The Gradient Works Blog

Posts by Hayes Davis

Considering vertical segmentation in 2025? Here's why you shouldn’t
11/21/2024 Considering vertical segmentation in 2025? Here's why you shouldn’t Considering vertical segmentation in 2025? Here's why you shouldn’t: 1️⃣ Messy Unequal TAMs and SOMs lead to uneven comp plans and convoluted…
Read Post
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…
Read Post
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.…
Read Post
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.
Read Post
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…
Read Post
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…
Read Post
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…
Read Post
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,…
Read Post
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.
Read Post
Prev Next

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