Kyle Coleman

Global VP Marketing @ ClickUp

Sales & Marketing leader with a passion for people development, identifying & solving problems, creating & optimizing processes, and unifying departments across the revenue org. 

I'm an avid runner, reader, podcast listener, and a proud corgi owner.

Chief Marketing Officer

Leading marketing, growth, and revenue excellence. 

Two things can be true at the same time.

1. We have a killer XDR team
2. We have a killer AI SDR program

They operate in concert with one another, not competition.

🦸 Our human XDRs are account strategists, and spend a ton of time on the phone (our top converting channel). They have real sales skills, educating and selling people on the value of ClickUp and earning next steps.

We have ~30 human XDRs, who are the pipegen backbone and the talent bench for the company. 5 more just got promoted to AE this week!! They’ll continue the proud tradition of being among the top performing AEs in their segments.

🤖 Our AI SDR monitors 100+ signals across our PLG user base and automates outreach for world class speed-to-lead (internally, we call it “programmatic pipegen” by the way). It feeds the pipeline for our humans to call, qualify, and convert to next steps. 

This motion is orchestrated by 2 people. Without the AI, data science, and automations they’ve built, it would likely take 40 SDRs to operate at this scale.

——

We’re hiring for both motions!!

1️⃣ BDRs in San Diego
2️⃣ Pipeline Operators anywhere

Let me know if you (or anyone you know) fits the bill.

We tripled XDR productivity in 6 months.

And no, we didn’t 3x the team. In fact, headcount was flat. Here’s what we did.

1. Hit the phones, hard

From ~35 calls per rep per day to ~150 (and still scaling). This isn’t just an effort thing. It’s data, operations, processes, and tooling. And, it’s training, sales skills development, and continuous coaching.

2. Automate signal monitoring

Reps used to manually monitor what was happening across their accounts. It was a major time suck, and was inconsistent across reps. Now, this is all done programmatically and the right intel is pushed to reps in their workflows.

3. Eliminate the paper cuts

Deep dives into all XDR tools and process to understand where time is lost. Nothing is too small to fix. Ensure XDRs are co-authoring and always evolving the processes we run.

4. AI everywhere

Stitching context together, powering workflows, cleaning data, creating feedback loops, automating handoffs. The list goes on and on.

We’re nowhere near done. Here’s to tripling again in 2026.

I'm building my AI org chart to create as much productivity for myself as possible.

Here's one that took 2 minutes to set up, with zero coding or workflow building.

🗓️ Daily Calendar Briefing Agent, built in our Super Agent studio.

It's connected to GCal and to all my docs, projects, tasks, whiteboards, etc.

It reviews each meeting on my calendar for a day and then finds all the relevant context I need to be aware of to prep for each meeting. 

It puts together a succinct brief and DMs me every morning.

Welcome to the team, Daily Calendar Briefing Agent.

G2 just confirmed what our customers already know. 

Converged software is they key to winning in 2026 and beyond.

🤯 ClickUp showed up in 1,539 of G2’s Winter 2026 category reports. 300+ more than anyone else. 

Incredible testament to the breadth of our solution. But what really energizes me is why it’s happening.

It's exhausting to constantly and endlessly stitch work and context together across tools, systems, teams.

ClickUp solves that. Converging 20+ core work apps, bringing teams together, and powering infinite human and AI workflows. 

Convergence has stopped being theoretical. 

🏆 It’s become a mandate.

I break down what this shift means here:

Open article: ClickUp Leads G2 Winter Reports 2026 Across 1,500+ Reports by clickup.com

ClickUp Leads G2 Winter Reports 2026 Across 1,500+ Reports

6 years. 400 pages. 70,000+ words. One doc that captures my entire journey on LinkedIn.

What should I do with this??

Salman Mohiuddin

Enterprise Account Executive, Marketing Cloud (Financial Services)

Helping sales pros + teams build healthy pipeline to close more deals faster | Sales Coach + Trainer @ SSA | 17 years as a quota carrier | ex-Salesforce, Asana and IBM | Interview Ace

Problem before Product. 

