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.

01:20:01

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Episode guests

Eric Gilpin

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Episode notes

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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.

Encouraging continuous learning and collaboration among teams fosters a culture of adaptability and innovation, enhancing overall performance and alignment towards common objectives.

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.

Intro

2min

Strategic Leadership in Sales

5min

Navigating Team Dynamics and Strategic Alignment

23min

Leveraging Friction for Organizational Growth

8min

Leadership Principles for Relentless Growth and Collaboration

3min

Key Leadership Principles for Organizational Success

22min

SyncWeek: Bridging Remote and In-Person Collaboration

8min

Elevating Leadership: Insights for Chief Revenue Officers

9min

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. If you like what you heard from Kyle today, follow The Revenue Leadership Podcast for new episodes every Wednesday. Want more content from the Topline media family? Listen to Topline Podcast with Sam Jacobs, AJ Bruno, and Asad Zaman. Join the Topline Slack channel to engage with hosts, guests, and other listeners. Subscribe to Topline Newsletter written by Asad Zaman.

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