Becky Melcher

How many hours are your reps actually selling? Most teams I speak with still see their SDRs spending more time managing tools than managing conversations. ~ Creating lists manually ~ Repeating the same outreach ~ Wrestling with CRMs and overdue tasks The reality is that traditional sales engagement platforms haven’t evolved fast enough. They’re optimized for efficiency, not intelligence. That’s where Klenty’s AI Agents come into play Instead of handling endless admin, each rep gets a team of 6+ AI agents that proactively run every stage of outbound for them from account research and list building to personalized outreach and follow-ups. Here’s what this really means in action: ~ SDRs stop guessing who to contact and when, AI prioritizes for them. ~ Reps move from “executing sequences” to “approving strategy.” ~ Time spent on repetitive, non-pipeline tasks→ replaced by tailored engagement for every account. AI doesn’t replace human connection, it amplifies it. Your reps stay focused on what truly builds pipeline: real conversations, curiosity, and closing momentum. This is what modern outbound looks like in 2025. Learn more about how Klenty’s AI Agents are redefining outbound - https://lnkd.in/gpJrFtW9 #aiagents #b2bsales #salesautomation #outboundsales #salesproductivity #revops

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Most CSMs lose renewals long before the renewal conversation ever happens. It usually happens here: There’s no real executive alignment. A quarterly check-in. A slide buried in a QBR. A last-minute renewal call. That’s not alignment. That’s exposure. Revenue-driven CSMs understand something critical: Executive alignment is a revenue strategy. Executives aren’t asking about feature usage. They’re asking (even if silently): • Are we on track to hit our business goals? • Where is there risk? • How are you helping us win? If your conversation doesn’t answer those three questions, you’re speaking the wrong language. Here’s the simple framework that works: 1️⃣ Outcomes achieved 2️⃣ Risks & headwinds 3️⃣ Opportunities ahead No task lists. No product tours. Just business clarity. When exec alignment is strong: • Renewals stop being stressful • Expansion conversations start earlier • Champions get air cover • CS becomes revenue-critical Quick gut check for this week: If your customer’s exec was challenged tomorrow, would they defend your renewal? If not, that’s the work.

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Ever noticed how some CSMs treat renewals like exam preparation? 😅 Study one night before… Pray during the exam… And then blame the question paper. Customer retention doesn’t work like that. Common CSM retention “strategies” (aka mistakes): • “Let’s connect 2 weeks before renewal” - because surprises are fun 🎁 • Sending a QBR packed with 35 slides… and zero business value • “They didn’t complain, so they must be happy” - famous last words • Waiting for churn signals that were basically screaming for months • Treating upsell like it’s the sales team’s problem • Saying “We’ll improve adoption” … and then never scheduling the training Retention isn’t a last-minute save. It’s like going to the gym… you don’t get fit by showing up once before summer. 💪 Watch this short video sharing practical ways to avoid these mistakes, strengthen retention, and position Customer Success as a growth engine instead of a support function. https://lnkd.in/gZpvmSn5 Also, I’m currently exploring new opportunities in the Customer Success space where Customer Success is treated as a true growth engine. If you’re hiring or know teams that value CS beyond support, I’d love to connect. 🤝 #CustomerSuccess #CustomerSuccessManager #CustomerRetention #NetRevenueRetention #SaaS #CustomerExperience #GrowthEngine #CSLeadership #TrustedAdvisor #OpenToWork #CustomerSuccessJobs

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The SDR Role, Tough, But Transformative 🎉 💡 Let’s be real, the SDR role isn’t easy. You face rejections, objections, and constant targets. But here’s the truth, it becomes easy when you own it. Own your numbers. Own your activity. Own your growth. What drives you as an SDR? 💬 Talking to different people every day. 🧩 Solving their problems. 🚀 Preparing yourself for that next step, AE, Team Lead, or Manager. This role teaches you discipline, communication, and resilience, the same traits that build great sales leaders. Yes, it’s tough. But it’s also the most powerful, rewarding, and high-energy role in the sales journey. Because when you truly love it, it gives back, in growth, recognition, and commissions. So if you’re an SDR out there show up, own it, and love it. Because this is where great sales careers are built. 💪 #SalesDevelopment #SDRLife #Motivation #SalesLeadership #GrowthMindset #CareerInSales #SalesTeam #ColdCalling #SalesJourney #Inspiration #Deel

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Let’s not overcomplicate outbound. Step 1. Find your ideal customer Step 2. Do some research Step 3. Call them w/ a POV, email or LI them with the same POV Step 4. Book the meeting or update CRM with notes Step 5. Learn from your mistakes Now do that over and over again and you will book some meetings.

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Sales reps know they are using outdated content. But they don’t have a choice. Reps have quotas they need to meet, and they’re under pressure to do it quickly. So they have to use the content that’s on hand… Even if it’s outdated or no longer accurate. It’s marketing’s responsibility to provide updated content. But without the right tools, their hands are tied too. Everyone is working with severe limitations that’s cutting them off from their full potential. Seismic can give both teams what they want without adding more confusing tools to the mix. DM me to learn more about how to bridge the gap between sales and marketing.

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Sales people, what's your favorite AI tech stack? How are you using it and what tasks have you started to automate?

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Strong pipelines aren’t built by chasing calendars. They’re built by SDRs who create real value in every conversation. 💡 In the next two months, focus less on time booked and more on impact made. That’s how you move closer to quota and lasting success.

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SDR leaders, watch for this pattern. New SDR starts. Uses your call framework. Asks simple questions. Pipeline starts flowing. Fast forward 6 months… They know the product inside and out. And oddly enough… their calls get worse. This is called The Curse of Knowledge. A cognitive bias where experts assume everyone else understands what they understand. Suddenly calls sound like this: Feature explanations Product jargon Mini demos on a cold call Instead of: Simple questions Curiosity Conversations about the problem Ironically, knowing too much can hurt discovery. The best SDR coaching moment isn’t teaching reps more about the product. It’s helping them forget it for a minute. And get back to the basics.

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