At Gradient Works, we sell software that automates dynamic books.
Dynamic books is a set of sales processes that helps sales teams increase efficiency with a more adaptable approach to territories and account coverage.
We started calling this set of intertwined processes “dynamic books” about two years ago.
Dynamic books rests on the premise that you can increase outbound’s contribution to pipeline by making sure reps are always focused on a small set of the best possible accounts, and that you’ll need to manage this process dynamically. You can’t assign a sales rep a territory with 1,000 accounts at the beginning of the year, and then just assume they’ll figure out the best way to work through that book on their own. Instead, you should assign every rep a small book of high-potential accounts that are refreshed regularly. You let sellers do what sellers do best - sell - and handle all the manual effort of qualifying, prioritizing and researching accounts before an account ever gets in the hands of a seller.
As sales reps work accounts to completion, they’re moved out of their book and are replaced by new ones. As you learn new information about accounts, you may prioritize or deprioritize them accordingly. You can shift strategy to focus on a new set of accounts or make changes to ICP criteria, and then dynamically distribute those new accounts to reps with capacity to work them. Sellers are always focused on a small set of great accounts, which means higher-quality outreach and increased opportunity creation.
While some sales teams have subscribed to these principles for years, it’s been hard to implement until recently. Doing dynamic books manually requires so much time, effort and resources that most teams found that it wasn’t really worth it to do it manually. It’s only been recently that we’ve finally gotten technology that allows us to automate dynamic books. That includes some of the foundational elements like automated, customized routing and robust ICP data and account scoring. And that now includes newer tech elements like AI for account research at scale and intelligent inferences about what makes an account worth reaching out to.
And that’s what we build at Gradient Works - a software platform that makes automating dynamic books possible. With dynamic books software, you can implement all of those small strategy shifts without much impact on sales reps and with very little effort from RevOps.
Dynamic books is a system that’s designed to use technology to help human sellers focus on the things humans do best, and automates all the other stuff behind the scenes, resulting in more efficient pipeline creation and happier sales teams.
