{"id":351,"date":"2024-04-30T07:32:46","date_gmt":"2024-04-30T07:32:46","guid":{"rendered":"http:\/\/www.alaskansawmill.com\/?p=351"},"modified":"2025-07-10T13:13:53","modified_gmt":"2025-07-10T13:13:53","slug":"gtm-92-unlocking-100m-deals-winning-in-enterprise-and-chasing-customers-not-competitors-with-eric-gilpin","status":"publish","type":"post","link":"http:\/\/www.alaskansawmill.com\/index.php\/2024\/04\/30\/gtm-92-unlocking-100m-deals-winning-in-enterprise-and-chasing-customers-not-competitors-with-eric-gilpin\/","title":{"rendered":"GTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric Gilpin"},"content":{"rendered":"<div style=\"height:25px\" aria-hidden=\"true\" class=\"wp-block-spacer\"><\/div>\n<p><a href=\"https:\/\/www.linkedin.com\/in\/ericgilpin\/\" target=\"_blank\" rel=\"noreferrer noopener\">Eric Gilpin<\/a>\u00a0is Chief Revenue Officer of G2, the world\u2019s largest and most trusted software marketplace. In this role he oversees all aspects of G2\u2019s revenue generation, including global sales and customer success, enablement, partnerships, and revenue operations. An experienced leader with 20+ years of experience building and scaling large technology businesses, Eric joined G2 from Upwork, where he oversaw a global team of 400+ and helped lead the company to a successful IPO in 2018 (NASDAQ:UPWK) where the business scaled to north of $600 million in annual revenue in 2022 while serving 50% of the Fortune 500. Prior to his tenure at Upwork, Eric held a number of leadership roles at CareerBuilder, most recently as President of Vertical Sales. Eric also serves as a limited partner at the GTMfund investor network as well as an advisory board member at Sales Assembly. He\u2019s been recognized as one of the Industry\u2019s top \u201c40 under 40\u201d by Staffing Industry Analysts in both 2017 and 2018 and as a Top 100 Global Sales Leaders in 2020 by The Modern Sale. Based in Chicago, Eric has a Masters of Business Administration from Southern Methodist University\u2019s Cox School of Business.<\/p>\n<h3 class=\"wp-block-heading\" id=\"h-discussed-in-this-episode\">Discussed in this Episode:<\/h3>\n<ul class=\"wp-block-list\">\n<li>Strategies for earning the right to sell to enterprise customers<\/li>\n<li>How to align product, marketing and sales to deliver customer outcomes<\/li>\n<li>The importance of focus and ruthless prioritization in scaling a business<\/li>\n<li>Tactics for engaging C-level executives to cut through the noise<\/li>\n<li>Lessons learned from losing big deals and how to increase win rates<\/li>\n<li>Why being effective matters more than just being efficient in revenue orgs<\/li>\n<li>How to develop business acumen in BDRs and SDRs to set them up for success<\/li>\n<\/ul>\n<h3 class=\"wp-block-heading\" id=\"h-highlights\">Highlights:<\/h3>\n<p>4:15 \u2013 Eric\u2019s lengthy tenures at CareerBuilder and Upwork.<\/p>\n<p>6:31 \u2013 Upwork\u2019s challenge of the status quo in hiring contract talent.<\/p>\n<p>9:40 \u2013 How Eric chooses the right companies to work for.<\/p>\n<p>14:09 \u2013 Challenges Upwork faced in breaking into the enterprise.<\/p>\n<p>17:53 \u2013 An enterprise strategy is a company strategy, not just a sales strategy.<\/p>\n<p>22:37 \u2013 How Eric coaches reps when pursuing sexy logos the company may not be ready for.<\/p>\n<p>25:48 \u2013 Deep diving into a $13M enterprise deal at CareerBuilder that led to $100M more.<\/p>\n<p>31:55 \u2013 Leadership lessons from managing a 400+ person team.<\/p>\n<p>34:33 \u2013 Aligning multiple go-to-market motions across market segments.<\/p>\n<p>37:00 \u2013 Listener question: Advice for improving enterprise win rates.<\/p>\n<p>41:28 \u2013 One thing revenue leaders believe to be true that Eric thinks is bull$***.<\/p>\n<p>46:18 \u2013 One thing that is working for Eric in go-to-market right now.<\/p>\n<p><strong>Guest Speaker Links (Eric Gilpin):<br \/><\/strong>LinkedIn:\u00a0<a href=\"https:\/\/www.linkedin.com\/in\/ericgilpin\/\" target=\"_blank\" rel=\"noreferrer noopener\">https:\/\/www.linkedin.com\/in\/ericgilpin\/<\/a><\/p>\n<p><strong>Host Speaker Links (Scott Barker):<br \/><\/strong>LinkedIn:\u00a0<a href=\"https:\/\/www.linkedin.com\/in\/ssbarker\/\" target=\"_blank\" rel=\"noreferrer noopener\">www.linkedin.com\/in\/ssbarker\/<\/a><br \/>Newsletter:\u00a0<a href=\"https:\/\/thegtmnewsletter.substack.com\/\" target=\"_blank\" rel=\"noreferrer noopener\">thegtmnewsletter.substack.com\/<\/a><\/p>\n<p><strong>Sponsor:<\/strong><\/p>\n<ul class=\"wp-block-list\">\n<li><strong>Brought to you by<\/strong><a href=\"https:\/\/www.demandbase.com\/\" target=\"_blank\" rel=\"noreferrer noopener\"><strong>\u00a0Demandbase.<\/strong><\/a>Demandbase helps B2B companies hit their revenue goals using fewer resources by using the power of AI to identify and engage the accounts and buying groups most likely to purchase. Their account-based technology unites sales and marketing teams around insights that you can understand and facilitates quick actions across systems and channels to deliver big wins. It\u2019s flexible, scalable ABM built for you.<\/li>\n<\/ul>\n<p><strong>The GTM Podcast<br \/><\/strong>Don\u2019t miss The GTM Podcast dropping every Tuesday discussing true stories and experiences including trials and tribulations in the Go-To-Market world.<\/p>\n<p>The post <a href=\"https:\/\/gtmnow.com\/gtm-92-unlocking-100m-deals-eric-gilpin\/\">GTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric Gilpin<\/a> appeared first on <a href=\"https:\/\/gtmnow.com\">GTMnow<\/a>.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>Eric Gilpin\u00a0is Chief Revenue Officer of G2, the world\u2019s largest and most trusted software marketplace. In this role he oversees all aspects of G2\u2019s revenue <a href=\"http:\/\/www.alaskansawmill.com\/index.php\/2024\/04\/30\/gtm-92-unlocking-100m-deals-winning-in-enterprise-and-chasing-customers-not-competitors-with-eric-gilpin\/\" class=\"read-more-link\">[Read More&#8230;]<\/a><\/p>\n","protected":false},"author":1,"featured_media":329,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[18],"tags":[],"class_list":["post-351","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-business"],"_links":{"self":[{"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/posts\/351","targetHints":{"allow":["GET"]}}],"collection":[{"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/comments?post=351"}],"version-history":[{"count":1,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/posts\/351\/revisions"}],"predecessor-version":[{"id":352,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/posts\/351\/revisions\/352"}],"wp:featuredmedia":[{"embeddable":true,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/media\/329"}],"wp:attachment":[{"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/media?parent=351"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/categories?post=351"},{"taxonomy":"post_tag","embeddable":true,"href":"http:\/\/www.alaskansawmill.com\/index.php\/wp-json\/wp\/v2\/tags?post=351"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}