Grit
SVP Revenue at GitHub, Erica Anderson: Combining Top-Down and Bottom-Up Sales Motions
Jun 21, 2021
Erica Anderson, Senior Vice President of Revenue at GitHub, shares her dynamic journey from sales operations to a pivotal sales executive role without prior quota-carrying experience. She discusses GitHub’s unique top-down and bottom-up sales approach and reveals the value of strong partnerships between sales operations and leadership. Erica reflects on the crucial lessons learned about hiring strategies, the importance of individual forecasting, and the need for agility in adapting sales techniques, all while navigating her leadership insecurities in a growing tech landscape.
43:26
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Quick takeaways
- Leadership requires empathy and active listening to navigate unfamiliar roles and build trust within teams effectively.
- Integrating bottom-up and top-down sales strategies is essential for balancing organic growth with direct engagement in larger markets.
Deep dives
Agility and Growth Mindset
Emphasizing agility and a growth mindset is crucial in navigating the evolving landscape of business. Adapting to changes and remaining focused on goals enables individuals and teams to overcome challenges. The interview highlights the importance of fostering a culture of collaboration, where teams work together to achieve common objectives. This collaborative approach, grounded in shared goals, is essential for building resilient organizations that can adapt to the continuous shifts in the market.
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