17 years of tech sales experience as an SDR + AE at Salesforce, IBM and Asana all as an individual contributor. There’s more 👉

Currently Founder at Salman Sales Academy.

#1 Sales Influencer in Canada 2025 (source: Favikon)

Coaching and training AEs, SDRs, BDRs + sales teams to find and close more deals.

Started as an SDR in 2006, moved to AE in 2007.

6 years at IBM
- SDR 
- SMB + MM AE
- small Enterprise AE

7 years at Salesforce
- MM AE (new logo)
- Enterprise AE

2.5 years at Asana
- Enterprise AE 

2 years at startups 
- SMB AE (new logo)
- Enterprise AE

I currently coach + train AEs, AMs, BDRs, SDRs and Sales teams on prospecting, problem enablement, discovery, demos, deal strategy and interviews.

DM me for:

- 1:1 Sales coaching 
- Sales team coaching + training for your company
- 1:1 Sales interview consults to help you land an offer
- Speaking engagements or sessions for your company
- Podcast guest 


✅ Widely recognized as a master prospector & hunter

✅ Experienced in consultative selling to C-level, Information Technology (IT), Marketing, Ops, HR and more.

✅ Sales Interview Ace - the interview playbook I've built has resulted in an 80% success rate in interviews

✅ Possess an Honors B.A., Economics

[Sales COACHING]

➡️ Problem Enablement [build confidence in truly understanding your persona and the problems your solution solves for]

➡️ Prospecting [cold email, cold calling, warm calling, objection handling]

➡️ Discovery [full 5-step discovery framework to help lead your calls with confidence and in the flow of the conversation]

➡️ Demos [full demo framework, engaging demos, justifying spend, taking control of deals, PoC/Pilot strategy, etc…]

➡️ Deal Strategy [multithreading, uncovering power, executive alignment + engagement, quantifying pain, business case, negotiation, dealing with objections throughout cycle, taking control of your deals, champion building, mutual plans, forecasting, etc...]

➡️ Interviews - I've refined my interview playbook that has help 80+ folks land offers [interviews, mock cold calls, mock discovery, mock presos, territory plans (that will wow a hiring manager)]

I've built an entire Sales playbook from prospecting to close in everything in between based on my 17 years of experience as an individual contributor in tech sales.

No fluff. All actionable sales insights and content, with real examples, that you can start using right away in your role and see immediate results.

Check out the coaching programs and testimonials here:  www.salmansales.com

or DM me. Happy to help.

Founder

Helping AEs, SDRs + Sales teams find and close more deals. 🚀 Boosting income and revenue. 

17 years of tech Sales experience, all as an individual contributor. I've been in your shoes as an SDR, Commercial, and Enterprise AE at companies like Salesforce, IBM and Asana. In the trenches. Exceeding targets. Even in economic downturns.

Documenting all of my learnings, I've built out a Sales playbook. Now I want to give back to YOU.

I teach individual contributors + Sales teams on how to sell better, exceed targets, boost income / revenue, and accelerate growth. All with actionable Sales content and insights that you and your team can start using right away. Seeing immediate results.

Spoke to an AE who ranked #2 globally out of 700+ AEs at his company last fiscal.

He’s gunning for #1 this fiscal (which ends in a few months for him)

What’s he doing differently?

It’s not complicated.

It’s the fundamentals.

(and it works)

Here’s a glimpse 👇

1. Knows the problems inside and out

He got the same product training as everyone else during onboarding.

Rather than jumping into product after hearing an ounce of pain, he takes a problem-first approach when speak into IT security leaders.

He spent his first few weeks in role truly understanding not the product, BUT

→ the problem it solves (in prospects language)
→ how said problem affects each key persona
→ how typically teams tackle the problem today
→ negative impact of ignoring the problem
→ KPIs + metrics affected by problem 

So when he talks to prospects, they think:

“This person gets my world.”


2. In discovery, he goes beyond surface-level pain 

If you took him aside and asked him about an in-quarter deal, he could tell you:

→ the specific problem they are facing (in their language)
→ how the team is dealing with problem today 
→ the use cases tied to that problem 
→ the impact on persona, team and org
→ who it’s affecting and why it actually matters
→ the exeutive priority that problem puts at risk
→ the risks or obstacles currently in the deal 
→ how he’s proactively de-risking them
→ next step, who owns it, and the goal

He knows discovery isn’t a stage in the sales process.

