The Gradient Works Blog

Posts by Jason Hamilton

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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The role of an SDR manager in goal setting and development
06/02/2023 The role of an SDR manager in goal setting and development Sales Development Representatives (SDRs) play a crucial role in driving revenue growth. However, behind every successful team of SDRs is an effective…
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How to move to a more dynamic lead distribution model
04/17/2023 How to move to a more dynamic lead distribution model Lead distribution processes often fail due to two factors: legacy processes and territory imbalances. In this blog, we'll provide an overview of how…
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4 sales rep productivity metrics to track in Q2
04/11/2023 4 sales rep productivity metrics to track in Q2 Q1 was tough for sales teams- opportunities were harder to come by, there were fewer meetings, and even fewer deals. How does that happen when your…
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Intent and timing when you don’t have budget for 6sense
03/29/2023 Intent and timing when you don’t have budget for 6sense Sales and marketing teams are looking for avenues for growth. Growth strategies like ABM, PLG, and going upmarket rely on timing signals to identify…
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Using intent data to forecast across the customer lifecycle
03/10/2023 Using intent data to forecast across the customer lifecycle Every company goes through an ICP exercise to identify the ideal customer for their business. For B2B organizations, those attributes provide…
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Increasing sales pipeline with intent-driven account coverage
02/23/2023 Increasing sales pipeline with intent-driven account coverage Your board expects growth this year, but it’s a tough time to run a sales team. Fewer reps are making quota, companies are adjusting targets, and…
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Using multi-touch attribution across the customer journey
01/13/2023 Using multi-touch attribution across the customer journey Marketing attribution often feels like the “Golden Ticket” idea from The Office. If the campaign works, give us all the credit. If not, we didn’t do…
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