The Revenue Leadership Podcast with Kyle Norton

E11: Mastering Strategic Planning with Eric Gilpin, CRO of G2

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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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INSIGHT

Revenue Executive vs. Sales Leader

A true revenue executive focuses on "who does what" and the "why", not just the "how" of execution.
They prioritize aligning organizational goals with a clear mission and adapting strategies to market changes.

ADVICE

Team Inventory

Hire for the team, considering the overall skillset inventory, not just filling individual roles.
Look for attributes like creativity, business acumen, and cross-functional collaboration skills.

ANECDOTE

Refining the ICP at G2

At G2, Eric Gilpin narrowed the Ideal Customer Profile (ICP) from 160,000 to 3,000.
This allowed for better resource allocation and focused account-based orchestration.

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