Gradient Works

🔥 End-of-quarter energy is in full force — and Terri the Territory Cat is cheering you on! Whether you're wrapping Q1 with big wins or laying the groundwork for Q2, here’s to cleaner data, smarter territories, and less chaos ahead. #EOQ #GradientWorks #SalesOps #RevOps #B2BSales

Q1’s almost done. The scoreboard’s about to reset for Q2. Sales leaders have to nail these quarterly transitions. This week I asked Ryan Burke and Steve Travaglini to go deep in Uncharted Territory with me to talk about the things you need to do to wrap up one quarter and move on to the next—especially Q1 to Q2. A few things to look forward to: 1. The quantitative and qualitative things to look back at each quarter 2. Pipeline coverage, pipeline coverage, pipeline coverage 3. Don’t fool yourself looking for alibis 4. How to communicate what’s working and what’s not to the team 5. Some concrete advice for crushing your board meeting (hint: it involves a pre-BOD workout and Paul Pierce) 👉 🔗 Tap "View my newsletter” by my name to go straight to the chat.

Selling to SMBs? You already know the data struggle is real. Most enrichment tools just aren’t built for the messy, detailed reality of small and medium businesses. We wrote a new piece on how B2B sales teams can finally get useful data for SMBs — and how AI is making it possible to scale that research without burning out your reps.

Your outbound strategy is only as good as your account selection. 🎯 That’s why we built AI Researcher—no more guesswork, no more manual Googling. ✅ Define your criteria ✅ Get the data delivered to your CRM ✅ Prioritize and execute with precision More pipeline. Less stress. All the right accounts. Read the full article for more.

New in Market Map 🚨 We’ve improved Market Map cluster names—now with more specificity to help you quickly understand a cluster and the types of companies in it. Easier insights. Faster targeting. Smarter outreach. #GradientWorks #MarketMap #AccountResearch

Tips from our CEO on how to beat your ARR plan by just adding one more opportunity per sales rep per month. How can you get 1 more opp per rep every month? 1️⃣ Identify customer lookalikes 2️⃣ Equip the story 3️⃣ Prioritize ruthlessly 4️⃣ Measure account coverage, not activity Read the full article for details.

New with Gradient Works 🚨 We’re rolling out a new unified user experience in the Salesforce app, and it’s a game changer. Now, all the tools from the full Gradient Works platform are right there in Bookbuilder – easy access to Routing, Market Maps, AI Researchers, and more. #GradientWorks #Salesforce #SalesEnablement #TechInnovation #GTM

New feature drop: Recently Engaged Contacts on the Account Panel Ever wonder who your reps are actually talking to on an account? Now you don’t have to guess. We’re making it easy to see exactly who’s being engaged—right in the account panel. ✅ Better coaching – Spot trends, gaps, and opportunities in rep activity. 🎯 Smarter outreach – Make sure your team is talking to the right people, not just the loudest ones. #SalesLeadership #RevOps #AccountEngagement

New in Gradient Works: Pipeline Metrics in Bookbuilder We’ve added a new way to track pipeline in Bookbuilder’s analytics reports—now you can see exactly how much pipeline a rep or team is generating from a specific segment. This is the first step in helping sales teams get a clearer picture of where pipeline is coming from, where gaps exist, and how to improve coverage. You’ll find these new metrics in rep reports and market coverage reports under the Analytics tab. And this is just the beginning—more pipeline insights are on the way. Stay tuned! #sales #revops #salesanalytics #pipelinegeneration

Outbound isn’t just a numbers game—it’s about efficiency. Your team can make 10,000 calls and generate 10 opportunities, or they can make 1,000 calls and generate the same. Which would you rather have? That’s where Opportunity Creation Rate (OCR) comes in. If you’re only tracking activity in and pipeline out, you’re missing the most important part: how well your team actually converts effort into results. We just dropped part 2 of our series on fixing outbound measurement—breaking down why OCR matters and how to start tracking it today. Check it out here: https://lnkd.in/gatuM29k #sales #revops #outbound #salesstrategy #pipeline