The Gradient Works Blog
The challenges and opportunities of rules of engagement
10/24/2023 The challenges and opportunities of rules of engagement We spend a lot of time talking to revenue and sales leaders. And one of the things that frequently comes up in those conversations are sales rules of…
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AEs missed quota because they're unwilling / unskilled at prospecting?
08/24/2023 AEs missed quota because they're unwilling / unskilled at prospecting? Are reps missing quota because AEs are unwilling/unskilled at outbound prospecting?
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6 ways to improve your CRM data hygiene
08/10/2023 6 ways to improve your CRM data hygiene 48% of sales leaders aren't happy with the data in their CRM (Forbes and SugarCRM, 2021). And if anything, that number seems low. I don't think I've…
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Adding new data into your account score
08/08/2023 Adding new data into your account score Building an effective account scoring model includes a mass of data points about prospects (demographics and firmographics), web engagement, buying…
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Headcount headache: Redoing territories after a RIF
08/04/2023 Headcount headache: Redoing territories after a RIF So you’ve lost a handful of reps, either via RIF, promotion, or other forces. No matter the reason, you now have to redistribute those reps’…
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Using the SPA framework to increase B2B pipeline coverage
06/26/2023 Using the SPA framework to increase B2B pipeline coverage You probably don't need us to tell you that 2023 has been a tough year for B2B sales teams.
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Adjusting your annual plan with data
06/09/2023 Adjusting your annual plan with data Recently, our CEO Hayes Davis joined a webinar on adjusting GTM, annual plans mid-year.
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The benefits of a hybrid approach to dynamic books
06/07/2023 The benefits of a hybrid approach to dynamic books Did you know you can do a little dynamic books? Lots of teams take a hybrid approach and apply some dynamic books principles without going all in.…
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Unlocking account coverage: TAM, SAM, SOM and market segmentation
05/15/2023 Unlocking account coverage: TAM, SAM, SOM and market segmentation We keep saying that pipeline starts with account coverage, but what does that really mean? Let's start by talking about account coverage and how you…
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Better books make better reps

If you enjoyed what you read here, then you might be interested in what we're doing at Gradient Works. We're on a mission to eliminate territories forever. How? Something we call dynamic books.

Learn more about dynamic books