The Gradient Works Blog
Moving from sales enablement to revenue enablement
06/30/2021 Moving from sales enablement to revenue enablement Gartner reports that 43% of B2B customers prefer "a rep-free experience" (and that number predictably increases when you look at younger buyers, like…
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From retail to RevOps: Why your first job experience matters
06/03/2021 From retail to RevOps: Why your first job experience matters It's pretty common for early-career people to say “I've only ever worked retail jobs. That has nothing to do with the corporate world." While it may…
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Assignments throughout the customer lifecycle
06/01/2021 Assignments throughout the customer lifecycle As customers progress through your customer lifecycle, they flow through your organization. Those customer flows are the circulatory system of your…
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Advanced round-robin assignment
05/12/2021 Advanced round-robin assignment Round-robin assignment is familiar to most sales teams. It's a deceptively simple concept that often becomes more complex in practice. We'll take you…
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Applying the Toyota system to a B2B revenue organization
05/06/2021 Applying the Toyota system to a B2B revenue organization In the 20th century, Toyota perfected its Toyota Production System. Also known as TPS (no, not that TPS), Toyota's system is a model of automation…
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Revisiting the Assignment Mullet
04/22/2021 Revisiting the Assignment Mullet I wrote my first post for Gradient Works about managing sales rep assignment throughout the customer lifecycle. Not only is assignment one of the…
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The link between revenue operations and customer experience
03/24/2021 The link between revenue operations and customer experience Last week, Hayes and I joined some members of HubSpot’s RevOps leadership team to talk about how customer experience and RevOps are intrinsically…
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What CROs need to think about when it comes to Salesforce
02/25/2021 What CROs need to think about when it comes to Salesforce What makes a successful CRM implementation? What does a CRO need to be thinking about when it comes to Salesforce? 
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The complete RevOps glossary
02/10/2021 The complete RevOps glossary 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,…
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