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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

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Content provided by The Twenty Minute VC and Harry Stebbings. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by The Twenty Minute VC and Harry Stebbings or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ro.player.fm/legal.

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

  continue reading

1267 episoade

Artwork
iconDistribuie
 
Manage episode 462910451 series 73567
Content provided by The Twenty Minute VC and Harry Stebbings. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by The Twenty Minute VC and Harry Stebbings or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://ro.player.fm/legal.

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

  continue reading

1267 episoade

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