GTM 92: Unlocking $100M+ Deals, Winning in Enterprise and Chasing Customers Not Competitors with Eric Gilpin
Sales Hacker
APRIL 30, 2024
14:09 – Challenges Upwork faced in breaking into the enterprise. 17:53 – An enterprise strategy is a company strategy, not just a sales strategy. 25:48 – Deep diving into a $13M enterprise deal at CareerBuilder that led to $100M more. 37:00 – Listener question: Advice for improving enterprise win rates.
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