The Revenue Leadership Podcast with Kyle Norton
Mastering Strategic Planning with Eric Gilpin, CRO of G2
Dec 4, 2024
Eric Gilpin, CRO of G2, shares his 15 years of revenue leadership experience, including his time at Upwork. He discusses the transition from sales leadership to revenue executive, stressing the alignment of goals with a mission. The conversation dives into refining the Ideal Customer Profile and the importance of adaptability in planning. Eric highlights leveraging friction for growth and emphasizes leadership principles that foster collaboration. He also touches on the balance between remote and in-person work, underlining the value of effective communication in driving success.
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Quick takeaways
- Eric Gilpin emphasizes the shift in mindset needed for revenue executives to prioritize strategic thinking and broader organizational goals over traditional sales execution.
- Contingency planning is crucial for organizations, enabling them to adapt to unexpected market changes while minimizing disruptions and seizing opportunities.
Deep dives
Driving Alignment and Strategic Planning
Driving alignment among different departments is crucial for achieving company goals. Effective revenue executives, unlike traditional sales leaders, focus on broader strategies and the overall vision of the organization. They enhance collaboration among cross-functional teams, involving not just their direct reports but also executives from other departments. This holistic approach fosters unified efforts towards common objectives, enhancing the company’s capacity to deliver better customer value.
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