The Gradient Works Blog
Mid-year moves for smarter outbound
06/17/2025 Mid-year moves for smarter outbound Congrats you’ve made it to the midpoint of the year. H1 is in the books, Q3 is kicking off, and it’s time to recheck the engine. If you’re leading…
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Sales funnel benchmarks that matter in 2025
06/10/2025 Sales funnel benchmarks that matter in 2025 It is no longer sufficient for a CRO to ask, “How much activity are we generating?” That is a baseline. The real question today is, “Are we applying…
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How to prioritize and tier accounts for outbound sales
06/04/2025 How to prioritize and tier accounts for outbound sales In our last blog we talked about what makes an account “working”: activity, engagement, multi-threading, and persistence. But let’s zoom out for a…
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Defining and maximizing “working accounts” in outbound sales
05/28/2025 Defining and maximizing “working accounts” in outbound sales What exactly counts as a “working account” in modern sales reporting? Below, we’ll define what a working account is, outline which activities qualify…
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The sales incubation period: Outbound’s overlooked metric
05/20/2025 The sales incubation period: Outbound’s overlooked metric Look, every sales leader and RevOps pro loves pipeline. We track how many calls our reps make and how much pipeline they create – but what about how…
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Summer pipeline slowdown? Not if you plan for it
05/08/2025 Summer pipeline slowdown? Not if you plan for it Summer is on the horizon. Half your team is gearing up for PTO, prospect response rates are already dipping, and pipeline coverage is starting to…
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What it would take for a mid-market AE to hit $10M
05/06/2025 What it would take for a mid-market AE to hit $10M Could a mid-market AE succeed with a $10M quota? I was talking to an advisor who works with a portfolio of high growth startups last week and she…
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How Market Map helps you finally target the right accounts
05/01/2025 How Market Map helps you finally target the right accounts Let’s be honest: most outbound efforts today are still fueled by gut feel and guesswork. Sales managers are tired of CRM tags that lie, industry…
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Rethink returns: Why account returns might be your highest metric
04/25/2025 Rethink returns: Why account returns might be your highest metric Let’s talk about one of the least-exciting but highest-impact levers in sales management: account returns.
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