{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Grit","title":"SVP Revenue at GitHub, Erica Anderson: Combining Top-Down and Bottom-Up Sales Motions ","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/1815f2d1\"></iframe>","width":"100%","height":180,"duration":2606,"description":"Guest: Erica Anderson, SVP of Revenue at GitHub\r\n\r\nIn this episode, we cover: 'The Home of Open-Source Software': How GitHub is used for software development and when Erica joined the company. (3:12) ... How Erica was promoted to VP of Worldwide Sales at GitHub despite never having been a quota-carrying salesperson herself. (5:35) ... The Value of Partnerships: What a successful relationship between sales operations and a sales leader looks like. (8:51) ... 'Listening and learning': The methods Erica used to develop a new skill set for the sales leadership job she had never done before. (10:47) ... Hiring too soon: The 'very painful lesson' Erica learned at GitHub about hiring and expanding before fully understanding product-market fit. (15:43) ... Finding what fuels 'internal drive' — and the differences between external and internal competitiveness in sales. (19:18) ... How Erica's overall focus changed when promoted to a sales leadership role from a sales operations position — and the importance of individual forecasting for sales reps. (23:36) ... Sales motions: The 'internal selling' Erica did to convince GitHub to embrace top-down selling in addition to its existing bottom-up sales structure. (27:41) ... 'Aggregating customer feedback': How GitHub decides which product feature requests to prioritize. (34:01) ... The counterarguments made when Erica and her team advocated for a top-down selling motion to enterprise clients at GitHub. (38:03) ... How Erica defines grit. (41:37)","thumbnail_url":"https://img.transistorcdn.com/jCea5f44KBONhOsyLyht9nXUrj2YBNfA6fc-kgyfWTM/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/Lzk3NzAvMTY2Nzg2/MjQyOC1hcnR3b3Jr/LmpwZw.webp","thumbnail_width":300,"thumbnail_height":300}