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.
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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
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