Gradient Works

How did SalesLeap boost SDR performance and streamline outreach? ?? Our latest case study reveals the impact of Gradient Works’ Market Map on SDR efficiency and attainment. Could this be the key to your Q4 success? ?? Read the full SalesLeap case study (linked in the comments below). Want even more insights? Don’t miss our upcoming webinar: Turning Data into Deals: The AI-Powered Approach to Outbound Sales and Marketing ??? When: Wednesday, Dec 4, 10 am MST ?? Register here: https://lnkd.in/gM8b4Xz4?

Parallel dialers are hot right now, and they’re not just about volume—they’re a powerful tool for the right accounts. In this issue, we dive into how to use dialers smartly while keeping your ICP sharp and using that ‘human token’ strategically for meaningful connections. Sign up for our newsletter, Uncharted Territory, to get insights on the latest GTM strategies, tools, and tactics that keep you competitive and ahead of the trends! ??

With Q4 in full swing, it’s time to maximize performance with dynamic territory planning. Check out our latest tips and free guide on making territory adjustments that help your team finish strong! ?? #RevOps #SalesSuccess #TerritoryPlanning

Here’s an account coverage secret that drives unreasonably efficient B2B sales teams. They toss the high-stakes, once-a-year geographic carve and use dynamic books instead. Instead of carving fixed patches, assigning them to reps and telling the reps to figure it out, teams that use dynamic books do the following:

While you’re waiting for election results today, tune into Hayes Davis and Lily Youn Jaroszewski's conversation with Collin Stewart on the Predictable Revenue? Inc. podcast. They unpack the ins and outs of territory planning and how it can make a measurable impact on sales performance??? Catch the full podcast here:?https://lnkd.in/gpAMvc6B

Happy Halloween from Gradient Works! Remember what Terri said - carve pumpkins, not territories! ??

Account selection is all about strategically choosing which accounts your sales team should focus on to drive the highest impact. If you spend time making sure you've selected the highest-potential accounts for outreach, you'll save rep time and create more pipeline ??

We’re thrilled to see our very own Lily Youn Jaroszewski recognized in the “100 Powerful Women in Sales” alongside phenomenal leaders like Catie Ivey, Amy Volas and Daisy Chung!?? Huge thanks to Women in Sales and Demandbase for spotlighting such inspiring leaders. Let’s keep pushing boundaries and paving the way for the next generation of women in tech! ?? Be sure to follow these incredible women if you haven’t already! #WomenInSales

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 an ICP with the same 3 things: 1??: ?? Size Proxy for buying power or complexity. Usually expressed as employee count or revenue. Segmentation usually start by bucketing companies by size. 2??: ?? Geography Proxy for laws, language, timezones and culture. This comes down to whether we’ve got the capacity to serve someone in a particular geo[1] 3??: ?? Industry Proxy for company groups of companies that do similar things. Usually expressed as some top-down classification like NAICS or SIC[2]. We usually try to find industries where we do better and target those. However, there’s *always* a plus 1. ?1??: ?? The Missing Piece This is the thing that’s unique to your business. Here are real examples I’ve heard recently: has a travel search use case, does SMB payroll, offers pharmacy services, visits consumer homes, depends on performance marketing, has resort properties, is a well-established local restaurant.. The first 3 are usually pretty easy to get—you can buy them off the shelf from any old data provider. The ?1?? is much harder. RevOps teams are always on the hunt for proxies they can use to find their ?1??. However, because they’re so used to thinking about the world in terms of the “data points” they can buy for the first 3, they’re usually looking for some dataset that gives them a number (e.g. marketing spend, count of physical locations, etc). If it doesn’t exist, they give up. So if you're saying something like “if we just had X, we could nail our ICP”. Try asking “What does that X tell me about the company that makes them a better customer?” and then drill down. For example, take “We just need to know paid search spend” for a company that sells an AI landing page optimization service. Q: “What does paid search spend tell us about the company?” A: “That means they value paid traffic to landing pages and that’s what we help with” Q: “Why would they value paid traffic?” A: “It’s probably their major source of customers” Q: “Why’s that?” A: “They sell to consumers and that’s the best way to reach them” ?1??: “Maybe we could just classify some accounts as low-dollar consumer-facing and start there”[3] It’s not perfect, but it gives you a new way of tackling the problem without just going ˉ\_(ツ)_/ˉ and telling the reps to go research it. Would love to hear about your ?1?? and how you’re dealing with hit. Hit me up in a DM or in the comments. — [1] I didn’t say state or zip. Laws, language and timezones (to some extent) matter. Don’t slice finer than that. [2] This is broken. NAICS and SIC were built for government economists, not sales. I recommend bottoms-up clustering like Gradient Works Market Map. [3] This is a good AI agent web scraping use case

#GTM2024 may be over, but the insights are still flowing! If you missed Hayes Davis’ talk on “Unreasonable Efficiency,” check out our round-up blog in the comments below for key trends like scaling efficiently, RevOps as the glue for GTM alignment, and why best-in-class tools are winning over all-in-one solutions. ?? Plus, we’re excited to announce our new AI-powered Account Research tool, now available! Mention GTM when booking a demo and get 5,000 free credits to try it out. Learn more here: https://lnkd.in/g52xBPKT #GTM2024 #GradientWorks #SalesEfficiency #AI