The Gradient Works Blog
There’s no GTM offseason anymore
07/10/2025 There’s no GTM offseason anymore Q4 is for closing. Q1 is for planning. So when do you build pipeline?
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How to spot a 10x rep (and build more of them)
07/03/2025 How to spot a 10x rep (and build more of them) Every CRO has a story about the mythical 10x rep. The one who doesn’t just hit quota but consistently crushes it. They close deals others never even…
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What if reps never had to disqualify an account again?
06/26/2025 What if reps never had to disqualify an account again? The average sales team is wasting time on accounts that were never going to convert. Reps dig through bloated books, chase ghost prospects, and burn…
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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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