The Gradient Works Blog

What makes a successful CRM implementation? What does a CRO need to be thinking about when it comes to Salesforce? 

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). 

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 beta more widely.

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) has recommended that I read The Goal by Eliyahu M. Goldratt.

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. 

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!

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.