The Gradient Works Blog

Posts by Hayes Davis

The 3+1 ICP: Finding your unique customer fit
11/05/2024 The 3+1 ICP: Finding your unique customer fit The 3+1 ICP. It’s a pattern I’ve seen in tons of conversations the last couple months, especially last week at GTM 2024. Nearly everyone in B2B has…
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AI isn’t a shortcut to connection
10/23/2024 AI isn’t a shortcut to connection Using AI to demand things from humans is disrespectful. Disrespect is a bad way to start a relationship, so choose your outbound tactics wisely.…
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Q4 survival guide: RevOps moves you need to make right now
10/01/2024 Q4 survival guide: RevOps moves you need to make right now 0️⃣0️⃣0️⃣0️⃣0️⃣0️⃣0️⃣ • 6️⃣1️⃣ Welcome to Q4. The counter’s at 0. There are 61 business days until 12/31/2024.
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Introducing Gradient Works Account Research: The missing piece to your data puzzle
09/11/2024 Introducing Gradient Works Account Research: The missing piece to your data puzzle Every B2B sales team has missing company data in their CRM. You might have incomplete account data, inconsistent account records, or even not enough…
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Why static sales territories fail and how to fix them
07/23/2024 Why static sales territories fail and how to fix them Static territories shrink over time. But not (just) the way you think. When we think shrinking territories, we usually think about a growing sales…
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Empowering sales reps with a streamlined returns process
07/15/2024 Empowering sales reps with a streamlined returns process Here’s a quick way to use a core dynamic books principle to empower your reps, sharpen outbound focus and improve your CRM data — all without big…
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Territory plans halfway through the year
05/29/2024 Territory plans halfway through the year We’re approaching mid year. And your territory plan from Q1 is getting smacked in the face. Reps have come and gone, you’ve got new plays to run,…
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We're at a monumental inflection point in B2B sales
05/18/2024 We're at a monumental inflection point in B2B sales Sales leaders have faced four huge shocks in just four years. And those shocks have transformed how B2B sales is done.
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The eye test in sports and B2B sales
02/14/2024 The eye test in sports and B2B sales B2B sales reps trying to focus on the right accounts in their territory are like college teams recruiting players. (I promise this analogy is worth…
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