happened. And every fear I had was confirmed.

• I wasn’t valuable enough to keep.
• I couldn’t even fake it well.
• I was right to doubt myself all these years.
 
But at the same time, I was relieved.

Because I’d been miserable for years.
👎 Nodding through forecasting meetings, pretending to care.

👎 Climbing the ladder, only to feel the same at the top.

👎 Too afraid to quit, so I kept performing like I wanted to stay.

I couldn’t fake it through another interview.

I couldn’t go back.

I had officially run out of road.

So for the first time, I stopped running.
✔ I worked with a coach. (Refused at first. Weeks later, I gave in.)

✔ I admitted I had no clue what I wanted - but I knew what I didn’t. (Another sales job. Another year faking it.)

✔ I stopped numbing out. (No more endless scrolling. No more stress eating.)

And little by little, I rewired my entire way of thinking.

✅ I stopped fixating on what I lacked and owned what I was great at. (Connecting with people, making them feel seen, and helping them untangle problems.)

✅ I accepted that no title or paycheck was enough to make me stay. (Terrifying - but also a 100lb weight off my chest.)

✅ I finally asked myself: “What would I do if I could?” (And for the first time, I answered honestly.)


💥Today, I coach sales professionals who feel exactly like I did:

Pretending to care about numbers and forecasts when they know, deep down, they care about something else entirely.

✔ We get to the root of it. (The fear, the proving, the internal filters you never question.)
✔ We stop chasing Band-Aid fixes. (A new job or title won’t fix what’s really wrong.)
✔ We rewrite the rules. (So your next move actually feels right.)

If that’s you, let’s talk

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Debbie O Neill

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The Battle

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Likes

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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