Leveraging Friction for Organizational Growth

In this episode of the Revenue Leadership Podcast, host Kyle Norton engages with Eric Gilpin, CRO of G2, to explore the intricacies of strategic planning in revenue leadership. Eric delves into the transition from sales leader to revenue executive, emphasizing the importance of aligning organizational goals with a clear mission. The discussion highlights G2's strategic approach to refining their Ideal Customer Profile, focusing on how to prioritize resources effectively. Eric also shares insights on the annual planning process, underscoring the need for adaptability and contingency strategies to navigate market changes.

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