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

ℹ️ EPISODE INFO

Released

January 24, 2025

Duration

1h 12m

Channel

The Twenty Minute VC

Watch on YouTube

▶ Open ↗

📝 EPISODE DESCRIPTION

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

🎤 SPEAKERS

• Carlos Delatorre

  guest

• Harry Stebbings

  host

🧾 EPISODE SUMMARY

In this episode of The Twenty Minute VC, featuring Carlos Delatorre and Harry Stebbings, Carlos Delatorre, CRO @Harness: Why Every Sales Rep Should Do Pipeline Generation | E1251 explores carlos Delatorre: Why Elite Sales Reps Must Own Pipeline Generation Carlos Delatorre, CRO at Harness and longtime enterprise sales leader, argues that great sales is far more science than art, and that every account executive must be excellent at generating their own pipeline. He details a rigorous, week-long operating cadence around “Pipeline Generation Tuesdays,” where reps intensely research, target, and outbound into carefully chosen accounts. Carlos explains how to hire and train reps for challenger environments, emphasizing innate attributes, self-sourced pipeline experience, and tight ramp milestones over resumes and logos. He also covers deal qualification, in-person team dynamics, discounting, churn, AI’s impact on sales productivity, and lessons from his own CEO stint and hiring mistakes.

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