Carlos Delatorre, CRO @Harness: Why Every Sales Rep Should Do Pipeline Generation | E1251

Carlos Delatorre is one of the legendary go-to-market leaders of the last 20 years. Today, Carlos is the Chief Revenue Officer (CRO) at Harness, where he oversees global sales and go-to-market (GTM) operations. Before Harness, Carlos was the CRO @ MongoDB and Navan. Carlos is also an investor with a portfolio including the likes of Modern Treasury and Starburst to name a few. ---------------------------------------------- In Today’s Sales Masterclass We Discuss: 00:00 Intro 02:21 The Art and Science of Sales 03:17 How to Hire Sales Talent 04:58 How to Build a Sales Team 15:28 Why Every Sales Rep Should do Pipeline Generation 15:27 How the Best Reps do Pipeline Generation 19:09 Biggest challenges of Pipeline Generation 36:40 Sales Metrics and Conversion Rates 40:30 Evaluating Sales Performance 44:26 Effective Sales Training 45:38 Pipeline Generation and Deal Reviews 47:35 Maintaining Sales Team Morale 49:11 Verticalized Sales Playbooks 51:44 Addressing SaaS Churn Rates 53:02 Discounting and Deal Slippage 55:29 Transitioning to CEO Role 57:41 Hiring Mistakes and Sales Rep Evolution 01:00:55 In-Person vs. Remote Sales Teams 01:01:53 Account Management Strategies 01:05:37 Quick-Fire Round ----------------------------------------------- Subscribe on Spotify: https://open.spotify.com/show/3j2KMcZ... Subscribe on Apple Podcasts: https://podcasts.apple.com/us/podcast... Follow Harry Stebbings on Twitter: / harrystebbings Follow George Sivulka on Twitter: / CarlosDCarlosD Follow 20VC on Instagram: / 20vchq Follow 20VC on TikTok: / 20vc_tok Visit our Website: https://www.20vc.com Subscribe to our Newsletter: https://www.thetwentyminutevc.com/con... ----------------------------------------------- #20vc #harrystebbings #CarlosDelatorre #Harness #founder #CEO #venturecapital #startups #fundraising #salestips