20Sales: Why Every Sales Rep Should Do Pipeline Generation & How to Teach Them | Verticalised Sales Playbooks: When and How | How the Best Sales Reps and Leaders Structure Their Time with Carlos Delatorre, CRO @ Harness
The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch
The Twenty Minute VC
4.4 • 693 Ratings
🗓️ 24 January 2025
⏱️ 68 minutes
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Summary
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:
03:48 The Art and Science of Sales
04:42 How to Hire Sales Talent
06:26 How to Build a Sales Team
15:28 Why Every Sales Rep Should do Pipeline Generation
19:45 How the Best Reps to Pipeline Generation
21:34 Biggest challenges of Pipeline Generation
22:44 Pipeline Generation Success Stories
34:59 Sales Metrics and Conversion Rates
35:32 Customer Acquisition Strategies
37:17 Evaluating Sales Performance
39:14 Effective Sales Training
43:10 Pipeline Generation and Deal Reviews
45:05 Maintaining Sales Team Morale
46:20 Verticalized Sales Playbooks
48:37 Addressing SaaS Churn Rates
49:49 Discounting and Deal Slippage
52:02 Transitioning to CEO Role
54:15 Hiring Mistakes and Sales Rep Evolution
57:03 In-Person vs. Remote Sales Teams
57:55 Account Management Strategies
01:02:47 Creative Sales Tactics
01:04:12 Final Advice for Sales Leaders
01:04:46 Adapting Sales Strategies During Crisis
Transcript
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| 0:00.0 | I think for an early stage company, the CEO really has to develop the plays, figure out the |
| 0:06.8 | message, at least that initial message. The AEs are responsible for generating the pipeline |
| 0:13.0 | that will support them being successful, them hitting quota. Then anything they get from the other |
| 0:18.5 | sources is a gift, is a cherry on top is extra. |
| 0:22.1 | I don't believe salespeople sell. |
| 0:24.4 | Buyers buy. |
| 0:25.7 | All salespeople can do is create an environment that is conducive to that purchase decision. |
| 0:32.4 | This is 20 sales with me, Harry Stebbings. |
| 0:34.6 | Now, 20 Sales is the show that dives into the world of sales, |
| 0:43.2 | interviewing the best sales leaders to uncover their tips, tactics and strategies to scaling sales teams. Today, I'm so excited to be joined by one of the OGs of the go-to-market world, |
| 0:48.9 | Carlos Delo Torre. Carlos is the CRO at Harness, where he oversees global sales and go to market. |
| 0:55.1 | Before Harness, Carlos was the CRO at MongoDB and Navan, formerly Trip Actions. |
| 1:01.2 | He's also an investor, with a portfolio including the lights of modern treasury and starburst. |
| 1:06.0 | But before we dive in today, Absumo started with one simple idea. |
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| 1:29.4 | their start on App Sumo and with a rotating selection of hundreds of tools, you'll find all the |
| 1:34.1 | software you need to make your life easier in 2025. Plus with a 60 day money back guarantee. You can try |
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| 1:46.6 | lowercase VC and a free tool exclusively for 20 VC listeners. That's code 20 lowercase VC for 10% off, |
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