The Gradient Works Blog
What is revenue velocity and how can you increase it?
10/05/2021 What is revenue velocity and how can you increase it? Let's talk about revenue velocity. What is revenue velocity exactly? How do you calculate it? What's slowing down your revenue velocity? And how can…
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Unification vs. alignment in revenue organizations
08/04/2021 Unification vs. alignment in revenue organizations Alison Elworthy, EVP of Revenue Operations at HubSpot, recently wrote about why diversity is critical in RevOps leadership. I absolutely love how she…
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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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