The Gradient Works Blog

Big books full of RevOps acronyms

The complete RevOps glossary

2/10/21 8:27 AM

Every job has its own jargon and acronyms. But revenue organizations might have more acronyms than most. If you work in sales, marketing or RevOps, you probably hear dozens of acronyms every day - ARR, ABM, ERP, CAC, ABC, BDR, SQL, ZAP, CLM, etc... (okay maybe a couple of these aren't real, but the rest are). 

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2021 resolutions

Thinking about 2021 revenue resolutions as OKRs

1/6/21 9:30 AM

Let's talk about new year's resolutions. Resolutions are things you want to change or do better. Especially this year, right? With so much out of our control right now, new year's resolutions seem to take on added importance in 2021. They're something we can control. 

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Fit, timing and how systems drive sales productivity

12/30/20 9:01 AM

It’s common in revenue organizations to look at an unproductive rep and blame them for “not putting in the effort” or “not following the process”. While that can be the case, it’s worth pausing to ask yourself if you’ve orchestrated a system that enables reps to be effective.

In this post I’m going to take you through a framework for evaluating where opportunity lies for reps, identify some reasons that reps aren’t able to maximize that opportunity, and then provide some suggestions on how to improve. Sound good? Let’s go!

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silos: good for storing grain, not good for account based marketing

Account based marketing is more than just marketing

12/16/20 11:09 AM

ABM is more than just marketing. Really, "account based marketing" is a bad name for it - it should be called "account based everything." Because, to actually be successful, ABM requires coordination between marketing, sales, account management, and customer success. Account based marketing is way more than just marketing. 

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