It runs throughout the entire deal cycle.


3. He leverages his x-functional team

Works closely with SDR, SE, CSMs, Pro Services, and a TON with partners.

But he doesn’t just “loop them in”. What he does:

→ prepares SEs before every call and demo
→ brings in execs for exec-to-exec alignment
→ sends each exec a 1-page deal brief before that 
→ works with partners as a true win-win
→ consistently meets with them, “walks the halls”
→ builds mutual plans that hold everyone accountable

………………………………………………

I’ve been coaching this AE for almost 2 years.

He wants to Finish #1 globally this fiscal.

……………………….

With how competitive the market is.
With budgets being super tight.
With all the AI tools at our fingertips.

IMO, it comes down to the fundamentals of sales that will help drive our success.

Helping Sales Pros Close More Deals + Crush Quota | 17 Years as an AE | ex-Salesforce, IBM + Asana | Founder, Salman Sales Academy | #1 Sales Influencer in Canada 2025

1st year AE, I was told these were good disco questions:

“Do you have budget set aside for this?” 
“What’s your timeframe in making a decision?” 
“Who's the decision maker on your end?” 

😐 

I asked them pretty much exactly like that. BANT style.
And prospects saw right through it.

They felt lazy.
Salesy.

Pure “check-the-box” questions.
Deals didn’t move forward.

Conversations stayed shallow.
Something had to change.

If I wanted real answers, I had to stop qualifying and start understanding.

Here’s what changed everything 👇

4 simple shifts that made qualification feel natural 
(not salesy)

1. Timeframe → Consequence

Instead of asking:
“What’s your time frame?” 😐

Ask:
“What’s happening today that’s causing you to take a closer look at this problem now vs later?” 🙂

Now timing had meaning.


2. Decision maker → Initiative ownership

Instead of asking:
“Who’s the decision maker?” 😐

Ask:
“When folks are trying to solve a big problem like this I find it’s usually driven by someone at the exec level. In addition to yourself, is there an exec on your side this initiative is being driven by?” 🙂

No pressure.
Just context.


3. Budget → Reality check

Instead of asking:
“Do you have budget?” 😐

Ask:
“Usually what I find is companies fall in 1 of 2 buckets:
a) have budget set aside for a specific project + eval
b) there's no line item for fiscal aligned to the project + eval
Which bucket would you put yourself in?" 🙂

Way more honest answers.


4. Sign-off → Risk

Instead of asking:
 “When do you expect sign off?” 😐

Ask:
“What would prevent your CIO and CFO from moving forward?” 🙂

Obstacles surfaced early.
Not at the end.

............................................

The difference?
Purpose.
Intention.

Respect for the buyer.

Ask questions that help prospects think, not questions that make them feel sold to.

Not so hot take: Quit wasting time and team resources on RFPs you have no business being in.

Imagine this 👇 

→ prospect invites you to participate in an RFP 
→ AE drops what they're doing, pipes a 100k deal
→ gathers team resources (SE, PS, Product, etc...)

Team is heads down for the next few weeks.

Responding to the 100+ questions.

Preparing for the demo so they can meet req'ts.

Only to find out a month later they aren't the selected vendor.

.................................................

Here's why this is a mistake:

→ you're late to the party if you just found out about the RFP
→ prospect already has a good idea on the vendor
→ your team wastes weeks on a lost cause
→ resources are drained

Winning RFPs requires early engagement.

Ask yourself:

- were we engaged prior to release?
- did we help co-create or shape the RFP?
- are they willing to meet so we can learn more?

If not, you've got to make the smart decision and walk away

... and focus on winnable deals instead.

(There are exceptions here, especially in gov't / public sector for example where RFPs are the norm)

But in the majority of cases, it's true.

Use your time (and your team's time) wisely.

The best salespeople know when to say no.

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The Battle

Kyle Coleman

Salman Mohiuddin

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Posts

Engagements

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);}Kyle Coleman's LinkedIn Performance

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