Outbound pipeline you actually control
Inbound depends on marketing. Outbound depends on your team. Gradient Works gives reps the right accounts, keeps their books current, and shows you exactly who is creating pipeline — and who isn’t.
01The problem
Hard work on the wrong accounts doesn’t create pipeline
Outbound performance problems are usually diagnosed as effort problems. More often they are targeting problems wearing an effort problem’s clothes.
- Reps work the accounts at the top of an alphabetical list, not the best ones.
- A book too large to cover means the choice of what to work is arbitrary.
- Activity metrics go up while pipeline stays flat.
- Nobody can tell which accounts were genuinely worked and which were touched once.
02The approach
Point capacity at the accounts that can actually close
Score the market, give each rep a book they can realistically cover, and measure engagement against your own definition of what "worked" means.
Inbound volume is somebody else’s number. Outbound is the one lever a sales organisation fully controls — which makes it worth being precise about where the effort goes.
03End to end
How it works
- 01
Score
Rank every account by similarity to your closed-won customers.
Learn about Market Map - 02
Prioritise
Fill each rep’s book to capacity with the highest-fit accounts available.
- 03
Work
Reps engage a focused book, and return what is not landing so it can go to someone else.
- 04
Measure
Activity thresholds define "worked", and pipeline creation reporting shows the result.
Learn about analytics
- +16%
- more opportunities created per rep
- 18%
- higher meeting rate at Omnipresent
- 1–2 hrs
- saved per rep per day on prospecting
- 3×
- more qualified pipeline created
04Proof
What customers say
With Gradient Works we were able to update our process to automatically redistribute high-potential accounts to SDRs. We increased our meeting rate by 18% and reduced SDR and ops time spent on prospecting and manual assignment. Even team morale improved.
I could pull all the data from Gradient Works from last year and tell you exactly how many accounts each rep actually engaged.
Our reps are thrilled because they know the accounts we assign from Gradient Works are going to be worth reaching out to, and our ops team loves having this new ability to source high-potential accounts.
05Questions
Frequently asked
Our reps are already busy. How does this help?
It does not ask them to do more. It changes which accounts are in front of them, and it removes the time they currently spend deciding what to work — typically one to two hours a day.
How do we know whether an account was really worked?
Activity thresholds let you define the bar in your own terms, then hold the whole team to the same definition. "Assigned" and "worked" stop being the same word.
Does this replace our sequencer?
No. Outreach and Salesloft handle execution; Gradient Works decides which accounts belong in front of which rep, and integrates with both.
What lift should we expect?
Teams typically see around 16% more opportunities created per rep, and roughly 50% more opportunities from dynamic books than from static territories.
Give outbound something worth working
Score your accounts on the free plan and see how much of your book is actually worth a call.