Up and to the Right

Listen as Brendon O'Donovan, Vice President of Product Marketing at TeleSign, and Jenn Deering Davis, Co-Founder of Gradient Works, explore various topics of product marketing. This discussion covers pricing and packaging of products, the role of product marketing in revenue organizations, and provides tips to connect product marketing with sales and the rest of the marketing department.   

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Kevin McKeown, SVP of Global Sales at Mailgun and Gradient Work's first-ever expert Q&A guest, is back to discuss the long-term impact of the pandemic on sales teams with Hayes Davis. What's different about the opportunity lifecycle/how customers respond? What's changed about customer interaction? How has onboarding and enablement changed?

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Graham Collins, Head of Growth at QuotaPath, and Hayes Davis, co-founder of Gradient Works, discuss the complexities of sales compensation plans. This conversation explores the fundamentals of sales comp plans, how to design them for different roles and levels, what not to do when designing comp plans, and the impact comp plans have on diversity, equality, and inclusion.

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This week's Expert Q&A, starring Erik Huddleston, CEO of Aprimo, and Hayes Davis, Co-Founder of Gradient Works, focuses on account based marketing (ABM). This discussion highlights how to align your revenue organization to support ABM, how ABM and PLG often work together, and things to expect when switching over to an account based marketing approach. 

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Listen as David Cardiel, VP of Demand Generation at Parse.ly, and Jenn Deering Davis, Co-Founder of Gradient Works, explore demand generation and its role in revenue organizations. This conversation also covers what kind of content you should be creating, as well as how to measure the success of your demand programs.  

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After talking to dozens of revenue leaders and operators, the co-founders of Gradient Works identified a set of themes running through their conversations. Learn how B2B subscription revenue organizations are operating in the next normal.  We discuss trends in structuring and motivating sales teams, product led growth, account management, content marketing and more.

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Azim Nagree, EVP of Operations at Scorpion, and Hayes Davis, co-founder of Gradient Works, explore the basics of customer success and account management. In their conversation they discuss the basics of retention, the relationship between retention and expansion, and how to balance the two for maximum growth. Visit their LinkedIn profiles to learn more.

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Lisa Salinas, Director of Legal at SpyCloud, and Hayes Davis, co-founder of Gradient Works, discuss commercial legal operations, and what you need to know about contracts, the relationship between legal and sales teams, and how to balance getting the job done while managing the risks involved. For more information, visit their LinkedIn pages below.   

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This week, we talked to Andrew Ishak, communication coach and faculty member at Santa Clara University, about making better video. Get concrete tips for improving your Zoom setup and communicating engagement. 

More B2B sales and marketing content here: https://www.gradient.works/up-and-to-the-right

This week’s Up and to the Right expert Q&A features Jamie Edwards, Senior Manager of Sales Operations at Upwork, and Hayes Davis, co-founder of Gradient Works. Here, they do a deep dive into sales operations and scaling a sales team. Their discussion covers multiple sales ops topics including onboarding and enablement, territories and account allocations, ROE, and the revenue tech stack.

Lots more content like this here: https://www.gradient.works/up-and-to-the-right