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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 automationfalse

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 thefalse

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 intrinsicallyfalse

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?

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,false

The Gradient Works Assignment private beta is expanding

01/14/2021 The Gradient Works Assignment private beta is expanding For the past few months, we’ve been quietly working with a few companies in a private beta of our software. Today, we’re ready to expand that betafalse

Book review: The Goal is a little weird, but valuable for B2B sales leaders

01/07/2021 Book review: The Goal is a little weird, but valuable for B2B sales leaders Since we started Gradient Works, nearly every operationally-minded person I’ve spoken to that was of working age in the 90s (or - gasp - the 80s) hasfalse

Thinking about 2021 revenue resolutions as OKRs

01/06/2021 Thinking about 2021 revenue resolutions as OKRs 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 ourfalse

Fit, timing and how systems drive sales productivity

12/30/2020 Fit, timing and how systems drive sales productivity 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”.false

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