In this Show & Tell, Ambar Estevez, Senior Customer Success Manager at Salesloft, explains how Cadence Audits help her team guide strategic, data-driven conversations with customers. These audits highlight where reps lose momentum and provide insights that go beyond generic best practices.

See what the Cadence Audit looks like here:

Other Key Takeaways from Ambar:

1. Cadence Audits are a powerful tool

Pull data directly from the customer's own cadences to identify where reps are dropping off or missing key engagement points. These insights help focus the conversation on what’s actually driving results, rather than relying on generic best practices. For larger or fast-growing teams, consider forming a cadence committee to keep outreach strategies aligned and effective.

2. Show what strong adoption looks like

When customers see how other teams are using the platform or how much value their own teams are getting, it often sparks conversations about expanding adoption into new roles or departments.

3. Post-sale value realization is important

Early in the relationship, works with customers to define what success looks like and align on shared goals and action items. That mutual understanding helps ensure every conversation ties back to what the customer truly cares about.

4. Avoid assuming what content the customer wants to see 

Instead, build in a prep step before key meetings to confirm what data will land with each persona in the room. This makes business reviews more relevant, targeted, and impactful.

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